The role of leadership in salespeople’s price negotiation behavior

Salespeople assume a key role in defending firms’ price levels in price negotiations with customers. The degree to which salespeople defend prices should critically depend upon their leaders’ influence. However, the influence of leadership on salespeople’s price defense behavior is barely understood, conceptually or empirically. Therefore, building on social learning theory, the authors propose that salespeople might adopt their leaders’ price defense behavior given a transformational leadership style. Furthermore, drawing on the contingency leadership perspective, the authors argue that this adoption fundamentally depends on three variables deduced from the motivation–ability–opportunity (MAO) framework, that is, salespeople’s learning motivation, negotiation efficacy, and perceived customer lenience. Results of a multi-level model using data from 92 salespeople and 264 salesperson–customer interactions confirm these predictions. The first to explore contingencies of salespeople’s adoption of their transformational leaders’ price negotiation behaviors, this study extends marketing theory and provides actionable guidance to practitioners

Good for the Self:Self-Compassion and Other Self-Related Constructs in Relation to Symptoms of Anxiety and Depression in Non-clinical Youths

This study examined relationships among self-compassion, self-esteem, and self-efficacy and symptoms of anxiety disorders and depression in a sample of 132 non-clinical adolescents aged 12-17 years. The results first of all indicated that the Shortened Self-Compassion Scale for Adolescents was reliable (i.e., all Cronbach's alphas were >.70) and valid in terms of both construct (as demonstrated by a principal components analysis which revealed the hypothesized three-factor structure) and concurrent validity (i.e., as shown by means of positive correlations with self-esteem and self-efficacy). Further, the expected negative correlations were found between self-compassion and anxiety and depression, indicating that higher levels of this self-related construct are associated with lower symptom levels, and vice versa. Of the three components of self-compassion, mindfulness appeared most convincingly related to symptoms of anxiety and depression. Finally, when controlling for other self-related constructs, self-compassion no longer accounted for a significant proportion in the variance of symptom levels. In contrast, self-esteem (depression) and in particular self-efficacy (anxiety and depression) did show unique explanatory power

Dimensionnement d'une machine a commutation electronique monophasee haute vitesse à réluctance et aimants alternés

In this paper, the authors present a design methodology of single phase reluctance permanent magnet machines with centralised coil. The massif magnetic circuit is realised using iron powder. The used method is a combination of a finite element numerical calculation and an analytic one in a linear regime. The complete design is then done, especially the instantaneous torque determination considering the machine's global dimensions, iron and copper losses, and the starting conditions. A parametrical study is realised after defining the computation model from an equivalent magnetic circuit. This study aims to analyse some fundamental parameter's influence on the machine's performances and particularly on the starting conditions in single phase mode. These parameters are such as rotor tooth angular width. The theoretical results are then compared to the experimental ones obtained on several ferrite magnet machine prototypes.Les auteurs présentent dans cet article le dimensionnement d'une machine monophasée à aimants alternés statoriques à bobinage global et à circuit magnétique massif réalisé à partir de poudre de fer. La méthode utilisée combine un calcul numérique par éléments finis et un calcul analytique en régime linéaire. Le dimensionnement complet notamment la détermination des couples instantanés prenant en compte l'encombrement global de la machine, les pertes Joule et fer ainsi que les conditions de démarrage est effectué. Après avoir défini le modèle de calcul à partir d'un schéma magnétique équivalent, une étude paramétrique est réalisée. Celle-ci a pour but d'étudier l'influence de certains paramètres fondamentaux tels que la largeur angulaire des dents rotoriques sur les performances de la machine et particulièrement sur les conditions de démarrage en mode monophasé. Les résultats théoriques sont ensuite confrontés aux relevés expérimentaux effectués sur plusieurs prototypes de machines à aimants ferrites

Water distribution in beams damaged by alkali-silica reaction: global weighing and local gammadensitometry

International audienceWithin the framework of an experimental programme developed by the Laboratoire Central des Ponts et Chaussees (LCPC) and Electricite de France (EDF), in the aim of increasing knowledge on Alkali-Silica Reaction (ASR) and understanding the effect of water on ASR development in structures, two techniques have been designed to measure water content vs. time in large-scale concrete specimens. Global weighing variations are monitored on six 900 kg beams; and the gammadensitometry measurement allows evaluating water content profiles in the beams. These two complementary measurements serve to validate water content models and correlate the moisture gradient with measured deformations. The measurement principle, execution and qualification are first described. The accuracy of the weighing device is thus evaluated at 10 g, and the uncertainty of the gammadensitometry method is close to 0.4% of relative mass. The paper then presents the results of one-year monitoring conducted on one of these beams and proves the consistency of these methods. At last, it is shown that the square root of time kinetics allows a good representation of the global mass variations of the beams, and that the drying depth reaches between 80 and 100 mm after one year exposure

Actionneurs linéaires directs et indirects : performances limites

National audienceA partir d'une classification descriptive des actionneurs électromagnétiques et d'un formalisme simplifié de calcul de leurs performances, les auteurs tentent, dans cet article, de dégager et de comparer différentes solutions d'entraînement linéaire directs et indirects. En particulier, les performances volumiques et dynamiques limites sont analysées à partir des lois de similitude

Concrete modelling for expertise of structures affected by alkali aggregate reaction

International audienceAlkali aggregate reaction (AAR) affects numerous civil engineering structures and causes irreversible expansion and cracking. In order to control the safety level and the maintenance cost of its hydraulic dams. Electricite de France (EDF) must reach better comprehension and better prediction of the expansion phenomena. For this purpose, EDF has developed a numerical model based on the finite element method in order to assess the mechanical behaviour of damaged structures. The model takes the following phenomena into account: concrete creep, the stress induced by the formation of AAR gel and the mechanical damage. A rheological model was developed to assess the coupling between the different phenomena (creep, AAR and anisotropic damage). Experimental results were used to test the model. The results show the capability of the model to predict the experimental behaviour of beams subjected to AAR. In order to obtain such prediction, it is necessary to take all the phenomena occurring in the concrete into consideration. (C) 2009 Elsevier Ltd. All rights reserved