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.

Fragmentation of Natural Resources Management: Experiences from Lake Kariba

This book is an output of the Defragmenting African Resources Management (DARMA) Project. Lake Kariba and its environs are a complex transboundary ecosystem with multiple, competing and often contested resource uses. The individual chapters in the book describe the current sectoral approach to natural resource management, the interconnections, and the need to adopt an ecosystem approach. The book is an essential reading for students, researchers, academics and managers in the environmental and natural resources sectors interested in advancing the ecosystems approach in management of commons in general and Southern Africa in particular. - See more at: http://www.plaas.org.za/plaas-publication/DARMA-Kariba-LV#sthash.7giSiWiB.dpuf

Forest regeneration capacity and its enhancement by forest management and silviculture in Cabo Delgado

SDC has been involved in rural development in Cabo Delgado for more than 30 years. Shortly after the independence of Mozambique, projects in water supply and integrated rural development were initiated. The silvoagropastoral project FO9 based in Mueda was a very early experience in forestry in Cabo Delgado. Andreas Kläy was responsible for the forestry sector in FO9 for 3 years in the early 1980s and had an opportunity to initiate an exchange of ideas and experience in rural development theory and approaches with Yussuf Adam, who was doing research in human anthropology and history in the province. 25 years later, the current situation of forest management in Cabo Delgado was reassessed, with a specific focus on concessions in the North. The opportunity for a partnership between the MITI SA, the University of Eduardo Mondlane, and CDE was created on the basis of this preliminary study1. The aim of this partnership is to generate knowledge and develop capacity for sustainable forest management. The preliminary study showed that “…we have to face weaknesses and would like to start a learning process with the main institutions, organisations, and stakeholder groups active in forest management and research in the North of Cabo Delgado. This learning process will involve studies supported by competent research institutions and workshops …” The specific objectives of ESAPP project Q804 are the following: 1. Contribute to understanding of the forestry sector; 2. Capacity development for professionals and academics; 3. Support for the private sector and the local forest service; 4. Support data generation at Cabo Delgado's Provincial Service; 5. Capacity development for Swiss academic institutions (CDE and ETHZ). A conceptual planning platform was elaborated as a basis for cooperation and research in the partnership (cf. Annex 1). The partners agreed to work on two lines of research: biophysical and socio-economic. In order to ensure a transdisciplinary approach, disciplinary research is anchored in common understanding in workshops based on the LforS methods. These workshops integrate the main stakeholders in the local context of the COMADEL concession in Nangade District managed by MITI SA, and take place in the village of Namiune. The research team observed that current management schemes consist mainly of strategies of nature mining by most stakeholders involved. Institutional settings - formal and informal - have little impact due to weak capacity at the local level and corruption. Local difficulties in a remote rural area facilitate external access to resources and are perpetuated by the loss of benefits. The benefits of logging remain at the top level (economic and political elites). The interests of the owners of the concession in stopping the loss of resources caused by this regime offers a unique opportunity to intervene in the logic of resource degradation and agony in rural development and forest management.

Information Technology Outsourcing: Towards Sustainable Business Value

This book attempts to synthesize research that contributes to a better understanding of how to reach sustainable business value through information systems (IS) outsourcing. Important topics in this realm are how IS outsourcing can contribute to innovation, how it can be dynamically governed, how to cope with its increasing complexity through multi-vendor arrangements, how service quality standards can be met, how corporate social responsibility can be upheld, and how to cope with increasing demands of internationalization and new sourcing models, such as crowdsourcing and platform-based cooperation. These issues are viewed from either the client or vendor perspective, or both. The book should be of interest to all academics and students in the fields of Information Systems, Management, and Organization as well as corporate executives and professionals who seek a more profound analysis and understanding of the underlying factors and mechanisms of outsourcing.

Information Systems Outsourcing: Towards Sustainable Business Value

This book attempts to synthesize research that contributes to a better understanding of how to reach sustainable business value through information systems (IS) outsourcing. Important topics in this realm are how IS outsourcing can contribute to innovation, how it can be dynamically governed, how to cope with its increasing complexity through multi-vendor arrangements, how service quality standards can be met, how corporate social responsibility can be upheld and how to cope with increasing demands of internationalization and new sourcing models, such as crowdsourcing and platform-based cooperation. These issues are viewed from either the client or vendor perspective, or both. The book should be of interest to all academics and students in the fields of Information Systems, Management and Organization as well as corporate executives and professionals who seek a more profound analysis and understanding of the underlying factors and mechanisms of outsourcing.

Capturing socially motivated linguistic change. How the use of gender-fair language afffects support for social initiatives in Austria and Poland.

Gender-fair language consists of the symmetric linguistic treatment of women and men instead of using masculine forms as generics. In this study, we examine how the use of gender-fair language affects readers' support for social initiatives in Poland and Austria. While gender-fair language is relatively novel in Poland, it is well established in Austria. This difference may lead to different perceptions of gender-fair usage in these speech communities. Two studies conducted in Poland investigate whether the evaluation of social initiatives (Study 1: quotas for women on election lists; Study 2: support for women students or students from countries troubled by war) is affected by how female proponents (lawyers, psychologists, sociologists, and academics) are referred to, with masculine forms (traditional) or with feminine forms (modern, gender-fair). Study 3 replicates Study 2 in Austria. Our results indicate that in Poland, gender-fair language has negative connotations and therefore, detrimental effects particularly when used in gender-related contexts. Conversely, in Austria, where gender-fair language has been implemented and used for some time, there are no such negative effects. This pattern of results may inform the discussion about formal policies regulating the use of gender-fair language.

A Transatlantic Trade and Investment Partnership Agreement: Implications for Swiss Agriculture

To say that regionalism is gaining momentum has become an understatement. To mourn the lack of progress in multilateral trade rule-making is a commonplace in the discourse of politicians regretting the WTO negotiation standstill, and of “know-what-to-do” academics. The real problem is the uneven level-playing field resulting from increasing differences of rules and obligations. The Transatlantic Trade and Investment Partnership Agreement (TTIP) is a very ambitious project. WTI studies in 2014 have shown that the implications for Switzerland could be enormous. But even the combined market power of the two TTIP participants – the EU and the USA – will not level the playing field impairing the regulatory framework, and the market access barriers for trade in agriculture. Such differences will remain in three areas which, incidentally, are also vital for a global response to the food security challenge to feed 9 billion people before the year 2050: market access, non-tariff barriers, and trade-distorting domestic support programmes. This means that without multilateral progress the TTIP and other so-called mega-regionals, if successfully concluded, will exacerbate rather than lessen trade distortions. While this makes farmers in rich countries safer from competition, competitive production in all countries will be hampered. Consequently, and notwithstanding the many affirmations to the contrary, farm policies worldwide will continue to only address farmer security without increasing global food security. What are the implications of the TTIP for Swiss agriculture? This article, commissioned by Waseda University in Tokyo, finds that the failure to achieve further reforms – including a number of areas where earlier reforms have been reversed – is presenting Switzerland and Swiss agriculture with a terrible dilemma in the eventuality of a successful conclusion of the TTIP. If Swiss farm production is to survive for more than another generation, continuous reform efforts are required, and over-reliance on the traditional instruments of border protection and product support is to be avoided. Without a substantial TTIP obliging Switzerland to follow suit, autonomous reforms will remain extremely fragile.

Relationship Between Athletic and Academic Success: A Pilot Study

This study aims to reveal that a competitive sports culture exists in the United States, and due to this sports culture and competitive disposition, student athletes are more motivated in academic endeavers. Previous research describes sports cultures; however, the current study investigated the factors impacting academic motivation and sport motivation. Furthermore, the interrelationship of these two factors was assessed. A qualitative approach, using semi-structured interviews with four high school varsity student athletes (two male; two female), was used as the tool in attempts to support these claims. The research hypothesis suggested that high school students who participate in the equivalent of college non-revenue sports, have a competitive disposition which also motivates them to perform well in school.

Barriers to cross-border research projects: A prelude to improving professional collaborations between the United States and Mexico

Study objective. This was a secondary data analysis of a study designed and executed in two phases in order to investigate several questions: Why aren't more investigators conducting successful cross-border research on human health issues? What are the barriers to conducting this research? What interventions might facilitate cross-border research? ^ Methods. Key informant interviews and focus groups were used in Phase One, and structured questionnaires in Phase Two. A multi-question survey was created based on the findings of focus groups and distributed to a wider circle of researchers and academics for completion. The data was entered and analyzed using SPSS software. ^ Setting. El Paso, TX located on the U.S-Mexico Border. ^ Participants. Individuals from local academic institutions and the State Department of Health. ^ Results. From the transcribed data of the focus groups, eight major themes emerged: Political Barriers, Language/Cultural Barriers, Differing Goals, Geographic Issues, Legal Barriers, Technology/Material Issues, Financial Barriers, and Trust Issues. Using these themes, the questionnaire was created. ^ The response rate for the questionnaires was 47%. The largest obstacles revealed by this study were identifying a funding source for the project (47% agreeing or strongly agreeing), difficulties paying a foreign counterpart (33% agreeing or strongly agreeing) and administrative changes in Mexico (31% agreeing or strongly agreeing). ^ Conclusions. Many U.S. investigators interested in cross-border research have been discouraged in their efforts by varying barriers. The majority of respondents in the survey felt financial issues and changes in Mexican governments were the most significant obstacles. While some of these barriers can be overcome simply by collaboration among motivated groups, other barriers may be more difficult to remove. Although more evaluation of this research question is warranted, the information obtained through this study is sufficient to support creation of a Cross-Border Research Resource Manual to be used by individuals interested in conducting research with Mexico. ^

A path analysis of an after-school health and exercise program for elementary school children in El Paso, Texas

As schools are pressured to perform on academics and standardized examinations, schools are reluctant to dedicate increased time to physical activity. After-school exercise and health programs may provide an opportunity to engage in more physical activity without taking time away from coursework during the day. The current study is a secondary data analysis of data from a randomized trial of a 10-week after-school program (six schools, n = 903) that implemented an exercise component based on the CATCH physical activity component and health modules based on the culturally-tailored Bienestar health education program. Outcome variables included BMI and aerobic capacity, health knowledge and healthy food intentions as assessed through path analysis techniques. Both the baseline model (χ2 (df = 8) = 16.90, p = .031; RMSEA = .035 (90% CI of .010–.058), NNFI = 0.983 and the CFI = 0.995) and the model incorporating intervention participation proved to be a good fit to the data (χ2 (df = 10) = 11.59, p = .314. RMSEA = .013 (90% CI of .010–.039); NNFI = 0.996 and CFI = 0.999). Experimental group participation was not predictive of changes in health knowledge, intentions to eat healthy foods or changes in Body Mass Index, but it was associated with increased aerobic capacity, β = .067, p < .05. School characteristics including SES and Language proficiency proved to be significantly associated with changes in knowledge and physical indicators. Further effects of school level variables on intervention outcomes are recommended so that tailored interventions can be developed aimed at the specific characteristics of each participating school. ^

“Realidad o Utopía" : : ley de ordenamiento territorial

La lógica del mercado y al cambio de modelo de desarrollo en América Latina, en el intento de poder competir a nivel mundial, ha agudizado las disparidades y el deterioro ambiental. La presión que ejercen las grandes empresas y ciertos grupos con poder, el enquistamiento de una estructura administrativa que puja por mantener esquemas tradicionales ya perimidos y la falta de planificación impiden atender uno de los problemas claves que plantea la economía en el territorio, el de la concentración y los desequilibrios territoriales. Surge entonces el Ordenamiento Territorial como alternativa válida para atenuar estos procesos y dar respuesta a la sociedad. El caso que se presenta pone en el tapete muchos de estos temas que hoy preocupan y puede servir como experiencia transferible y aplicable a otras realidades que buscan consolidar un desarrollo local sustentable. El ante-proyecto de Ley de Ordenamiento Territorial y Usos del Suelo para la provincia de Mendoza, República Argentina, es un instrumento elaborado en el año 2006 por el sector académico-científico que desde una visión interdisciplinaria incorpora fundamentos técnicos y aportes de los actores sociales involucrados. La metodología aplicada permite consensuar por la sociedad en su conjunto los principios que sustentan la Ley, determinar la aplicación de ciertos instrumentos para efectivizar acciones en el territorio y definir una forma innovadora de hacer política, gestionar y planificar el uso del suelo. La propuesta considera al Ordenamiento Territorial como una política de Estado que debe propiciar condiciones de gobernabilidad. Sus principios y normas priorizan la equidad y el bienestar general por encima de los intereses particulares así como también el respeto de los valores y costumbres de la sociedad. Surge de un proceso participativo y sus principios y fines responden a los problemas actuales. Incorpora una serie de instrumentos debidamente jerarquizados conforme a las competencias jurisdiccionales y existencia de distintas escalas geográficas, como también, instrumentos jurídicos y prácticas administrativas innovadoras que permiten la resolución de conflictos territoriales. Identifica además recursos financieros para implementarla y prioriza el fortalecimiento de los mecanismos de control para un funcionamiento más ágil y eficaz de la gestión pública. Sin embargo existen riesgos vinculados a la voluntad política y el poder económico que pueden impedir que esta utopía se transforme en realidad. Solo la participación social es la que puede lograr vencer los intereses en juego y conseguir la aprobación de la Ley. Si esto se consigue se habrá dado un paso muy importante a ser imitado, sin lugar a dudas, en otros lugares de Argentina y América Latina.

Territorial approaches for rural development in Latin America : a case study in Chile

Una reciente transición en el campo del desarrollo rural es el movimiento desde un enfoque reducido del sector agrícola hasta uno que adopta una visión territorial más amplia. Este pasaje intenta interpretar las interacciones entre los mundos urbano y rural de una manera más comprensiva. Esta perspectiva teórica relativamente nueva interesa particularmente a los académicos y los políticos en los países latinoamericanos donde, a partir de la mitad de los años noventa, el concepto de una nueva ruralidad se ha visto como la fuente de un nuevo enfoque para el desarrollo rural. Por lo tanto, el propósito teórico de esta investigación es explicitar los indicadores analíticos del nuevo enfoque de la ruralidad en América Latina e identificar las diferencias entre los acercamientos sectoriales y territoriales, considerando los aspectos socio-económicos, institucionales y medioambientales involucrados. La transición del enfoque sectorial a uno territorial significa también, desde un punto de vista operativo, el reconocimiento de la existencia de áreas homogéneas a partir de las cuales pueden proponerse estrategias de desarrollo rural. El propósito operativo de esta investigación consiste en proponer una metodología para identificar estas áreas con una aplicación a la Región del Maule en Chile. La conclusión subraya algunos elementos críticos que se deben considerar en la definición de estrategias del desarrollo rural territorial.

Abortion and Clinical Practice. Abortion Review Papers from the bpas conference: London, 25 - 26 June 2008

The groundbreaking bpas conference The Future of Abortion: Controversies and Care brought together clinicians, academics, policymakers and advocates from the UK, Europe and the USA for a discussion about all aspects of abortion provision. Taking place during a critical Parliamentary debate about the UK abortion law, the conference generated great excitement and presented a number of important research findings and policy suggestions.In order to maximise the strides made by The Future of Abortion conference in taking forward an international, interdisciplinary discussion, Abortion Review is producing a series of special editions in which we have published edited transcripts of the presentations. In this third edition, Abortion and Clinical Practice, the presentations examine developments in abortion research and practice, and what these might indicate for the kind of abortion service that should be provided.

Autonomía universitaria e intervención política en la trayectoria de liderazgos y grupos académicos en Ciencias Naturales de la Universidad Nacional de La Plata 1930-1955

Este trabajo estudia dos procesos relacionados en una institución universitaria. En la primera parte analiza las formas autónomas de organización institucional disciplinar producidas por profesores e investigadores del Instituto del Museo y Escuela Superior/Facultad de Ciencias Naturales de la Universidad Nacional de La Plata en el período 1935 y 1946. Y en la segunda parte estudia dos situaciones sociales -las intervenciones universitarias de los años 1946 y 1955- donde las políticas del Estado nacional produjeron cambios en las trayectorias de esos académicos. Exploraremos esas relaciones en los liderazgos y grupos académicos en geología, paleontología, zoología, botánica y antropología.

El exilio chileno : Río profundo de la cultura iberoamericana

El exilio chileno dio lugar a un fenómeno cultural de grandes proporciones y el confinamiento, con todas sus secuelas, inspiró un florecimiento extraordinario de las letras y las artes de vastas proyecciones, tanto así que despertó y sigue motivando el interés de estudiosos de diversas disciplinas. Entre los miles de chilenos que se repartieron por el mundo, un grupo, cualitativamente relevante, estuvo constituido por escritores, artistas plásticos, artesanos, músicos, gente de teatro y de cine, hombres de ciencia y académicos de las más variadas disciplinas. Grupos teatrales funcionaron en muchos países; y los conjuntos musicales chilenos recorrieron el mundo. Las exposiciones de pintores, fotógrafos, y escultores chilenos eran frecuentes en las más importantes ciudades americanas y europeas, a la vez que en el marco de casi todas las manifestaciones de solidaridad las artesanías, obras de artistas profesionales y ocasionales, eran puestas a la venta; muchos refugiados lograron sobrevivir del producto de este tipo de trabajo.