Meeting the challenge on the path to democracy: discursive strategies in governmental declarations

The communicative practice in the ex-GDR was complex and diverse, although public political discourse had been fairly ritualized. Text-types characteristic of the Communist Party discourse were full of general (superordinate) terms semantic specification was hardly possible (propositional reduction). Changes in the social world result in changes in the communicative practice as well. However, a systematic comparision of text-types across cultures and across ideological boundaries reveals both differences in the textual macro- and superstructures and overlapping as well as universal features, probably related to functional aspects (discourse of power). Six sample texts of the text-type `government declaration', two produced in the ex-GDR, four in the united Germany, are analysed. Special attention is paid to similarities and differences (i) in the textual superstructure (problem-solution schema), (ii) in the concepts that reflect the aims of political actions (simple worlds), (iii) in the agents who (are to) perform these actions (concrete vs abstract agents). Similarities are found mainly in the discursive strategies, e.g. legitimization text actions. Differences become obvious in the strategies used for legitimization, and also in the conceptual domains referred to by the problem-solution schema. The metaphors of construction, path and challenge are of particular interest in this respect.

Sales manager problem resolution styles:measure development and an examination of their salesperson-related consequences

Personal selling and sales management play a critical role in the short and long term success of the firm, and have thus received substantial academic interest since the 1970s. Sales research has examined the role of the sales manager in some depth, defining a number of key technical and interpersonal roles which sales managers have in influencing sales force effectiveness. However, one aspect of sales management which appears to remain unexplored is that of their resolution of salesperson-related problems. This study represents the first attempt to address this gap by reporting on the conceptual and empirical development of an instrument designed to measure sales managers' problem resolution styles. A comprehensive literature review and qualitative research study identified three key constructs relating to sales managers' problem resolution styles. The three constructs identified were termed; sales manager willingness to respond, sales manager caring, and sales manager aggressiveness. Building on this, existing literature was used to develop a conceptual model of salesperson-specific consequences of the three problem resolution style constructs. The quantitative phase of the study consisted of a mail survey of UK salespeople, achieving a total sample of 140 fully usable responses. Rigorous statistical assessment of the sales manager problem resolution style measures was undertaken, and construct validity examined. Following this, the conceptual model was tested using latent variable path analysis. The results for the model were encouraging overall, and also with regard to the individual hypotheses. Sales manager problem resolution styles were found individually to have significant impacts on the salesperson-specific variables of role ambiguity, emotional exhaustion, job satisfaction, organisational commitment and organisational citizenship behaviours. The findings, theoretical and managerial implications, limitations and directions for future research are discussed.

Short fatigue crack path determinants in polycrystalline Ni-base superalloys

Fifty seven short fatigue cracks in the Ni-base superalloy AP1 have been examined, to ascertain how the paths taken by growing fatigue cracks are determined. The observations were made on the surface of a smooth specimen, and on the exposed fracture surfaces. Three dimensional reconstructions of the vulnerable microstructures in the vicinity of the cracks were produced. Initiation occurred in mode II, with the lines of intersection of the initiation sites with the specimen top surface orientated at approximately 45° to the tensile axis. These initiation sites developed in slip bands which crossed a large grain and at least one other grain via a grain boundary with a low angle of misorientation. 'River markings' on one of the initiation facets, indicated that the crack first opened from the top centre of the initiation grain. Subsequent to initiation, the growth paths of these cracks are related to the misorientations of the grains and the progress of the crack front.