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Reports that concern with selection of high‐performing salespeople has a long pedigree, but the results of research have not been encouraging. Test one composite instrument, the Caliper Profile, on a sample of 90 salespeople employed by a company in the financial services sector. After comparing the predictions of the instrument against the records, it was concluded that there was some consistency between how line managers in that company appraised the sample and the Caliper predictions. There was, however, little relationship between the salespeople quantified performance against agreed sales targets and the predictions of that instrument. Thus Caliper predicted better the managers’ assessment of overall performance. Advances a number of methodological considerations are advanced with a view to exploring the subject further.

The purpose of the paper is to propose and examine with evidence from Ecuador a behavioral framework that helps understand environmental practices in a small rural community.

This research is a multidisciplinary study that integrates ethnographic, feminist, and fourth generation approaches. Qualitative and quantitative methods were applied.

Findings indicate a number of relevant determinant factors (social norms, personal norms, intention to act), moderating factors (knowledge of the issues, awareness of the consequences, knowledge of the strategies and action skills, assumption of the responsibilities), and socio‐demographic factors (gender and social class) that influence solid waste (garbage) management behavior in a small rural community in the Ecuadorian Andes.

This study recommends general public training for the stakeholders of this community taking into account gender and social class differences. The importance of generating role models in groups such as business owners and teachers to lead in waste management behavior is also suggested.

This study develops a behavioral framework with supporting empirical evidence from Ecuador that aids the understanding of environmental management practices of women and men from a small cohesive community

To do this, the authors carried out a systematic literature review to answer three questions: (RQ1) Which external pressures affect an FC and its suppliers in an MSC? (RQ2) What influences power relationships between an FC and its suppliers for MSC compliance? and (RQ3) Which governance mechanisms support an FC to achieve compliance for managing its MSC?

This research aims to identify how external pressures affect chain agents to achieve compliance and implement governance mechanisms and analyzes the influence of the power relationship between FC and their suppliers.

The results identify how external pressures from different stakeholders act on FC and FT and ST suppliers. A combination of contractual governance mechanisms (auditing, certification, assessment, code of conduct and monitoring) with relational ones (third-party, cooperation) is identified, facilitating compliance between agents. Furthermore, different power relationships (power position, level of resources and institutional distance) that influence the implementation of governance mechanisms are explored.

This article comprised only a systematic literature review and content analysis. Carrying out empirical research, covering the theme of this article, is the next step, which is being completed and will be discussed in due course in another publication.

The results can help professionals of the FC to understand their role in multi-tier supply chain (MSC), the external pressures exerted and the governance mechanisms that can be implemented to achieve compliance.

This article develops three relevant issues constantly addressed in MSC, which have not yet been combined to understand the management of multi-tier suppliers.

The controversy about performance ethnography and other new modes of sociological reporting in the US tends to be highly partisan and often uninformed. Toscano, one of a handful of symbolic interactionists in Italy, places new modes of reporting, which he calls “artistic performances,” in the proper historical and contextual perspective. He points out that the boundaries between art and everyday life and art and science are changing and can no longer be viewed as dichotomous and it is time to redefine the fluid relation between these different realms.Toscano identifies C. Wright Mills as the first sociologist to stress the relationship between the arts and sociology to the point of referring to his work as a “sociological poem.” Not coincidentally Norman Denzin and other supporters of new mode of sociological reporting invoke a return to C. Wright Mills, not only for his poetics of expression but for his quest and passion to help the downtrodden.Toscano analyzes the artistic productions of Goffman, Denzin, and others, focusing on the production of new sociologies that are no longer mere “texts” but become “performances.” He realizes that performance can only partially communicate the emotional struggle of those we study. Yet with its pathos and its passion performance can begin to melt the crystal palace of modernistic meta-theoretical sociology. Andrea Fontana; University of Nevada, Las Vegas

This study aims to understand the perception of young people regarding different communication strategies to promote proenvironmental disposal behavior. Based on the attention-interest-desire-action (AIDA) model, the study analyses how university students react to different communication approaches used by a university aiming at the correct disposal of waste.

The authors conducted a qualitative exploratory research in two steps: (i) a narrative bibliographic review and (ii) a case study. The (i) bibliographic review was conducted about proenvironmental behavior and disposal of solid waste and response hierarchy models, with emphasis on the AIDA model. The (ii) case study was executed through an in-depth interview with a manager of the environmental sanitation area and a qualitative survey with undergraduate students from a university in southern Brazil.

The findings reveal that young people tend to prefer communication strategies related to triggers for long-term memory, especially when evaluating the cognitive stage of the response hierarchy. For example, the provision of bins identified with stickers and colors is a communication strategy that leads to a memory model of associative networks. By viewing a certain color or image of an object, the individual can quickly retrieve information already known about the act of properly disposing of waste. Additionally, convenience is a key factor for the behavioral intention of properly disposing of waste to become a reality.

Few studies have identified the most effective communication strategies to promote proper disposal behavior among young people in universities. This study addresses this gap, based on the AIDA model.

This paper introduces the weighting, analysis and validation method used in the development of the Maturity Model for Collaborative Scheduling (MMCS). The scoring and ranking process introduced by the MMCS fills a gap in the literature by supporting the selection of collaborative scheduling (CS) practices that yield more weight toward the achievement of higher maturity levels in the development and implementation of CS. The ranking process can then be used during pre/post project execution to track collaborative scheduling in practice against the model’s weighting and provide the project team with constructive feedback and actionable steps for reaching the next highest level of collaboration.

The MMCS, which focuses on five pillars (key areas of interest for CS) and related swim lanes (specific attributes), covers a broad range of areas in the construction industry and was coded into a survey. The relative weights of pillars and swim lanes were then established using the Delphi method with the group of subject matter experts (SMEs), analyzed using multi-objective decision analysis (MODA) and validated using 241 answers to a survey with questions drawn from the MMCS, including organizations across the industry in the United States.

The project scoring defines bounds for bronze, silver and gold levels of collaboration in scheduling. Project evaluations can then be used to identify areas for continuous improvement and enhanced collaboration. We offer recommendations and best practices for project improvement.

Two original contributions resulted from this work: (1) a method to elicit weights based on a combination of Delphi, MODA and survey methods was used to develop and validate a scale with three different maturity levels to support the use and continuous improvement of CS practices and (2) a validated model was used to assess the maturity level of CS in construction projects alongside specific recommendations to move upward in terms of maturity. In practice, project leaders can use this model to assess project performance, advance the project’s maturity and guide continuous improvement efforts for enhanced collaboration.