Sales-marketing interface and company performance. Is information use the missing link?

Over the last couple of years there has been an ongoing debate on how sales managers contribute to organizational value. Direct measures between sales-marketing interface quality and company performance are compromised, as company performance is influenced by a plethora of other factors. We advocate that the use of sales information is the missing link between sales-marketing relationship quality and organizational outcomes. We propose and empirically test a model on how sales-marketing interface quality affects managerial use of sales information, which in turn leads to enhanced organizational performance. We found that marketing managers rely on sales information if they think that their sales counterpart is trustworthy. Integration between the sales-marketing function contributes to a trust-based relationship.

Fostering the development of identity and intimacy during late adolescence

This dissertation tested the effectiveness of a psychosocial intervention, the Personal Development in the Context of Relationships (PDCR) program. The aim of the PDCR seeks to foster the development (or enhancement) of a sense of identity and intimacy among adolescents who participate in the program. The PDCR is a psychosocial group intervention which utilizes interpersonal relationship issues as a context to foster personal development in identity formation and facilitate the development of an individual's capacity for intimacy. The PDCR uses intervention strategies which include skills and knowledge development, experiential group exercises, and exploration for insight. Participants consisted of 110 late adolescents. A mixed-subjects design (pre-post-follow up) was used to assess the effectiveness, efficacy and utility of the PDCR on the experimental condition relative to a content/social contact control group and a time control condition. Identity exploration and identity commitment were measured by the Ego Identity Process Questionnaire (EIPQ). Total intimacy and identity role satisfaction were measured by the Erikson Psychosocial Stage Inventory (EPSI). Relationship quality and closeness were measured by the Relationship Quality Scale (RQS) and the Relationship Closeness Inventory (RCI) in an effort to assess whether any potential impact on interpersonal relationships occurs. Mixed MANOVAs were used to analyze the data with results yielding significant values for increased total identity exploration from pre to post test and decreases in total identity commitment from pre to post to follow-up test in the experimental group relative to the control conditions on the EIPQ. Further results indicated increases in total intimacy from pre to post to follow-up test in the experimental group relative to the control conditions on the EPSI. No clear trends emerged from pre to post to follow-up test for the Relationship measures. Results are discussed in terms of both practical and theoretical implications. ^

The effects of parental nurturance and involvement on peer relationships and psychosocial functioning of young adults

This study examined peer relationships and psychosocial functioning as a function of maternal and paternal involvement and nurturance along with the moderating effects of gender, family form, and ethnicity. Prior research has shown the influence of mother’s involvement on peer relationship quality but not of fathers. Further, previous studies did not examine moderation by family form, gender, or ethnicity. The sample consisted of 1359 students who identified their biological mother and father as the most influential parental figures in their lives. Their ages ranged from 18 to 26; Sixty-one percent of the sample was Hispanic, 13% non-Hispanic Black, 25% non-Hispanic White; 76% female and 70% from intact families. The analytical strategy included using bivariate correlations and structural equation modeling to examine these relationships. ^ All dimensions of maternal and paternal nurturing and involvement were positively related to positive characteristics of peer relationships, self-esteem and life satisfaction consistent with the multicultural findings of PARTheory (Rohner, Khalique, & Cournoyer, 2005). A structural model was developed that was able to adequately account for the relationship between parental influence, peer relationships, and psychosocial functioning. These effects of both maternal and paternal influence were strongly moderated by culture, family form, and gender. Finally, a differential effect was found among parental influence with fathers having a greater influence on friendship quality and importance than mothers, despite greater maternal involvement. ^ These findings have theoretical, clinical, and social implications as they call for a socially based theoretical perspective within which to study these relationships. Such a perspective would better inform clinicians when using impaired social functioning as indicative of axial diagnosis, and for the implementation of social policy to encourage paternal involvement. ^

Service Loyalty: An Integrative Model and Examination across Service Contexts

Marketing academics and practitioners generally agree that customer loyalty is vital to business success. There is less agreement on the factors that determine customer loyalty, particularly in service contexts. Research on the determinants of service loyalty has taken three distinct paths: 1) quality/value/satisfaction; 2) relationship quality; and, 3) relational benefits. In this research, the authors coalesce these paths to derive a model that links dimensions of customer loyalty (cognitive, affective, intention, and behavioral) with a system of determinants. The model is tested with data from varied services (airlines, banks, beauty salons, hospitals, hotels, and mobile telephone) and 3,500 customers in China. Results are consistent across contexts and support a multidimensional view of customer loyalty. Key loyalty determinants are customer satisfaction, commitment, service fairness, service quality, trust, and a construct new to service loyalty models—commercial friendship. The research contributes to the literature by providing a more complete, integrated view of customer loyalty and its determinants in services contexts.

Mesure des comportements des mentors en contexte de mentorat scolaire et liens entre ces comportements, la qualité de la relation de mentorat et l’ajustement des protégés

Les résultats d’études récentes suggèrent que certains comportements de soutien des mentors pourraient augmenter les bénéfices du mentorat scolaire. Cependant, peu d’outils validés sont disponibles dans la littérature pour mesurer ces comportements. Il est aussi convenu que l’efficacité du mentorat scolaire dépend de la qualité de la relation tissée entre le mentor et son protégé, laquelle serait tributaire d’un ensemble de facteurs, dont les comportements du mentor. Néanmoins, encore une fois très peu d’études empiriques ont tenté d’identifier les patrons de comportements des mentors les plus susceptibles d’influencer la relation de mentorat et l’ajustement des protégés. La présente thèse poursuit deux objectifs, soit de construire et valider un outil de mesure des comportements de soutien des mentors oeuvrant en contexte de mentorat scolaire, puis d’explorer les liens entre des comportements de structure et de soutien des mentors, la relation de mentorat et l’ajustement des protégés. L’échelle de comportements des mentors (ECM) a été développée en s’inspirant des prémisses du modèle sociomotivationnel du mentorat (Larose & Tarabulsy, 2014). Deux cent cinquante-trois étudiants du collégial participant à un programme de mentorat scolaire d’une durée de huit mois ont complété une version expérimentale de l’ECM ainsi que différentes mesures de la qualité de la relation de mentorat à deux temps de leur participation au programme. Les résultats montrent que le questionnaire possède de bons coefficients de cohérence interne et une structure factorielle adéquate, à l’exception du facteur soutien à l’autonomie. De plus, trois des dimensions de l’ECM prédisent la qualité de la relation de mentorat et la perception d’utilité de l’intervention. Des recommandations pour l’utilisation et l’amélioration de l’ECM sont proposées. Sur la base des évaluations des protégés à l’ECM (Brodeur et al., 2015), quatre regroupements distincts de comportements de mentors ont été identifiés : Optimal, Suffisant, Contrôlant, et Inadéquat. Les résultats montrent que plus les mentors ont fait preuve de soutien et de structure, plus les protégés ont évalué positivement la relation et l’utilité du mentorat, sauf pour les profils Optimal et Contrôlant. Par ailleurs, uniquement l’ajustement social des protégés a différé du groupe contrôle, et ce proportionnellement à la quantité de soutien et de structure prodigués par les mentors. D’autre part, il est discuté de l’impact de l’ajustement initial des protégés sur les comportements des mentors. Des implications théoriques et pratiques des résultats des deux articles sont présentées. Mots-clés : mentorat scolaire, comportements des mentors, validation de questionnaire, qualité de la relation de mentorat, ajustement des protégés.

As estratégias de internacionalização de empresas portuguesas: os casos de multinacionais e PMEs

O principal objetivo do presente estudo visa analisar as estratégias de internacionalização adotadas por empresas portuguesas de diferentes indústrias, e identificar alguns fatores que potenciem o sucesso das empresas durante este processo de internacionalização. Deste modo optou-se por um estudo qualitativo com entrevistas semiestruturadas baseadas num guião de entrevista (gravadas em áudio e transcritas na totalidade), envolvendo os diretores / responsáveis nas empresas por esta área da internacionalização, em seis empresas diferentes; foi ainda entrevistado um especialista em internacionalização com background desenvolvido no exercício de funções enquanto colaborador da AEP. Segundo foi apurado neste estudo destacam-se as áreas de relações humanas (rede de contactos (network); o know-how sobre o mercado local; as relações de confiança; proximidade cultural e linguística (CPLP)) e a capacidade técnica das empresas (a proximidade geográfica dos mercados; a adaptabilidade da empresa; a capacidade financeira e de inovação) como sendo fundamentais para a internacionalização de sucesso. Estes fatores supracitados potenciam o sucesso em novos mercados para as empresas complementando assim o que é apresentado pelas diferentes teorias na literatura (e. g. teoria de Uppsala). De notar que Blake e Mouton e estudos da Universidade de Michigan referem aspetos técnicos (da tarefa e da produção) e de relações humanas (preocupação com as pessoas) como sendo importantes na liderança de empresas, fatores que agora alargamos à internacionalização. Outro fator fundamental para o sucesso da internacionalização das empresas estudadas é a masculinidade, ou seja, a assertividade e a orientação para o sucesso dos gestores entrevistados e responsáveis pela área da internacionalização. De acordo com o modelo de Hofstede (2001), referido no capítulo 5, Portugal apresenta-se como sendo pouco masculina e pouco assertiva, coletivista, e com maior distância de poder. No entanto, a informação recolhida neste estudo, nomeadamente nas entrevistas, mostra aspetos contrários, ou seja, os diretores mostram-se mais masculinos, impulsionados também pela dificuldade acrescida de conquistar negócios em ambientes internacionais. Assim, os resultados e a competição revelam-se como sendo preocupações fundamentais, mas sem no entanto menosprezar os aspetos femininos de qualidade de relacionamento interpessoal.

Childhood Attention Problems and the Development of Comorbid Symptoms at the Transition to High School: The Mediating Role of Parent and Peer Relationships

Children with Attention-Deficit/Hyperactivity Disorder (ADHD) are at increased risk for the development of depression and delinquent behavior. Children and adolescents with ADHD also experience difficulty creating/maintaining high quality friendships and parent-child relationships, and these difficulties may contribute to the development of co-morbid internalizing and externalizing symptoms in adolescence. However, there is limited research examining whether high quality friendships and parent-child relationships mediate the relation between ADHD and the emergence of these co-morbid symptoms at the transition to high school. This study examines the mediating role of relationship quality in the association between ADHD and depressive symptoms/delinquent behaviors at this developmentally significant transition point. Results revealed significant indirect effects of grade 6 attention problems on grade 9 depressive symptoms through friendship quality and quality of the mother-child relationship in grade 8. Interventions targeting parent and peer relationships may be valuable for youth with ADHD to promote successful transitions to high school.

The interpersonal and mental health implications of the coherence of coming out narratives for a sample of gay men in committed romantic relationships

The coming out process has been conceptualized as a developmental imperative for those who will eventually accept their same-sex attractions. It is widely accepted that homophobia, heterosexism, and homonegativity are cultural realities that may complicate this developmental process for gay men. The current study views coming out as an extra-developmental life task that is at best a stressful event, and at worst traumatic when coming out results in the rupture of salient relationships with parents, siblings, and/or close friends. To date, the minority stress model (Meyer, 1995; 2003) has been utilized as an organizing framework for how to empirically examine external stressors and mental health disparities for lesbians, gay men, and bisexual individuals in the United States. The current study builds on this literature by focusing on the influence of how gay men make sense of and represent the coming out process in a semi-structured interview, more specifically, by examining the legacy of the coming out process on indicators of wellness. In a two-part process, this study first employs the framework well articulated in the adult attachment literature of coherence of narratives to explore both variation and implications of the coming out experience for a sample of gay men (n = 60) in romantic relationships (n = 30). In particular, this study employed constructs identified in the adult attachment literature, namely Preoccupied and Dismissing current state of mind, to code a Coming Out Interview (COI). In the present study current state of mind refers to the degree of coherent discourse produced about coming out experiences as relayed during the COI. Multilevel analyses tested the extent to which these COI dimensions, as revealed through an analysis of coming out narratives in the COI, were associated with relationship quality, including self-reported satisfaction and observed emotional tone in a standard laboratory interaction task and self-reported symptoms of psychopathology. In addition, multilevel analyses also assessed the Acceptance by primary relationship figures at the time of disclosure, as well as the degree of Outness at the time of the study. Results revealed that participant’s narratives on the COI varied with regard to Preoccupied and Dismissing current state of mind, suggesting that the AAI coding system provides a viable organizing framework for extracting meaning from coming out narratives as related to attachment relevant constructs. Multilevel modeling revealed construct validity of the attachment dimensions assessed via the COI; attachment (i.e., Preoccupied and Dismissing current state of mind) as assessed via the Adult Attachment Interview (AAI) was significantly correlated with the corresponding COI variables. These finding suggest both methodological and conceptual convergence between these two measures. However, with one exception, COI Preoccupied and Dismissing current state of mind did not predict relationship outcomes or self-reported internalizing and externalizing symptoms. However, further analyses revealed that the degree to which one is out to others moderated the relationship between COI Preoccupied and internalizing. Specifically, for those who were less out to others, there was a significant and positive relationship between Preoccupied current state of mind towards coming out and internalizing symptoms. In addition, the degree of perceived acceptance of sexual orientation by salient relationship figures at the time of disclosure emerged as a predictor of mental health. In particular, Acceptance was significantly negatively related to internalizing symptoms. Overall, the results offer preliminary support that gay men’s narratives do reflect variation as assessed by attachment dimensions and highlights the role of Acceptance by salient relationship figures at the time of disclosure. Still, for the most part, current state of mind towards coming out in this study was not associated with relationship quality and self-reported indicators of mental health. This finding may be a function of low statistical power given the modest sample size. However, the relationship between Preoccupied current state of mind and mental health (i.e., internalizing) appears to depend on degree of Outness. In addition, the response of primary relationships figures to coming out may be a relevant factor in shaping mental health outcomes for gay men. Limitations and suggestions for future research and clinical intervention are offered.

Linking and leveraging resources for innovation and growth through collaborative value creation: a study of Indian OSPs

How do knowledge-intensive and technology-based service providers from emerging economies sustain their innovation to grow rapidly and become dominant global players in their fields? We explain this recent phenomenon for a sample of offshore service providers (OSPs) from India by drawing from the collaborative value creation theoretical perspective and Mathews’ (Asia Pacific Journal of Management, 23(1):5–27, 2006a) resource “linking and leveraging” concepts. This paper shows that OSPs from India develop high quality relationships to enable them access and exploit network resources in delivering customized and innovative services to clients globally. The findings of this research provide further evidence that Mathews’ (Asia Pacific Journal of Management, 23(1):5–27, 2006a) internationalization framework of emerging economy multinational enterprises can be generalized to service providers.

Factors predicting the importance of sex in old age

Dissertação de Mestrado apresentada ao ISPA - Instituto Universitário

The impact of characteristics of nurses' relationships with their supervisor, engagement and trust, on performance behaviours and intent to quit.

AIMS: The aim of this study was to investigate the influence of characteristics of nurses' relationship quality with their manager on engagement and trust, onto in-role or discretionary behaviours and intent to quit. BACKGROUND: Nurses having a good relationship with their manager are seen as important, yet the mechanisms of how such relationships are beneficial, or which aspects of the relationship are important, is less clear. Two possible mechanisms are through the nurse being more engaged in work, or through building their trust in their employer. In turn, engagement and trust may impact in-role and discretionary behaviours as well as staff retention. DESIGN: Cross-sectional. METHOD: An online survey in 2013 of 459 nurses across Australia. RESULTS: Structural analyses indicated that the affect dimension of relationship quality was negatively related to engagement, whereas contribution and respect were positively related to engagement. The affect and respect aspects were positively related to trust. Engagement positively related to discretionary and in-role behaviours. Engagement and trust were negatively related to quit intention, as was the loyalty dimension of the nurses' relationship with their supervisor. However, perceptions of variability in their team's relationship quality with their leader was negatively related to trust and positively related to intent to quit. CONCLUSIONS: Nurse managers with a nuanced understanding of social exchange at work are likely to maintain more engaged, well-performing and stable nursing teams. In particular, a willingness by the supervisor to come to their nurses' defence and having a consistent standard of relationship quality across their nurses is likely to improve nurse retention.

Características preferidas por hombres y mujeres que buscan pareja estable de su mismo sexo

Las preferencias en elección de pareja de hombres y mujeres interesados en establecer relaciones a largo plazo con personas de su mismo sexo biológico ha sido un tema de interés para el análisis evolucionista, ya que existe debate frente a los resultados de las investigaciones y los planteamientos de las teorías de inversión parental y estrategias sexuales. Con el objetivo de identificar qué características son preferidas por hombres y mujeres interesados en establecer una relación a largo plazo con personas de su mismo sexo biológico y contribuir a esta discusión, se llevó a cabo un estudio descriptivo en el que analizamos el contenido de 732 perfiles de hombres y mujeres (H=491; M=241) que buscaban una relación estable con parejas de su mismo sexo biológico. Las categorías analizadas fueron: edad, atractivo físico (apariencia, contextura, estatura y peso), estatus socioeconómico (situación laboral, nivel educativo y zona de residencia buscada), estado civil, número de hijos y hábitos saludables (fumar y beber). Los resultados encontrados muestran que los hombres presentan rangos amplios en las características deseadas en una pareja (edad=16.87; estatura=11.37; peso=15.23) y además buscan personas menores a la edad ofrecida (M=-4.17 años). En las mujeres se encontró que los rangos son más restringidos (edad=13.85; estatura=9.83; peso=12.77) y además prefieren parejas mayores (M=2.89 años). A nivel general, se evidencia que los resultados encontrados en la mayoría de las variables podrían indicar congruencia con los planteamientos de la teoría de inversión parental y estrategias sexuales; sin embargo, en otras variables los resultados no son claros.

The significant role of third-party logistics (3pl) operators as fosterers of organizational performance in colombian companies

La eliminación de barreras entre países es una consecuencia que llega con la globalización y con los acuerdos de TLC firmados en los últimos años. Esto implica un crecimiento significativo del comercio exterior, lo cual se ve reflejado en un aumento de la complejidad de la cadena de suministro de las empresas. Debido a lo anterior, se hace necesaria la búsqueda de alternativas para obtener altos niveles de productividad y competitividad dentro de las empresas en Colombia, ya que el entorno se ha vuelto cada vez más complejo, saturado de competencia no sólo nacional, sino también internacional. Para mantenerse en una posición competitiva favorable, las compañías deben enfocarse en las actividades que le agregan valor a su negocio, por lo cual una de las alternativas que se están adoptando hoy en día es la tercerización de funciones logísticas a empresas especializadas en el manejo de estos servicios. Tales empresas son los Proveedores de servicios logísticos (LSP), quienes actúan como agentes externos a la organización al gestionar, controlar y proporcionar actividades logísticas en nombre de un contratante. Las actividades realizadas pueden incluir todas o parte de las actividades logísticas, pero como mínimo la gestión y ejecución del transporte y almacenamiento deben estar incluidos (Berglund, 2000). El propósito del documento es analizar el papel de los Operadores Logísticos de Tercer nivel (3PL) como promotores del desempeño organizacional en las empresas colombianas, con el fin de informar a las MIPYMES acerca de los beneficios que se obtienen al trabajar con LSP como un medio para mejorar la posición competitiva del país.

Correspondo eu ou respondes-me tu? Uma questão de desejo

Este estudo propôs-se investigar, como a qualidade da relação amorosa era influenciada pela proximidade, tempo de duração da relação e ainda as dimensões propostas pelo CRQ 6.0 – Central Relationship Questionnaire. A amostra foi constituída por 179 (jovens) portugueses/as, com idades entre 16 e 24 anos, que, mantenham uma relação amorosa. A investigação, de natureza quantitativa, utilizou um protocolo formado pelos instrumentos: Questionário Relationship Questionaire (QRA), Escala de Inclusão do Self (IOS) e Central Relationship Questionnaire (CRQ 6.0) Tendo conta os resultados obtidos, é percetível que a qualidade da relação é influenciada por diversos fatores, apesar de não terem existido dados estatísticos significativos em comparação com as variáveis apresentadas no estudo. Apesar disso a Resposta do Eu, foi a dimensão que mais revelou dados significativos tanto na qualidade da relação, como no tempo de duração da mesma; I correspond or Do you answer me? A matter of desire A study on the quality of love relationships ABSTRACT: This study propose to investigate, how the quality of a relationship was influenced by proximity, duration of the relationship and also the dimensions proposed by the CRQ 6.0 - Central Relationship Questionnaire. The sample consisted of 179 Portuguese young adults, aged 16 and 24, who maintain a loving relationship. The research, quantitative, used a protocol formed by instruments: Relationship Questionnaire Questionnaire (QRA), Self Inclusion Scale (IOS) and Central Relationship Questionnaire (CRQ 6.0) Taking account of the results obtained, it is visible that the quality of the relationship is influenced by several factors, although there has been no significant statistical data compared to the variables presented in the study. Nevertheless the I response was the dimension that showed more significant data both in the quality of the relationship, as time duration.

The relationship between clinical outcomes and quality of life for residents of aged care facilities

Objectives It is widely assumed improving care in residential facilities will improve quality of life (QoL), but little research has explored this relationship. The Clinical Care Indicators (CCI) Tool was developed to fill an existing gap in quality assessment within Australian residential aged care facilities and it was used to explore potential links between clinical outcomes and QoL. Design and Setting Clinical outcome and QoL data were collected within four residential facilities from the same aged care provider. Subjects Subjects were 82 residents of four facilities. Outcome Measures Clinical outcomes were measured using the CCI Tool and QoL data was obtained using the Australian WHOQOL‑100. Results Independent t‑test analyses were calculated to compare individual CCIs with each domain of the WHOQOL‑100, while Pearson’s product moment coefficients (r) were calculated between the total number of problem indicators and QoL scores. Significant results suggested poorer clinical outcomes adversely affected QoL. Social and spiritual QoL were particularly affected by clinical outcomes and poorer status in hydration, falls and depression were most strongly associated with lower QoL scores. Poorer clinical status as a whole was also significantly correlated with poorer QoL. Conclusions Hydration, falls and depression were most often associated with poorer resident QoL and as such appear to be key areas for clinical management in residential aged care. However, poor clinical outcomes overall also adversely affected QoL, which suggests maintaining optimum clinical status through high quality nursing care, would not only be important for resident health but also for enhancing general life quality.