Explaining Sales Pay Strategy Using Agency, Transaction Cost and Resource Dependence Theories

The purpose of this study was to investigate, using data gathered from 325 French-Canadian organizations, the influence of key constructs related to agency, transaction cost and resource dependence theories on the proportion of salary in sales compensation. Level of task programmability, capacity to observe behavior, career opportunities and financial resources offered were associated with an increased use of salary pay. In contrast, difficulty of measuring result outcomes, availability of product/service-related resources and high marginal sales force productivity were associated with decreased use of the salary component. Results supported the argument that integration of multiple theoretical perspectives offered a better explanation of pay policy. However, the results have not supported the ability of market and selling uncertainty to predict the proportion of salary L'objectif de cette étude était d'examiner, auprès d'un échantillon de 325 organisations, l'influence des construits clés relatifs à la théorie de l'agence, la théorie des coûts de transaction et la théorie de la dépendence des ressource sur la proportion du salaire dans l'enveloppe de la rémunération directe du personnel de vente. Le niveau de programmation des tâches, la capacité à observer les comportements, les opportunités de carrière et les ressources financières offertes étaient associés à une augmentation du recours de la composante salariale. En revanche, le degré de difficulté à mesurer les résultats, la disponibilité de ressources reliés aux produits/services et un grand différentiel de performance étaient associés à une diminution de la composante salaire. Les résultats supportent l'argument de l'intégration d'une multitude de perspecttives théoriques pour expliquer le choix des stratégies salariales.Sales, compensation, agency theory, cost analysis theory, resource dependence theory, Représentants aux ventes, rémunération, théorie de l'agence, théorie des coûts de transaction, théorie de la dépendance des ressources

Finite volume analysis of reinforced concrete structure cracking using a thermo-plastic-damage model

This paper proposes modifications to the phenomenological model formulation called CDPM2, developed by Grassl et al. [1]. The proposed modifications are designed to enhance model performance with coupling to temperature effects. A very strong coupling between nonlinear elasticity, plasticity, nonlocal damage evolution and temperature gradient is used to simulate arbitrary crack propagation. The use of FVM to model solid damage is a numerical challenge. This approach presents some advantages such as: ensuring that discretization is conservative even when the geometry is changing; providing a simple formulation that can be obtained directly from a difference method; and employing unstructured meshes. Most authors have neglected the nonlinearity of concrete in the elastic domain from the start of loading to the plastic domain. In this paper we confirm that concrete rheology is not linear even under low loading. Also, since the so-called fracture energy is a key parameter needed to determine the size of cracks and how they propagate in space, we consider that the fracture energy is both material and geometrical parameter dependent. For this reason, we developed a new approach which includes adaptive mesh, nonlinear rheology and thermal effects to re-calculate fracture energy at each time step. Many authors use a constant value obtained from experiments to calculate fracture energy; others use a numerical correlation. In this study, the fracture energy parameter is not constant and can vary with temperature or/and with a change in geometry due to concrete failure. As is well known, the mesh quality of complex geometries is very important for making accurate predictions. A new meshing tool was developed using the C++ programming language. This tool is faster, more accurate and produces a high-quality structured mesh. The predictions obtained were compared to a wide variety of experimental data and showed good agreement

Radiative charge transfer lifetime of the excited state of (NaCa)+^+

New experiments were proposed recently to investigate the regime of cold atomic and molecular ion-atom collision processes in a special hybrid neutral-atom--ion trap under high vacuum conditions. The collisional cooling of laser pre-cooled Ca$^+$ ions by ultracold Na atoms is being studied. Modeling this process requires knowledge of the radiative lifetime of the excited singlet A$^1\Sigma^+$ state of the (NaCa)$^+$ molecular system. We calculate the rate coefficient for radiative charge transfer using a semiclassical approach. The dipole radial matrix elements between the ground and the excited states, and the potential curves were calculated using Complete Active Space Self-Consistent field and M\"oller-Plesset second order perturbation theory (CASSCF/MP2) with an extended Gaussian basis, 6-311+G(3df). The semiclassical charge transfer rate coefficient was averaged over a thermal Maxwellian distribution. In addition we also present elastic collision cross sections and the spin-exchange cross section. The rate coefficient for charge transfer was found to be $2.3\times 10^{-16}$ cm$^3$/sec, while those for the elastic and spin-exchange cross sections were found to be several orders of magnitude higher ($1.1\times 10^{-8}$ cm$^3$/sec and $2.3\times 10^{-9}$ cm$^3$/sec, respectively). This confirms our assumption that the milli-Kelvin regime of collisional cooling of calcium ions by sodium atoms is favorable with the respect to low loss of calcium ions due to the charge transfer.Comment: 4 pages, 5 figures; v.2 - conceptual change

Solitonic Excitations in Linearly Coherent Channels of Bilayer Quantum Hall Stripes

In some range of interlayer distances, the ground state of the two-dimensional electron gas at filling factor nu =4N+1 with N=0,1,2,... is a coherent stripe phase in the Hartree-Fock approximation. This phase has one-dimensional coherent channels that support charged excitations in the form of pseudospin solitons. In this work, we compute the transport gap of the coherent striped phase due to the creation of soliton-antisoliton pairs using a supercell microscopic unrestricted Hartree-Fock approach. We study this gap as a function of interlayer distance and tunneling amplitude. Our calculations confirm that the soliton-antisoliton excitation energy is lower than the corresponding Hartree-Fock electron-hole pair energy. We compare our results with estimates of the transport gap obtained from a field-theoretic model valid in the limit of slowly varying pseudospin textures.Comment: 15 pages, 8 figure

Commensurate-incommensurate transitions of quantum Hall stripe states in double-quantum-well systems

In higher Landau levels (N>0) and around filling factors nu =4N+1, a two-dimensional electron gas in a double-quantum-well system supports a stripe groundstate in which the electron density in each well is spatially modulated. When a parallel magnetic field is added in the plane of the wells, tunneling between the wells acts as a spatially rotating effective Zeeman field coupled to the ``pseudospins'' describing the well index of the electron states. For small parallel fields, these pseudospins follow this rotation, but at larger fields they do not, and a commensurate-incommensurate transition results. Working in the Hartree-Fock approximation, we show that the combination of stripes and commensuration in this system leads to a very rich phase diagram. The parallel magnetic field is responsible for oscillations in the tunneling matrix element that induce a complex sequence of transitions between commensurate and incommensurate liquid or stripe states. The homogeneous and stripe states we find can be distinguished by their collective excitations and tunneling I-V, which we compute within the time-dependent Hartree-Fock approximation.Comment: 23 pages including 8 eps figure

Sympathetic cooling route to Bose-Einstein condensate and Fermi-liquid mixtures

We discuss a sympathetic cooling strategy that can successfully mitigate fermion-hole heating in a dilute atomic Fermi-Bose mixture and access the temperature regime in which the fermions behave as a Fermi liquid. We introduce an energy-based formalism to describe the temperature dynamics with which we study a specific and promising mixture composed of 6Li and 87Rb. Analyzing the harmonically trapped mixture, we find that the favourable features of this mixture are further enhanced by using different trapping frequencies for the two species.Comment: 4 pages, 2 figure

Convective–reactive nucleosynthesis of K, Sc, Cl and p-process isotopes in O–C shell mergers

© 2017 The Author(s). Published by Oxford University Press on behalf of the Royal Astronomical Society. We address the deficiency of odd-Z elements P, Cl, K and Sc in Galactic chemical evolution models through an investigation of the nucleosynthesis of interacting convective O and C shells in massive stars. 3D hydrodynamic simulations of O-shell convection with moderate C-ingestion rates show no dramatic deviation from spherical symmetry. We derive a spherically averaged diffusion coefficient for 1D nucleosynthesis simulations, which show that such convective-reactive ingestion events can be a production site for P, Cl, K and Sc. An entrainment rate of 10-3M⊙s-1features overproduction factors OPs≈ 7. Full O-C shell mergers in our 1D stellar evolution massive star models have overproduction factors OPm> 1 dex but for such cases 3D hydrodynamic simulations suggest deviations from spherical symmetry. γ - process species can be produced with overproduction factors of OPm> 1 dex, for example, for130, 132Ba. Using the uncertain prediction of the 15M⊙, Z = 0.02 massive star model (OPm≈ 15) as representative for merger or entrainment convective-reactive events involving O- and C-burning shells, and assume that such events occur in more than 50 per cent of all stars, our chemical evolution models reproduce the observed Galactic trends of the odd-Z elements

The contribution of structured activity and deliberate play to the development of expert perceptual and decision-making skill

The developmental histories of 32 players in the Australian Football League (AFL), independently classified as either expert or less skilled in their perceptual and decision-making skills, were collected through a structured interview process and their year-on-year involvement in structured and deliberate play activities retrospectively determined. Despite being drawn from the same elite level of competition, the expert decision-makers differed from the less skilled in having accrued, during their developing years, more hours of experience in structured activities of all types, in structured activities in invasion-type sports, in invasion-type deliberate play, and in invasion activities from sports other than Australian football. Accumulated hours invested in invasion-type activities differentiated between the groups, suggesting that it is the amount of invasion-type activity that is experienced and not necessarily intent (skill development or fun) or specificity that facilitates the development of perceptual and decision-making expertise in this team sport. © 2008 Human Kinetics, Inc.published_or_final_versio