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

Filtered Pose Graph for Efficient Kinect Pose Reconstruction

Being marker-free and calibration free, Microsoft Kinect is nowadays widely used in many motion-based applications, such as user training for complex industrial tasks and ergonomics pose evaluation. The major problem of Kinect is the placement requirement to obtain accurate poses, as well as its weakness against occlusions. To improve the robustness of Kinect in interactive motion-based applications, real-time data driven pose reconstruction has been proposed. The idea is to utilize a database of accurately captured human poses as a prior to optimize the Kinect recognized ones, in order to estimate the true poses performed by the user. The key research problem is to identify the most relevant poses in the database for accurate and efficient reconstruction. In this paper, we propose a new pose reconstruction method based on modelling the pose database with a structure called Filtered Pose Graph, which indicates the intrinsic correspondence between poses. Such a graph not only speeds up the database poses selection process, but also improves the relevance of the selected poses for higher quality reconstruction. We apply the proposed method in a challenging environment of industrial context that involves sub-optimal Kinect placement and a large amount of occlusion. Experimental results show that our real-time system reconstructs Kinect poses more accurately than existing methods

Chaînes de transmission de puissance mécatroniques - Mise en place des modèles d'estimation pour la conception préliminaire

International audienceno abstrac

Enhancing permeability measurements: Bridging the gap between pressure and vacuum techniques for steady and transient states

International audienc

Houlogénérateurs : projets, verrous et quelques solutions

International audienceCet article présente les systèmes récupérateurs de l’énergie des vagues ou encore systèmes houlogénérateurs. Après un bref panorama du potentiel énergétique des vagues et les divers systèmes récupérateurs en cours d’étude et/ou de développement, nous décrivons le principe de fonctionnement d’un système houlogénérateur direct particulier dénommé SEAREV. Une synthèse des travaux de recherche effectués au sein de notre équipe au laboratoire SATIE, site de l’ENS Rennes sur ce sujet sera proposée en y associant les principaux résultats obtenus