The influence of formal and informal sales controls on customer-directed selling behaviors and sales unit effectiveness

Adaptive selling (AS) and customer-oriented selling (COS) constitute two key customer-directed selling behaviors for the success of the modern sales force. However, knowledge regarding the organizational factors that can induce salespeople to engage in those behaviors is strikingly limited. Against this background, we develop a comprehensive model that delineates the influences of formal and informal sales controls on AS and COS and, through them, on sales unit effectiveness. Based on a sample of sales managers in a major European Union country, we present new evidence that (a) formal and informal sales controls exert differential impact on salespeople's AS and COS behaviors; (b) AS directly and positively influences sales unit effectiveness; (c) COS affects sales unit effectiveness only indirectly, i.e. by fostering AS; and (d) outcome and cultural controls directly improve sales unit effectiveness. We conclude with a discussion of our findings for academics and practitioners.

Orthotopic Ileal Bladder Substitution in Women: Factors Influencing Urinary Incontinence and Hypercontinence.

BACKGROUND Urinary incontinence or the inability to void spontaneously after ileal orthotopic bladder substitution is a frequent finding in female patients. OBJECTIVE To evaluate how hysterectomy and nerve sparing affect functional outcomes and whether these relate to pre- and postoperative urethral pressure profile (UPP) results. DESIGN, SETTING, AND PARTICIPANTS Prospectively performed pre- and postoperative UPPs of 73 female patients who had undergone cystectomy and bladder substitution were correlated with postoperative voiding and continence status. OUTCOME MEASUREMENTS AND STATISTICAL ANALYSIS Outcome analyses were performed with the Kruskal-Wallis test, Wilcoxon-Mann-Whitney, or two-group post hoc testing with the Bonferroni correction. Chi-square or Fisher exact tests were applied for the categorical data. RESULTS AND LIMITATIONS Of postoperatively continent or hypercontinent patients, 22 of 43 (51.2%) had the uterus preserved; of incontinent patients, only 4 of 30 (13.3%, p<0.01) had the uterus preserved. Of postoperatively continent or hypercontinent patients, 27 of 43 patients (62.8%) had bilateral and 15 of 43 (34.9%) had unilateral attempted nerve sparing. In incontinent patients, 11 of 30 (36.7%) had bilateral and 16 of 30 (53.3%) had unilateral attempted nerve sparing (p=0.02). When compared with postoperatively incontinent patients, postoperatively continent patients had a longer functional urethral length (median: 32mm vs 24mm; p<0.001), a higher postoperative urethral closing pressure at rest (56cm H2O vs 35cm H2O; p<0.001) as well as a higher preoperative urethral closing pressure at rest (74cm H2O vs 47.5cm H2O; p=0.01). The main limitation was the limited number of patients. CONCLUSIONS In female patients undergoing radical cystectomy and bladder substitution, preservation of the uterus and attempted nerve sparing results in better functional outcomes. The preoperative UPPs correlate with postoperative voiding and continence status and may predict which patients are at a higher risk of functional failure after bladder substitution. PATIENT SUMMARY If preservation of the urethra's innervation is not possible during cystectomy, poor functional results with bladder substitutes are likely.

Integración de la Medicina Tradicional y del Sistema de Salud Formal en las Estrategias Familiares Andinas

La medicina tradicional no solamente sigue vigente en los Andes bolivianos, sino constituye la opción de primera elección para las familias rurales. Un estudio realizado en dos comunidades de la Subcentral Waka Playa, Municipio Tapacarí, muestra que los campesinos quechua-hablantes de los valles interandinos integran el sistema tradicional con el sistema de salud formal en el marco de sus estrategias familiares, reflejando un diálogo ínter-ontológico entre diferentes concepciones de salud y de enfermedad. A lo largo de una larga interacción con su entorno natural, los pobladores de los Andes han desarrollado concepciones específicas sobre el ser humano, su relación con la naturaleza, la salud y la enfermedad. Este proceso resultó en un sistema de salud complejo, donde intervienen expertos locales como son los curanderos-adivinos y los parteros y que se basa en un amplio uso y conocimiento de la flora y fauna nativas. A parte de estos conocimientos especializados, la medicina tradicional andina se expresa también en las prácticas terapéuticas diarias de la población, transmitidas y re-inventadas de generación en generación en el contexto de la familia y de la comunidad. La introducción del sistema de salud formal en el área de estudio en los años 90, representado por una posta de salud, impactó las comunidades locales principalmente por el acceso a vacunas – y la consecuente erradicación de algunas enfermedades - y a métodos contraceptivos. Sin embargo, la biomedicina es todavía de acceso muy limitado además de, según la población local, no tener la capacidad para curar ciertas enfermedades locales como el “susto,” el “mal viento” o la “colerina”. Como en otras áreas del conocimiento ecológico local, se observa una pérdida general de los conocimientos vinculados a la medicina tradicional andina debido a varios factores socioeconómicos, el más impactante siendo el proceso masivo de migración de las zonas rurales a los centros urbanos y al trópico boliviano. Sin embargo, estos conocimientos todavía se mantienen vigentes y son altamente valorizados por la población local, como un elemento del mantenimiento de sus formas de vida y de relacionamiento con la “Madre Tierra” (Pachamama). Las familias de Waka Playa integran la medicina tradicional y el sistema de salud formal en sus estrategias de vida, en diferentes grados según factores como la migración, la educación, el sexo y la edad. El uso de la flora medicinal local también es diferenciado según la localización de la vivienda principal de las familias y la consecuente concentración geográfica de sus actividades en las diferentes zonas de producción agroecológicas. Por ultimo, el interés personal influye sobre el grado y el tipo de conocimiento de cada familia. La medicina tradicional juega un rol fundamental en el bien-estar de las familias campesinas andinas y por ello constituye un potencial importante para un desarrollo sostenible. En esta perspectiva, la revalorización de los saberes locales y la construcción de puentes de diálogo con el sistema de salud local son sumamente importantes. Este punto de vista tiene perspectivas prometedoras en el contexto político actual boliviano, que apoya la medicina tradicional en el marco del reconocimiento de las identidades indígenas, en miras a un desarrollo endógeno.

The Emergence of Formal Control Specificity in Information Systems Outsourcing: A Process-View

Information systems (IS) outsourcing projects often fail to achieve initial goals. To avoid project failure, managers need to design formal controls that meet the specific contextual demands of the project. However, the dynamic and uncertain nature of IS outsourcing projects makes it difficult to design such specific formal controls at the outset of a project. It is hence crucial to translate high-level project goals into specific formal controls during the course of a project. This study seeks to understand the underlying patterns of such translation processes. Based on a comparative case study of four outsourced software development projects, we inductively develop a process model that consists of three unique patterns. The process model shows that the performance implications of emergent controls with higher specificity depend on differences in the translation process. Specific formal controls have positive implications for goal achievement if only the stakeholder context is adapted, while they are negative for goal achievement if in the translation process tasks are unintendedly adapted. In the latter case projects incrementally drift away from their initial direction. Our findings help to better understand control dynamics in IS outsourcing projects. We contribute to a process theoretic understanding of IS outsourcing governance and we derive implications for control theory and the IS project escalation literature.

There is a place for radical cystectomy and urinary diversion, including orthotopic bladder substitution, in patients aged 75 and older: Results of a retrospective observational analysis from a high-volume center

INTRODUCTION The incidence of cancer increases with age and owing to the changing demographics we are increasingly confronted with treating bladder cancer in old patients. We report our results in patients>75 years of age who underwent open radical cystectomy (RC) and urinary diversion. MATERIAL AND METHODS From January 2000 to March 2013, a consecutive series of 224 old patients with complete follow-up who underwent RC and urinary diversion (ileal orthotopic bladder substitute [OBS], ileal conduit [IC], and ureterocutaneostomy [UCST]) were included in this retrospective single-center study. End points were the 90-day complication rates (Clavien-Dindo classification), 90-day mortality rates, overall and cancer-specific survival rates, and continence rates (OBS). RESULTS Median age was 79.2 years (range: 75.1-91.6); 35 of the 224 patients (17%) received an OBS, 178 of the 224 patients (78%) an IC, and 11 of the 224 patients (5%) an UCST. The 90-day complication rate was 54.3% in the OBS (major: Clavien grade 3-5: 22.9%, minor: Clavien Grade 1-2: 31.4%), 56.7% in the IC (major: 27%, minor: 29.8%), and 63.6% in the UCST group (major: 36.4%, minor: 27.3%); P = 0.001. The 90-day mortality was 0% in the OBS group, 13% in the IC group, and 10% in the UCST group (P = 0.077). The Glasgow prognostic score was an independent predictor of all survival parameters assessed, including 90-day mortality. Median follow-up was 22 months. Overall and cancer-specific survivals were 90 and 98, 47 and 91, and 11 and 12 months for OBS, IC, and UCST, respectively. In OBS patients, daytime continence was considered as dry in 66% and humid in 20% of patients. Nighttime continence was dry in 46% and humid 26% of patients. CONCLUSION With careful patient selection, oncological and functional outcome after RC can be good in old patients. Old age as the sole criterion should not preclude the indication for RC or the option of OBS. In old patients undergoing OBS, satisfactory continence results can be achieved.