Restricted accessResearch articleFirst published online 2010-12
Une échelle fondée sur la théorie des états mentaux appliquée à la force de vente: examens de sa validité par des méthodes classiques et par imagerie par résonance magnétique fonctionnelle
Le but de cet article est de développer une nouvelle échelle fondée théoriquement pour mesurer les compétences de mentalisation interpersonnelle — autrement dit, la capacité d'un vendeur à « lire dans les esprits » des clients dans le sens de reconnaître les intentions du client, de traiter les signaux interpersonnels subtils et d'y ajuster ses actions. S'inspirant des recherches sur l'autisme et les neurosciences, les auteurs développent un modèle de fonctionnement du cerveau qui différencie les mentalisateurs interpersonnels hautement compétents des mentalisateurs faiblement compétents. Ils établissent la validité convergente, discriminante, concurrente, prédictive et nomologique de L'échelle en utilisant quatre méthodes dans quatre études distinctes: des analyses factorielles confirmatoires, des modèles d'équations structurelles, des procédures multi-traits, multi-méthodes et l'imagerie par résonance magnétique fonctionnelle. Cette étude est l'une des premières à examiner la validité d'une échelle non seulement de façon traditionnelle, mais en adoptant aussi des procédures issues des neurosciences.
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