Understanding the Role of Willingness to Cannibalize in New Service Development

The objective of the present study is to develop a model of explaining new service development behavior using the concept of willingness to cannibalize existing sales, current capabilities and prior investments. The paper is structured as follows. First, we review the literature relevant for our work. Second, we explain our conceptual model. Next, we report on the research method used and present empirical evidence from 217 service firms. We close with a discussion and recommendations for future research.

A Long-Term Hydrologically-Based Data Set of Land Surface Fluxes and States for the Conterminous United States

A frequently encountered difficulty in assessing model-predicted land–atmosphere exchanges of moisture and energy is the absence of comprehensive observations to which model predictions can be compared at the spatial and temporal resolutions at which the models operate. Various methods have been used to evaluate the land surface schemes in coupled models, including comparisons of model-predicted evapotranspiration with values derived from atmospheric water balances, comparison of model-predicted energy and radiative fluxes with tower measurements during periods of intensive observations, comparison of model-predicted runoff with observed streamflow, and comparison of model predictions of soil moisture with spatial averages of point observations. While these approaches have provided useful model diagnostic information, the observation-based products used in the comparisons typically are inconsistent with the model variables with which they are compared—for example, observations are for points or areas much smaller than the model spatial resolution, comparisons are restricted to temporal averages, or the spatial scale is large compared to that resolved by the model. Furthermore, none of the datasets available at present allow an evaluation of the interaction of the water balance components over large regions for long periods. In this study, a model-derived dataset of land surface states and fluxes is presented for the conterminous United States and portions of Canada and Mexico. The dataset spans the period 1950–2000, and is at a 3-h time step with a spatial resolution of ⅛ degree. The data are distinct from reanalysis products in that precipitation is a gridded product derived directly from observations, and both the land surface water and energy budgets balance at every time step. The surface forcings include precipitation and air temperature (both gridded from observations), and derived downward solar and longwave radiation, vapor pressure deficit, and wind. Simulated runoff is shown to match observations quite well over large river basins. On this basis, and given the physically based model parameterizations, it is argued that other terms in the surface water balance (e.g., soil moisture and evapotranspiration) are well represented, at least for the purposes of diagnostic studies such as those in which atmospheric model reanalysis products have been widely used. These characteristics make this dataset useful for a variety of studies, especially where ground observations are lacking

Detection of intensification of the global water cycle: the potential role of FRIEND

Diagnostic studies of 14-year, 2 — 2°, Variable Infiltration Capacity (VIC) model off-line simulations of the global terrestrial water budget suggest that, given the annual variability in the major components of continental hydrological cycles (precipitation, evaporation, and runoff), several decades to perhaps centuries of measurements may be needed to detect with high confidence the intensification predicted by recent global climate model (GCM) studies simulating plausible global warming scenarios. Furthermore, these measurements may need to originate from a wider geographic expanse than is currently investigated within large-scale hydrological assessment programmes, such as the Global Energy and Water Experiment (GEWEX). Smaller, geographically dispersed basins, including many of those participating in the International Flow Regimes from International Experimental and Network Data (FRIEND) programme, could therefore play important roles in detection of an intensification in the global water cycle

HUBUNGAN PENINGKATAN BERAT BADAN FE4NGAN KONVERSI SPUTUM PADA PASIEN TUBERKULOSIS DI RSUDZA BANDA ACEH

ABSTRAKKonversi sputum pada fase awal pengobatan merupakan salah satu indikator awal keberhasilan terapi obat anti tuberkulosis (OAT). Nutrisi merupakan faktor penting yang juga mempengaruhi kesembuhan pasien tuberkulosis Penelitian ini bertujuan untuk mengetahui hubungan peningkatan berat badan dengan konversi sputum setelah fase awal pada pasien TB di Rumah Sakit Umum dr. Zainoel Abidin Banda Aceh (RSUDZA). Jenis penelitian yang digunakan adalah Cross sectional. Subjek penelitian terdiri atas 92 pasien tuberkulosis di poliklinik DOTS RSUDZA Banda Aceh yang diperoleh dengan metode total sampling terhitung dari Januari sampai dengan Desember 2013. Hasil penelitian dianalisis menggunakan uji statistik Fisher dengan Confident interval 95%. Hasil uji statistik menunjukkan p = 0,107 (p > 0,05) yang menunjukkan bahwa tidak ada hubungan antara peningkatan berat badan dengan konversi sputum pada penderita tuberkulosis yang telah mendapatkan OAT fase awal. Diharapkan adanya penelitian yang lebih lanjut mengenai hubungan nutrisi dengan konversi sputum dengan jumlah sampel yang lebih besar dan desain penelitian yang lebih baik. Kata Kunci : Tuberkulosis, Konversi sputum, Berat badan ABSTRACTSputum conversion at the initial phase of treatment is one of the early indicators of the success of anti-tuberculosis drug therapy (OAT). Nutrition is an important factor that also effects the recovery of tuberculosis patients The aim of this study was to determine the relationship of weight gain and sputum conversion after the initial phase of TB patients at the General Hospital dr. Zainoel Abidin Banda Aceh (RSUDZA). This research was cross sectional study. Subjects consisted of 92 outpatient DOTS tuberculosis in RSUDZA Banda Aceh obtained with total sampling method starting from January to December 2013. Results were analyzed using Fisher test with 95% confident interval. Statistical test results p= 0,107 (p > 0,05) that showed there is no association between increased weight to conversion of sputum in patients with tuberculosis who have earned OAT initial phase, It is expected that the presence of further reaserh on the relationship of nutrition with sputum convertion with a larger number of sampel and design better research. Keywords: Tuberculosis, Sputum conversion, Weight los

Why helping coworkers does not always make you poor:the contingent role of common and unique position within the sales team

In recent years, many companies have implemented sales teams as a way of streamlining accountability and promoting the development of sales expertise. The success of such work groups largely depends on experienced members' willingness to help coworkers. Previous studies indicate that group structure and individual position along individual attributes (e.g., experience) are important to understand interactions between coworkers. However, sales research on this topic is lacking. Drawing on a motivation-opportunity-ability framework, this study addresses this void by examining the impact of individual salesperson's job experience position within work groups on the motivation to help coworkers and his or her own sales performance. The findings of a multisource, multilevel empirical study reveal interesting effects. The results highlight the important role of job experience position: if a salesperson's level of job experience is common within the sales team, it activates identification as a driver of helping behaviors, which in turn negatively influences own performance. Conversely, if a salesperson's level of job experience is unique, it does not activate identification as a driver of helping, but does positively influence the effect of helping on own performance. The authors discuss implications for theory and practice

Exploring CRM effectiveness: an institutional theory perspective

This study identifies the potential contribution that institutional theory can make to understanding the success of marketing practices. Based on institutional theory, we argue that the effectiveness of marketing practices decreases when firms are motivated to adopt such practices under the influence of institutional pressures originating in firms' environments. However, alignment between a practice and a firm's marketing strategy may buffer against these negative effects. We apply these insights to the case of customer relationship management (CRM). CRM is considered an important way to enhance customer loyalty and firm performance, but it has also been criticized for being expensive and for not living up to expectations. Empirical data from 107 organizations confirm that, in general, adopting CRM for mimetic motives is likely to result in fewer customer insights as a result of using this practice. Our study suggests that institutional theory has much to offer to the investigation of the effectiveness of marketing practices

How important is alignment of social media use and R&D-Marketing cooperation for innovation success?

Efforts to use social media as a network tool for open innovations have not ma expectations, or utilized its potential adequately. Recent research on identifying firms' social media skill has not addressed the complex underlying mechanisms and calibration of social media capabilities. We explore how, why, and which resources an organization should integrate. Social media in NPD should be accompanied by carefully aligned R&D - marketing cooperation. Alignment results in efficient knowledge integration, but dis-alignment fails to tap enough ideas, or can lack information processing capacity. The alignment and disalignment hypotheses are tested using survey data of a sample of 101 innovative SMEs. In a second, configurational study we extend findings from Study 1 to determine micro level social media capabilities required. Results show that social media can be used for both radical and incremental innovation, but are more useful for service than for product innovation

The relationship between digital solution selling and value-based selling: a motivation-opportunity-ability (MOA) perspective

PurposeValue-based selling (VBS) is increasingly a key success factor in business to business (B2B) settings, but its relationship with digital solutions selling (DSS) has not been explored. This study aims to develop a motivation-opportunity-ability (MOA)-based model that shows how an individual salesperson's task-specific motivation to implement DSS affects personal capabilities to engage in DSS-related internal coordination, customer networking and ultimately VBS behavior. The authors also account for the supervisor's DSS-focused behavioral control as the opportunity variable, potentially influencing all other variables in the framework. Design/methodology/approachThe authors test the model and hypotheses using data of 178 salespeople from a B2B company growing its digital solutions business. Path modeling and SmartPLS software are used to estimate the model. FindingsThe results demonstrate the key importance of DSS implementation motivation to implement VBS. The findings emphasize the mediating role of salespeople's ability to collaborate with colleagues and engage in customer networking to configure the right idiosyncratic digital solutions and demonstrate these solutions' economic value. Supervisors have a fundamental role in directly and indirectly stimulating DSS motivation, DSS-related customer networking ability and VBS. Research limitations/implicationsThe study has several limitations. The authors examined a single company. In addition to internal coordination and customer networking, other relevant abilities of salespeople could be considered as mediators between DSS and VBS. Similarly, other opportunity factors may be analyzed in the future, such as supervisors' risk orientation and ability to stimulate team spirit. Future research could also investigate other salespeople's individual talents and additional organizational support variables that predict a salesperson's behavioral and outcome performance in DSS and VBS. Practical implicationsCompanies willing to adopt VBS should acquire, develop and retain salespeople characterized by strong motivation to implement DSS. Supervisors should adopt a DSS-focused behavioral control, and companies should support supervisors through appropriate training on how to manage detailed feedback to salespeople constructively and sales performance management systems that systematically track DSS-related sales force activities and results. Companies should also facilitate DSS-related teamwork, for example, through team incentives, and DSS-related customer networking, for instance, through appropriate sales enablement platforms and tools. Originality/valueThe research addresses the communalities and differences between solutions selling and VBS, suggesting a causal relationship. While prior research has analyzed solutions and value mainly as corporate strategies at the organizational level, the current study considers implementation at the individual salesperson level. The study focuses on digital solutions, which are more uncertain and complex to sell than traditional solutions