Antecedents and Performance Outcomes of Value-Based Selling in Sales Teams: A Multilevel, Systems Theory of Motivation Perspective

Firms are increasingly deploying a value-based selling (VBS) approach in their sales organizations to drive growth for new offerings. However, VBS adoption remains challenging, signaling that leaders need guidance to motivate VBS. Drawing from the systems theory of motivation, we examine motivational mechanisms at two levels—salesperson and sales team—to understand how to motivate, and benefit from, VBS. Using multisource data (i.e., salespeople, managers, archival performance) from 70 sales teams in a U.S.-based manufacturing and services provider, our findings illustrate drivers and outcomes of VBS. Specifically, we uncover a framework of salesperson, leader, customer, and team factors that help explain salesperson motivation for VBS. Importantly, we link VBS to customers’ adoption of new products to support VBS’s role for selling new products. Critical for sales team strategy, our model also integrates a team-level motivational mechanism to provide a comprehensive framework for salesperson and sales team motivations and outcomes

Quadratic to linear magnetoresistance tuning in TmB4

The change of a material's electrical resistance (R) in response to an external magnetic field (B) provides subtle information for the characterization of its electronic properties and has found applications in sensor and storage related technologies. In good metals, Boltzmann's theory predicts a quadratic growth in magnetoresistance (MR) at low B, and saturation at high fields. On the other hand, a number of nonmagnetic materials with weak electronic correlation and low carrier concentration for metallicity, such as inhomogeneous conductors, semimetals, narrow gap semiconductors and topological insulators, two-dimensional electron gas (2DEG) show positive, non-saturating linear magnetoresistance (LMR). However, observation of LMR in single crystals of a good metal is rare. Here we present low-temperature, angle dependent magnetotransport in single crystals of the antiferromagnetic metal, TmB4. We observe large, positive and anisotropic MR(B), which can be tuned from quadratic to linear by changing the direction of the applied field. In view of the fact that isotropic, single crystalline metals with large Fermi surface (FS) are not expected to exhibit LMR, we attribute our observations to the anisotropic FS topology of TmB4. Furthermore, the linear MR is found to be temperature-independent, suggestive of quantum mechanical origin.Comment: 14 pages, 5 figures, Accepted version of PR

Atomic Model of Susy Hubbard Operators

We apply the recently proposed susy Hubbard operators to an atomic model. In the limiting case of free spins, we derive exact results for the entropy which are compared with a mean field + gaussian corrections description. We show how these results can be extended to the case of charge fluctuations and calculate exact results for the partition function, free energy and heat capacity of an atomic model for some simple examples. Wavefunctions of possible states are listed. We compare the accuracy of large N expansions of the susy spin operators with those obtained using `Schwinger bosons' and `Abrikosov pseudo-fermions'. For the atomic model, we compare results of slave boson, slave fermion, and susy Hubbard operator approximations in the physically interesting but uncontrolled limiting case of N->2. For a mixed representation of spins we estimate the accuracy of large N expansions of the atomic model. In the single box limit, we find that the lowest energy saddle-point solution reduces to simply either slave bosons or slave fermions, while for higher boxes this is not the case. The highest energy saddle-point solution has the interesting feature that it admits a small region of a mixed representation, which bears a superficial resemblance to that seen experimentally close to an antiferromagnetic quantum critical point.Comment: 17 pages + 7 pages Appendices, 14 figures. Substantial revision

Assessment of Bioenergy Cropping Scenarios for the Boone River Watershed in North Central Iowa, United States

Several biofuel cropping scenarios were evaluated with an improved version of Soil and Water Assessment Tool (SWAT) as part of the CenUSA Bioenergy consortium for the Boone River Watershed (BRW), which drains about 2,370 km2 in north central Iowa. The adoption of corn stover removal, switchgrass, and/or Miscanthus biofuel cropping systems was simulated to assess the impact of cellulosic biofuel production on pollutant losses. The stover removal results indicate removal of 20 or 50% of corn stover in the BRW would have negligible effects on streamflow and relatively minor or negligible effects on sediment and nutrient losses, even on higher sloped cropland. Complete cropland conversion into switchgrass or Miscanthus, resulted in reductions of streamflow, sediment, nitrate, and other pollutants ranging between 23‐99%. The predicted nitrate reductions due to Miscanthus adoption were over two times greater compared to switchgrass, with the largest impacts occurring for tile‐drained cropland. Targeting of switchgrass or Miscanthus on cropland ≥2% slope or ≥7% slope revealed a disproportionate amount of sediment and sediment‐bound nutrient reductions could be obtained by protecting these relatively small areas of higher sloped cropland. Overall, the results indicate that all biofuel cropping systems could be effectively implemented in the BRW, with the most robust approach being corn stover removal adopted on tile‐drained cropland in combination with a perennial biofuel crop on higher sloped landscapes

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

Urban coral reefs: Degradation and resilience of hard coral assemblages in coastal cities of East and Southeast Asia

© 2018 The Author(s) Given predicted increases in urbanization in tropical and subtropical regions, understanding the processes shaping urban coral reefs may be essential for anticipating future conservation challenges. We used a case study approach to identify unifying patterns of urban coral reefs and clarify the effects of urbanization on hard coral assemblages. Data were compiled from 11 cities throughout East and Southeast Asia, with particular focus on Singapore, Jakarta, Hong Kong, and Naha (Okinawa). Our review highlights several key characteristics of urban coral reefs, including “reef compression” (a decline in bathymetric range with increasing turbidity and decreasing water clarity over time and relative to shore), dominance by domed coral growth forms and low reef complexity, variable city-specific inshore-offshore gradients, early declines in coral cover with recent fluctuating periods of acute impacts and rapid recovery, and colonization of urban infrastructure by hard corals. We present hypotheses for urban reef community dynamics and discuss potential of ecological engineering for corals in urban areas