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

Factors affecting the success of early salt-marsh colonizers: seed availability rather than site suitability and dispersal traits

We evaluated the process of salt-marsh colonization in early successional stages of salt-marsh restoration and investigated how the sequence of species establishment related to different success factors. Vegetation data were collected by permanent plots from the restoration site and adjacent, reference salt marshes during three consecutive periods. Seed length, width and mass were used as dispersal traits, and Ellenberg moisture, salinity and nutrient indices as indicators of site suitability. Seed production in the reference site and seed bank in the restoration site were also investigated. The establishment of salt-marsh species within the restoration site was rapid (less than 5 years). The cover of plant species was not correlated between the restored and the reference sites at the first year of restoration, but this correlation was significant during the following years. Seed availability was more important in explaining the sequence of species establishment than salt and nutrient-limitation tolerance. The first colonizers are known as massive seed producers, with shorter seed length and lower seed mass, which probably increased buoyancy. Among dispersal and site traits, seed length and mass, and in a less extent salinity and nutrients, indicated a relationship with new colonizers. Despite few species have not (yet) appeared in vegetation and seed bank in the restoration site, the existence of an existing salt marsh adjacent to the restoration site is shown to be vital for fast colonization of newly created intertidal areas