Alien Registration- Chonko, Susan (Topsham, Sagadahoc County)

https://digitalmaine.com/alien_docs/9526/thumbnail.jp

Salesperson moral identity and value co-creation

Purpose The purpose of this study is to examine the role of salesperson moral identity centrality in value co-creation. This study identified and tested an extended identity-based formation process of selling orientation, customer orientation and value co-creation. This was accomplished by examining the role of inclusion of others in the self and circle of moral regard in the mechanism through which moral identity centrality impacts selling orientation, customer orientation and value co-creation, taking into account the contingency role of salesperson self-construal. Design/methodology/approach An extended identity-behavior model grounded in identity theory and the social-cognitive perspective of moral identity centrality was tested. The study used survey data from business-to-business salespeople. Data collected was analyzed using structural equation modeling. Findings The results show that a central moral identity to a salesperson’s self-drives higher expansion of the salesperson’s circle of moral regard. This process facilitates the mechanisms for salesperson moral identity centrality to decrease selling orientation and increase customer orientation and value co-creation, leading to higher sales performance. Independent self-construal is found to deteriorate the positive effects of salesperson moral identity centrality on the inclusion of others in the self, expansion of the circle of moral regard and customer orientation. Research limitations/implications Through the conceptualized and tested framework, the study opens the door for additional research to inspect the role of moral identity centrality in sales. Practical implications Findings have implications for the human resource side of sales organizations in the areas of recruitment, mentoring, coaching and training. Moral identity centrality plays a vital role in the interface between salespeople and customers, leading to improved behavioral and sales outcomes. Sales managers must look for their salespeople’s moral identity centrality to improve morality in the attitudes and decision-making of their salesforce. Originality/value To the best of the authors’ knowledge, this study is the first to uncover the vital impacts of salesperson moral identity centrality on selling orientation, customer orientation and value co-creation. Through the conceptualized and tested framework, the study opens the door for additional research to inspect the role of moral identity centrality in sales

Creating a Culture of Engagement in Business Schools

Business schools, in the face of various external pressures, are confronted with the daunting challenge of better engaging their constituents to achieve their learning mission. We call for engagement to play a unifying role in a business school’s culture. We incorporate relevant learning, marketing and change management concepts to first present conceptual tenets underlying our engagement model including co-creation of learning and students as works-in-progress. We then propose a plan for creating a culture of engagement in business schools to advance their learning mission, which broadly involves students, faculty, alumni, employers and administrators. The tactical plan is presented in four steps: assessment, redesign, implementation and evaluation of an engagement culture

Forecasting workload for Defense Logistics Agency distribution

MBA Professional ReportThe Defense Logistics Agency (DLA) predicts issue and receipt workload for its distribution agency in order to maintain adequate staffing levels and set proper rates for customers. Inaccurate forecasts lead to inaccurate staffing, subsequently leading to inaccurate pricing. DLA’s current regression forecasting model is no longer adequate for predicting future workload for DLA Distribution. We explore multiple forecasting techniques and provide a methodology for selecting a model that is a viable and accurate alternative for DLA. Our methodology encompasses best-fit determination, a comparison of predictability through back-casting, and a sensitivity exercise to see reaction and stability of our selected models’ predictions. Finally, we compare our best performing model with the current regression model to see what would have been reported if our model had been used instead of the current model for recent Program Budget Review (PBR) cycles. Our results suggest that an auto-regressive integrated moving average (ARIMA) model used with critical assessment and managerial judgment offers a viable alternative to the current model for predicting distribution workload.http://archive.org/details/forecastingworkl1094544537Captain, United States ArmyMajor, United States ArmyApproved for public release; distribution is unlimited

Intelligent Ground Vehicle Competition

The Intelligent Ground Vehicle Competition (IGVC) draws teams from various universities to compete in the annual autonomous vehicle challenge at the Oakland University campus. To compete, a vehicle must be fully autonomous and can navigate a course designated by various obstacles and painted white lines. Some design challenges are motor control, navigation, environment sensing and safety. A complex navigation system will utilize several tools including a high-precision differential GPS. The vehicle’s surroundings will be mapped using a combination of Light Detection and Ranging (LiDAR) and computer-vision enabled imaging. To comply with IGVC rules, the vehicle must also follow several safety requirements such as physical and wireless emergency stop, safety lighting, and the ability to assume manual control. By fulfilling these design challenges, the design team is seeking to compete in the 2017 Intelligent Ground Vehicle Competition

Prevalence of Sodium Glucose Cotransporter 2 (SGLT-2) Inhibitor Prescribing in Patients with Type 2 Diabetes Mellitus and Reduced Estimated Glomerular Filtration Rate

Sodium glucose cotransporter 2 (SGLT-2) inhibitors have demonstrated benefit in people with type 2 diabetes mellitus (T2DM) and chronic kidney disease (CKD), including slowing the progression of CKD and lowering the risk of kidney failure and death. Despite this evidence, literature suggests SGLT-2 inhibitors are underutilized in this population. To assess prescribing practices and identify potential variables predictive of SGLT-2 inhibitor prescribing, a non-interventional, retrospective, cross-sectional study was conducted in patients with T2DM and reduced estimated glomerular filtration rate (eGFR). The primary outcome compared prevalence of SGLT-2 inhibitor prescribing in patients with T2DM and eGFR of 30-44 mL/min/1.73m2 to patients with T2DM and eGFR 45-59 mL/min/1.73m2. The secondary outcome described possible predictors of prescribing SGLT-2 inhibitors in this population. Of the 9,387 patients identified with T2DM and reduced eGFR, an SGLT-2 inhibitor was prescribed to 324 (12.2%) patients with eGFR of 30-44 mL/min/1.73m2 versus 799 (11.9%) patients with eGFR of 45-59 mL/min/1.73m2. Patients more likely to be prescribed SGLT-2 inhibitors were younger, male, had a higher body mass index (BMI), a higher hemoglobin A1c (HbA1c), were on other antihyperglycemic medications, had concomitant cardiovascular disease, or had concomitant heart failure. This study found no significant difference in prevalence of SGLT-2 inhibitor prescribing between patients with T2DM and eGFR 30-44 mL/min/1.73m2 versus eGFR 45-59 mL/min/1.73m2 (p=0.70). Further exploration into the causes of low SGLT-2 inhibitor prescribing prevalence is warranted given the growing evidence supporting the use of these agents in patients with T2DM and reduced renal function

Responsible leadership and salespeople’s creativity : the mediating effects of CSR perceptions

Although sales tasks require creative thinking, salespeople’s creativity has been identified as one of the most under-researched topics in the sales literature. This study contributes to filling this gap by understanding how responsible leadership and corporate social responsibility (CSR) perceptions can contribute to fostering salespeople’s creativity. This study’s empirical analysis is based on information provided by 176 supervisor–salesperson dyads from 96 companies, and the results indicate that responsible leadership is positively related to salespeople’s creativity. Furthermore, our findings confirm that the relationship between responsible leadership and salespeople’s creativity is mediated by salespeople’s CSR perception, their job satisfaction, and their identification with the organization. Sales leaders should recognize that by practicing responsible leadership behavior, they can create this type of work environment for their subordinatesThis research was funded by Galician Plan for Research, Innovation and Growth (Plan I2C) of the Xunta de Galicia (Consellería de Cultura, Educación e Ordenación Universitaria, Xunta de Galicia)S

Production and calibration of the first HEFT hard x-ray optics module

Complete hard X-ray optics modules are currently being produced for the High Energy Focusing Telescope (HEFT), a balloon born mission that will observe a wide range of objects including young supernova remnants, active galactic nuclei, and galaxy clusters at energies between 20 and 70 keV. Large collecting areas are achieved by tightly nesting layers of grazing incidence mirrors in a conic approximation Wolter-I design. The segmented layers are made of thermally-formed glass substrates coated with depth-graded multilayer films for enhanced reflectivity. Our novel mounting technique involves constraining these mirror segments to successive layers of precisely machined graphite spacers. We report the production and calibration of the first HEFT optics module