Harnessing the Power Within: The Consequences of Salesperson Moral Identity and the Moderating Role of Internal Competitive Climate

The purpose of this research is to examine the notion of salesperson moral identity as a prosocial individual trait and its associated effects on customer and coworker relationships. In addition, this study examines the underlying processes in which these effects occur as well as the moderating role of internal competitive climate. Our empirical investigation of business-to-business (B2B) sales professionals reveals that moral identity has both direct and indirect effects on a salesperson’s customer- and team-directed outcomes. Specifically, our results demonstrate that salesperson moral identity positively affects both salesperson-customer identification and organizational identification, which, in turn, impact customer service provision and teamwork. Our findings also indicate that internal competitive climate exacerbates the positive effects of salesperson moral identity on customer service provision and teamwork

The pull-to-stay effect: influence of sales managers\u27 leadership worthiness on salesperson turnover intentions

Given that salesperson turnover is a significant problem for sales organizations, sales researchers have devoted a lot of attention toward explicating various drivers and mitigators of salesperson turnover intentions. Within this domain, consistent with the popular sentiment employees don\u27t quit their jobs, they quit their bosses, scholars have explored sales manager-related triggers such as leadership style, salesperson - sales manager relational exchange, and several managerial characteristics. We extend this stream of research by developing and testing a framework of salespersons\u27 perceptions of their manager\u27sleadership worthiness- a higher-order construct comprising of competence, charisma, and behavioral integrity - and its subsequent impact on salesperson turnover intentions. Our framework illustrates that salespersons\u27 inferences, judgments, and attributions regarding their manager exert a pull-to-stay effect by lowering turnover intentions. Specifically, we find that leadership worthiness mitigates turnover intentions directly and indirectly via personal identification with and trust in the manager. We also find support for the moderating effects of salesperson gratitude on the relationships between leadership worthiness and both salesperson turnover intentions as well as identification with the manager. We conclude by discussing theoretical and practical implications of our findings as well as directions for future research

Immunomodulation by Mesenchymal Stem Cells A Potential Therapeutic Strategy for Type 1 Diabetes

Mesenchymal stem cells (MSCs) are pluripotent stromal cells that have the potential to give rise to cells of diverse lineages. Interestingly, MSCs can be found in virtually all postnatal tissues. The main criteria currently used to characterize and identify these cells are the capacity for self-renewal and differentiation into tissues of mesodermal origin, combined with a lack in expression of certain hematopoietic molecules. Because of their developmental plasticity, the notion of MSC-based therapeutic intervention has become an emerging strategy for the replacement of injured tissues. MSCs have also been noted to possess the ability to impart profound immunomodulatory effects in vivo. Indeed, some of the initial observations regarding MSC protection from tissue injury once thought mediated by tissue regeneration may, in reality, result from immunomodulation. Whereas the exact mechanisms underlying the immunomodulatory functions of MSC remain largely unknown, these cells have been exploited in a variety of clinical trials aimed at reducing the burden of immune-mediated disease. This article focuses on recent advances that have broadened our understanding of the immunomodulatory properties of MSC and provides insight as to their potential for clinical use as a cell-based therapy for immune-mediated disorders and, in particular, type 1 diabetes

Inside sales social media use and its strategic implications for salesperson-customer digital engagement and performance

Highlights Inside salespeople rely on four main strategies when it comes to using social media in their roles to engage with customers. Inside sales strategic social media use leads to higher levels of customer digital engagement and, ultimately, performance. Firm digital technology resources may shape the effects of inside sales strategic social media use. Abstract The nature of inside sales has shifted, increasing in autonomy, importance, and scope. Moreover, buyers are changing their preferences from face-to-face interactions to virtual-based relationships, leading to a future full of opportunities for inside salespeople using social media. The practitioner literature suggests that inside sales represent the sales business model of the digital era and a distinct strategic selling approach. While there has been a recent surge in theoretical research on inside sales, extant research fails to explore how and why inside salespeople uses social media as a critical tool. Research on social media use in sales has neglected to consider the growing role of inside sales, where sellers lack the opportunity to meet with customers face-to-face and must routinely rely on remote communication to interact with customers. As such, we use a grounded theory approach to investigate the “lived experiences” of inside salespeople at the intersection with social media in sales. Emergent from our findings is a framework depicting: inside sales strategic social media use → inside salesperson-customer digital engagement → inside sales performance. We also find that firm digital technology resources serve as enablement factors that shape the effects of the social media strategies that inside salespeople use

A TRPV2–PKA Signaling Module for Transduction of Physical Stimuli in Mast Cells

Cutaneous mast cell responses to physical (thermal, mechanical, or osmotic) stimuli underlie the pathology of physical urticarias. In vitro experiments suggest that mast cells respond directly to these stimuli, implying that a signaling mechanism couples functional responses to physical inputs in mast cells. We asked whether transient receptor potential (vanilloid) (TRPV) cation channels were present and functionally coupled to signaling pathways in mast cells, since expression of this channel subfamily confers sensitivity to thermal, osmotic, and pressure inputs. Transcripts for a range of TRPVs were detected in mast cells, and we report the expression, surface localization, and oligomerization of TRPV2 protein subunits in these cells. We describe the functional coupling of TRPV2 protein to calcium fluxes and proinflammatory degranulation events in mast cells. In addition, we describe a novel protein kinase A (PKA)–dependent signaling module, containing PKA and a putative A kinase adapter protein, Acyl CoA binding domain protein (ACBD)3, that interacts with TRPV2 in mast cells. We propose that regulated phosphorylation by PKA may be a common pathway for TRPV modulation

Subclinical Thyroid Dysfunction and the Risk of Cognitive Decline: a Meta-Analysis of Prospective Cohort Studies.

Although both overt hyper- and hypothyroidism are known to lead to cognitive impairment, data on the association between subclinical thyroid dysfunction and cognitive function are conflicting. This study sought to determine the risk of dementia and cognitive decline associated with subclinical thyroid dysfunction among prospective cohorts. We searched in MEDLINE and EMBASE from inception until November 2014. Two physicians identified prospective cohorts that assessed thyroid function and cognitive outcomes (dementia; Mini-Mental State Examination [MMSE]). Data were extracted by one reviewer following standardized protocols and verified by a second reviewer. The primary outcome was dementia and decline in cognitive function was the secondary outcome. Eleven prospective cohorts followed 16,805 participants during a median followup of 44.4 months. Five studies analyzed the risk of dementia in subclinical hyperthyroidism (SHyper) (n = 6410), six in subclinical hypothyroidism (SHypo) (n = 7401). Five studies analyzed MMSE decline in SHyper (n = 7895), seven in SHypo (n = 8960). In random-effects models, the pooled adjusted risk ratio for dementia in SHyper was 1.67 (95% confidence interval, 1.04; 2.69) and 1.14 (95% confidence interval, 0.84; 1.55) in SHypo vs euthyroidism, both without evidence of significant heterogeneity (I(2) = 0.0%). The pooled mean MMSE decline from baseline to followup (mean 32 mo) did not significantly differ between SHyper or SHypo vs euthyroidism. SHyper might be associated with an elevated risk for dementia, whereas SHypo is not, and both conditions are not associated with faster decline in MMSE over time. Available data are limited, and additional large, high-quality studies are needed

Femmes et hommes face aux grossesses non prévues au Maroc et au Sénégal

Cet article étudie la manière dont les femmes ou les couples gèrent les grossesses non prévues dans les capitales du Maroc et du Sénégal (Rabat et Dakar), deux pays soumis à des règles strictes en matière de sexualité des célibataires. Nous analysons les logiques sociales et individuelles qui prévalent à l'annonce d'une grossesse inattendue et la manière dont se prennent les décisions qui vont aboutir à la poursuite de cette grossesse ou à son interruption. Nous nous basons sur des données qualitatives tirées d'un programme financé par l'Union Européenne entre 2005 et 2009, sur l'usage de la contraception d'urgence dans les villes africaines. Nos résultats montrent qu'en dépit de programmes de planification familiale plus performants dans leur pays, les femmes de Rabat vivent leur entrée en sexualité dans des conditions difficiles. Si à Dakar la chasteté avant le mariage est prônée, le non-respect de cette règle entraîne des sanctions beaucoup moins sévères qu'au Maroc. Le choix de l'avortement en cas de grossesse non prévue évolue avec le cycle de vie des individus et selon le stade de la relation. Une pratique envisageable à un moment donné, ne l'est plus forcément à d'autres moments de la relation. Enfin, dans les deux villes, nos données révèlent une forte implication des familles dans la gestion de la formation des couples et de leur fécondité. Cette tendance apparaît cependant plus exacerbée au Maroc où les familles se mobilisent parfois âprement pour obliger ou interdire un avortement

Defining Optimal Health Range for Thyroid Function Based on the Risk of Cardiovascular Disease.

Reference ranges of thyroid-stimulating hormone (TSH) and free thyroxine (FT4) are defined by their distribution in apparently healthy populations (2.5th and 97.5th percentiles), irrespective of disease risk, and are used as cutoffs for defining and clinically managing thyroid dysfunction. To provide proof of concept in defining optimal health ranges of thyroid function based on cardiovascular disease (CVD) mortality risk. In all, 9233 participants from the Rotterdam Study (mean age, 65.0 years) were followed up (median, 8.8 years) from baseline to date of death or end of follow-up period (2012), whichever came first (689 cases of CVD mortality). We calculated 10-year absolute risks of CVD mortality (defined according to the SCORE project) using a Fine and Gray competing risk model per percentiles of TSH and FT4, modeled nonlinearly and with sex and age adjustments. Overall, FT4 level >90th percentile was associated with a predicted 10-year CVD mortality risk >7.5% (P = 0.005). In men, FT4 level >97th percentile was associated with a risk of 10.8% (P < 0.001). In participants aged ≥65 years, absolute risk estimates were <10.0% below the 30th percentile (∼14.5 pmol/L or 1.10 ng/dL) and ≥15.0% above the 97th percentile of FT4 (∼22 pmol/L or 1.70 ng/dL). We describe absolute 10-year CVD mortality risks according to thyroid function (TSH and FT4) and suggest that optimal health ranges for thyroid function can be defined according to disease risk and are possibly sex and age dependent. These results need to be replicated with sufficient samples and representative populations

Modulated scattering technique in the terahertz domain enabled by current actuated vanadium dioxide switches

The modulated scattering technique is based on the use of reconfigurable electromagnetic scatterers, structures able to scatter and modulate an impinging electromagnetic field in function of a control signal. The modulated scattering technique is used in a wide range of frequencies up to millimeter waves for various applications, such as field mapping of circuits or antennas, radio-frequency identification devices and imaging applications. However, its implementation in the terahertz domain remains challenging. Here, we describe the design and experimental demonstration of the modulated scattering technique at terahertz frequencies. We characterize a modulated scatterer consisting in a bowtie antenna loaded with a vanadium dioxide switch, actuated using a continuous current. The modulated scatterer behavior is demonstrated using a time domain terahertz spectroscopy setup and shows significant signal strength well above 0.5 THz, which makes this device a promising candidate for the development of fast and energy-efficient THz communication devices and imaging systems. Moreover, our experiments allowed us to verify the operation of a single micro-meter sized VO2 switch at terahertz frequencies, thanks to the coupling provided by the antenna