Sales force social exchange in problem resolution situations

While sales managers spend much of their time resolving sales force-related problems, existing theory offers little insight into the social exchange processes which occur in problem resolution situations. Using a qualitative inquiry method rooted in grounded theory, we uncover three key social exchange contributions used by sales managers when dealing with problem situations in the sales force: sales manager responsiveness, caring, and aggressiveness. We then show that the extent to which managers use these exchange contributions in problem situations is a function of manager characteristics, problem-specific characteristics, and the situational context. We also show that the extent to which managers invest in these three social exchange contributions has implications for the quality for the interpersonal relationships between salespeople and their managers, and for the effectiveness of problem resolution activity.

Mechanics of longitudinal rolling of tube through three-grooved rolls

This investigation examined the process of the longitudinal rolling of tubes through a set of three driven grooved rolls. Tubes were rolled with or without internal support i.e. under mandrel rolling or sinking conditions. Knowledge was required of the way in which the roll separating force and rolling torque vary for different conditions of rolling. The objective of this work being to obtain a better understanding and optimization of the mechanics of the process. The design and instrumentation of a complete experimental three-roll mill for the rolling of lead tube as an analogue material for hot steel, with the measurement of the individual roll force and torque is described. A novel type of roll load cell was incorporated and its design and testing discussed. Employing three roll sizes of 170 mm, 255 mm and 340 mm shroud diameter, precise tube specimens of various tube diameter to thickness ratios were rolled under sinking and mandrel rolling conditions. To obtain an indication of the tube-roll contact areas some of the specimens were partially rolled. For comparative purposes the remaining tubes were completely rolled as a single pass. The roll forces, torques and tube parameters e.g. reduction of area, D/t ratio, were collated and compared for each of the three roll diameters considered. The influence of friction, particularly in the mandrel rolling process, was commented upon. Theoretical studies utilising the equilibrium and energy methods were applied to both the sinking and mandrel rolling processes. In general, the energy approach gave better comparison with experiment, especially for mandrel rolling. The influence of the tube deformation zones on the two processes was observed and on the subsequent modification of the tube-roll arc contact length. A rudimentary attempt was made in the theoretical sinking analysis to allow for the deformation zone prior to roll contact; some success was noted. A general survey of the available tube rolling literature, for both the sinking and mandrel processes has been carried out.

FemtoNewton force sensing with optically trapped nanotubes

We extract the distribution of both center-of-mass and angular fluctuations from three-dimensional tracking of optically trapped nanotubes. We measure the optical force and torque constants from autocorrelation and cross-correlation of the tracking signals. This allows us to isolate the angular Brownian motion. We demonstrate that nanotubes enable nanometer spatial and femtonewton force resolution in photonic force microscopy, the smallest to date. This has wide implications in nanotechnology, biotechnology, nanofluidics, and material science.

May the contact lens force be with you

FULL TEXT: Like many people one of my favourite pastimes over the holiday season is to watch the great movies that are offered on the television channels and new releases in the movie theatres or catching up on those DVDs that you have been wanting to watch all year. Recently we had the new ‘Star Wars’ movie, ‘The Force Awakens’, which is reckoned to become the highest grossing movie of all time, and the latest offering from James Bond, ‘Spectre’ (which included, for the car aficionados amongst you, the gorgeous new Aston Martin DB10). It is always amusing to see how vision correction or eye injury is dealt with by movie makers. Spy movies and science fiction movies have a freehand to design aliens with multiples eyes on stalks or retina scanning door locks or goggles that can see through walls. Eye surgery is usually shown in some kind of day case simplified laser treatment that gives instant results, apart from the great scene in the original ‘Terminator’ movie where Arnold Schwarzenegger's android character encounters an injury to one eye and then proceeds to remove the humanoid covering to this mechanical eye over a bathroom sink. I suppose it is much more difficult to try and include contact lenses in such movies. Although you may recall the film ‘Charlie's Angels’, which did have a scene where one of the Angels wore a contact lens that had a retinal image imprinted on it so she could by-pass a retinal scan door lock and an Eddy Murphy spy movie ‘I-Spy’, where he wore contact lenses that had electronic gadgetry that allowed whatever he was looking at to be beamed back to someone else, a kind of remote video camera device. Maybe we aren’t quite there in terms of devices available but these things are probably not the behest of science fiction anymore as the technology does exist to put these things together. The technology to incorporate electronics into contact lenses is being developed and I am sure we will be reporting on it in the near future. In the meantime we can continue to enjoy the unrealistic scenes of eye swapping as in the film ‘Minority Report’ (with Tom Cruise). Much more closely to home, than in a galaxy far far away, in this issue you can find articles on topics much nearer to the closer future. More and more optometrists in the UK are becoming registered for therapeutic work as independent prescribers and the number is likely to rise in the near future. These practitioners will be interested in the review paper by Michael Doughty, who is a member of the CLAE editorial panel (soon to be renamed the Jedi Council!), on prescribing drugs as part of the management of chronic meibomian gland dysfunction. Contact lenses play an active role in myopia control and orthokeratology has been used not only to help provide refractive correction but also in the retardation of myopia. In this issue there are three articles related to this topic. Firstly, an excellent paper looking at the link between higher spherical equivalent refractive errors and the association with slower axial elongation. Secondly, a paper that discusses the effectiveness and safety of overnight orthokeratology with high-permeability lens material. Finally, a paper that looks at the stabilisation of early adult-onset myopia. Whilst we are always eager for new and exciting developments in contact lenses and related instrumentation in this issue of CLAE there is a demonstration of a novel and practical use of a smartphone to assisted anterior segment imaging and suggestions of this may be used in telemedicine. It is not hard to imagine someone taking an image remotely and transmitting that back to a central diagnostic centre with the relevant expertise housed in one place where the information can be interpreted and instruction given back to the remote site. Back to ‘Star Wars’ and you will recall in the film ‘The Phantom Menace’ when Qui-Gon Jinn first meets Anakin Skywalker on Tatooine he takes a sample of his blood and sends a scan of it back to Obi-Wan Kenobi to send for analysis and they find that the boy has the highest midichlorian count ever seen. On behalf of the CLAE Editorial board (or Jedi Council) and the BCLA Council (the Senate of the Republic) we wish for you a great 2016 and ‘may the contact lens force be with you’. Or let me put that another way ‘the CLAE Editorial Board and BCLA Council, on behalf of, a great 2016, we wish for you!’

Investigation of skewing effects on the vibration reduction of three-phase switched reluctance motors

Switched reluctance motors (SRMs) are gaining in popularity because of their robustness, low cost, and excellent high-speed characteristics. However, they are known to cause vibration and noise primarily due to the radial pulsating force resulting from their double-saliency structure. This paper investigates the effect of skewing the stator and/or rotor on the vibration reduction of the three-phase SRMs by developing four 12/8-pole SRMs, including a conventional SRM, a skewed rotor-SRM (SR-SRM), a skewed stator-SRM (SS-SRM), and a skewed stator and rotor-SRM (SSR-SRM). The radial force distributed on the stator yoke under different skewing angles is extensively studied by the finite-element method and experimental tests on the four prototypes. The inductance and torque characteristics of the four motors are also compared, and a control strategy by modulating the turn-ON and turn-OFF angles for the SR-SRM and the SS-SRM are also presented. Furthermore, experimental results validate the numerical models and the effectiveness of the skewing in reducing the motor vibration. Test results also suggest that skewing the stator is more effective than skewing the rotor in the SRMs.

Linking labour force participation, education, labour wages and household consumption in developing countries:push and pull effects in self-employment - evidence from Nigeria

The contribution of this thesis is in understanding the origins in developing countries of differences in labour wage and household consumption vis-à-vis educational abilities (and by extension employment statuses). This thesis adds to the labour market literature in developing countries by investigating the nature of employment and its consequences for labour wage and household consumption in a developing country. It utilizes multinomial probit, blinder-oaxaca, Heckman and quantile regressions to examine one human capital indicator: educational attainment; and two welfare proxies: labour wage and household consumption, in a developing country, Nigeria. It finds that, empirically, the self-employed are a heterogeneous group of individuals made up of a few highly educated individuals, and a significant majority of ‘not so educated’ individuals who mostly earn less than paid workers. It also finds that a significant number of employers enjoy labour wage premiums; and having a higher proportion of employers in the household has a positive relationship with household consumption. The thesis furthermore discovers an upper educational threshold for women employers not found for men. Interestingly, the thesis also finds that there is indeed an ordering of labour wages into low-income self-employment (which seems to be found mainly in “own account” self-employment), medium-income paid employment, and high-income self-employment (which seems to be found mainly among employers), and that this corresponds to a similar ordering of low human capital, medium human capital and high human capital among labour market participants, as expressed through educational attainments. These show that as a whole, employers can largely be classed as experiencing pulled self-employment, as they appear to be advantaged in all three criteria (educational attainments, labour wage and household consumption). A minority of self-employed “own account” workers (specifically those at the upper end of the income distribution who are well educated), can also be classed as experiencing pulled self-employment. The rest of the significant majority of self-employed “own account” workers in this study can be classed as experiencing pushed self-employment in terms of the indicators used.