Salesperson’s Personality, Motivation and Selling Performance : The Study of New Product Selling

In the highly competitive environment businesses invest big amounts of money into the new product development. New product success potentially depends on different factors among which salespeople play an important role. The aim of this paper is to explore the potential link between salespeople’s personality, motivation to sell new products and performance in selling new products. Based on the theoretical background of the Big Five personality dimensions, motivation and selling performance hypotheses were formulated and tested using statistical methods of correlation and regression analysis. The data was collected within one technologically intensive organization – ABB AB in Sweden using online web questionnaire and self-assessment measurements. Total investigation was conducted among organization’s salesforce. The findings confirm the importance of salesperson’s personality empirically showing that the latter significantly predicts both motivation and performance in selling new products. From all the Big Five Extraversion was confirmed to be the most important predictor of both motivation and performance in selling new products. Extraversion was found positively related with both motivation and performance in selling new products. Salespeople scoring high in Extraversion and especially possessing such characteristics as confident, energetic and sociable tend to be more motivated to sell new products and show higher performance results. Other personality dimensions such as Agreeableness, Conscientiousness, Neuroticism, and Openness to experience complexly approached are not proved to be significantly related neither with motivation nor performance in selling new products. The results are explained by the extreme importance of Extraversion in new product selling situation which analyzing in combination with the other personality dimensions suppresses the others. Finding regarding controlling for certain demographical characteristics of salespeople reveal that performance in selling new products is determined by selling experience. Salespeople’s age is not proved to be significantly related neither with motivation nor performance in selling new products. Findings regarding salespeople’s gender though proposing that males are more motivated to sell new products cannot be generalized due to the study limitations.

Adaptive, Decentralized, And Real-Time Sampling Strategies For Resource Constrained Hydraulic And Hydrologic Sensor Networks

We discuss the development and performance of a low-power sensor node (hardware, software and algorithms) that autonomously controls the sampling interval of a suite of sensors based on local state estimates and future predictions of water flow. The problem is motivated by the need to accurately reconstruct abrupt state changes in urban watersheds and stormwater systems. Presently, the detection of these events is limited by the temporal resolution of sensor data. It is often infeasible, however, to increase measurement frequency due to energy and sampling constraints. This is particularly true for real-time water quality measurements, where sampling frequency is limited by reagent availability, sensor power consumption, and, in the case of automated samplers, the number of available sample containers. These constraints pose a significant barrier to the ubiquitous and cost effective instrumentation of large hydraulic and hydrologic systems. Each of our sensor nodes is equipped with a low-power microcontroller and a wireless module to take advantage of urban cellular coverage. The node persistently updates a local, embedded model of flow conditions while IP-connectivity permits each node to continually query public weather servers for hourly precipitation forecasts. The sampling frequency is then adjusted to increase the likelihood of capturing abrupt changes in a sensor signal, such as the rise in the hydrograph – an event that is often difficult to capture through traditional sampling techniques. Our architecture forms an embedded processing chain, leveraging local computational resources to assess uncertainty by analyzing data as it is collected. A network is presently being deployed in an urban watershed in Michigan and initial results indicate that the system accurately reconstructs signals of interest while significantly reducing energy consumption and the use of sampling resources. We also expand our analysis by discussing the role of this approach for the efficient real-time measurement of stormwater systems.

Performance Management for Faculty and Staff

This report examines the process used to evaluated faculty and staff, including the evaluation timeline, administrative oversight, technological tools, and performance management trainings for faculty and staff managers. Additionally, this report describes how administrators use annual performance evaluations to award merit-based pay.

Operations strategy in perspective: the means for achieving superior performance

Manufacturing strategy has been widely studied and it is increasingly gaining attention. It has a fundamental role that is to translate the business strategy to the operations by developing the capabilities that are needed by the company in order to accomplish the desired performance. More precisely, manufacturing strategy comprises the decisions that managers take during a certain period of time in order to achieve a desire result. These decisions are related to which operational practices and resources are implemented. Our goal was to identify the relationship between these two decisions with operational performance. We based our arguments on the resource-based view for identifying sources of competitive advantage. Hence, we argued that operational practices and resources affect positively the operational performances. Additionally, we proposed that in the presence of some resources the implementation of operational practices would lead to a greater performance. We used previous scales for measuring operational practices and performance, and developed new constructs for resources. The data used is part of the High Performance Manufacturing project and the sample is composed by 291 plants. Through confirmatory factor analysis and multiple regressions we found that operational practices to a certain extant are positively related to operational performance. More specifically, the results show that JIT and customer orientation practices have a positive relationship with quality, delivery, flexibility, and cost performances. Moreover, we found that resources like technology and people explain a great variance of operational performance.

Bank relationships: effect on the availability and marginal cost of credit for firms in Argentina

The paper provides evidence on what affects at the margin the cost and availability of bank credit for firms in Argentina. We study in particular how banks use different pieces of private and public information to screen firms and overcome informational asymmetries in the credit market. Some private information is transferable, like balance sheet data. Private information generated in relationships is not. To capture the closeness of bank relationships, we resort to the concentration of bank credit and the number of credit lines in a bank. We also consider public information available in the Central de Deudores. The cost of credit is measured using overdrafts, the most expensive line of credit, at the bank that charges the highest rate for overdrafts. We find that the cost of credit is smaller for a firm with a close relationship to the marginal bank. Firms with large assets, a high sales/assets ratio, and a low debt/assets ratio pay a lower interest rate at the margin. A good credit history (no debt arrears and no bounced checks) and collateral also reduce the marginal interest rate. The availability of credit is measured by unused credit lines as a proportion of total liabilities with the main bank. The availability of credit depends positively on a close relationship with the main bank. Large assets, a high return over assets, a high sales/assets ratio, a low debt/assets ratio, a good credit history, and collateral lead to higher credit availability. Our measure of unused credit lines is less ambiguous than traditional measures like leverage, which may indicate financial distress rather than availability of credit.

The dimensions of trust in interorganizational relationships: how buyer and supplier perspectives differ?

Apesar da pesquisa em confiança interorganizacional e sua relação com performance ter sido conduzida sob as perspectivas da Teoria de Custos de Transação, Teoria das Trocas Sociais e Canais de Marketing, três importantes lacunas na literatura requerem investigação. Primeiro, está em andamento um debate conceitual sobre a multi-dimensionalidade da confiança, e como ela deve ser operacionalizada e medida, e que se divide em três correntes de pensamento - um construto multidimensional definido por dimensões não dominantes, um construto baseado em duas dimensões dominantes (afetiva e calculativa), ou um construto unidimensional. Segundo, existe ambiguidade em como as dimensões da confiança são definidas, levando a artefatos de equivalência nas escalas e resultados contraditórios. Terceiro, as diferentes percepções que compradores e fornecedores podem ter em cada dimensão da confiança e seu impacto na performance logística ainda não estão claros. Esta pesquisa empírica examina a confiança nas relações entre compradores e fornecedores no setor de logística no Brasil, através de duas amostras e estudos independentes: um examina a percepção dos compradores e o outro examina a dos fornecedores. Em seguida, os dois estudos são comparados para determinar as diferentes perspectivas da confiança e as implicações na performance logística. A análise multivariada mostrou que a confiança parece estar presente nas relações interorganizacionais, e é a percepção do comprador que possui maior relação com a performance logística. Ao mesmo tempo, compradores percebem fornecedores de forma mais negativa nas dimensões mensuráveis (competência e performance), enquanto não foram encontradas diferenças nos aspectos sociais (honestidade e benevolência), o que pode ser resultado do ambiente e cultura pesquisados. As análises mostraram que, apesar da confiança poder ser definida como um construto multidimensional, ela deve ser operacionalizada como um construto unidimensional direcionado pela competência e credibilidade. Este estudo contribui para a prática sugerindo formas de aumentar a confiança interorganizacional para aumento da performance.

Performance and economic indicators of a large scale fish farming in Mato Grosso, Brazil

Performance and economic indicators of a large scale fish farm that produces round fish, located in Mato Grosso State, Brazil, were evaluated. The 130.8 ha-water surface area was distributed in 30 ponds. Average total production costs and the following economic indicators were calculated: gross income (GI), gross margin (GM), gross margin index (GMI), profitability index (PI) and profit (P) for the farm as a whole and for ten ponds individually. Production performance indicators were also obtained, such as: production cycle (PC), apparent feed conversion (FC), average biomass storage (ABS), survival index (SI) and final average weight (FAW). The average costs to produce an average 2.971 kg.ha-1 per year were: R$ 2.43, R$ 0.72 and R$ 3.15 as average variable, fixed and total costs, respectively. Gross margin and profit per year per hectare of water surface were R$ 2,316.91 and R$ 180.98, respectively. The individual evaluation of the ponds showed that the best pond performance was obtained for PI 38%, FC 1.7, ABS 0.980 kg.m-2, TS 56%, FAW 1.873 kg with PC of 12.3 months. The worst PI was obtained for the pond that displayed losses of 138%, FC 2.6, ABS 0.110 kg.m-2, SI 16% and FAW 1.811 kg. However, large scale production of round-fish in farms is economically feasible. The studied farm displays favorable conditions to improve performance and economic indicators, but it is necessary to reproduce the breeding techniques and performance indicators achieved in few ponds to the entire farm.

DCM Boost interleaved converter for operation in AC and DC to trolleybus application

This paper is based on the development and experimental analysis of a DCM Boost interleaved converter suitable for application in traction systems of electrical vehicles pulled by electrical motors (Trolleybus), which are powered by urban DC or AC distribution networks. This front-end structure is capable of providing significant improvements in trolleybuses systems and in the urban distribution network costs, and efficiency. The architecture of proposed converter is composed by five boost power cells in interleaving connection, operating in discontinuous conduction mode. Furthermore, the converter can operate as AC-DC converter, or as DC-DC converter providing the proper DC output voltage range required by DC or AC adjustable speed drivers. Therefore, when supplied by single-phase AC distribution networks, and operating as AC-DC converter, it is capable to provide high power factor, reduced harmonic distortion in the input current, complying with the restrictions imposed by the IEC 61000-3-4 standards. The digital controller has been implemented using a low cost FPGA and developed totally using a hardware description language VHDL and fixed point arithmetic. Thus, two control strategies are evaluated considering the compliance with input current restrictions imposed by IEC 61000-3-4 standards, the regular PWM modulation and a current correction PWM modulation. In order to verify the feasibility and performance of the proposed system, experimental results from a 15 kW low power scale prototype are presented, operating in DC and AC conditions.

Genetic group x ambient temperature interaction effects on physiological responses and growth performance of rabbits

Fundação de Amparo à Pesquisa do Estado de São Paulo (FAPESP)

Validity of the running anaerobic sprint test for assessing anaerobic power and predicting short-distance performances

Conselho Nacional de Desenvolvimento Científico e Tecnológico (CNPq)

Test post-weaning duration for performance, feed intake and feed efficiency in Nellore cattle

O objetivo neste estudo foi determinar o melhor período de avaliação para medidas de desempenho, consumo e eficiência alimentar. Durante 112 dias, 60 machos da raça Nelore, recém-desmamados, submetidos à prova de ganho de peso, foram alimentados em baias individuais para determinação do consumo alimentar e do desempenho. O peso corporal dos animais foi determinado a cada 28 dias, depois de jejum de 16 horas de líquidos e sólidos. As alterações na variância, variância relativa e correlações de Pearson e Spearman entre os dados dos períodos de avaliação reduzidos (28, 56 e 84 dias) e período total (112 dias) foram usados para determinar a melhor duração do período de avaliação. A duração do período de avaliação para ganho médio diário, consumo de matéria seca, conversão alimentar e consumo alimentar residual pode ser reduzida para 84, 28, 84 e 84 dias, respectivamente, pois tal redução não diminui significativamente a confiabilidade das avaliações em animais alimentados em baias individuais.

Productive and reproductive performance of heifers fed different levels of urea in the diet

The objective of the present study was to evaluate the nutrient intake, blood parameters, follicular diameter and performance of pre-puberty crossbred heifers fed isoproteic diets (14.1%CP) containing 0.0; 0.44; 0.88 and 1.32% urea on the total dry matter (DM) of the diet, with a 77:23 roughage:concentrate ratio. Twenty-four 18- month old heifers (Holstein x Zebu), 277.9 kg mean live weight (LW) were used, distributed in four treatments and six replications in a randomized complete design. The following were evaluated: dry matter intake (DM), crude protein (CP), neutral detergent fiber (NDF), acid detergent fiber (ADF), ether extract (EE), hemicellulose (HEM), plasmatic ureic nitrogen (PUN), plasmatic glucose, plasmatic total cholesterol, follicular diameter and daily weight gain (DWG). No influence of the urea levels in the diet was observed on NDF and HEM intake. A maximum intake was obtained of DM (8.75 kg day(-1)), CP (0.88 kg day(-1)), ADF (2.5 kg day(-1)) and EE (0.17 kg day(-1)) respectively for the levels 0.7, 0.8, 0.7 and 0.7% urea in total DM. The 0.6%; 0.77% and 0.6% urea levels in diet were the critical points for obtaining maximum response for the PUN (10.96 mg dL(-1)) and plasmatic glucose (84.97 mg dL(-1)) concentrations and, for follicular diameter (11.08 mm) on the 40(th); 24(th) and 31(st) day, respectively. The plasmatic total cholesterol concentration and DWG were not influenced by the urea added to the diet, with averages of 119.39 mg dL(-1) and 1.66 kg day(-1), respectively. It was concluded that urea can be added up to 1.32% on the total DM of the diet for pre-puberty crossbred heifers.

Effects of taper on swimming force and swimmer performance after an experimental ten-week training program

Papoti, M., L.E.B. Martins, S.A. Cunha, A.M. Zagatto, and C.A. Gobatto. Effects of taper on swimming force and swimmer performance after an experimental ten-week training program. J. Strength Cond. Res. 21(2):538-542. 2007.- The purpose of this research was to examine how an 11-day taper after an 8.5-week experimental training cycle affected lactate levels during maximal exercise, mean force, and performance in training swimmers, independent of shaving, psychological changes, and postcompetition effects. Fourteen competition swimmers with shaved legs and torsos were recruited from the São Paulo Aquatic Federation. The training cycle consisted of a basic training period (endurance and quality phases) of 8.5 weeks, with 5,800 m·d -1 mean training volume and 6 d·wk -1 frequency; and a taper period (TP) of 1.5 weeks' duration that incorporated a 48% reduction in weekly volume without altering intensity. Attained swimming force (SF) and maximal performance over 200m maximal swim (Pmax) before and after taper were measured. After taper, SF and Pmax improved 3.6 and 1.6%, respectively (p < 0.05). There were positive correlations (p < 0.05) between SF and Pmax before (r = 0.86) and after (r = 0.83) the taper phase. Peak lactate concentrations after SF were unaltered before (6.79 ± 1.2 mM) and after (7.15 ± 1.8 mM) TP. Results showed that TP improved mean swimming velocity, but not in the same proportion as force after taper, suggesting that there are other factors influencing performance in faster swimming. © 2007 National Strength & Conditioning Association.

Performance of CMS hadron calorimeter timing and synchronization using test beam, cosmic ray, and LHC beam data

This paper discusses the design and performance of the time measurement technique and of the synchronization systems of the CMS hadron calorimeter. Time measurement performance results are presented from test beam data taken in the years 2004 and 2006. For hadronic showers of energy greater than 100 GeV, the timing resolution is measured to be about 1.2 ns. Time synchronization and out-of-time background rejection results are presented from the Cosmic Run At Four Tesla and LHC beam runs taken in the Autumn of 2008. The inter-channel synchronization is measured to be within 2 ns. © 2010 IOP Publishing Ltd and SISSA.

Effects of corn replacement by sorghum in broiler diets on performance and intestinal mucosa integrity

Coordenação de Aperfeiçoamento de Pessoal de Nível Superior (CAPES)