Salesforce control systems as direct antecedents of salesperson and sales unit performance: A literature review

[EN] The impact from sales control systems on individual and organizational effectiveness has been a major issue for scholars since these systems were conceptualized by Anderson and Oliver and Jaworski. Salesperson behavioral performance appears as an antecedent of outcome performance, and both are connected to sales unit effectiveness. This paper focuses on a deep literature review during the period 1983-2014, based on the control systems¿ typologies found, and summarizes the multiple evidences found, connecting this systems with the salesperson behavioral performance and the outcome performance ¿and between them-, and both individual results with the sales unit effectiveness, including its managerial implications. After the review of the 142 articles in the field, a cluster of four research directions are identified, namely: (1) the impact of the different variables and activities on the control systems and the performance levels, (2) the methodological variables, (3) the measures of the level control system or performance, and (4) the multisectorial, multicultural and multinational sales environment.Benet-Zepf, AT.; Marin-Garcia, JA.; Küster, I. (2017). Salesforce control systems as direct antecedents of salesperson and sales unit performance: A literature review. Business and Economics Journal. 8(1). doi:10.4172/2151-6219.1000281S2818

Urgencias ginecológicas en el hospital Son Dureta. Realmente, una consulta externa

Obstetrical emergencie

Estación Experimental "El Cautivo" (Desierto de Tabernas, Almería)

En: La Red de Estaciones Experimentales de Seguimiento y Evaluación de la Desertificación (RESEL) . Actividades y Resultados 1995-2004. Dirección General para la Biodiversidad, Ministerio de Medio Ambiente, MadridEl Área Experimental El Cautivo es una instalación permanente, mantenida y gestionada por el Departamento de Desertificación y Geoecología de la Estación Experimental de Zonas Aridas (EEZA) del CSIC, en Almería. El Cautivo inició su andadura en 1990 en el marco del proyecto “Erosión por acarcavamiento en medio semiárido: causas, evolución y restauración” (del Plan Nacional de Ciencia y Tecnología), y ha funcionado sin interrupción desde entonces asociada a otros proyectos de investigación. El Cautivo se escogió por ser una de las áreas del desierto de Tabernas en donde los procesos geomorfológicos parecen ser especialmente activos, enmarcados por el clima más árido de Europa que le confieren características geoecológicas muy especiales. Además, las áreas intensamente acarcavadas, conocidas como malpaís o badlands en inglés, son consideradas como laboratorios naturales que ofrecen en miniatura y en intervalos de tiempo cortos muchas de las formas y procesos erosivos de los paisajes fluviales.El trabajo presentado en este capítulo ha sido financiado total o parcialmente por los siguientes proyectos de investigación: 1) Erosión por acarcavamiento en medio semiárido: causas, evolución y restauración (NAT89-1072-C06-02), 2) DESERMA (AMB93-0844-C06-01), 3-4-5) MEDALUS I, II y III (EPOC-CT90-0014-SMA; EV5V-0128; ENV4-CT95-0118), 6) PROHIDRADE (AMB95-0986-C02-01), 7) EPOHIDRO (HID98-1056-C02-01), 8) PROHISEM (REN2001-2268-C02-01/HID), 9) GEORANGE (CE EVK2-2000-22089, CSIC ENVIR/992/0630), 10) ECONEXUS (REN2000-1513 GLO) y 11) PECOS (REN2003 - 04570/ GLO).Peer reviewe

On the wake dynamics of an oscillating cylinder via proper orthogonal decomposition

The coherent structures and wake dynamics of a two-degree-of-freedom vibrating cylinder with a low mass ratio at Re=5300 are investigated by means of proper orthogonal decomposition (POD) of a numerical database generated using large-eddy simulations. Two different reduced velocities of U*=3.0 and U*=5.5, which correspond with the initial and super-upper branches, are considered. This is the first time that this kind of analysis is performed in this kind of system in order to understand the role of large coherent motions on the amplification of the forces. In both branches of response, almost 1000 non-correlated in-time velocity fields have been decomposed using the snapshot method. It is seen that a large number of modes is required to represent 95% of the turbulent kinetic energy of the flow, but the first two modes contain a large percentage of the energy as they represent the wake large-scale vortex tubes. The energy dispersion of the high-order modes is attributed to the cylinder movement in the inline and cross-stream directions. Substantially different POD modes have been found in the two branches. While the first six modes resemble those observed in the static cylinder or in the initial branch of a one-degree of freedom cylinder in the initial branch, the modes not only contain information about the wake vortexes in the super-upper branch but also about the formation of the 2T vortex pattern and the Taylor–Görtler structures. It is shown that the 2T vortex pattern is formed by the interplay between the Taylor–Görtler stream-wise vortical structures and the cylinder movement and is responsible for the increase in the lift force and larger elongation in the super-upper branch.This work has been partially financially supported by the Ministerio de Economía, Industria y Competitividad, Secretaría de Estado de Investigación, Desarrollo e Innovación, Spain (Ref. PID2020-116937RB-C21, PID2020-116937RB-C22), and by the European High-Performance Computing Joint Undertaking (JU) under grant agreement No 956104. The JU receives support from the European Union’s Horizon 2020 research and innovation programme and Spain, France, Germany. O. Lehmkuhl work is financed by a Ramón y Cajal postdoctoral contract by the Ministerio de Economía y Competitividad, Secretaría de Estado de Investigación, Desarrollo e Innovación, Spain (RYC2018-025949-I).Peer ReviewedPostprint (published version