Salesperson’s Personality, Motivation and Selling Performance : The Study of New Product Selling

In the highly competitive environment businesses invest big amounts of money into the new product development. New product success potentially depends on different factors among which salespeople play an important role. The aim of this paper is to explore the potential link between salespeople’s personality, motivation to sell new products and performance in selling new products. Based on the theoretical background of the Big Five personality dimensions, motivation and selling performance hypotheses were formulated and tested using statistical methods of correlation and regression analysis. The data was collected within one technologically intensive organization – ABB AB in Sweden using online web questionnaire and self-assessment measurements. Total investigation was conducted among organization’s salesforce. The findings confirm the importance of salesperson’s personality empirically showing that the latter significantly predicts both motivation and performance in selling new products. From all the Big Five Extraversion was confirmed to be the most important predictor of both motivation and performance in selling new products. Extraversion was found positively related with both motivation and performance in selling new products. Salespeople scoring high in Extraversion and especially possessing such characteristics as confident, energetic and sociable tend to be more motivated to sell new products and show higher performance results. Other personality dimensions such as Agreeableness, Conscientiousness, Neuroticism, and Openness to experience complexly approached are not proved to be significantly related neither with motivation nor performance in selling new products. The results are explained by the extreme importance of Extraversion in new product selling situation which analyzing in combination with the other personality dimensions suppresses the others. Finding regarding controlling for certain demographical characteristics of salespeople reveal that performance in selling new products is determined by selling experience. Salespeople’s age is not proved to be significantly related neither with motivation nor performance in selling new products. Findings regarding salespeople’s gender though proposing that males are more motivated to sell new products cannot be generalized due to the study limitations.

The Development of Swedish Tourism Public Policy 1930-2010

In this article, the development and changes in Swedish public policy relating to tourism from the 1930s to 2010 is described and interpreted from a political economy perspective. A case study, compiled from mainly secondary sources, is analyzed from a theoretical framework based on regulation theory. The purpose with this study is to increase the understanding of how the macro political economy context has influenced the policy-making in tourism in Sweden, but also to make a contribution to an area which seems to be quite neglected when it comes to research. The changes are analyzed according to the three periods denoted as pre-Fordism (mid-19th century-1930s), Fordism (1930s-1970s) and post-Fordism (1970s to present). It is observed how the general changes between these periods regarding aspects such as regulation and deregulation, and the degree of state involvement, have affected tourism policy making. The tourism policy making has changed from being insignificant, to a high degree of state involvement including planning, control and supervision, to a situation where the market rather than government regulation is considered as state of the art. 

How does employment density influence individuals’ wages? : A micro data approach.

We estimate the effect of employment density on wages in Sweden in a large geocoded data set on individuals and workplaces. Employment density is measured in four circular zones around each individual’s place of living. The data contains a rich set of control variables that we use in an instrumental variables framework. Results show a relatively strong but rather local positive effect of employment density on wages. Beyond 5 kilometers the effect becomes negative. This might indicate that the effect of agglomeration economies falls faster with distance than the effects of congestion.

How do neighbouring populations affect local population change over time?

This study covers a period when society changed from a pre-industrial agricultural society to a post-industrial service-producing society. Parallel with this social transformation, major population changes took place. In this study, we analyse how local population changes are affected by neighbouring populations. To do so we use the last 200 years of local population change that redistributed population in Sweden. We use literature to identify several different processes and spatial dependencies in the redistribution between a parish and its surrounding parishes. The analysis is based on a unique unchanged historical parish division, and we use an index of local spatial correlation to describe different kinds of spatial dependencies that have influenced the redistribution of the population. To control inherent time dependencies, we introduce a non-separable spatial temporal correlation model into the analysis of population redistribution. Hereby, several different spatial dependencies can be observed simultaneously over time. The main conclusions are that while local population changes have been highly dependent on the neighbouring populations in the 19th century, this spatial dependence have become insignificant already when two parishes is separated by 5 kilometres in the late 20th century. Another conclusion is that the time dependency in the population change is higher when the population redistribution is weak, as it currently is and as it was during the 19th century until the start of industrial revolution.

Acupuncture with manual and electrical stimulation for labour pain : a two month follow up of recollection of pain and birth experience.

BACKGROUND: In a previous randomised controlled trial we showed that acupuncture with a combination of manual- and electrical stimulation (EA) did not affect the level of pain, as compared with acupuncture with manual stimulation (MA) and standard care (SC), but reduced the need for other forms of pain relief, including epidural analgesia. To dismiss an under-treatment of pain in the trial, we did a long-term follow up on the recollection of labour pain and the birth experience comparing acupuncture with manual stimulation, acupuncture with combined electrical and manual stimulation with standard care. Our hypothesis was that despite the lower frequency of use of other pain relief, women who had received EA would make similar retrospective assessments of labour pain and the birth experience 2 months after birth as women who received standard care (SC) or acupuncture with manual stimulation (MA). METHODS: Secondary analyses of data collected for a randomised controlled trial conducted at two delivery wards in Sweden. A total of 303 nulliparous women with normal pregnancies were randomised to: 40 min of MA or EA, or SC without acupuncture. Questionnaires were administered the day after partus and 2 months later. RESULTS: Two months postpartum, the mean recalled pain on the visual analogue scale (SC: 70.1, MA: 69.3 and EA: 68.7) did not differ between the groups (SC vs MA: adjusted mean difference 0.8, 95 % confidence interval [CI] -6.3 to 7.9 and SC vs EA: mean difference 1.3 CI 95 % -5.5 to 8.1). Positive birth experience (SC: 54.3 %, MA: 64.6 % and EA: 61.0 %) did not differ between the groups (SC vs MA: adjusted Odds Ratio [OR] 1.8, CI 95 % 0.9 to 3.7 and SC vs EA: OR 1.4 CI 95 % 0.7 to 2.6). CONCLUSIONS: Despite the lower use of other pain relief, women who received acupuncture with the combination of manual and electrical stimulation during labour made the same retrospective assessments of labour pain and birth experience 2 months postpartum as those who received acupuncture with manual stimulation or standard care. TRIAL REGISTRATION: ClinicalTrials.gov: NCT01197950.

Specialpedagogers och speciallärares olika roller och uppdrag : skilda föreställningar möts och möter en pedagogisk praktik

Syftet med artikeln är att belysa olika föreställningar kring specialpedagogers och speciallärares roller och uppdrag samt att förstå varför denna olikhet finns. Syftet är också att problematisera  dessa föreställningar  och synliggöra dilemman som kommer till uttryck i talet om de båda yrkesgruppernas roller och uppdrag.  Bakgrunden till studien är de skilda och ofta disparata uppfattningar som råder om vad yrkesgrupperna ska arbeta med, hur de ska genomföra sina uppdrag och varför. Konsekvenserna av detta kan leda till att uppdrag genomförs på ett sätt som inte står i överensstämmelse med styrdokumentens föreskrivna demokrati-, samhälls- och kunskapsuppdrag. Samtal har genomförts med specialpedagoger, speciallärare utbildade efter 2008 och rektorer. Den metodologiska ansatsen har varit kunskapande samtal. Kunskapande samtal utgår från ett kommunikationsteoretiskt perspektiv och bygger på Jürgen Habermas teori om det kommunikativa handlandet. Karen Barads teori om agentisk realism har använts för att förstå hur olika föreställningar kring roller och uppdrag uppstår, skapas och förändras i samspel med andras uppfattningar men även i samspel med exempelvis rum, texter och metoder. Olika föreställningar om roller och uppdrag belyses liksom dilemman som dessa föreställningar kan ge upphov till då yrkesrollerna möts i, och möter, en pedagogisk praktik. Resultatet visar att specialpedagoger och speciallärare behöver finnas med i det kontinuerliga arbetet ute på skolor och förskolor men att det kan betyda olika slags organisatoriska lösningar för yrkesgrupperna. En fråga som uppstår är om de specialpedagogiska yrkesgrupperna alltid och i alla sammanhang bör finns så nära barnen/eleverna som möjligt eller om det finns grund för ett mer distanserat sätt att arbeta? Författaren föreslår att svensk förskola och skola bör utnyttja det faktum att det finns två olika specialpedagogiska yrkesgrupper och särskilja deras roller och uppdrag på ett tydligt sätt. Om specialpedagogik dessutom tar avstamp i ett kommunikationsteoretiskt perspektiv skapas förutsättningar och möjligheter för barns/elevers lärande utifrån ett inkluderande synsätt.

Gli studi italiani sulla regina Cristina di Svezia negli ultimi cinquant'anni

Queen Christina of Sweden (1626-1689)) is probably the most important individual to directly link the cultures of Sweden and Italy, and thus fascinate scholars over the last four centuries. In the last fifty years, research on and interest in this monarch has been particularly intense. This has led to current international scientific debate concerning all the different cultural expressions in which Queen Cristina was particularly involved. However, until now there has been lacking a comprehensive work to illustrate the development of scientific research in Italian on Queen Christina. This article, therefore, without claiming to be exhaustive, aims to fill this gap by identifying the main direction of current research. The article, after briefly introducing previous works (both Italian and Swedish), demonstrates how the first major renaissance of international studies on Queen Cristina took place in Sweden in the early 1960s. Even more important was the subsequent turning point in 1989, when the tercentenary of the death of Queen Christina was celebrated and the Azzolino Collection at the Biblioteca Comunale in Jesi was opened. The article focuses on the studies in Italian during this latter period. To make the exposition more organic and, importantly, more accessible to those readers interested in only one particular aspect of the scientific studies about Queen Christina, the studies in Italian since 1689 are divided into different subject areas.

Ranking och dess påverkan på val av lärosäten i Sverige : En kvantitativ studie om gymnasieelevers syn på rankinglistor

Det är många av tredje årets gymnasieelever som står inför ett viktigt och stort beslut gällande vilken utbildning och vilket lärosäte de ska studera vid efter studenten. En del gymnasieelever har redan bestämt sig för var de ska studera, medan andra är väldigt osäkra. För att en gymnasieelev ska kunna fatta ett genomtänkt beslut krävs det kunskap om de olika alternativen som finns eftersom det kan påverka beslutets riktning. En typ av information är rankinglistor av olika högskolor/universitet. Rankinglistor finns till för att förenkla det stora utbudet av utbildningar och högskolor/universitet. Genom att ge den sökande jämförande möjligheter och låta denna agerar utifrån sina egna uppställda kriterier kan rankinglistor fungera som ett stödjande verktyg vid valet av lärosäte. Den här studien syftar till att undersöka gymnasieelevernas förhållande till rankinglistor, vilket gjordes genom en kvantitativ studie i form av en enkätundersökning där gymnasielever från Dalarna medverkade. Enkätundersökningen baserades på teorier samt hypoteser som vi har verifierat eller förkastat för att komma fram till ett resultat. Den slutsats som studien har lett fram till är att rankinglistors påverkan, gällande gymnasieelevers val av lärosäte, är mycket begränsad. Det betyder att rankinglistor får en viss relevans när det sökta alternativet finns bland de lägst placerade lärosätena på en rankinglista. Trots detta finns det andra faktorer som kan påverka gymnasieelevernas val av lärosäte, så som egen uppfattning och rykte.

Forskning med juridiska förvecklingar : Om tolkningsflexibilitet i kontroversen om mässlingsvaccination och autism

Medical research with jurisdictional consequences: interpretative flexibility in the controversy over MMR vaccination and autism Based on the empirical case of the controversy of MMR vaccination and autism around the turn of the millennium, this paper argues for the analytical importance of the concept of “interpretative flexibility”. As shown, this concept is useful not only for the small subfield of sociology of scientific knowledge (SSK) but also for the broader social sciences. First we analyse, by reference to interpretative flexibility, the initial dispute within medical research concerning evidence for and against a possible link between the measles component of the MMR vaccine and autism. In a second step we move beyond this traditional application of the concept, showing how the interpretative flexibility of the research results remains in society although consensus has been reached in the medical community. This further step is exemplified by two legal events, in Sweden and the US respectively. In both these cases the difficulties in providing uncontested evidence affected institutions and practices at great distance and with different outcomes. Our findings suggest the importance of not only applying the concept of interpretative flexibility to classical scientific laboratory disputes, but also connecting it to its societal manifestations.

Ökat hot och våld i arbetslivet – en följd av förändrade arbetsförhållanden? : En studie utifrån de svenska Arbetsmiljöundersökningarna 1991–2005

Increase in work related violence. A reflection of changes in working conditions? An analysis based on the Swedish Work Environment surveys. Victim surveys from Sweden show that the proportion reporting exposure to work related violence has increased. On the basis of the Swedish Work Environment surveys 1991–2005 this article focuses on the following questions: What kind of situations and working conditions are related to workplace violence? And, has the number of employees exposed to these working conditions increased parallel to the rise of reported workplace violence? Logistic regression analysis shows that some situations and working conditions are indeed related tothe risk of violence. To some extent exposure to these working conditions co-varies with exposure to violence. This result is more prominent for women than for men. Further research is needed to understand how changes in working conditions affect the risk of violence and the development thereof, not least from a gender perspective. Even so, changes in working conditions can not alone explain the increase of reported workplace violence in Sweden during this period. It seems that the influence of changed working conditions offers an interesting complement to criminological theories of broadened definitions and decreasing tolerance against violence in problematizing how an increase in reported workplace violence should and could be understood.

Ålderism – ett fruktbart begrepp?

Ageism – A useful concept? Ageism has gained growing attention in Sweden the last decade. Age is even discussed to be included in the discrimination legislation. Still, the concept has not been of much sociological interest. This article is an overview of the concept ageism and how it has been discussed in social gerontology. In the article it is argued that the overall focus has been on overtly expressions such as stereotypes and discriminating behavior while underlying structures and processes of power and power relations have not got enough attention. As a result the concept of ageism has become limited as an analytical tool. Thus, in order to develop the potential of the concept it seems crucial to explicate and theorise power relations. To accomplish this goal, i.e. to focus on how age-based power relations are negotiated, challenged and reproduced in processes and institutionalised practises it is suggested that ageism might have to be complemented with other concepts, such as age coding.

Kommunal marknadsföring- Competitive identity och institutionell problematik : En komparativ fallstudie om två svenska kommuner och deras marknadsföring

Historiskt sett finns det etablerade normer i samhället som säger att en kommun endast ska bedriva traditionell kommunal verksamhet som innefattar att tillgodose välfärden (vård, skola & omsorg). Dock så har globaliseringen och urbaniseringen skapat en konkurrens om invånare vilket har lett till att kommuner idag bedriver en allt mer utvecklad marknadsföring för att attrahera fler invånare. Den här fallstudien innehåller två objekt (kommuner). Vi vill undersöka den kommunala marknadsföringen genom att fokusera på begreppen competitive identity (CI) och institutionell problematik (IP). Begreppet CI innehåller en teoretisk genomgång av komponenter i kommunal marknadsföring och IP beskriver kommunernas komplexa situation med olika institutionella krav. Genom att analysera dessa begrepp mot praktiska fall kan vi bidra till ökad förståelse om kommunal marknadsföring som är vårt syfte. Vi presenterar även en egen modell i samband med begreppet CI som ger en nyanserad bild av ämnet. Studiens resultat identifierar att kommunerna har speciella målgrupper som likt ett företag varierar beroende på deras ställning på marknaden. Genom skapandet av en CI deklarerar kommunen en önskvärd image där företeelser som inte bidrar till den blir exkluderade. Det gestaltar sig på olika sätt vilket analyseras grundligt i studien. Samtidigt illustreras motsägelsen när respondenterna i fallen säger att det är medborgarna som håller uppe imagen. Studien visar att det inte finns en enhetlig bild hur man som kommun ska hantera den institutionella komplexitet som uppstår. Fallen presenterar två olika synsätt som de finner mer lämpligt.

Tillhörighetens gränser : Internationell adoption och ursprungets betydelse i svensk utredningsretorik

Boundaries of belonging: transnational adoption and the significance of origin in Swedish official rhetoric This article explores how the category of ‘transnational adoptees’ in Sweden is constructed in two Official Government Reports (SOU). The article is inspired by poststructuralist perspectives on welfare and social categorization, and draws from a postcolonial and feminist theoretical framework. ‘Transnational adoptees’ as a category is understood as constituted through discourse, and given meaning in different contexts. In the reports, a fundamental importance is attached to the fact that individuals with a background as transnationally adopted have been separated from their birth family and country of birth. It is argued that mental problems and a split identity are consequences to be expected from the separation. (Re)connection to the origin is therefore considered to be crucial for the well-being of the group. The article concludes that this line of reasoning is based on a specific logic of blood and roots, in which ‘transnational adoptees’ are understood as belonging to their countries of birth, rather than Sweden. The logic of blood and roots can be read as a form of racialized othering, but also as a discursive exclusion of ‘transnational adoptees’ from Sweden as an imagined, national community.