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This case serves as an introduction to field sales management. A manager must address three sales representatives' ingrained behaviors in order to implement a major shift in marketing strategy. Students should recognize the nature of the "man-in-the-middle" squeeze: the manager caught between the pressure of implementing a new strategy from the top and the resistance to change from the bottom.

This chapter combines quantitative studies of the connections between stressors and performance in accounting settings and identifies the mediators and moderators of stressors–performance relationships. Using meta-analyses and path analyses, this research compiles 72 studies to investigate the relationships of stressors with accountant and auditor performance. As hypothesized, bivariate meta-analyses results indicate that work-related stressors negatively affect performance, and burnout and stress are negatively related to performance, whereas motivation is positively related to performance. Moreover, a meta-analytical structural equation modeling indicates that role stressors have significant direct and indirect effects (through burnout and stress) on job performance. Accumulation of multiple samples through meta-analysis bolsters statistical power compared to single-sample studies and thus reveals the sign of residual direct effects of role stressors on job performance in accounting settings.

As a high school senior, there was no doubt I wanted to attend college, it was just a matter of where. I applied to only two universities – Oakland University (OU) and MSU. I was not too familiar with MSU, but it had a good reputation; I was much more familiar with Oakland. Although I had obtained an application for the University of Michigan (UM), I decided that the UM application was just too long to complete. And what the heck is a wolverine anyway? I lived in Michigan for most of my life, and I had never spotted this mythical rodent. As a tendency, I always found Michigan students and alumni to be either too arrogant or eccentric for my taste. Also, at that time of my life, I found the atmosphere in Ann Arbor not right in some way, so I applied to only two universities.¹

They say Eve tempted Adam with an apple. But man I ain’t going for that. Pink Cadillac – Bruce SpringsteenAll through history, individuals have spent considerable effort attempting to influence the behaviors and beliefs of others. As a principal issue in psychology (Forgas & Williams, 2001), social influence processes have been the subject of inquiry for a considerable length of time (Sherif, 1936) while Peterson (2001) argued that the manner in which individuals manipulate others represents the very core of social psychology. Extensive reviews of the social influence literature (e.g. Cialdini & Trost, 1998; Forgas & Williams, 2001) elucidate its powerful role in virtually all work and non-work domains.

This research investigates the impact of Dufour effects and viscous dissipation on unsteady magnetohydrodynamic (MHD) natural convection in an incompressible, viscous, and electrically conductive fluid over a vertically oscillating flat plate. The study highlights the significance of magnetic fields in influencing thermal and mass transfer, particularly in the context of thermal radiation. Computational fluid dynamics method including finite difference or finite element techniques can be used to crack the governing equations of the fluid flow. In this work, we used the finite element method (FEM) numerical technique to analyze the numerical behavior of unsteady boundary layer flow of Casson fluid with natural convection past an oscillating vertical plate. Key parameters such as skin friction, temperature, concentration, velocity and Sherwood numbers are derived and analyzed. The results demonstrate that viscous dissipation significantly elevates the fluid temperature, while an increase in the radiation parameter is associated with a decrease in internal friction at the plate. These findings provide critical insights into the interplay between thermal radiation and magnetic fields in MHD flows, with potential applications in engineering systems involving heat and mass transfer, such as cooling systems and material processing. This study underscores the importance of understanding these dynamics for optimizing the performance of MHD applications in various industrial settings.

The mainly authorized and energetic FEM to explain the non-linear, dimensionless partial differential equations (11–13) via equation with boundary conditions (14) makes use of Bathe (36), Reddy (37), Connor (38) and Chung (39). Following are the key steps that make up the method: discretize the domain, derivation of element equation, assembly of element equation, imposition of boundary condition and solution of assembly equation.

This study examined the impact of viscid dissipative radiation and the Dufour effect on unsteady one-dimensional MHD natural convective flow of a viscous, incompressible, electrically conducting fluid past an infinite moving vertical flat plate with a chemical reaction. Numerically solving the governing equations using the FEM approach is efficient and precise, aiming to be applied to fluid mechanics and related problems. Along with their effects on temperature, concentration and velocity, the following parameters are included: the mass Grashof number, the Soret number, the Grashof number, the Prandtl number, chemical reaction, the Schmidt number, radiation and the Casson parameter. Both the Grashof numbers of thermal and mass rates (Gr, Gm) make an increment in the velocity region. The velocity decreases with an increase in the magnetic parameter. The velocity increases with an increase in the permeability of the porous medium parameter. The temperature flow rate is higher for both Dufour and Viscid dissipation, while a decrement is noted of both Prandtl number and radiation effects. The decrementing behavior of the concentration region is observed at supreme inputs of chemical reaction coefficient and Schmidt number.

This is an original paper and not submitted anywhere.

The purpose of this paper is to study the heat and mass transfer with Soret-Dufour effects for the magnetohydrodynamic three-dimensional flow of second grade fluid in the rotating frame of reference.

Series solution is obtained by homotopy analysis method.

Increase in Soret number, Schmidt number and Dufour number, the heat transfer increases and mass transfer decreases. Effects of Prandtl and Eckert numbers are qualitatively similar as they assist the temperature profile and reduce the concentration of species. Increase in the length of the channel versus height increases the temperature profile but decreases the concentration field. Increase in the second grade fluid parameter causes reduction in both the temperature and concentration fields. The heat flux values at the lower plate are smaller than the values at the upper plate, whereas the situation is opposite in the case of mass transfer.

These findings will be useful for the fluid flow in porous channel.

Although Norbert Wiener is justifiably granted the epithet “father of cybernetics”, a number of other engineers from a control or telecommunications background also turned to areas that can broadly be categorised as cybernetic during and immediately after WW2. The purpose of this paper is to give an overview of some of these lesser‐known technologist contributors to the emerging ideas of cybernetics.

The paper is based on primary and secondary literature, as well as two interviews from the early 1990s.

In Germany, Hermann Schmidt, Chair of the Verein Deutscher Ingenieure (Society of German Engineers) committee on control engineering (established in 1939) gave a talk on control engineering and its relationship with economics, social sciences and cultural aspects as early as October 1940. Winfried Oppelt, another member of the committee, also researched non‐technological applications of control ideas in his subsequent career (economics, biology), as did the communications engineer Karl Küpfmüller (pharmacokinetics, models of the human nervous system). In the UK, Arnold Tustin developed a mathematical model of a human gun operator during the war, and then applied control ideas to economic systems from the mid‐1940s.

The material presented here is not well‐known even within the control and communications engineering sectors, and is largely absent from histories of cybernetics – at least those in the English language.