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Proposes an alternative approach to understanding personal selling performance based on personal construct psychology, a cognitively based personality paradigm, originally formulated in clinical psychology by George Kelly. Explains how personal construct psychology theory (PCT), which reflects a constructivist epistemology, provides a conceptual framework for understanding and predicting sales performance. Demonstrates how PCT can be integrated with existing theoretical models of sales performance by suggesting a series of research propositions which can be tested using a number of different research methodologies. Considers research and practical implications.

Co‐constructed Inquiry has been built in partnership with specialist nurse practitioners, university‐based researchers (with a clinical background in stroke and dementia care) and people living with long‐term conditions. Co‐constructed Inquiry introduces the language of drama and theatre into the theory building and reporting process and consists of three stages: Building the set; Performing the production; and Bringing down the curtain. People with long‐term conditions represent subjective experience through the production of a life story script, a personal theory and, eventually, a collective theory. The personal theory is usually presented as a diagram, or a series of diagrams. Co‐constructed Inquiry sheds new light on participative methods of inquiry and in the development of co‐constructed grounded theory.

Using the public library context, this paper seeks to present research identifying perceived characteristics of fiction readers and their associated genres, with a particular emphasis on the reader of Black British and Asian fiction in the English language.

The paper applies personal construct theory and the associated repertory grid to a mixed method study involving 15 repertory grid interviews, conducted with librarianship Master's students at a UK university.

The findings regarding the perceived profile of the reader were similar to those reported in previous sociological research, but new constructs emerged regarding certain perceived characteristics of both readers and genres.

The method and findings provide a starting‐point for future research in materials portraying, and originating from, minority ethnic communities. With more repeated constructs and a larger sample size, future research could statistically investigate the significance of potential trends and apparent relationships between data.

The paper provides new data regarding the nature and readership of minority ethnic fiction, informing the improvement of its provision and promotion by public libraries.

It is hoped that longer‐term effects will be to increase both public and professional understanding of fiction written by members of minority ethnic communities, and of its potential contribution to the wider body of literature in the English language.

The paper applies personal construct theory and the associated repertory grid technique to a new area of research and practice, with new data having been generated concerning the perceived characteristics of fiction genres, and of their readers.

The purpose of this paper is to advance our understanding of identity play process by including the stories we live by in depth. Over the past decade, identity play literature has placed more emphasis on the role of self-narratives. Yet, the “stories we live by”, including the told or untold stories of past and imagined events of the future, have not been considered in depth in these self-narratives.

This conceptual paper draws on the personal construct theory, narrative identity and constructivist psychotherapy literatures and attempts to include the stories we live by in scholarly conceptualizations and explorations of identity play processes.

Drawing on the personal construct theory, narrative identity and constructivist psychotherapy literatures this paper offers a comprehensive conceptual model of how the stories we live by infuse individual identity construction processes. The model highlights the inter-connectivity among stories we live by, identity play, identity work, sensemaking and social validation. Looking through the lens of the personal construct theory and taking these inter-connectivities into account lead to the observation of temporality in identity construction and the plurivocality of self-narratives.

This paper looks at identity play through the lens of the personal construct theory. However, self-narratives are seen as a medium for manifestation of personal constructs. Thus, this paper also draws on the narrative identity literature and dialogical-self concept, which helps access the multiplicity of the self-narratives to widen our grasp of personal constructs. This paper combines discourse of deconstruction with the dialogical-self concept and provides more means for the explication of identity play.

The purpose of this paper is to adopt the perspective of personal construct theory to conceptualise employability. The study explores differences in the implicit employability theories of those involved in developing employability (educators) and those selecting and recruiting higher education (HE) students and graduates (employers).

A repertory grid technique (RGT) was employed to uncover the implicit theories of 22 employers and 14 educators across the UK.

A total of 717 constructs were elicited. A differential analysis of data gathered demonstrated several areas of consensus among employers and educators (including emotional management, confidence, professionalism), as well as divergence in representations of commitment, proactivity, interpersonal competencies and vision to the conceptualisation of employability.

Findings from this analysis indicate a need to integrate group process assessments within undergraduate programmes and recruitment procedures.

This study represents a personal construct approach to employability, utilising the unique value of RGT to further inform our understanding of employability within an HE context. This study contributes to an understanding of employability as a continually re-constructed concept. This study provides insights to its nature via two information rich cases that have extensive knowledge on the topic.

All good social science researchers recognise that each investigative paradigm and their respective research tools (e.g. experiments, surveys, interviews, observations, questionnaires) is limited in its exploratory power but especially by its dependence on the interests, perspectives and skills of the researchers employing it. They determine the research questions pursued and the questions asked of the respondents. Constructivist researchers however, though they too focus on an area they deem deserving of research and carry their own biases, seek to explore the respondents' perspectives of those domains, what they consider important and construe from their knowledge and life experiences and why they act as they do. Participants in research also bring to the task their own orientations, including their suspicions about researchers' motives, their willingness to take part in the investigation and their personal gains from doing so. When the aim of the research is agentic change, these are critical considerations for research design, data analysis and interpretation. This chapter, after summarising the main tenets of personal and social constructivist theory, explores and evaluates constructivist methodology, illustrating benefits and limitations through examples from research practice of its tools and analytical procedures from research conducted by the authors and their doctoral researchers across and between disciplines and levels in higher education. Techniques used include repertory grids, narrative and pictorial methods used to study, inter alia, staff development issues and transformative doctoral learning. Caveats emerging from practice will be included that limit and focus appropriately the collection, analysis and interpretation of results. Finally, arguments are presented for why, when and how to adopt, or indeed to avoid, these approaches and methods within such research.

The main theme of this chapter is raising awareness and improving insights and planning abilities in relation to problems faced by people of colour, as individuals and in institutions. In promoting these skills, there is a need to recognize the role played by personal perceptions and emotions in the way in which we construe problems. Here, the author presents a personal construct psychology (Kelly, 1955, Ravenette, 1997) derived approach, which offers a way through the conceptual confusion clouding our thinking about aspects of our lives that concern us, and often leaves us lacking the energy and ability to loosen our thinking and move in the direction of rewarding new attitudes and behaviours.

Globalisation means that more and more construction projects involve participants from different cultural backgrounds. Besides the obvious language barrier, people may also have different faiths, assumptions and behaviour norms which can and do cause conflicts. This challenges previous approaches and is creating a new context for the construction industry. This research aims to explore how practitioners can work more effectively in cross‐cultural situations.

The paper uses real‐life experience and personal construct theory to understand the problems in interpretation, communications, emotion and trust. It uses methods of participatory action research and experiential research, and an analysis based on dialogue and reflection between the researchers with different cultural backgrounds.

The paper concludes that, to work effectively in cross‐cultural situations, one needs to work with one's personal constructs and pay more attention to informal communications. It is also necessary to recognise and deal with emotions explicitly. It is very important yet difficult to build and maintain trust in cross‐cultural cooperation.

This approach inevitably brings some personal or even biased subjective judgement on certain cultural phenomena. There are others involved who do not have a voice.

The research provides a new approach to facilitate practitioners to tackle the problems of cross‐cultural projects.

The paper applies personal construct theory to cross‐cultural analysis using a novel methodology of cross‐cultural dialogue. This develops a practical approach to situations and establishes the importance of emotion in cross‐cultural cooperation.

Some researchers claim that trust can directly affect knowledge sharing but others consider that it is a mediator between some independent variables and knowledge sharing. So the purpose of this paper is to investigate whether trust is a mediator for knowledge sharing in the construction industry.

Personal construct theory is employed to test the mediation role of trust in architectural design teams. A questionnaire survey of architects is conducted in Beijing, Shanghai and Qingdao, People's Republic of China. The mediator model is tested using structural equation modeling.

The paper shows that the mediation role of trust between two personal construct based factors, i.e. social interaction (SI) and attitude on work (AttonW) and willingness to share knowledge is supported.

As the paper focusses on architects working in the early-design stage of a project, the findings may not be applicable to other stages. In future, other project actors should also be considered so as to investigate the issues in construction management in a more comprehensive way.

The results suggest that team managers should improve the SIs between team members and provide guidance to team members about the correct attitude on work so that the level of interpersonal trust can be enhanced, thereby knowledge sharing is encouraged.

The personal construct theory developed in clinical psychology is applied to study the mediation role of trust for knowledge sharing in the construction industry. The interdisciplinary research offers a theoretical framework to reveal the cognitive process of knowledge sharing.

This chapter applies three of the most prominent theories in vocational and career psychology to further illuminate the turnover process. Prevailing theories about attrition have rarely integrated explanatory constructs from vocational research, though career (and job) choices clearly have implications for employee affect and loyalty to a chosen job in a career field. Despite remarkable inroads by new perspectives for explaining turnover, career, and vocational formulations can nonetheless enrich these – and conventional – formulations about why incumbents stay or leave their jobs. To illustrate, vocational theories can help clarify why certain shocks (critical events precipitating thoughts of leaving) drive attrition and what embeds incumbents. In particular, this chapter reviews Super's life-span career theory, Holland's career model, and social cognitive career theory and describes how they can fill in theoretical gaps in the understanding of organizational withdrawal.