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Context and cultural condition given, cybernetic agency theory enables the anticipation of patterns of behaviour. However, this only occurs under “normal” conditions. Abnormal conditions occur when pathologies develop in the agency, especially within its Piagetian intelligences. An understanding of these pathologies, therefore, constitutes an appreciation of how abnormal behaviour develops. The paper aims to discuss these issues.

Different classifications of pathology are considered: autopathic and sociopathic, transitive and lateral pathologies, epistemological and ontological pathologies, within a system and outside system effects of pathologies. The effects of pathologies are inefficacy, loss of cohesion within a system, emerging neurosis, and not least corruption.

Within Agency Mindset Theory, four types of pathologies are identified: being detached from the cultural system, behaviour does not conform to extant values; an inhibited figurative intelligence is disturbing self-reference and resulting in incapability to learn cognitively; the operative system does not respond to strategic intentions: operative decision making is not anchored in ethical, ideological or strategic specifications of the social system; action and behaviour of the organisation are driven by outside interests.

This part of the research could only provide a framework for theoretically identifying the systemic roots of pathologies within social systems, but not provide an in-depth analysis of the shifts in values and practices, which accompany the emergence of pathologies.

The research is indicating that emergent pathologies and moves towards corruption could be either identified through underlying shifts in values and practices, but also through reduced functions (inefficacies) of the indispensable internal processes of an organisation (a social system), be it action-oriented or learning-oriented processes.

The paper draws on earlier work undertaken in the last few years by the same authors, who in a new way are pursuing new directions and extensions of that earlier research.

The purpose of this paper is to introduce the concept of salesperson coachability and to propose potential relationships between it and sales coaching and sales performance.

This conceptual paper reviews the sales coaching and sales performance literature to highlight how the knowledge of each may be enhanced by the coachability construct. The concept of athletic coachability is then introduced to explain why it should be adapted and applied to salespeople in a personal selling context.

Adapting and applying the concept of athlete coachability to salespeople in a personal selling context may provide sales management practitioners and academics a better understanding of how certain salesperson personality traits combine and interact with certain situational influences to impact sales performance.

Future studies need to test the propositions advanced.

Salesperson coachability may be used by sales managers as a screening criterion for sales force recruiting and retention.

Salesperson coachability assessments for recruiting and training may result in lowering job turnover.

This paper introduces the concept of athletic coachability to the sales literature, argues why the concept should be adapted and applied to salespeople in a personal selling context, and advances testable propositions with respect to its expected relationship with sales coaching and sales performance.

The purpose of this study is to evaluate the economic value of celebrity endorsements to Indian firms based on their branding strategy – corporate or house-of-brands – and their “congruence” or “fit” with the celebrity. The overall economic value of endorsements to firms in India, a moderately collectivist culture, is also assessed.

Standard “event study” methodology is used to evaluate the economic value of endorsements under different branding strategies (47 endorsement announcements – 25 corporate brands and 22 house-of-brands). The impact of the level of congruence (assessed using brand personality scales) on abnormal returns is also examined.

Event study results indicate significant positive abnormal returns for corporate brands and insignificant returns to house-of-brands. Moreover, the level of congruence is found to have an insignificant effect on endorsement announcement returns. Overall, celebrity endorsements result in positive economic value to Indian firms.

This study evaluates the differences in the effectiveness of celebrity endorsements (which might form a significant part of advertising costs) to firms following different branding strategies. Findings from this study indicate that celebrity endorsement announcements from house-of-brands do not lead to any significant stock market returns (in terms of market value). Further, contrary to current literature, the results indicate that the congruence between brand and celebrity has no impact on returns to endorsements in India, warranting further examination of whether congruence or likeability is important in endorsements.

This paper aims to develop a new socio-cognitive theory of the normative personality of a plural agency like, for instance, an organisation or a political system. This cybernetic agency theory is connected to Bandura's theory of psychosocial function. The agency is adaptive and has a normative personality that operates through three formative personality traits, the function of which is control. The cybernetic agency theory is presented as a meta-model, which comes from cybernetic “living systems” theory.

First, in this paper, the authors discuss the virtues of a normative cybernetic agency model in the light of issues related to normal states and pathologies of systems. Formative traits could be derived from Maruyama's mindscape theory or Harvey's typology. However, Boje has noted that with four mindscape types Maruyama's typology is constrained. Consequently, he projected the Maruyama mindscapes into a space with the three Foucault-dimensions: knowledge, ethics and power.

The suggested cybernetic agency model with the three formative personality traits can provide a framing for a structural model that has the potential to distinguish between normal and abnormal personalities in the same framework.

The constraints of the Maruyama mindscape space, as identified by Boje, are suggesting that further research is needed to identify a formative three-trait-system which is theory based, was empirically applied, and is permitting to create a typology with eight extreme types, yet to be identified.

The paper draws on earlier work undertaken in the last few years by the same authors, who in a new way are pursuing new directions and extensions of that earlier research.

This study aims to examine differences in regret between individuals with high vs low self-esteem that follows from negative appraisals for unsuccessful consumer decisions that are either congruent or not with perceived norms. This study also tested the mediating role of decision responsibility and the ability of psychological repair work in regulating regret.

Hypotheses were tested through four experimental studies using student and international panel samples across different consumer decision scenarios to generalize the findings of the study.

This study shows that high self-esteem individuals regret less a bad decision when it is congruent (normal) than when it is incongruent (abnormal) with the prevalent norms, while lower self-esteem individuals tend to regret equally both normal and abnormal decisions. This study further shows that this effect is driven by internal responsibility attributions. Finally, the results also suggest that high self-esteem people are more efficient than low self-esteem people in regulating regret, but only when the decision is abnormal.

The present research has important contributions to both regret and self-esteem literature. First, this study explored the role of self-esteem on regret, an individual variable that has been studied relatively little in regret literature. Second, this study has shown, consistent with recent findings, that decision congruence with the norms is a more suitable predictor of regret than whether the decision involves action or inaction. Finally, this study showed that stimulating individuals to self-enhance by engaging in psychological repair work led individuals to regulate regret, consistent with regret regulation theory.

This article reviews the literature on personality disorder in offenders with learning disabilities, using Medline, PsychoInfo and CINAHL databases, and search terms ‘offending’, ‘personality disorder and intellectual disabilities’, ‘learning disabilities’ and related terms. Methods of defining offending population, personality disorder and learning disabilities vary greatly, and few studies focus specifically on personality disorder, learning disability and offending. The definition of learning disability often encompasses both borderline learning disability and low average intelligence. Personality disorder, especially anti‐social personality disorder, is prevalent in offenders with learning disabilities, but less than in the general population, and is associated with higher levels of security and poorer outcomes. The study concludes that there is a continuum of offenders with borderline and mild learning disabilities, reflected in learning disability forensic services.

This study investigates the role of personality disorders in the context of counterproductive knowledge behavior.

Data were collected through a survey administered to 120 full-time employees recruited from Amazon’s Mechanical Turk. Personality disorders were measured by means of the Millon Clinical Multiaxial Inventory-IV.

Personality disorders play an important role in the context of counterproductive knowledge behavior: employees suffering from various personality disorders are likely to hide knowledge from their fellow coworkers and engage in knowledge sabotage. Of particular importance are dependent, narcissistic and sadistic personality disorders as well as schizophrenic and delusional severe clinical syndromes. There is a need for a paradigm shift in terms of how the research community should portray those who engage in counterproductive knowledge behavior, reconsidering the underlying assumption that all of them act deliberately, consciously and rationally. Unexpectedly, most personality disorders do not facilitate knowledge hoarding.

Organizations should provide insurance coverage for the treatment of personality disorders, assist those seeking treatment, inform employees about the existence of personality disorders in the workplace and their impact on interemployee relationships, facilitate a stress-free work environment, remove social stigma that may be associated with personality disorders and, as a last resort, reassign workers suffering from extreme forms of personality disorders to tasks that require less interemployee interaction (instead of terminating them).

To the best of the authors’ knowledge, this work represents one of the first attempts to empirically investigate the notion of personality disorders in the context of knowledge management.

The aim of this paper is to assess highly toxic leaders and dysfunctional organizations as presented via management consulting and executive coaching assignments.

The paper employs an action research approach via two participant observer case studies incorporating the DSM IV‐TR: Diagnostic and Statistical Manual of Mental Disorders.

The paper finds that the nexus of dysfunctional organizational systems may be located in “pre‐existing” leadership pathologies.

First, additional research will be needed to confirm and extend the findings of individual pathologies in leaders to dysfunctional organizational systems; second, a closer look is necessary at the applicability of the DSM IV‐TR to pathologies at the organizational level; third, due to the action research, case study approach utilized, there is somewhat limited generalizability; fourth, there are limitations re: the applicability of DSM IV‐TR as an assessment tool for management researchers due to the necessity of training in clinical psychology.

The importance of distinguishing personality disorders in leaders from toxic behaviors falling within a range of “normal pathology,” and the ability to assess individual leadership pathology within organizational systems via the clinically trained usage of the DSM IV‐TR; providing clinical assessment tools for reducing the number of misdiagnoses of leadership pathology in the workplace; encouraging collaboration between management and psychology researchers and practitioners.

This paper fills a gap in the toxic organizations research by identifying personality disorders in leaders and providing an action research agenda for incorporating the DSM IV‐TR as a means of extending the repertoire of assessment tools;

Personality assessments are a clinically useful tool for offenders from the general population, and assessments of personality disorder can be used to predict future risk, as well as the likely trajectory and outcome of psychological interventions. There has been very little research examining the clinical utility of personality assessment in offenders with intellectual disabilities, both from the perspective of normal personality and from the perspective of personality disorder. After discussing the small amount of relevant research available, this article uses a clinical case example to demonstrate how a clinician might go about assessing different personality characteristics in offenders with mild and moderate intellectual disabilities, and interpreting the results. A model is presented to guide the clinician through the process of test selection, and details of the main tests under consideration are summarised in an appendix, including some of their strengths and weaknesses.

For decades, psychopathy has been thought to be untreatable. Yet, conceptualisations, and indeed its assessment, have deviated away from viewing the disorder as personality pathology towards a behavioural focus where the core underlying deficits in cognition and affect have been ignored. Interventions have followed suit leading to a premature discounting of the role of therapy in adjusting psychopathic traits. The paper aims to discuss these issues.

The review critically evaluates the conceptual and empirical evidence relevant to the treatment of psychopathy, deciphering components integral to the disorder that require intervention. Psychopathy is approached from a developmental perspective, with the review identifying several mechanisms thought to be responsible for precipitating and perpetuating its expression.

There appears some utility in targeting psychopathy from multiple angles, addressing experiences of trauma, associated schemas and the underlying cognitive-affective dysfunction noted to give rise to psychopathic traits. A new model for treatment was proposed integrating these factors to encourage the design of effective interventions that will address the origins and underlying deficits of the disorder, rather than symptomology.

The review encourages future research to consider the aetiology of psychopathy, with the aim of informing early intervention and containing the disorder whilst in its infancy, as well as addressing neurobiological dysfunction when most malleable.