When Sales Becomes Service: The Evolution of the Professional Selling Role and an Organic Model of Frontline Ambidexterity

Building on new theoretical foundations in the professional selling domain, growing bodies of research on frontline ambidexterity, and an increasingly demanding and dynamic frontline role, this article advances frontline ambidexterity through three focal goals. We first provide an in-depth discussion of the evolution of the professional selling role. This foundation allows us to identify and explore the implications of a market-driven model of ambidexterity that can manifest organically within certain professional selling contexts. In so doing, we espouse a new model of individual-level ambidexterity—organic frontline ambidexterity. Next, we discern existing models of frontline ambidexterity (characterized as inorganic) and compare these to the organic model proposed. Finally, we provide an organizational framework of frontline ambidexterity enablement to provide context for organizations to best align and enable ambidexterity as a dynamic capability. We provide corresponding research questions in an effort to aid in the systematic expansion of frontline ambidexterity research

A faster way to make GFP-based biosensors: Two new transposons for creating multicolored libraries of fluorescent fusion proteins

BACKGROUND: There are now several ways to generate fluorescent fusion proteins by randomly inserting DNA encoding the Green Fluorescent Protein (GFP) into another protein's coding sequence. These approaches can be used to map regions in a protein that are permissive for GFP insertion or to create novel biosensors. While remarkably useful, the current insertional strategies have two major limitations: (1) they only produce one kind, or color, of fluorescent fusion protein and (2) one half of all GFP insertions within the target coding sequence are in the wrong orientation. RESULTS: We have overcome these limitations by incorporating two different fluorescent proteins coding sequences in a single transposon, either in tandem or antiparallel. Our initial tests targeted two mammalian integral membrane proteins: the voltage sensitive motor, Prestin, and an ER ligand gated Ca(2+ )channel (IP(3)R). CONCLUSIONS: These new designs increase the efficiency of random fusion protein generation in one of two ways: (1) by creating two different fusion proteins from each insertion or (2) by being independent of orientation

Understanding and Motivating Salesperson Resilience

Prior research has shown that approximately half of salespeople fail to achieve their targets each year. Not only is the role difficult but also sales jobs are often marked by high levels of stress, rejection, and burnout. Thus, salesperson resilience is critical. However, a gap remains in our understanding of how resilience influences performance and how managers can motivate salespeople to be more resilient. To answer these questions, we collected survey data from 110 salespeople from a large firm based in the Midwest, along with objective effort and performance data provided by the company prior to and following a poor performance review. Our analyses reveal that intrinsically motivated salespeople are more resilient than salespeople driven by a desire for financial compensation. In addition, resilience leads to sales performance through increasing two types of effort—both initiating more calls with customers and achieving longer average call duration. Hence, our findings demonstrate that resilient salespeople not only persevere but also become better at selling in the process

The Marketing–Sales Interface at the Interface: Creating Market-Based Capabilities through Organizational Synergy

The firm’s quest to create customer value is dependent on the synergistic coordination of many parts of the organization, wherein internal resources and capabilities are effectively harnessed to create a competitive advantage. The often suboptimal relationship between marketing and sales acts as an inhibitor to success in this regard and has been the subject of much attention in both the academic literature and popular press. The authors offer new insights into this issue by examining how the marketing–sales interface affects, and is affected by, other functional areas in the development of key organizational capabilities. They introduce a holistic framework that identifies key levers that must be integrated through cross-functional coordination and cooperation to achieve superior market-based capabilities that in turn enable the firm to create lasting customer value. Propositions linking the levers to market-based capabilities are offered to shape new research opportunities in the domain of the marketing and sales interface

Late-Paleoindian versus Early-Archaic Occupation of Yellowstone Lake, Wyoming

No Abstract available for this article

When Time is Sales: The Impact of Sales Manager Time Allocation Decisions on Sales Team Performance

Sales managers often take on the dual responsibilities of managing a sales team and selling to customers. This practice raises questions about how sales managers\u27 time allocation to managing and selling activities affects sales team performance. Building on qualitative findings, this research first highlights and categorizes activities that are regularly competing for the limited time resources of today\u27s sales managers. Our qualitative results reveal a prevalence of sales managers taking a hybrid approach to managing their sales teams by regularly allocating time toward both managing and selling activities. Through a resource allocation lens, we investigate how the time allocation decisions of these hybrid sales managers influence sales team performance. Our findings underscore the importance of effective time management for sales managers across a core set of leader behaviors, including managing people, managing information (planning and analysis), customer interaction, and administrative tasks. Ultimately, boundary conditions suggest counterintuitive implications of team experience on the value derived from various manager activities. Findings suggest that when managing more (less) experienced teams, managers should focus on spending more time on managing people (customer interaction)

Transcriptional profiling reveals extraordinary diversity among skeletal muscle tissues

Skeletal muscle comprises a family of diverse tissues with highly specialized functions. Many acquired diseases, including HIV and COPD, affect specific muscles while sparing others. Even monogenic muscular dystrophies selectively affect certain muscle groups. These observations suggest that factors intrinsic to muscle tissues influence their resistance to disease. Nevertheless, most studies have not addressed transcriptional diversity among skeletal muscles. Here we use RNAseq to profile mRNA expression in skeletal, smooth, and cardiac muscle tissues from mice and rats. Our data set, MuscleDB, reveals extensive transcriptional diversity, with greater than 50% of transcripts differentially expressed among skeletal muscle tissues. We detect mRNA expression of hundreds of putative myokines that may underlie the endocrine functions of skeletal muscle. We identify candidate genes that may drive tissue specialization, including Smarca4, Vegfa, and Myostatin. By demonstrating the intrinsic diversity of skeletal muscles, these data provide a resource for studying the mechanisms of tissue specialization

Interpretations of Lava Flow Properties from Radar Remote Sensing Data

The surface morphology and roughness of a lava flow provides insight on its lava properties and emplacement processes. This is essential information for understanding the eruption history of lava fields, and magmatic processes beneath the surface of Earth and other planetary bodies such as the Moon. The surface morphology is influenced by lava properties such as viscosity, temperature, composition, and rate of shear. In this work, we seek to understand how we can interpret the emplacement processes and lava properties of lava flows using remote sensing data. Craters of the Moon (COTM) National Monument and Preserve in Idaho hosts a suite of compositionally diverse lava flows with a wide range of surface roughness making it the ideal case study. Lava flows there have surface morphologies consistent with smooth pāhoehoe, slabby pāhoehoe, hummocky pāhoehoe, rubbly pāhoehoe, ‘a’ā, block-`a’ā, and blocky textures. The variation in surface roughness across the lava field reflects changes in lava properties and/or emplacement processes over space and time. We investigate geochemical and petrographic variations of the different lava flow morphologies and analyse how they relate to airborne radar data. Results show L-Band (24 cm) radar circular polarization ratios (CPR) distinguish the contrasting surface roughness at COTM, separating the smoother (primitive; low SiO2 and alkali) and rougher (evolved; high SiO2 and alkali) lava flows. However, ambiguities are present when comparing the CPR values for rubbly pāhoehoe and block-`a’ā flow. Even though their CPR values appear similar at the decimetre scale, they have distinct morphologies that formed under different emplacement processes. Without ground-truth information, the rubbly pāhoehoe and block-`a’ā lava flows could therefore be misinterpreted to be the same type of flow morphology, which would lead to false interpretations about their lava properties and emplacement processes. This is important when comparing these flows to lava flows on other planetary bodies that share similar CPR values, such as the Moon. Thus, using terrestrial analogues such as those at COTM can provide an improved understanding of the surface morphology and emplacement processes of lunar lava flows. This will lead to more refined interpretations about past volcanic processes on the Moon

Interaction of an atypical Plasmodium falciparum ETRAMP with human apolipoproteins

Background: In order to establish a successful infection in the human host, the malaria parasite Plasmodium falciparum must establish interactions with a variety of human proteins on the surface of different cell types, as well as with proteins inside the host cells. To better understand this aspect of malaria pathogenesis, a study was conducted with the goal of identifying interactions between proteins of the parasite and those of its human host. Methods: A modified yeast two-hybrid methodology that preferentially selects protein fragments that can be expressed in yeast was used to conduct high-throughput screens with P. falciparum protein fragments against human liver and cerebellum libraries. The resulting dataset was analyzed to exclude interactions that are not likely to occur in the human host during infection. Results: An initial set of 2,200 interactions was curated to remove proteins that are unlikely to play a role in pathogenesis based on their annotation or localization, and proteins that behave promiscuously in the two-hybrid assay, resulting in a final dataset of 456 interactions. A cluster that implicates binding between P. falciparum PFE1590w/ETRAMP5, a putative parasitophorous vacuole membrane protein, and human apolipoproteins ApoA, ApoB and ApoE was selected for further analysis. Different isoforms of ApoE, which are associated with different outcomes of malaria infection, were shown to display differential interactions with PFE1590w. Conclusion: A dataset of interactions between proteins of P. falciparum and those of its human host was generated. The preferential interaction of the P. falciparum PFE1590w protein with the human ApoE e3 and ApoE e4 isoforms, but not the ApoE e2 isoform, supports the hypothesis that ApoE genotype affects risk of malaria infection. The dataset contains other interactions of potential relevance to disease that may identify possible vaccine candidates and drug targets.This work was supported in part by grant P50 GM64655 from the NIH

A new way to rapidly create functional, fluorescent fusion proteins: random insertion of GFP with an in vitro transposition reaction

BACKGROUND: The jellyfish green fluorescent protein (GFP) can be inserted into the middle of another protein to produce a functional, fluorescent fusion protein. Finding permissive sites for insertion, however, can be difficult. Here we describe a transposon-based approach for rapidly creating libraries of GFP fusion proteins. RESULTS: We tested our approach on the glutamate receptor subunit, GluR1, and the G protein subunit, α(s). All of the in-frame GFP insertions produced a fluorescent protein, consistent with the idea that GFP will fold and form a fluorophore when inserted into virtually any domain of another protein. Some of the proteins retained their signaling function, and the random nature of the transposition process revealed permissive sites for insertion that would not have been predicted on the basis of structural or functional models of how that protein works. CONCLUSION: This technique should greatly speed the discovery of functional fusion proteins, genetically encodable sensors, and optimized fluorescence resonance energy transfer pairs