Psychological contracts and independent sales contractors: an examination of the predictors of contractor-level outcomes

Over the past decade, the independent sales contractor (ISC) has emerged as both an important distribution channel and a management challenge. This study makes two contributions to this evolving field. First, it explores the interrelations of the psychological contract with sales performance, voluntary turnover and organisational advocacy of ISCs, which have hitherto been largely unexplored. Second, it examines differences between high- and low-performing sales contractors on these linkages, due to findings in the literature that a small number of sales contractors often achieve a majority of sales. Based on survey data as well as 7 years of contractor-level data related to sales performance and voluntary turnover (n = 189), results indicate that psychological contract fulfilment and perceived dependency are important determinants of subsequent sales performance, voluntary turnover and organisational advocacy, with significant differences reported between high- and low-performing ISCs. A notable finding pertinent for sales managers responsible for managing ISCs is that high-performing sales contractors are motivated by psychological contract fulfilment and a low perception of dependency, while low-performing sales contractors are more likely to act as advocates for the firm due to perceived dependency, but may concurrently engage in organisational advocacy as a means to leave the firm.

Dynamics of the Arctic Fox Population on St. Lawrence Island, Bering Sea

English abstract: We hypothesized that the arctic fox, Alopex lagopus (Linnaeus), population on St. Lawrence Island was cyclic and that its fluctuations in size. structure, and productivity were correlated with the relative size of the population of northern voles, Microtus oeconomus Pallas, the primary prey. Based on a nine-year study, we determined that the variations in size of the fox and vole populations were similar, but they both were of low amplitude and not closely correlated. The high pregnancy rate (mean, 86%/yr) and numbers of young conceived (mean, 11.5/pregnancy) did not vary significantly among years, probably because of the consistently abundant and diverse food supply available to the foxes. The age composition of the trappers' catch of foxes each winter also was comparatively stable, but it was closely correlated with the size of the vole population in the previous summer. The survival of the young foxes during the summer probably was dependent on the availability of the voles, The composition of the catch also appeared to be influenced by immigration of faxes from the adjacent continents via the pack ice. French abstract: Nous avons émis I'hypothèse que la population du renard arctique, Alopex lagopus (Linnaeus), sur I'île Saint Lawrence était cyclique el que les fluctuations concernant sa tailIe, sa structure et sa productivité étaient corrélées à la taille relative de la population du campagnol nordique. Microtus oeconomus Pallas, sa principale proie. En nous appuyant sur une étude menée sur neuf ans, nous avons déterminé que les variations dans la taille des populations du renard et du campagnol étaient semblables. mais que toutes deux avaient une faible amplitude et n'étaient pas corrélées de façon étroite. Le taux de grossesse élevé (moyenne 86 p. cent/an) et Ie nombre dc petits conçus (moyenne 11,5/grossesse) ne variaient pas de façon significative au cours des ans, probablement à cause de I'abondance et de la variété de sources de nourriture pour les renards. La composition d'âge des prises des trappeurs était également stable d'un hiver à I'autre, mais elle était corrélée de façon étroite avec la taille de la population dc campagnols au cours de I'été précédent. La survie des renardeaux au cours de I'été dépendait probablement de la disponibilité des campagnols. La composition des prises semblait aussi être influencée par I'immigration des renards venant des terres continentales adjacentes par la voie de la banquise.

1.7 Stowe Teachers College, Saint Louis, Missouri

In addition to attending Stowe, Lloyd continued with his magazine subscription sales to help support his family. After a year at the local college, Lloyd Gaines made the decision to transfer to Lincoln University in Jefferson City Missouri.

An Act of Assembly of Barbadoes to regulate sales at outcry and the proceedings of persons executing the office of Provost Marshall General ofthe said island and their under officers, 1763

An Act of Assembly of Barbadoes to regulate sales at outcry and the proceedings of persons executing the office of Provost Marshall General of the said island and their under officers (leaf 1) ; A state of some matters relative to the office of Provost Marshall, and to the passing of this bill (leaf 9) ; Observations drawn up by Jonathan Blenman Esq. his Majestys Atty. Gen. in Barbadoes ... on the Act as it had been first brought in 1761 (leaf 13) ; and two leaves laid in ; Power of attorney, granted to Christopher Scandrett, signed by Francis Reynolds and his son Thomas (25 April 1766) ; Petition of Francis Reynolds to the Lords Commissioners of Trade and Plantations (1766).

Letter from Frances Sales to Josiah Quincy, 1835 October 22

One-page handwritten letter thanking President Quincy for his October 12, 1835 message and accompanying diploma. The document is pasted on the verso of a sheet also holding Sales's 1854 letter of resignation (HUG 1763 Box 1, Folder 3, Item 2).

Letter from Charles Sumner to Miss Sales, 1854 August 9

Handwritten letter of condolence from United States Senator Charles Sumner (Harvard AB 1830) to Francis Sales's daughter following her father's death. The mailing envelope accompanies the letter.

Bliss, Nathaniel, 1622-1654, autographed letter signed to John Winthrop; Springfield, Mass., 1 side (2 pages), 1652 December 21

Correspondence regarding an illness Bliss was suffering; he writes that the medicines Winthrop had given him were ineffective and he has been suffering fits. The letter, which was finished in an unknown hand, reports further symptoms had developed, including headache and blindness, and requests Winthrop again send instructions for taking the medicine he originally sent Bliss, and any other medicine he would recommend.

Fitch, James, 1622-1702, autographed letter signed to John Winthrop; Saybrooke [sic], Conn., 1 side (2 pages), 1652 April

Correspondence requesting medicines from Winthrop for his stomach ailment, and for a neighbor who was suffering from edema.

The Incredulity of Saint Thomas

Hendrick ter Brugghen; 3 ft. 6 53/64 in.x 4 ft. 5 47/64 in.; oil on canvas

Saint Bernward of Hildesheim,

v.1. His life and times.--v.2. His works of art. Bibliography (p. 453-486).--v.3. Album.

A catalogue raisonné of the works of the most eminent Dutch, Flemish, and French painters; in which is included a short biographical notice of the artists, with a copious description of their principal pictures; a statement of the prices at which such pictures have been sold at public sales on the continent and in England; a reference to the galleries and private collections, in which a large portion are at present; and the names of the artists by whom they have been engraved; to which is added, a brief notice of the scholars & imitators of the great masters of the above schools:

"Reprinted for Sands and company, London and Edinburgh: 1908."

Molière a la nouvelle salle, ou Les audiences de Thalie : comédie en un acte et en vers libres : représentée pour la première fois par les Comédiens français, sur le nouveau Théâtre du Fauxbourg Saint-Germain, le 12 avril 1782 /

Printers' device on t.p.

On early English pronunciation, with especial reference to Shakespeare and Chaucer ; containing an investigation of the correspondence of writing with speech in England from the Anglosaxon period to the present day, preceded by a systematic notation of all spoken sounds by means of the ordinary printing types, including a rearrangement of F.J. Child's memoirs on the language of Chaucer and Gower, and reprints of the rare tracts by Salesburv on English, 1547, and Welch, 1567, and by Barclay on French, 1521 /

An abridgement of the 5th part was published by the English Dialect Society, 1899, in v. 24 under title: "English dialects, their sounds and homes."

Marketing methods and salesmanship. Part I: Marketing methods, by Ralph Starr Butler. Part II: Selling. Part III: Sales management,

Mode of access: Internet.

A foure-fould meditation, of the foure last things : viz. ... 1. Houre of death. 2. Day of iudgement. 3. Paines of hell. 4. Ioyes of heauen. Shewing the estate of the elect and reprobate : composed in a divine poeme by R. S. The author of S. Peters complaint. Robert Southwell, S. J. Imprinted at London by G. Eld: for Francis Burton. 1606. With a bibliographical preface by Charles Edmonds ... .

Mode of access: Internet.