Drivers of sales performance: a contemporary meta-analysis. Have salespeople become knowledge brokers?

It has been 25 years since the publication of a comprehensive review of the full spectrum of salesperformance drivers. This study takes stock of the contemporary field and synthesizes empirical evidence from the period 1982–2008. The authors revise the classification scheme for sales performance determinants devised by Walker et al. (1977) and estimate both the predictive validity of its sub-categories and the impact of a range of moderators on determinant-sales performance relationships. Based on multivariate causal model analysis, the results make two major observations: (1) Five sub-categories demonstrate significant relationships with sales performance: selling-related knowledge (ß=.28), degree of adaptiveness (ß=.27), role ambiguity (ß=-.25), cognitive aptitude (ß=.23) and work engagement (ß=.23). (2) These sub-categories are moderated by measurement method, research context, and salestype variables. The authors identify managerial implications of the results and offer suggestions for further research, including the conjecture that as the world is moving toward a knowledge-intensive economy, salespeople could be functioning as knowledge-brokers. The results seem to back this supposition and indicate how it might inspire future research in the field of personal selling.

Rotating Brains / Beating Heart:International collaborative performance with Stelarc, the virtual reality ensemble Avatar Orchestra Metaverse, Pauline Oliveros, Martin Parker and saxophonist Franziska Schroeder.

The work ROTATING BRAINS / BEATING HEART was specifically developed for the opening performance of the 2010 DRHA conference. The conference’s theme ‘Sensual Technologies: Collaborative Practices of Interdisciplinarity explored collaborative relationships between the body and sensual/sensing technologies across various disciplines, looking to new approaches offered by various emerging fields and practices that incorporate new and existing technologies. The conference had a specific focus on SecondLife with roundtable events and discussions, led by performance artist Stelarc, as well as international participation via SecondLife.
The collaboration between Stelarc, the Avatar Orchestra Metaverse (AOM) and myself as the DRHA2010 conference program chair was a unique occurrence for this conference.

Performance Management in the UK Public Sector: addressing multiple stakeholder complexity

Purpose The aim of this paper is to explore the issues involved in developing and applying performance management approaches within a large UK public sector department using a multiple stakeholder perspective and an accompanying theoretical framework. Design/methodology/approach An initial short questionnaire was used to determine perceptions about the implementation and effectiveness of the new performance management system across the organisation. In total, 700 questionnaires were distributed. Running concurrently with an ethnographic approach, and informed by the questionnaire responses, was a series of semi-structured interviews and focus groups. Findings Staff at all levels had an understanding of the new system and perceived it as being beneficial. However, there were concerns that the approach was not continuously managed throughout the year and was in danger of becoming an annual event, rather than an ongoing process. Furthermore, the change process seemed to have advanced without corresponding changes to appraisal and reward and recognition systems. Thus, the business objectives were not aligned with motivating factors within the organisation. Research limitations/implications Additional research to test the validity and usefulness of the theoretical model, as discussed in this paper, would be beneficial. Practical implications The strategic integration of the stakeholder performance measures and scorecards was found to be essential to producing an overall stakeholder-driven strategy within the case study organisation. Originality/value This paper discusses in detail the approach adopted and the progress made by one large UK public sector organisation, as it attempts to develop better relationships with all of its stakeholders and hence improve its performance. This paper provides a concerted attempt to link theory with practice.

Validated Cfd Study of Indoor Environmental Conditions in a Highly Glazed , Cross-Ventilated Meeting Room

This paper investigates the environmental conditions inside a highly-glazed cross-ventilated meeting room. A 3D computational fluid dynamics (CFD) model of an indoor environment is developed with the support of the field measurements performed in a normally operating room. The work presented here follows the steps of the formal calibration methodology for the development of CFD models of naturally ventilated environments. This paper utilises the calibration methodology in order to predict environmental conditions within the highly-glazed cross-ventilated room occupied by people. The CFD model is verified and validated with field measurements performed in an operating building. Moreover, parametric analysis determines the most influential boundary conditions on indoor air temperatures and air speeds

Performance analysis of a feasible air-cycle refrigeration system for road transport

The performance of an air-cycle refrigeration unit for road transport, which had been previously reported, was analysed in detail and compared with the original design model and an equivalent Thermo King SL200 vapour-cycle refrigeration unit. Poor heat exchanger performance was found to be the major contributor to low coefficient of performance values. Using state-of-the-art, but achievable performance levels for turbomachinery and heat exchangers, the performance of an optimised air-cycle refrigeration unit for the same application was predicted. The power requirement of the optimised air-cycle unit was 7% greater than the equivalent vapour-cycle unit at full-load operation. However, at part-load operation the air-cycle unit was estimated to absorb 35% less power than the vapour-cycle unit. The analysis demonstrated that the air-cycle system could potentially match the overall fuel consumption of the vapour-cycle transport refrigeration unit, while delivering the benefit of a completely refrigerant free system.