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

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

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

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

The impact of digital transformation on salespeople: an empirical investigation using the JD-R model

Many firms are engaging in the digital transformation (DT) of their sales forces, and this trend has accelerated during the COVID-19 pandemic. However, research on DT as a profound organizational change process, as well as salespeople’s individual psychological reactions to such initiatives, is still limited. Although DT offers salespeople more and better resources for work-related goal attainment, it increases job demands and typically generates high uncertainty, which companies must then manage. We draw on job demands-resources (JD-R) theory to account for these bright and dark side effects simultaneously. We analyze the direct, mediated, and moderated effects of uncertainty reduction initiatives (resources) and excessive workload (demands) on the perceived usefulness of DT (i.e. salespeople’s motivation to embrace it), the stress it generates, and the ultimate success of DT integration. In doing so, we shed light on the complex pattern of relationships that characterizes salespeople’s psychological reactions to DT. Using DT context-specific constructs, we test our model and hypotheses on a sample of 144 salespeople of a firm engaged in DT. Our results fill several gaps in the technology in sales, DT, and JD-R literatures, and we provide managers with several guidelines to better manage DT in sales

Studying the antecedents and outcome of social media use by salespeople using a MOA framework

The innovative impact of digital technologies on sales forces is largely unexplored. Particularly, the understanding of drivers of social media use by salespeople remains fragmented and scant. Drawing on motivation-opportunity-ability theory, this study develops an integrative framework. The individual's opportunities to use social media, including perceptions about market readiness, peer influence, and organizational support are considered as important antecedents of individuals' motivation (perceived usefulness) and ability (perceived ability to integrate social media in the sales tasks) to use social media in their job. Next to a positive effect of social media use on sales performance also a potential negative impact through distraction is accounted for. The framework and hypotheses are tested using a sample of 345 salespeople. The results largely support the model and hypotheses. Market readiness, peer influence, and organizational support positively affect salesperson motivation, and except for organizational support, the individual's ability to integrate social media in his/her sales job too. Findings further show that motivation and ability together drive social media use in sales, but that a lack of ability shuts down the positive influence of motivation on social media use. Finally, a positive effect of social media use on sales performance is detected, suggesting that social media can be an important tool to enhance sales growth. Support for a dark side effect of social media is not found

Referent product information from a credible source : How front line employees can stimulate acceptance of incrementally new food products

Generating consumer acceptance for incrementally new food products remains a challenge. Drawing on analogical learning theory, we explore the combined effect of providing information about the new product's closest referent (‘the product is like…’) and the instrumental value of store's frontline employees (FLEs) as credible source of this information on a new food product's acceptance. Using the context of aquaculture, two consecutive experimental studies with a joint data collection have been conducted among UK consumers. Study 1 focuses on the adoption of fillets of an unfamiliar fish species with the FLE communicating newness, or newness including closest referent information. Results confirm that information provided by the FLE has a positive effect on consumer attitude and willingness to buy the new product, but a similar rather than stronger effect is found for the condition including closest referent information. Using a subsample of the data of Study 1, Study 2 explores the underlying learning mechanisms involved. The findings show that the influence of the FLE's information on the consumer's attitude towards the new product is positively mediated by the consumer's attitude towards FLE's advice. Additionally, the positive indirect effect of the FLE's information regarding closest referent on willingness to buy is conditional on the consumer's (dis)liking of the referent product and his/her need to taste the new product first. These findings confirm that offering information on closest referent by FLEs is powerful and can be a useful variable in consumer segmentation