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

Variability of visible and near-infrared (vis-NIR) diffuse spectral reflectance of cement-based solidified/ stabilized pre-treated oil-based drill cuttings

This study investigated the effects of solidification/stabilization (S/S) variables on visible and near-infrared (vis-NIR) spectral reflectance of solidified/stabilized low-temperature thermally desorbed (pre-treated) oil-based drill cuttings. Partial least squares (PLS) regression models were also developed to rapidly estimate the levels of total petroleum hydrocarbon (TPH), Cu, and Ba present in the solidified/stabilized matrix. Composite samples of the drill cuttings were collected from a drill cutting Treatment Company in the Niger Delta region (5.317°N and 6.467°E), Nigeria and subjected to cement-based S/S. Reference TPH analysis was done by gas chromatography mass spectrometry and heavy metals by flame atomic absorption spectrometry. Sample optical measurement was carried out with a portable fibre-optic LabSpec2500® vis-NIR spectrophotometer (350–2,500 nm) (PANalytical, Boulder, CO, USA). Results show that spectral absorption minima observed around 1411, 1759, 1950, and 2204 nm in the NIR band are linked to relics of hydrocarbon-based oil, oxides of metallic ions, sulphate, and water (but not necessarily in that order). Spectral reflectance increased with drill cuttings addition, days of curing, and water-to-cement ratio. PLS model predictions were almost good for Cu (validation residual prediction deviation [RPD] = 1.97) and excellent for both TPH and Ba (RPDs = 2.41 and 3.45, respectively). Hence, vis-NIR diffuse reflectance spectroscopy is a potential means for semi-quantitative measurement of the levels of TPH and heavy metals present in cement-based solidified/stabilized pre-treated oil-based drill cuttings

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

Can genetically based clines in plant defence explain greater herbivory at higher latitudes?

Greater plant defence is predicted to evolve at lower latitudes in response to increased herbivore pressure. However, recent studies question the generality of this pattern. In this study, we tested for genetically based latitudinal clines in resistance to herbivores and underlying defence traits of Oenothera biennis. We grew plants from 137 populations from across the entire native range of O. biennis. Populations from lower latitudes showed greater resistance to multiple specialist and generalist herbivores. These patterns were associated with an increase in total phenolics at lower latitudes. A significant proportion of the phenolics were driven by the concentrations of two major ellagitannins, which exhibited opposing latitudinal clines. Our analyses suggest that these findings are unlikely to be explained by local adaptation of herbivore populations or genetic variation in phenology. Rather greater herbivory at high latitudes can be explained by latitudinal clines in the evolution of plant defences.</p

Effect of refrigeration time on the lipid oxidation and fatty acid profiles of catfish (<em>Arius maculatus</em>) commercialized in Cameroon

The effects of refrigeration at 4 °C during 9 days on the quality and stability of catfish oil were evaluated using a change in fatty acid composition by gas chromatography (GC), commonly used analytical indexes (acid and peroxide values), and analysis by Fourier transform infrared (FTIR) spectroscopy. The results revealed that lipid deterioration, hydrolysis and oxidation occurred throughout the cold storage (4 °C). Refrigeration induced the lipolysis of triglycerides by lipases and phospholipases. It also affected the fatty acids composition of the catfish. The progressive loss of unsaturation was monitored by the decrease in the absorbance band at 3012 cm-1 on FTIR spectra and the lowest value was observed in the catfish muscle at 9 days of refrigeration. Eicosapentaenoic C20:5ω3 (EPA) and docosahexaenoic C22:6ω3 (DHA) acids were the polyunsaturated fatty acids most affected during refrigeration. Refrigeration for less than 5 days was found to be the best conditions for the preservation of the catfish

Gaps to bridge: Misalignment between perception, reality and actions in obesity

Aims Despite increased recognition as a chronic disease, obesity remains greatly underdiagnosed and undertreated. We aimed to identify international perceptions, attitudes, behaviours and barriers to effective obesity care in people with obesity (PwO) and healthcare professionals (HCPs). Materials and methods An online survey was conducted in 11 countries. Participants were adults with obesity and HCPs who were primarily concerned with direct patient care. Results A total of 14 502 PwO and 2785 HCPs completed the survey. Most PwO (68%) and HCPs (88%) agreed that obesity is a disease. However, 81% of PwO assumed complete responsibility for their own weight loss and only 44% of HCPs agreed that genetics were a barrier. There was a median of three (mean, six) years between the time PwO began struggling with excess weight or obesity and when they first discussed their weight with an HCP. Many PwO were concerned about the impact of excess weight on health (46%) and were motivated to lose weight (48%). Most PwO (68%) would like their HCP to initiate a conversation about weight and only 3% were offended by such a conversation. Among HCPs, belief that patients have little interest in or motivation for weight management may constitute a barrier for weight management conversations. When discussed, HCPs typically recommended lifestyle changes; however, more referrals and follow‐up appointments are required. Conclusions Our international dataset reveals a need to increase understanding of obesity and improve education concerning its physiological basis and clinical management. Realization that PwO are motivated to lose weight offers an opportunity for HCPs to initiate earlier weight management conversations

Longitudinal immune profiling reveals key myeloid signatures associated with COVID-19.

COVID-19 pathogenesis is associated with an exaggerated immune response. However, the specific cellular mediators and inflammatory components driving diverse clinical disease outcomes remain poorly understood. We undertook longitudinal immune profiling on both whole blood and peripheral blood mononuclear cells (PBMCs) of hospitalized patients during the peak of the COVID-19 pandemic in the UK. Here, we report key immune signatures present shortly after hospital admission that were associated with the severity of COVID-19. Immune signatures were related to shifts in neutrophil to T cell ratio, elevated serum IL-6, MCP-1 and IP-10, and most strikingly, modulation of CD14+ monocyte phenotype and function. Modified features of CD14+ monocytes included poor induction of the prostaglandin-producing enzyme, COX-2, as well as enhanced expression of the cell cycle marker Ki-67. Longitudinal analysis revealed reversion of some immune features back to the healthy median level in patients with a good eventual outcome. These findings identify previously unappreciated alterations in the innate immune compartment of COVID-19 patients and lend support to the idea that therapeutic strategies targeting release of myeloid cells from bone marrow should be considered in this disease. Moreover, they demonstrate that features of an exaggerated immune response are present early after hospital admission suggesting immune-modulating therapies would be most beneficial at early timepoints

Procalcitonin as a potent marker of bacterial infection in febrile Afro-Caribbean patients at the emergency department

Procalcitonin (PCT) has been shown to be of additional value in the work-up of a febrile patient. This study is the first to investigate the additional value of PCT in an Afro-Caribbean febrile population at the emergency department (ED) of a general hospital. Febrile patients were included at the ED. Prospective, blinded PCT measurements were performed in patients with a microbiologically or serologically confirmed diagnosis or a strongly suspected diagnosis on clinical grounds. PCT analysis was performed in 93 patients. PCT levels differentiated well between confirmed bacterial and confirmed viral infection (area under the curve [AUC] of 0.82, sensitivity 85%, specificity 69%, cut-off 0.24 ng/mL), between confirmed bacterial infection and non-infectious fever (AUC of 0.84, sensitivity 90%, specificity 71%, cut-off 0.21 ng/mL) and between all bacterial infections (confirmed and suspected) and non-infectious fever (AUC of 0.80, sensitivity 85%, specificity 71%, cut-off 0.21 ng/mL). C-reactive protein (CRP) levels were shown to be less accurate when comparing the same groups. This is the first study showing that, in a non-Caucasian febrile population at the ED, PCT is a more valuable marker of bacterial infection than CRP. These results may improve diagnostics and eventually decrease antibiotic prescriptions in resource-limited settings