The Strategic Role of the Sales Force: Perceptions of Senior Sales Executives

Current models of sales force strategy imply formidable information processing demands, which leads us to take a cognitive approach to studying the issue of sales force strategy. We focus on how top-level executives use mental models of sales force performance to simplify the issue of sales force strategy. We interviewed 74 senior executives responsible for their firms’ selling function using the repertory grid approach, as this methodology has been shown to be particularly effective at uncovering the collective cognitive maps on which executives’ decisions and behaviors are based. Executives identified a broad set of 37 strategic concepts that they felt distinguish the sales force efforts of directly competing companies. A second set of sales executives classified the 37 concepts into capabilities, resources, and organizational context concepts. Based on the classification results and feedback from both sets of executives, we developed research propositions for examining sales force strategy and provide directions for future research.

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.

Using Leading Indicators to Forecast US Home Sales in a Bayesian VAR Framework

This paper uses Bayesian vector autoregressive models to examine the usefulness of leading indicators in predicting US home sales. The benchmark Bayesian model includes home sales, the price of homes, the mortgage rate, real personal disposable income, and the unemployment rate. We evaluate the forecasting performance of six alternative leading indicators by adding each, in turn, to the benchmark model. Out-of-sample forecast performance over three periods shows that the model that includes building permits authorized consistently produces the most accurate forecasts. Thus, the intention to build in the future provides good information with which to predict home sales. Another finding suggests that leading indicators with longer leads outperform the short-leading indicators.

Friedrich Wilhelm Michael Kalkbrenner, Brustbild - Gustave Vogt, Brustbild - Jean Louis Tulou, Brustbild - Niccolò Paganini, Brustbild - Friedrich Berr, Brustbild - Jacques François Gallay, Brustbild - Pierre François Marie de Sales Baillot, Brustbild - Henri Herz, Brustbild

Signatur des Originals: S 36/G04482

Steel profiles for repairing deteriorated timber beam ends

Se describe un procedimiento para la consolidación de viguetas de forjado de madera con deterioro en las cabezas mediante perfiles de acero conectados a la madera desde la cara superior del forjado. La pieza de refuerzo es un perfil en U de acero S275 conformado en frío con pletinas soldadas insertadas en la madera y conectada mediante tirafondos. Se ensayaron 30 piezas a flexión obteniendo la rigidez y la capacidad de carga. Las probetas se dividieron en tres grupos. El primero compuesto por 10 piezas de madera laminada encolada de abeto con una sección de 180 x 200 mm y una longitud de 4.000 mm; el segundo consistía en 10 piezas de madera aserrada de pino silvestre con la misma sección y longitud y, el tercero, estaba formado por otras 10 piezas de madera del género Pinus con una sección de 130 x 150 mm y 3.000 mm de longitud, procedentes de un edificio de Madrid con 120 años de antigüedad. Cada grupo de 10 piezas se dividió a su vez en dos grupos de 5 piezas. El primer subgrupo estaba formado por las piezas completas de madera y constituía el grupo de referencia. Las piezas del segundo subgrupo tenían una longitud inferior que se salvaba con una extensión del refuerzo metálico. Los resultados indican que el sistema de refuerzo metálico permite resolver los problemas de falta de apoyo de la vigueta por deterioro de la madera que afecte en una longitud limitada (aproximadamente entre el 10 y el 20% de la longitud).

Prediction of bendig load capacity of timber beams by finite element method simulation of knots and grain deviation

A finite element model was used to simulate timberbeams with defects and predict their maximum load in bending. Taking into account the elastoplastic constitutive law of timber, the prediction of fracture load gives information about the mechanisms of timber failure, particularly with regard to the influence of knots, and their local graindeviation, on the fracture. A finite element model was constructed using the ANSYS element Plane42 in a plane stress 2D-analysis, which equates thickness to the width of the section to create a mesh which is as uniform as possible. Three sub-models reproduced the bending test according to UNE EN 408: i) timber with holes caused by knots; ii) timber with adherent knots which have structural continuity with the rest of the beam material; iii) timber with knots but with only partial contact between knot and beam which was artificially simulated by means of contact springs between the two materials. The model was validated using ten 45 × 145 × 3000 mm beams of Pinus sylvestris L. which presented knots and graindeviation. The fracture stress data obtained was compared with the results of numerical simulations, resulting in an adjustment error less of than 9.7%

Bonding shear strength in timber and GFRP glued with epoxy adhesives

The bonding quality of epoxy glued timber and glass fibre reinforced polymers (GFRP) was evaluated by means of compression loading shear test. Three timber species (Radiata pine, Laricio pine and Oak) and two kinds of GFRP (plates and rods made with polyester resin reinforced with mat and roving glass fibre) were glued and tested using three epoxy formulations. The increase in shear strength with age after the setting of epoxy formulations and the effect of surface roughness on timber and GRP gluing (the planing of the surface of timber and the previous sanding of GRP) were studied. It can be concluded that the mechanical properties of these products make them suitable for use in the reinforcement of deteriorated timber structures, and that a rough timber surface is preferable to a planed one, while the previous sanding of GRP surfaces is not advantageous.

Evaluation of the influence of visual parameters on wave transmission velocity in sawn chestnut timber

Non-destructive, visual evaluation and mechanical testing techniques were used to assess the structural properties of 374 samples of chestnut (Castanea sativa). The principal components method was applied to establish and interpret correlations between variables obtained of modulus of elasticity, bending strength and density. The static modulus of elasticity presented higher correlation values than those obtained using non-destructive methods. Bending strength presented low correlations with the non-destructive parameters, but there was some relation to the different knot ratios defined. The relationship was stronger with the most widely used ratio, CKDR. No significant correlations were observed between any of the variables and density.

Análisis comparativo de procedimientos para la medición de las gemas y evaluación de su influencia en la determinación de las propiedades mecánicas de la madera de Pinus sylvestris L. de gran escuadría. Comparison of wanes measurement systems to evaluate their influence on the mechanical properties of large cross section timber of Pinus sylvestris L.

Las gemas se evalúan mediante la norma de clasificación visual (UNE 56544), pero su aplicación en estructuras existentes y grandes escuadrías resulta poco eficaz y conduce a estimaciones demasiado conservadoras. Este trabajo analiza la influencia de las gemas comparando la resistencia de piezas con gemas y piezas correctamente escuadradas. Se han analizado 218 piezas de pino silvestre con dimensiones nominales 150 x 200 x 4.200 mm, de las que 102 presentaban una gema completa a lo largo de toda su longitud y el resto estaban correctamente escuadradas. En las piezas con gema se ha medido la altura de la sección cada 30 cm (altura en cada cara y altura máxima). Para determinar la resistencia se han ensayado todas las piezas de acuerdo a la norma EN 408. Se ha comparado la resistencia obtenida para las piezas con gema, diferenciando si la gema se encuentra en el borde comprimido o en el borde traccionado, con las piezas escuadradas. Puede concluirse que la presencia de gemas disminuye la resistencia excepto si la gema se encuentra en el borde traccionado, en cuyo caso los resultados obtenidos han sido similares a los de las piezas escuadradas. The wanes on structural timber are evaluated according to the visual grading standard (UNE 56544), but its application on existing structures and large cross sections is ineffective and leads to conservative estimations. This paper analyzes the influence of the wanes by comparing the resistance of pieces with wanes and square pieces. 218 pieces of Scotch pine with nominal dimensions 150 x 200 x 4200 mm have been analyzed, 102 of them had a complete wane along its length and the rest were properly squared. The height of the cross section was measured every 30 cm (the height on each side and the maximum height) for the pieces with wane. The bending strength of all the pieces was obtained according to the EN 408 standard. The bending strength of the pieces with wane has been compared with the strength of the squared pieces, taking into account if the wane is positioned on the compressed edge or on the tensioned edge. It can be concluded that the bending strength of the pieces with wanes is lower than the one of squared pieces, except if the wanes are on the tensioned edge of the beam.

Visual grading of large cross section structural timber of Pinus sylvestris L. according to UNE 56544:2007 standard

Large cross section structural timber have been used in many structures over long periods of time and still make up an important part of the market due to its mechanical properties. Furthermore, it is frequent its employment in new construction site. It involves the need for a visual grading standard for timber used in construction according to the quality assessment. The material has to satisfy the requirements according to the currently regulations. UNE 56544 is the Spanish visual grading standard for coniferous structural timber. The 2007 version defined a new visual grade in the standard for large section termed Structural Large Timber (MEG). This research checks the new visual grading and consists of 116 structural size specimens of sawn coniferous timber of Scotch pine (Pinus sylvestris L.) from Segovia, Spain. The pieces had a cross section of 150 by 200 mm. They were visually graded according to UNE 56544:2007. Also, mechanical properties have been obtained according to standard EN 408. The results show very low output with an excessive percentage of rejected pieces (33%). The main reasons for the rejection of pieces are fissures and twist

The flexibility matrix o timber composite beams with a discrete connection system

This work presents a method for the analysis of timber composite beams which considers the slip in the connection system, based on assembling the flexibility matrix of the whole structure. This method is based on one proposed by Tommola and Jutila (2001). This paper extends the method to the case of a gap between two pieces with an arbitrary location at the first connector, which notably broadens its practical application. The addition of the gap makes it possible to model a cracked zone in concrete topping, as well as the case in which forming produces the gap. The consideration of induced stresses due to changes in temperature and moisture content is also described, while the concept of equivalent eccentricity is generalized. This method has important advantages in connection with the current European Standard EN 1995-1-1: 2004, as it is able to deal with any type of load, variable section, discrete and non-regular connection systems, a gap between the two pieces, and variations in temperature and moisture content. Although it could be applied to any structural system, it is specially suited for the case of simple supported and continuous beams. Working examples are presented at the end, showing that the arrangement of the connection notably modifies shear force distribution. A first interpretation of the results is made on the basis of the strut and tie theory. The examples prove that the use of EC-5 is unsafe when, as a rule of thumb, the strut or compression field between the support and the first connector is at an angle with the axis of the beam of less than 60º.