UNT Theses and Dissertations - 18,417 Matching Results

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The Effects of Reinforcing Operant Variability on Task Acquisition

Description: Neuringer, Deiss, and Olson (2000) was replicated and extended to determine the effect of variability contingencies on task acquisition for twelve 7-9 year old children. Subjects first learned to press a computer's shift keys with increasing response variation. Each subject was then exposed to one of three experimental conditions during which they received a point for target responses. Variability condition subjects received additional points on a variable interval schedule for nontarget responses occurring less than 3% of the time. The any condition subjects received additional points on a variable interval schedule for any nontarget response. Control subjects received points only for target responses. All variability condition and two control subjects learned the target response. All any condition subjects and two control subjects did not.
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Date: December 2002
Creator: Seymour, Kail H.
Partner: UNT Libraries

The Electron Emission Characteristics of Aluminum, Molybdenum and Carbon Nanotubes Studied by Field Emission and Photoemission.

Description: The electron emission characteristics of aluminum, molybdenum and carbon nanotubes were studied. The experiments were setup to study the emission behavior as a function of temperature and exposure to oxygen. Changes in the surface work function as a result of thermal annealing were monitored with low energy ultra-violet photoelectron spectroscopy for flat samples while field emission energy distributions were used on tip samples. The change in the field emission from fabricated single tips exposed to oxygen while in operation was measured using simultaneous Fowler-Nordheim plots and electron energy distributions. From the results a mechanism for the degradation in the emission was concluded. Thermal experiments on molybdenum and aluminum showed that these two materials can be reduced at elevated temperatures, while carbon nanotubes on the other hand show effects of oxidation. To purely reduce molybdenum a temperature in excess of 750 ºC is required. This temperature exceeds that allowed by current display device technology. Aluminum on the other hand shows reduction at a much lower temperature of at least 125 ºC; however, its extreme reactivity towards oxygen containing species produces re-oxidation. It is believed that this reduction is due to the outward diffusion of aluminum atoms through the oxide. Carbon nanotubes on the other hand show signs of oxidation as they are heated above 700 ºC. In this case the elevated temperatures cause the opening of the end caps allowing the uptake of water. Oxygen exposure experiments indicate that degradation in field emission is two-fold and is ultimately dependent on the emission current at which the tip is operated. At low emission currents the degradation is exclusively due to oxidation. At high emission currents ion bombardment results in the degradation of the emitter. In between the two extremes, molybdenum tips are capable of stable emission.
Date: December 2002
Creator: Sosa, Edward Delarosa
Partner: UNT Libraries

Emergency Physician Communication Style and Career Satisfaction: Is There a Correlation?

Description: The correlation between social style and career satisfaction among emergency physicians was investigated. An e-mail survey was sent to a random sample of 1,000 members of the American College of Emergency Physicians in practice for at least three years; 707 had valid e-mail addresses. A twenty-item behavioral style survey instrument and a five-item career satisfaction scale were used. The study incorporated prenotification and reminder e-mails. Valid responses were obtained from 329 physicians (46.5%). No correlation was shown between social style and career satisfaction. Problems with both survey instruments were discovered. Survey respondents were unhappy with their careers, with an average satisfaction of 4.03, 1 being very satisfied, 5 very dissatisfied. Areas for future study include redoing the study using different survey instruments.
Date: December 2002
Creator: McEwen, Janet S.
Partner: UNT Libraries

An Evaluation of the Effects of a Pay for Performance Plan on Productivity of Employees of a Professional Services Firm

Description: This study examined the effects of a productivity-indexed pay for performance plan in a professional services firm. The new plan was implemented after productivity decreased under an existing plan. Performance of staff and senior level accountants was analyzed across three departments under a three-year baseline and a two-year intervention period. Several measures of productivity indicated that the intervention was effective in improving production, especially for employees with full annual workloads. Percentage of salaries earned in incentives was comparable for both the baseline and intervention periods. Possible explanations for trends in the data, weaknesses in the plan, and implications for future research are also discussed.
Date: December 2002
Creator: Porter, Melanie
Partner: UNT Libraries

An Examination of American Sideshow Banners as Folk Art, ca. 1920-1960

Description: This thesis redresses the lack of scholarly attention paid to painted circus banners produced in the United States during the first half of the twentieth century by exploring the extent to which American folk art painting scholarship, methodologies, and objects can be used to articulate the meaning and significance of banner painting. This study expands the disciplinary treatment of banner painting by introducing domesticated art as a means of representing non-academic art produced in the U.S. The thesis also presents a model for exploring banner painting after identifying traditional American folk art painting methodologies, which fail to investigate banner painting style, format, and artistic training associated with banner work.
Date: December 2002
Creator: Weimer, Emery Christian
Partner: UNT Libraries

Faculty Practice Among Commission of Collegiate Nursing Education Accredited Nursing Schools

Description: This descriptive survey study investigated the value of faculty practice among Commission of Collegiate Nurse Education (CCNE) Accredited Nursing Schools. The sample included all CCNE accredited schools that offered a Masters degree. Subjects from the 66 schools in the sample the dean and three Nurse Practitioner faculty who are teaching a clinical course. Response rate was 51% for the deans and 35% for the faculty. The opinions of deans were compared to the opinions of faculty on the views of faculty practice as research and the incorporation of faculty practice in the tenure and merit review system. The results showed faculty and deans differed on the value of faculty practice as research. However, only 6.5 % of statistically significance difference was contributable to whether the response was from a dean of a faculty. There was no significant difference to the inclusion of faculty practice in the tenure and merit review system. Boyer's expanded definition of research was used as a theoretical background. Deans viewed faculty practice more important as compared to the traditional faculty expectation of research than faculty did. The operational definition of faculty practice was that it required scholarly outcomes from the practice. Deans were more willing than faculty to acknowledge there were scholarly measurable outcomes to evaluate faculty practice than faculty were. The greatest difference in opinion of outcomes was the deans were more willing to accept clinically focused articles as an outcome than faculty were. Faculty were asked how the money from faculty practice was distributed. Faculty overwhelmingly reported that money generated from faculty practice most often goes to the individual faculty member. Suggested areas for future research involve investigation of the role of tenure committees in tenure decisions relating to research and faculty practice.
Date: December 2002
Creator: Roberts, Amy
Partner: UNT Libraries

Gender, Identity, and Influence: Hong Kong Martial Arts Films

Description: This project is an examination of the Hong Kong film industry, focusing on the years leading up to the handover of Hong Kong to communist China. The influence of classical Chinese culture on gender representation in martial arts films is examined in order to formulate an understanding of how these films use gender issues to negotiate a sense of cultural identity in the face of unprecedented political change. In particular, the films of Hong Kong action stars Michelle Yeoh and Brigitte Lin are studied within a feminist and cultural studies framework for indications of identity formation through the highlighting of gender issues.
Date: December 2002
Creator: Castillo, Gilbert Gerard
Partner: UNT Libraries

Germinal Ideas and Processes within plies (2002): A Chamber Work for Eleven Players

Description: The piece is a twenty minute work discoursing the integration and eventual dissolution of two separate musical strands. The pitch material of each strand is determined from synthetic scales whose intervalic content duplicates at the following intervals: Perfect 12th, Diminished 12th, Minor 9th, Perfect 8ve, and Major 7th. A proportional means of temporal compression is generated through the use of the factor, 11/15 (e.g. Event 2 is 11/15 the duration of Event 1). Various elements of jazz music informed the construction of plies, including the instrumentation of the ensemble and the means by which the performers interact throughout the piece. Internal cueing and performer decisions are meant to eliminate the need of a conductor in favor of increased interpretive freedom by the performers.
Date: December 2002
Creator: Stecher, David
Partner: UNT Libraries

Greek texts and English translations of the Bible: a comparison and contrast of the Textus Receptus Greek New Testament of the sixteenth century and the Alexandrian text of Westcott and Hort (nineteenth century) and Aland and Metzger (twentieth century) concerning variant texts that pertain to the orthodox Christology of the Council of Nicea, A.D. 325.

Description: The argument of this paper is that certain salient passages in the New Testament concerning Christology, as it was defined in the Nicene creed in A.D. 325, reflect such orthodoxy better in the Textus Receptus Greek texts and the English translations made from them than do the Alexandrian texts. Arian theology, which was condemned as heretical at Nicea, is examined. Patristic quotations, historical texts, and arguments of the scholars are cited and traced, along with a comparison of Christological verses.
Date: December 2002
Creator: Samples, Gil L.
Partner: UNT Libraries

Gritos de la Frontera: Giving Voice to Tejano Contributions in the Formation of the Republic of Texas, 1700-1850

Description: The intent of this thesis is to convey the distinctiveness and the contributions of Tejano culture in Texas. It focuses on the traditions of governance employed by Tejanos as well as their contributions to industry, economy and defense that Texas benefited from and still enjoys today. .given by Spain and México to Tejanos in establishing their settlements affected the development of a distinct Tejano culture. Furthermore, this study will also examine Anglo-Tejano interaction and Anglo American intentions toward Texas. It will also outline how Anglo Americans made determine efforts to wrest Texas away from Spain and México. Finally, the thesis examines Tejano cultural perseverance whose indelible imprint still resonates today.
Date: December 2002
Creator: Guzmán, Roberto
Partner: UNT Libraries

Group activity therapy with learning disabled preadolescents exhibiting behavior problems.

Description: This study was designed to determine the effectiveness of group activity therapy as a school based intervention with fourth and fifth grade preadolescents with learning disabilities experiencing behavior problems. The group activity therapy intervention followed humanistic principles and was designed to address the cognitive and social emotional needs of this population. The preadolescents were provided a variety of developmental appropriate materials and activities to encourage self expression and group interaction. The 24 volunteer preadolescents were randomly assigned to the experimental group (n=12) and to the control group (n=12). The treatment group preadolescents were divided into groups of three and participated in group activity therapy one hour per week for 12 weeks. The participants were assigned to groups according to individual needs and personality traits. The control group received no treatment during the study. Pre and post test data were collected from parents using the Child Behavior Checklist (CBC) and the Behavior Assessment Scale for Children (BASC). Analysis of Covariate (ANCOVA) was utilized to determine statistical significance between the treatment group and the control group on the post-test means for each hypothesis. In each case, the post-test specified in each hypothesis was used as the dependent variable and the pre-test as the covariate. Specifically, the preadolescents in the treatment group showed statistically significant decreases in total behavior problems on the BASC (p=.05) and decreases in internalizing problems on both the BASC and CBC (p=.03, p=.05, respectively). While not statistically significant, positive trends were noted on the CBC total behavior scale (p=.08) and on the CBC externalizing scale (p=.09). In addition, Cohen's d effect size was calculated for each hypothesis and post hoc analysis of the subscales to determine practical significance of the treatment on the experimental group when compared to the control group. A large treatment effect size was found on ...
Date: December 2002
Creator: Packman, Jill
Partner: UNT Libraries

Herb and Life: A Chinese Medical Family

Description: This written thesis examines the process of producing Herb and Life: a Chinese Medical Family, a thirty-minute documentary video that explores the producer's family members' relationship with Traditional Chinese Medicine. This documentary uses interviews, narration, music, and observational sequences to display documentary subjects' career choices and their experiences with Traditional Chinese Medicine. This written thesis reveals the development of this documentary, from the pre-production to production and post-production stages. It also incorporates theoretical analysis and self-evaluation of this documentary video.
Date: December 2002
Creator: Yang, Hongyi
Partner: UNT Libraries

Hildegard On Rubble Mountain

Description: Hildegard On Rubble Mountain is a cinema verité documentary about Hildegard Modinger's childhood. She grew up in Stuttgart, Germany during World War II and immigrated to the United States at the age of nineteen. This video follows her back to her childhood neighborhood as she recalls memories of that time in her life. The accompanying production book explains the production process: preproduction, production, postproduction, theoretical approaches, style used and a self-evaluation.
Date: December 2002
Creator: Mullins, Michael Bryan
Partner: UNT Libraries

The Impact of Drug Testing on Secondary School Students

Description: The purpose of this study determined whether use of student random drug testing provided an effective means to reduce drug usage by secondary school students. The participants included 50,214 7th through 12th grade students in 12 selected public schools. All school districts participated in the Texas School Survey of Substance Use in 1994, 1996, 1998, and 2000. The six districts in the experimental group used drug testing as a method of reducing drug usage among students. The six districts in the control group did not use drug testing. Although athletes and students involved in extracurricular activities remain the focus of random dug testing, this research focused on an entire school population to determine whether drug testing only a select group of students reduced reported drug usage in the entire school. Two questions guided the research: First, does the use of random drug testing have an impact on student drug usage? Second, does the year of implementation of random drug testing have an impact on students' self-reported drug usage? The findings for each research question were categorized according to nine illegal drugs. The researcher used a one-way repeated measures factorial design. The data were analyzed via the univariate (split-plot) 2 x 4 analysis of variance (ANOVA), with the data from four periodic surveys (1994, 1996, 1998, & 2000) as a within-subject factor and the treatment group (participation in drug testing or control/no drug testing) as a between-subjects factor. The results of the study showed there was no statistically significant difference between the experimental group of school districts that used random drug testing and the control group of school districts that did not use random drug testing. In addition, the study showed there was no statistically significant difference in drug usage between the students in districts who began random drug testing in ...
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Date: December 2002
Creator: Lee, Elton David
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The Influence Of Jazz On Timbre In Selected Compositions For Solo Trombone

Description: A significant body of solo literature for the trombone has been written in the last fifty years that draws as much from the jazz tradition as from that of European classical music. While much attention has been paid to these works' use of characteristic jazz rhythms, harmonies and melodic inflections, there has been little focus on timbre, the musical element that perhaps most readily distinguishes jazz from other styles of Western music. This paper focuses on the important role jazz timbres should play in a performer's interpretation of those works that are significantly influenced by jazz. It includes explorations of the significant differences in concepts of timbre between European classical music and jazz, some of the ways in which these timbral differences are produced, and methods by which performers can develop the skills necessary to produce these varied timbres. Particular attention is paid to the importance of timbre to idiomatically appropriate performances of two significant works from the solo trombone repertoire, Robert Suderburg's Night Set (Chamber Music III) and Richard Peaslee's Arrows of Time.
Date: December 2002
Creator: Aldag, Daniel J.
Partner: UNT Libraries

The influence of klezmer on twentieth-century solo and chamber concert music for clarinet: with three recitals of selected works of Manevich, Debussy, Horovitz, Milhaud, Martino, Mozart and others.

Description: The secular music of the Eastern European Jews is known today as klezmer. Klezmer was the traditional instrumental celebratory music of Yiddish-speaking Ashkenazi Jews who eventually populated the Pale of Settlement, which encompassed modern-day Poland, Lithuania, Ukraine, Belarus and Romania. Due to the rise of oppression and expulsion, many klezmer musicians or klezmorim immigrated to the United States between 1880 and the early 1920s. These musicians found work in klezmer bands and orchestras as well as Yiddish radio and theater. Some of the most influential klezmorim were clarinetists Naftule Brandwein and Dave Tarras who helped develop an American klezmer style. While the American style flourished, the popularity of pure klezmer began to diminish. As American-born Jews began to prefer the new sounds of big band and jazz, klezmer was considered old-fashioned and was in danger of becoming a lost art form. During the early 1970s, a reawakening study of klezmer developed. Henry Sapoznik, Lev Liberman and Andy Statman were instrumental in creating a klezmer revival in the United States. At the same time, Argentinean-born Israeli clarinetist Giora Feidman was popularizing klezmer in Europe. Klezmer had again become popular and the revival's impact on the concert hall was inevitable. Even though klezmer has existed for centuries, composers have only recently included klezmer elements in their concert works. Characteristic modes (Freygish and Misheberakh), forms (freylekhs and doinas), instrumentation, and rhythms all contribute to create a unique style. Three musical works for clarinet are examined in the dissertation: Simeon Bellison's Four Hebrew Melodies in form of a suite, Simon Sargon's KlezMuzik and David Schiff's Divertimento from Gimpel the Fool. Although the compositions reveal different approaches to the elements, the klezmer influence is evident in each of them. An appendix of clarinet klezmer influenced concert works is included.
Date: December 2002
Creator: Card, Patricia Pierce
Partner: UNT Libraries

Integrating life cycle analysis and the ecological footprint calculator to foster sustainable behaviors

Description: Many tools have been developed to assess global, national or regional sustainable development policies. However, as governments develop sustainable policies, individuals must also feel empowered to affect their personal impact on the planet. This thesis integrates three sustainability concepts that lend themselves to individual sustainability: The natural step, life cycle assessment, and the ecological footprint. TNS serves to provide the meaning and substance toward sustainable development. LCA helps provide the framework for assessing sustainability. The EF calculator determines the driving components and measures the qualitative decisions made through TNS and LCA. From the analysis of the household footprint calculator a simplified footprint calculator was developed to assist individuals and communities in setting benchmarks and goals as they move away from over-consumption and towards a sustainable lifestyle.
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Date: December 2002
Creator: Anderle, Kathryn
Partner: UNT Libraries

Intrinsic Religious Orientation and Mental Health in Later Life

Description: This dissertation research project was conducted to investigate religion as a coping resource in later life. The major proposition of the study was that intrinsic religious orientation is positively associated with mental health in late life. A forty three-item questionnaire was distributed to residents of four independent retirement communities resulting in a sixty-six percent return rate. The convenience sample of 214 individuals, with a mean age of 81.94 years, consisted of 156 female and 58 male respondents. Intrinsic religious orientation was held as the independent variable, while mental health was the dependent variable. Stress vulnerability characteristics were held as control variables including age, gender, education, stressful life events, marital status, perceived social support, and physical health. The zero order correlation between the independent and dependent variables was r = .128, sig. = .034 (1 tailed). When all control variables were entered, the relationship between intrinsic religious orientation and mental remained, r = .116, sig. = 046 (1 tailed). Regression analysis produced three predictors of mental health for females: stressful life events, age, and intrinsic religious orientation. Intrinsic religious orientation did not significantly change the relationship between stressful life events and mental health. A highly narrow variability in the sample limited stronger results. Findings indicate the importance of further investigation into religion as a coping resource, especially among older females.
Date: December 2002
Creator: Pruett, Charlie D., Jr.
Partner: UNT Libraries

An Investigation into Motivations of Instructors Teaching Business and Technical Internet-Based Courses at Two-Year Colleges

Description: This research was conducted to determine why two-year community college instructors teach over the Internet. By understanding why these instructors teach over the Internet, colleges can recruit more instructors to teach using the Web thus allowing colleges to offer more Internet courses. They can also use the information to keep the instructors who are currently teaching over the Internet satisfied, and motivate them to continue to teach. To gather this information, a questionnaire was created and evaluated for reliability and validity during a pilot study. It was then sent to those instructors who taught over the Internet, and had their e-mails available on their campus Website. A 30.5% response rate (N=100) was achieved. The survey was divided into two sections, a demographics section and a Likert scale dealing with motivation. The Likert scale had six choices ranging from strongly agree to strongly disagree and 31 statements. The demographic data were reported and summarized. The Likert items were examined using factor analysis techniques, and a number of components were discovered. Eight components, made up of the 31 variables from the Likert scale were found using the factor analysis. The eight components in order are labeled: Technical and Computer Challenges, School Promotion, Student Preferences, Personal Benefits, Receiving Computerized Assistance, Growth and Knowledge, Textbook Company Assistance, and Pay.
Date: December 2002
Creator: Swartwout, Nansi. A.
Partner: UNT Libraries

Investigation of Lead Hydrolytic Polymerization and Interactions with Organic Ligands in the Soil/Sediment-Water Environment

Description: The objective of this research was to investigate lead speciation in the soil/sediment-water environment and to better understand how the species affect lead mobility under different environmental conditions. The research involved both field soil and sediment samples as well as standard lead solutions. Field samples were fully characterized and extracted by aqueous and organic solvents. The results were compared and evaluated with the metal speciation model, MINTEQA2. Hydrolytic polymerization and organic complexation studies were conducted with standard lead solutions under controlled experimental conditions. Results of the field samples showed that pH, dissolved cations, ionic strength, dissolved organic matter, and nature of the soil/sediment matrix play major roles in the distribution and mobility of lead (Pb) from contaminated sites. In the aqueous equilibration experiment, the magnitude of Pb2+ solubilization was in the order of pH4>pH7>pH9. The results were in good agreement with MINTEQA2 predictions. An important finding of the research is the detection of Pb polymerization species under controlled experimental conditions. At pH 5.22, Pb polymeric species were formed at rate of 0.03 per day. The role of Pb complexation with organic matter was evaluated in both field and standard samples. Different methodologies showed three types of organically bound Pb. A very small fraction of Pb, in the ppb range, was extractable from the contaminated soil by polar organic solvents. Sequential extractions show that 16.6±1.4 % of the Pb is organically complexed. Complexation of Pb with fulvic acid provided new information on the extent of Pb association with soluble organic matter. The overall results of this research have provided new and useful information regarding Pb speciation in environmental samples. The results, in several instances, have provided verification of MINTEQA2 model's prediction. They also revealed areas of disagreement between the models prediction and the experimental results. A positive note regarding the experimental ...
Date: December 2002
Creator: Sanmanee, Natdhera
Partner: UNT Libraries

Investigations of Thermochemistry and the Kinetics of H Atom Radical Reactions

Description: The thermochemistry of several species, and the kinetics of various H atom radical reactions relevant to atmospheric and combustion chemistry were investigated using ab initio theoretical techniques and the flash photolysis / resonance fluorescence technique. Using ab initio quantum mechanical calculations up to the G3 level of theory, the C-H bond strengths of several alkanes were calculated. The bond strengths were calculated using two working reactions. From the results, it is apparent that the bond strengths decrease as methyl groups are added to the central carbon. The results are in good agreement with recent experimental halogenation kinetic studies. Hydrogen bond strengths with sulfur and oxygen were studied via CCSD(T) theory, together with extrapolation to the complete basis set limit. The results for the bond dissociation energies (ground state at 0 K, units: kJ mol-1) are: S-H = 349.9, S-D = 354.7, HS-H = 376.2, DS-D = 383.4, and HO-H = 492.6. These data compare well with experimental literature. The rate constants for the isotopic reactions of H + H2S, D + H2S, H + D2S, and D + D2S are studied at the QCISD(T)/6-311+G(3df,2p) level of theory. The contributions of the exchange reaction versus abstraction are examined through transition state theory. The energy of NS was computed via CCSD(T) theory, together with extrapolation to the complete basis set limit. The results were employed with three working reactions to find ΔfH0(NS) = 277.3 ± 2 kJ mol-1 and ΔfH298(NS) = 278.0 ± 2 kJ mol-1. This thermochemistry is consistent with, but much more precise than, earlier literature values. A kinetic study of the reaction of H + CH2CCl2 was conducted over the temperature range of 298 - 680 K. The reaction was found to be pressure dependent and results of the rate constants and their interpretation via unimolecular rate theory are ...
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Date: December 2002
Creator: Peebles, Lynda Renee
Partner: UNT Libraries

Landscape forest modeling of the Luquillo Experimental Forest, Puerto Rico.

Description: This thesis contributes to modeling the dynamics of forest community response to environmental gradients and disturbances over a mountain landscape. A gap model (FACET) was parameterized for species of various forest types (Tabonuco, Colorado, Dwarf and Palm), for many terrain conditions and was modified and extended to include species response to excess soil moisture and hurricanes. Landscape cover types were defined by dominance of species of each forest type and canopy height. Parameters of the landscape model (MOSAIC) were calculated from multiple runs of FACET. These runs were determined by combining terrain variables (elevation and soil) and hurricane risk. MOSAIC runs were analyzed for distribution patterns. Geographic Information Systems software was used to process terrain variables, hurricane risk and MOSAIC model output.
Date: December 2002
Creator: Abbott-Wood, Chris
Partner: UNT Libraries

Layered Double Hydroxides: Morphology, Interlayer Anion, and the Origins of Life

Description: The preparation of layered double hydroxides via co-precipitation of a divalent/trivalent metal solution against a base results in 1 mm LDH particles with a disorganized metal lattice. Research was performed to address these morphological issues using techniques such as Ostwald ripening and precipitation via aluminate. Another interesting issue in layered double hydroxide materials is the uptake and orientation of anions into the interlayer. Questions about iron cyanide interlayer anions have been posed. Fourier transform infared spectroscopy and powder x-ray diffraction have been used to investigate these topics. It was found that factors such as orientation, anion charge, and anion structure depended on the divalent/trivalent metal ratio of the hydroxide layer and reactivity time. The cyanide self-addition reaction is an important reaction of classical prebiotic chemistry. This reaction has been shown to give rise to amino acids, purines and pyrimidines. At cyanide concentrations similar to that expected on the early earth, hydrolysis to formamide rather than self-addition occurs. One theory to alleviate this side reaction is the use of minerals or clays that are thought to concentrate and catalyze prebiotics of interest. Layered double hydroxides have been studied as a catalyst for this reaction.
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Date: December 2002
Creator: Halcom-Yarberry, Faith Marie
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Levels of resourcefulness and motivation as they relate to sales force success: An examination of correlates using the hope theory.

Description: This study sought to determine whether a relationship existed between individual salesperson's levels of goal-directed cognition and motivation and their professional success as determined by the percentage of sales goals achieved. Salespersons represented two companies with national sales forces: one from the financial services industry and one from the apparel manufacturing industry. Both groups of salespeople were responsible for complex selling tasks. The skill sets for these professionals included high levels of communication skills, extensive product knowledge, and competitive market knowledge. Survey research, both paper and pencil and online, was conducted using the Hope Scale developed by C. R. Snyder and associates (1991). Hope is defined as a two-dimensional construct of goal-directed thinking: resourcefulness, thoughtful planning to overcome obstacles to goals, and motivation, cognition to sustain momentum toward goal achievement. Theoretically, upon assessing salespersons' Hope scores, organizations would be better prepared to assist those with low Hope Scale Scores (HSS) in one of the two areas. Those with low resourcefulness scores could be trained in cognitive techniques to overcome obstacles to goal achievement. Those with low motivational scores would be identified for further analysis, from a developmental perspective, to better determine what personally initiates and sustains motivation to attain their goals (Snyder, 1991). This study affirmed two of three parts of the hope theory with regard to salespeople. High Hope scores showed significant correlations with high goal achievement, as did one of the subset scores, motivation. The resourcefulness subset score did not correlate significantly with high goal achievement, and also produced low reliability scores.
Date: December 2002
Creator: Pool, Patricia W.
Partner: UNT Libraries