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To examine the influence of company‐imposed reward systems on the motivation levels of salespeople.

Data were collected from 214 business‐to‐business salespeople. In order to assure the adequacy of the survey instrument, several salespeople were recruited to “pretest” the questionnaire. To test the potential moderating influence of career stage on pay mix and valence, expectancy, and instrumentality estimates, a split‐group analysis was performed. To test the moderating hypotheses for risk, we used two‐step regression models in which the dependent measures (i.e. valence, expectancy, and instrumentality) were first regressed on the predictor variables as main effects, and then regressed on the multiplicative interaction term along with the main effects.

Support was found for many of the hypotheses. In particular, individual‐level variables such as career stage and risk preferences moderate the relationship between pay mix and valence for the reward, expectancy perceptions, and instrumentality perceptions.

Managers must acknowledge that certain salespeople respond positively to fixed salary plans while others respond positively to incentive. In the past, managers might have relied on the salesperson to select the appropriate job for them. Salespeople are not “weeding” themselves out during the recruitment process. As a result, greater importance must be placed on human resource and sales managers during the time of recruitment.

There already exists a robust stream of literature on person‐organization fit that suggests that employees prefer to work for companies that are compatible with their personalities. There is an increasing amount of work in multi‐level research that suggests bridging the macro (organizational) and micro (individual) perspectives will enable researchers to make linkages between research streams that are commonly viewed as unconnected.

Competitiveness is an important personality trait that has been studied in various disciplines and has been shown to predict critical work outcomes at the individual level. Despite this, the role of competitiveness in groups and teams has received scant attention amongst organizational researchers. Aiming to promote future research on the role of competitiveness as both an adaptive and maladaptive trait – particularly in the context of work – the authors review competitiveness and its effects on individual and team stress and Well-Being, giving special attention to the processes of cohesion and conflict and situational moderators. The authors illustrate a dynamic multilevel model of individual and team difference factors, competitive processes, and individual and team outcomes to highlight competitiveness as a consequential occupational stressor. Furthermore, the authors discuss the feedback loops that inform the different factors, highlight important avenues for future research, and offer practical solutions for managers to reduce unhealthy competition.

The performance of three frequently used level set-based segmentation methods is examined for the purpose of defining features and boundary conditions for image-based Eulerian fluid and solid mechanics models. The focus of the evaluation is to identify an approach that produces the best geometric representation from a computational fluid/solid modeling point of view. In particular, extraction of geometries from a wide variety of imaging modalities and noise intensities, to supply to an immersed boundary approach, is targeted.

Two- and three-dimensional images, acquired from optical, X-ray CT, and ultrasound imaging modalities, are segmented with active contours, k-means, and adaptive clustering methods. Segmentation contours are converted to level sets and smoothed as necessary for use in fluid/solid simulations. Results produced by the three approaches are compared visually and with contrast ratio, signal-to-noise ratio, and contrast-to-noise ratio measures.

While the active contours method possesses built-in smoothing and regularization and produces continuous contours, the clustering methods (k-means and adaptive clustering) produce discrete (pixelated) contours that require smoothing using speckle-reducing anisotropic diffusion (SRAD). Thus, for images with high contrast and low to moderate noise, active contours are generally preferable. However, adaptive clustering is found to be far superior to the other two methods for images possessing high levels of noise and global intensity variations, due to its more sophisticated use of local pixel/voxel intensity statistics.

It is often difficult to know a priori which segmentation will perform best for a given image type, particularly when geometric modeling is the ultimate goal. This work offers insight to the algorithm selection process, as well as outlining a practical framework for generating useful geometric surfaces in an Eulerian setting.

Although the proliferation of research in emotional intelligence (EI) in the last 25 years has largely focused on the individual level, some researchers have proposed theories and measurement models for EI at the organizational level. Drawing from earlier work which conceptualizes organizational emotional intelligence (OEI) as a climate-level construct involving shared norms and practices this chapter sets out to investigate the relationship between perceptions of organizational emotional intelligence (OEI) and turnover intentions amongst employees. Since turnover intentions are a reliable indicator of actual turnover they are deemed to be a critical indicator for organizational performance. This chapter also builds on previous research which found that the relationship between OEI as a climate-level construct and intention to leave was mediated by organizational emotional appeal (i.e., overall reputation) and trust in senior management to explore the mediating role of other employee attitudes which have been traditionally linked to climate and individual-level outcomes in organizations, namely job satisfaction and affective commitment. By surveying employees in a UK-based charity organization (n = 173), the study finds that both job satisfaction and affective commitment mediate the impact of OEI on intention to leave and explain a moderate amount of variance in the focal construct. However, the majority of the mediation occurs through job satisfaction with a reduced mediation effect for affective commitment. Potential reasons for these results in the charity context are discussed. The chapter contributes to a wider understanding of the way in which perceptions of OEI impact on employee attitudes toward the organization and the job; and, in turn, how these attitudes impact on turnover intentions.

This chapter discusses female managers’ and entrepreneurs’ views on lifelong learning. The main empirical data were drawn from interviews with 67 women participating in training and coaching programmes in South Savo, Finland, in 2017–2021. Many of the women belonged to the working sandwich generation (WSG). The particular focus was on how lifelong learning relates to these women’s careers, wellbeing at work, work–life balance and search for meaningful lives. A model integrating women’s earning, learning and meaning aspects of work and life was developed. The findings of the study show that considering women’s fragmented work careers, lifelong learning is often crucial for them. For an individual, opportunities for lifelong learning and meaningful work assure personal development, wellbeing at work and a sustainable career. For employing organisations, offering opportunities for learning and meaningful work for their employees constitutes a competitive advantage.

A number of studies have explored the benefits (e.g. enhanced job performance and reduced strain), of being politically skilled. Within the framework of uncertainty management theory, the purpose of this paper is to explore the benefits of high political skill to affective commitment, job satisfaction, and perceived job mobility, under conditions of distrust in management.

Sales representatives were surveyed and moderated multiple regression analyses were conducted to analyze the data.

The authors found that as distrust increased, affective commitment decreased for all persons, but was most pronounced for persons low on political skill. However, distrust in management had no impact on job satisfaction for those high on political skill, allowing persons high on political skill to enjoy their jobs despite high levels of distrust (an intrapsychic benefit of political skill). Finally, as distrust in management increased, persons high on political skill had increased perceived job mobility.

This study is cross-sectional, limiting conclusions about causality in the relationships studied and leaving open the possibility of reverse causation.

This research has important implications, such that, under conditions of distrust, persons low on political skill are less committed, more dissatisfied, and feel a sense of job immobility, which could lead to poor work outcomes, such as decreased job performance.

The study is the first to examine how being politically skilled benefits employee outcomes when the employee distrusts management.

This paper aims to identify successful game strategies that are used in digital video games and match those strategies to practices that may be incorporated in instructional design to gamify the learning experience.

The identification of successful strategies is based on literature explaining gamification and game strategies. Examples and suggestions of gamification are included from scholars, business leaders and actual practices.

The successful game strategies identified can be transferred into the learning environment without the inclusion of video games. Strategies identified support learner competence, relatedness and autonomy and encourage instructional designers or instructors to examine game play, realize how play can be used to provide more meaningful experiences to learners and rethink assessments.

The identified game elements are supported by motivation theory. These identifications offer instructional designers a list of game elements from which they may refer when designing in the future.

The present study aims at examining the behavioural differences of the Y and Z generational cohorts in online shopping for physical products.

Logistic regressions (LRs) were conducted to identify positively significant, negatively significant and insignificant variables/items of shopping motives to determine online shopping behavioural differences of both cohorts.

While shopping online, the Gen Y cohort focuses on rational decisions, and Gen Z derives enjoyment, learning, exploration and has a deal-hunting behaviour. Gen Y incorporates actual shopping experiences shared on social media, is relatively less individualistic and more social, unlike Gen Z youths who significantly value reviews and ratings. Both cohorts carry a high-product risk and sacrifice many hedonic motives. Y and Z cohorts perceive financial risk and a product's performance-related risks, respectively. The Z cohort has an intrinsic passion for digital technology whereas Gen Y uses it purposely. Thus, both have distinctive online shopping behaviours apart from some similarities.

Online retailers can use the findings of this study to develop more effective marketing strategies to serve both the cohorts better who have largely mutually exclusive online shopping behaviours.

The study measured actual behaviours on contemporary and comprehensive variables/items of utilitarian and hedonic motives, and associated perceived risks in online shopping exclusively. Therefore, the results offer significant, realistic and useful theoretical contributions in the present context to the existing literature on the subject matter along with valuable inputs to the practitioners.

The purpose of this study is to identify managerial perceptions, as well as individual and organizational contingencies, that influence the use of balanced scorecard (BSC) among SMEs.

This paper adopts a mixed methods approach to study the use of the BSC from a survey database of 414 SMEs across several industries in Portugal.

This paper shows the perceived benefits, reasoning and obstacles that managers face when using the BSC in SMEs. The BSC is not the first choice for strategic management control of most firms in the sample. Most SMEs in this study have an explicitly formulated business strategy. The results show that it is possible to implement the BSC in SMEs without a formalized strategy. Such findings seem to suggest that the use of the BSC may stimulate the formulation of strategies for those firms.

The use of fuzzy-set qualitative comparative analysis limits the generalization of the findings; nonetheless, the transparency of the report enables replication without restrictions.

This paper proposes that the size of the firm and the characteristics of the manager may compensate for the absence of a strategy to guide BSC use.

This paper advises a match between the stage of development of the SMEs strategy and the gender of the manager, which may have implications for recruitment purposes.

This study reports alternative configurations of individual and organizational conditions that lead to the use of the BSC in SMEs as well as configurations that prevent its use.

El propósito de este estudio es identificar las percepciones de los gerentes, así como las contingencias individuales y organizacionales, que influyen en el uso del BSC entre las PYMEs.

Adoptamos un enfoque de métodos mixtos para estudiar el uso del BSC a partir de una base de datos de encuestas de 414 PYMEs de varias industrias en Portugal.

Mostramos los beneficios percibidos, el razonamiento y los obstáculos que enfrentan los gerentes al utilizar el BSC en las PYMEs. El BSC no es la primera opción para el control de gestión estratégica de la mayoría de las empresas de la muestra. La mayoría de las PYMEs en este estudio tienen una estrategia comercial explícitamente formulada. Los resultados muestran que es posible implementar el BSC en PYMEs sin una estrategia formalizada. Estos hallazgos parecen sugerir que el uso del BSC puede estimular la formulación de estrategias para esas empresas.

Este estudio reporta configuraciones alternativas de condiciones individuales y organizacionales que conducen al uso del BSC en las PYMEs, así como configuraciones que impiden su uso.

El uso de la fsQCA limita la generalización de los hallazgos; no obstante, la transparencia del informe permite replicarlo sin restricciones.

Proponemos que el tamaño de la empresa y las características del gerente pueden compensar la ausencia de una estrategia que oriente el uso del BSC.

Aconsejamos hacer coincidir la etapa de desarrollo de la estrategia para las PYMEs y el género del gerente, lo que puede tener implicaciones a efectos de contratación.

O objetivo deste estudo é identificar as perceções dos gestores, bem como as contingências individuais e organizacionais, que influenciam o uso do BSC entre as PMEs.

Adotamos uma abordagem de métodos mistos para estudar a utilização do BSC a partir de uma base de dados de inquérito a 414 PMEs de diversas indústrias em Portugal.

Mostramos os benefícios percebidos, o raciocínio e os obstáculos que os gestores enfrentam ao usar o BSC nas PMEs. O BSC não é a primeira escolha para o controle estratégico de gestão da maioria das empresas da amostra. A maioria das PMEs neste estudo tem uma estratégia empresarial explicitamente formulada. Os resultados mostram que é possível implementar o BSC nas PME sem uma estratégia formalizada. Tais resultados parecem sugerir que a utilização do BSC pode estimular a formulação de estratégias para essas empresas.

Este estudo relata configurações alternativas de condições individuais e organizacionais que levam à utilização do BSC nas PMEs, bem como configurações que impedem a sua utilização.

O uso do fsQCA limita a generalização dos resultados; no entanto, a transparência do relatório permite a replicação sem restrições.

Propomos que o tamanho da empresa e as características do gestor podem compensar a ausência de uma estratégia para orientar o uso do BSC.

Aconselhamos uma correspondência entre o estágio de desenvolvimento da estratégia para as PMEs e o género do gestor, o que pode ter implicações para efeitos de recrutamento.

The United States government is the world's largest publisher. Its presses churn out thousands of items annually, covering every conceivable subject. Even though most of the items deal with present day concerns, the United States government is responsible for the publication of a large number of histories. Unfortunately, these works, with the possible exception of the Department of Defense's Military History Series, have received little exposure and limited use. In an effort to bring this valuable resource to light, the following bibliography presents annotated citations to nearly 150 histories published from mid‐1977 through mid‐1979.