When Institutional Work Backfires: Organizational Control Of Professional Work In The Pharmaceutical Industry

Integrating institutional and role theories, this paper develops a Logics–Roles– Action (LRA) framework for understanding how for-profit organizations structure institutional work to managerially control the work of professionals they employ. Structurally, this institutional work involves three elements: (1) internalizing pluralistic logics (logics); (2) institutionalizing distinct roles embedded in these logics (roles); and (3) scripting goal-oriented role enactment plans (action). An empirical examination of the LRA framework in the pharmaceutical industry evidences four distinct organizational strategies that script role enactments of sales professionals in their interactions with physicians. Each strategy is intended to reaffirm prevailing institutional logics, but eventually backfires by disrupting the very institutional structures that it seeks to maintain and replicate. We show that this disruptive effect is mediated by changes in the social knowledge of institutional work. We close with theoretical and managerial implications for organizational structuring of institutional work and dynamics of institutional change

Psychological empowerment in the workplace: reviewing the empowerment effects on critical work outcomes

This paper reviews theory and empirical findings on the effects of empowerment in the workplace. Data from existing studies is used to assess the effects of the four empowerment dimensions on affective and behavioral employee responses. Data is reanalyzed using hierarchical regression analysis. Confirming growing skepticism among practitioners and academics, this study indicates that empowerment practices result in more satisfied and committed, but not necessarily better performing employees. Furthermore, it is shown that there is a differential impact of the distinct empowerment dimensions on employee performance levels. Theoretical and practical implications are discussed

WORDS THAT MAKE CUSTOMER CONTACT EMPLOYEES TICK: A GROUNDED STUDY

ABSTRACT Why do some customer contact employees (CCEs) show high levels of engagement while others of similar profile and training within the same organization remain disengaged and disinterested? We address this question using a grounded study that aims to extract themes of engagement from the words that CCEs use to describe what makes them tick in their work roles. Past studies have examined extrinsic determinants of employee engagement but overlooked the nature of engagement itself. Using qualitative data from 38 CCEs across 6 service companies, we: a) uncover the affective foundations of CCE engagement; b) crystallize its affective foundations as passion-to-serve (PSE) and passion-to-solve (PSO) constructs; and c) identify the associated cognitive and behavioral states. Directions for building a frontline theory of CCE engagement are proposed

Comparative evaluation of egg based solid media for primary isolation of Paratuberculosis bacilli

81-87Paratuberculosis caused by Mycobacterium avium subspecies paratuberculosis (MAP) is a prevalent infection and is highly expensive to livestock industry. Paratuberculosis also has zoonotic concerns with Crohn’s disease. Isolation of MAP from infected individuals/samples is the most vital for downstream studies. However, MAP is extremely fastidious organism and primary isolation is extremely difficult. Mycobacterial growth indicator tube (MGIT) medium is most recommended for primary isolation, but this medium is highly expensive and requires sophisticated instrument and is unaffordable for developing and underdeveloped world. Present study aimed to investigate the comparative performance of three different egg based solid media (MB7H10, LJ and HEYM) for the primary isolation of MAP from clinically suspected animals. Animals having signs of paratuberculosis were sampled either from farms in Jaipur District of Western India or slaughterhouse. Slaughtered animals were sampled having swollen & enlarged mesenteric lymph nodes (MLN) with thickened/ corrugated intestine near ileo-cecal junction (ICJ). Fecal samples were collected from suspected cattle, buffalo, goat and sheep. MB7H10 medium showed maximum recovery of MAP isolates from clinical samples. Most of the isolates grew on MB7H10 (41.9 %) followed by LJ (22.3%) and HEYM (6.25 %). In case single medium is to be used MB7H10 is the first choice and combination of MB7H10+LJ is better. In conclusion, combination of MB7H10+LJ is the best choice for solid media for the isolation of the MAP in laboratories

Comparative evaluation of egg based solid media for primary isolation of Paratuberculosis bacilli

Paratuberculosis caused by Mycobacterium avium subspecies paratuberculosis (MAP) is a prevalent infection and is highly expensive to livestock industry. Paratuberculosis also has zoonotic concerns with Crohn’s disease. Isolation of MAP from infected individuals/samples is the most vital for downstream studies. However, MAP is extremely fastidious organism and primary isolation is extremely difficult. Mycobacterial growth indicator tube (MGIT) medium is most recommended for primary isolation, but this medium is highly expensive and requires sophisticated instrument and is unaffordable for developing and underdeveloped world. Present study aimed to investigate the comparative performance of three different egg based solid media (MB7H10, LJ and HEYM) for the primary isolation of MAP from clinically suspected animals. Animals having signs of paratuberculosis were sampled either from farms in Jaipur District of Western India or slaughterhouse. Slaughtered animals were sampled having swollen & enlarged mesenteric lymph nodes (MLN) with thickened/ corrugated intestine near ileo-cecal junction (ICJ). Fecal samples were collected from suspected cattle, buffalo, goat and sheep. MB7H10 medium showed maximum recovery of MAP isolates from clinical samples. Most of the isolates grew on MB7H10 (41.9 %) followed by LJ (22.3%) and HEYM (6.25 %). In case single medium is to be used MB7H10 is the first choice and combination of MB7H10+LJ is better. In conclusion, combination of MB7H10+LJ is the best choice for solid media for the isolation of the MAP in laboratories

Status of Johne’s disease in buffalo population of Malwa region using goat based Indigenous ELISA kit

Present study estimated status of Johne’s disease in the buffalo population of Malwa region using goat based Indigenous plate ELISA test. Of 156 serum samples screened 41.0% (64) and 85.8% (134) were positive for MAP infection by Indigenous plate ELISA kit; condition (A), condition (B), respectively. Study showed that despite high slaughter rate, prevalence of Johne’s disease was high in native population of riverine buffaloes (Bubalus bubalis) and call for immediate control of disease. The present findings indicated that higher number of animals infected with JD may be responsible for reduced productivity or un-productivity and weight loss in buffaloes. Therefore systematic screening of buffaloes with indigenous sensitive and specific test for detection of Johne’s disease at certain time interval is required. So that spread of infection to other animals and herds can be reduced or avoided. The goat based ‘Indigenous ELISA kit’ was good herd screening test with high sensitivity and is recommended for the large scale screening of Johne’s disease in the domestic livestock population

Sales profession and professionals in the age of digitization and artificial intelligence technologies: concepts, priorities, and questions

Recognizing the rapid advances in sales digitization and artificial intelligence technologies, we develop concepts, priorities, and questions to help guide future research and practice in the field of personal selling and sales management. Our analysis reveals that the influence of sales digitalization technologies, which include digitization and artificial intelligence, is likely to be more significant and more far reaching than previous sales technologies. To organize our analysis of this influence, we discuss the opportunities and threats that sales digitalization technologies pose for (a) the sales profession in terms of its contribution to creating value for customers, organizations, and society and (b) sales professionals, in terms of both employees in organizations and individuals as self, seeking growth, fulfillment, and status in the functions they serve and roles they live. We summarize our discussion by detailing specific research priorities and questions that warrant further study and development by researchers and practitioners alike