Salesperson Solution Involvement and Sales Performance: The Contingent Role of Supplier Firm and Customer–Supplier Relationship Characteristics

2017 ◽  
Vol 81 (4) ◽  
pp. 144-164 ◽  
Author(s):  
Nikolaos G. Panagopoulos ◽  
Adam A. Rapp ◽  
Jessica L. Ogilvie
Keyword(s):  
Sales Performance ◽  
Product Portfolio ◽  
Data Set ◽  
Relational Processes ◽  
Wide Range ◽  
Performance Effects ◽  
Time Lagged ◽  
The Stability ◽  
Supplier Relationship

Salespeople play a crucial role in their firms’ efforts to provide customer solutions. However, little research has examined how salesperson involvement in customer solutions can be conceptualized, whether it pays off, and what boundary conditions might heighten its performance effects. This study addresses these gaps and offers a conceptualization of salesperson solution involvement by focusing on the set of salesperson-related activities that enact the four relational processes inherent in customer solutions. The authors collect a unique data set that includes a wide range of firms, industries, and countries, as well as the perspectives of both salespeople and customers, across five studies. Results validate the stability of the conceptualization across contexts. They also reveal that salesperson solution involvement is systematically related to increases in both subjective and objective, time-lagged measures of sales performance. Finally, results show that the performance effects of salesperson solution involvement are amplified under higher levels of firm's product portfolio scope, sales unit cross-functional cooperation, and customer–supplier relationship tie strength. Surprisingly, customer adaptiveness is not found to moderate the performance effects of salesperson solution involvement.

scholarly journals Stabilizing electrodeposition in elastic solid electrolytes containing immobilized anions

2016 ◽  
Vol 2 (7) ◽  
pp. e1600320 ◽  
Author(s):  
Mukul D. Tikekar ◽  
Lynden A. Archer ◽  
Donald L. Koch
Keyword(s):  
Elastic Solid ◽  
Present Theory ◽  
Metal Electrode ◽  
Mitigation Strategies ◽  
Factors Affecting ◽  
Wide Range ◽  
Current Densities ◽  
Morphological Instabilities ◽  
The Stability

Ion transport–driven instabilities in electrodeposition of metals that lead to morphological instabilities and dendrites are receiving renewed attention because mitigation strategies are needed for improving rechargeability and safety of lithium batteries. The growth rate of these morphological instabilities can be slowed by immobilizing a fraction of anions within the electrolyte to reduce the electric field at the metal electrode. We analyze the role of elastic deformation of the solid electrolyte with immobilized anions and present theory combining the roles of separator elasticity and modified transport to evaluate the factors affecting the stability of planar deposition over a wide range of current densities. We find that stable electrodeposition can be easily achieved even at relatively high current densities in electrolytes/separators with moderate polymer-like mechanical moduli, provided a small fraction of anions are immobilized in the separator.

scholarly journals The role of nonlinear substrate elasticity in the wrinkling of thin films

2013 ◽  
Vol 371 (1993) ◽  
pp. 20120422 ◽  
Author(s):  
John W. Hutchinson
Keyword(s):  
Thin Films ◽  
Substrate Stiffness ◽  
Modulus Ratio ◽  
Compliant Substrates ◽  
Wide Range ◽  
The Stability ◽  
Film Substrate ◽  
Film Stiffness ◽  
Substrate Elasticity

The role of substrate nonlinearity in the stability of wrinkling of thin films bonded to compliant substrates is investigated within the initial post-bifurcation range when wrinkling first emerges. A fully nonlinear neo-Hookean bilayer composed of a thin film on a deep substrate is analysed for a wide range of the film–substrate stiffness ratio, from films that are very stiff compared with the substrate to those only slightly stiffer. Substrate pre-stretch prior to film attachment is shown to have a significant effect on the nonlinearity relevant to wrinkling. Two dimensionless parameters are identified that control the stability and mode shape evolution of the bilayer: one specifying arbitrary uniform substrate pre-stretch and the other a stretch-modified modulus ratio. For systems with film stiffness greater than about five times that of the substrate the wrinkling bifurcation is stable, whereas for systems with smaller relative film stiffness bifurcation can be unstable, especially if substrate pre-stretch is not tensile.

scholarly journals Mobile-surface bubbles and droplets coalesce faster but bounce stronger

2019 ◽  
Vol 5 (10) ◽  
pp. eaaw4292 ◽  
Author(s):  
Ivan U. Vakarelski ◽  
Fan Yang ◽  
Yuan Si Tian ◽  
Er Qiang Li ◽  
Derek Y. C. Chan ◽  
...  
Keyword(s):  
Liquid Interfaces ◽  
Oil Processing ◽  
Surface Mobility ◽  
Wide Range ◽  
Multiphase Systems ◽  
Liquid Emulsion ◽  
Emulsion Systems ◽  
The Stability ◽  
Interfacial Mobility

Enhancing the hydrodynamic interfacial mobility of bubbles and droplets in multiphase systems is expected to reduce the characteristic coalescence times and thereby affect the stability of gas or liquid emulsions that are of wide industrial and biological importance. However, by comparing the controlled collision of bubbles or water droplets with mobile or immobile liquid interfaces, in a pure fluorocarbon liquid, we demonstrate that collisions involving mobile surfaces result in a significantly stronger series of rebounds before the rapid coalescence event. The stronger rebound is explained by the lower viscous dissipation during collisions involving mobile surfaces. We present direct numerical simulations to confirm that the observed rebound is enhanced with increased surface mobility. These observations require a reassessment of the role of surface mobility for controlling the dynamic stability of gas or liquid emulsion systems relevant to a wide range of processes, from microfluidics and pharmaceuticals to food and crude oil processing.

scholarly journals Not by transmission alone – the role of invention in cultural evolution

2020 ◽  
Author(s):  
Susan Perry ◽  
Alecia Carter ◽  
Marco Smolla ◽  
Erol Akcay ◽  
Sabine Nöbel ◽  
...  
Keyword(s):  
Social Learning ◽  
Data Set ◽  
Process Understanding ◽  
Wide Range ◽  
New Ideas ◽  
Four Levels ◽  
New Research ◽  
Creativity And Innovation ◽  
Nonhuman Species

Invention and social learning have together empowered our species to inhabit virtually every part of the world. For the past fifty years, however, social learning has been regarded as the fundamental driver for the emergence of tradition and culture. As a result, innovation has been relatively understudied, outside the human lineage. This has left basic questions unanswered, such as: What factors promote the creation of new ideas and practices? And what affects whether they are spread or lost? We review the existing literature, focusing on the following four levels of investigation: traits (what sorts of behaviours are easiest to invent?), individuals (what intrinsic and contextual factors make some individuals more likely to invent new things?), populations (what features of social relationships and societies promote the rise and spread of new inventions?), and ecological contexts. We aim to inspire new research agendas by summarizing what is known and highlighting theoretical and empirical gaps in our understanding of the innovative process. Understanding the origin of humans’ noteworthy levels of creativity requires a well-developed theory of creativity and innovation as well as a large comparative data set investigating these processes in nonhuman species from a wide range of taxa.

scholarly journals The Role of Firm Size and Knowledge Intensity in the Performance Effects of Collective Turnover

2019 ◽  
pp. 014920631988095
Author(s):  
Kim De Meulenaere ◽  
Sophie De Winne ◽  
Elise Marescaux ◽  
Stijn Vanormelingen
Keyword(s):  
Firm Size ◽  
Harmful Effect ◽  
Theoretical Framework ◽  
Firm Level ◽  
Data Set ◽  
Performance Effects ◽  
Low Levels ◽  
Knowledge Intensive ◽  
Collective Turnover

As employees are among firms’ most important resources and labor markets are facing serious labor shortages, firm-level collective turnover is one of the most important challenges facing organizations. Context-emergent turnover theory provides a theoretical framework for the performance implications of collective turnover and argues that context, and in particular, firm size, plays a crucial role in the collective turnover–performance relationship. Yet, the moderating role of firm size remains undertheorized, empirically understudied, and thus, unclear. Based on the resource-based view of the firm, we develop a theoretical framework for two competing perspectives (a negative and a positive one) on the role of firm size and put forward the firm’s knowledge intensity as a crucial additional moderator. The main premise is that whereas firm size determines what resources firms have to successfully cope with turnover, knowledge intensity determines the resources firms need to do so. We propose a three-way interaction, suggesting that firm size reinforces the harmful effect of turnover in highly knowledge-intensive firms and buffers it in firms with low levels of knowledge intensity. Using a unique multi-industry and longitudinal administrative data set of 6,913 Belgian firms (2012–2016), we find support for these assumptions. This study highlights the importance of the context in which firms have to deal with turnover, and it spurs researchers to go beyond studying turnover in narrow study contexts, to take into account the interplay among different but intertwined organizational contingencies, and to acknowledge both the quantitative (how many employees leave) and qualitative components (who leaves) of turnover.

scholarly journals The Role of Social Media in an Inspirational Approach to Product Design and Designer Performance

2021 ◽  
Vol 12 ◽  
Author(s):  
Man Gao ◽  
Nazik Hangeldiyeva ◽  
Mahri Hangeldiyeva ◽  
Fahad Asmi
Keyword(s):  
Social Media ◽  
Product Design ◽  
Empirical Analysis ◽  
Work Patterns ◽  
Data Set ◽  
Enterprise Social Media ◽  
Source Data ◽  
Time Lagged ◽  
Practical Implications

Social media has encouraged a large number of organizations to design their work patterns to facilitate their employees through social media adoption. This study examines the effects of enterprise social media and public social media on the novelty-focused product design, and efficiency-focused product design that eventually explain the performance of the designers. Empirical analysis based on time-lagged, multi-source data set indicate that both enterprise social media and public social media are an important source of product designer's inspiration which are positively related to novelty-focused design and efficiency-focused product design. Results further indicate that efficiency-focused product design has a stronger impact on designer performance than novelty-focused design. Theoretical implications and practical implications are discussed in the later sections.

The Problem of Identifying and Modeling the Relationship between Monetary Factor and Inflation in the Russian Economy

2008 ◽  
pp. 61-76
Author(s):  
A. Porshakov ◽  
A. Ponomarenko
Keyword(s):  
Money Supply ◽  
Money Demand ◽  
Russian Economy ◽  
Long Run ◽  
Complex Approach ◽  
Wide Range ◽  
Long Time ◽  
The Relationship ◽  
Supply Side Factors

The role of monetary factor in generating inflationary processes in Russia has stimulated various debates in social and scientific circles for a relatively long time. The authors show that identification of the specificity of relationship between money and inflation requires a complex approach based on statistical modeling and involving a wide range of indicators relevant for the price changes in the economy. As a result a model of inflation for Russia implying the decomposition of inflation dynamics into demand-side and supply-side factors is suggested. The main conclusion drawn is that during the recent years the volume of inflationary pressures in the Russian economy has been determined by the deviation of money supply from money demand, rather than by money supply alone. At the same time, monetary factor has a long-run spread over time impact on inflation.

A Statistical Study of Process Variables to Optimize a High Speed Curtain Coater: Part I

TAPPI Journal ◽  
2009 ◽  
Vol 8 (1) ◽  
pp. 20-26 ◽  
Author(s):  
PEEYUSH TRIPATHI ◽  
MARGARET JOYCE ◽  
PAUL D. FLEMING ◽  
MASAHIRO SUGIHARA
Keyword(s):  
Boundary Layer ◽  
Experimental Design ◽  
High Speed ◽  
Statistical Study ◽  
Process Variables ◽  
High Speeds ◽  
The Stability ◽  
Air Removal ◽  
Removal System

Using an experimental design approach, researchers altered process parameters and material prop-erties to stabilize the curtain of a pilot curtain coater at high speeds. Part I of this paper identifies the four significant variables that influence curtain stability. The boundary layer air removal system was critical to the stability of the curtain and base sheet roughness was found to be very important. A shear thinning coating rheology and higher curtain heights improved the curtain stability at high speeds. The sizing of the base sheet affected coverage and cur-tain stability because of its effect on base sheet wettability. The role of surfactant was inconclusive. Part II of this paper will report on further optimization of curtain stability with these four variables using a D-optimal partial-facto-rial design.

Introduction: Emotion, History and the Arts

2018 ◽  
Vol 7 (2) ◽  
pp. 117-128 ◽  
Author(s):  
Erin Sullivan ◽  
Marie Louise Herzfeld-Schild
Keyword(s):  
Historical Change ◽  
Carson Mccullers ◽  
Emotional Life ◽  
Review Section ◽  
The Arts ◽  
Wide Range ◽  
War Correspondents ◽  
History Of ◽  
Johan Huizinga

This introduction surveys the rise of the history of emotions as a field and the role of the arts in such developments. Reflecting on the foundational role of the arts in the early emotion-oriented histories of Johan Huizinga and Jacob Burkhardt, as well as the concerns about methodological impressionism that have sometimes arisen in response to such studies, the introduction considers how intensive engagements with the arts can open up new insights into past emotions while still being historically and theoretically rigorous. Drawing on a wide range of emotionally charged art works from different times and places—including the novels of Carson McCullers and Harriet Beecher-Stowe, the private poetry of neo-Confucian Chinese civil servants, the photojournalism of twentieth-century war correspondents, and music from Igor Stravinsky to the Beatles—the introduction proposes five ways in which art in all its forms contributes to emotional life and consequently to emotional histories: first, by incubating deep emotional experiences that contribute to formations of identity; second, by acting as a place for the expression of private or deviant emotions; third, by functioning as a barometer of wider cultural and attitudinal change; fourth, by serving as an engine of momentous historical change; and fifth, by working as a tool for emotional connection across communities, both within specific time periods but also across them. The introduction finishes by outlining how the special issue's five articles and review section address each of these categories, while also illustrating new methodological possibilities for the field.

Short Films from a Small Nation

2018 ◽  
Author(s):  
C. Claire Thomson
Keyword(s):  
Public Information ◽  
Industrial Process ◽  
Actor Network Theory ◽  
Documentary Films ◽  
Wide Range ◽  
Short Films ◽  
Post War ◽  
The 1960S ◽  
Art And Architecture

The first book-length study in English of a national corpus of state-sponsored informational film, this book traces how Danish shorts on topics including social welfare, industry, art and architecture were commissioned, funded, produced and reviewed from the inter-war period to the 1960s. For three decades, state-sponsored short filmmaking educated Danish citizens, promoted Denmark to the world, and shaped the careers of renowned directors like Carl Th. Dreyer. Examining the life cycle of a representative selection of films, and discussing their preservation and mediation in the digital age, this book presents a detailed case study of how informational cinema is shaped by, and indeed shapes, its cultural, political and technological contexts.The book combines close textual analysis of a broad range of films with detailed accounts of their commissioning, production, distribution and reception in Denmark and abroad, drawing on Actor-Network Theory to emphasise the role of a wide range of entities in these processes. It considers a broad range of genres and sub-genres, including industrial process films, public information films, art films, the city symphony, the essay film, and many more. It also maps international networks of informational and documentary films in the post-war period, and explores the role of informational film in Danish cultural and political history.

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