What personal selling and sales management recommendations from developed markets are relevant in emerging markets?

As emerging markets continue to grow, research on personal selling and sales management in these settings is coming to the fore, as this special issue of Journal of Personal Selling and Sales Management attests. With an in-depth review of extant research, this contribution addresses three key research questions. First, are there differences between established/recommended theories or styles or paradigms for effective personal selling and sales management in developed markets and emerging markets? The survey suggests there are. Second, are culture variables, traditionally used in extant research, sufficient to differentiate between developed and emerging markets? The presented analysis suggests that culture must be combined with economic variables to establish clear contexts that reflect developed and emerging markets. Third, what classification framework can serve to examine personal selling and sales management strategies in terms of their applicability in both developed and emerging markets? This article derives such a classification framework by organizing extant sales research into categories where either small differences in research findings between developed and emerging markets are expected, or where large differences in research findings are expected. Propositions for the category of selling process and technique are derived. Overall, these findings suggest the need for substantial research that examines the differences between developed and emerging markets, because of the vast implications for theory, research, and practice.     

Comment: Starting to Solve the Method Puzzle in Salesperson Self-Report Evaluations

In a recent Journal of Personal Selling & Sales Management paper, Jaramillo, Carrillat, and Locander (JCL) further extended our understanding of the errors of salesperson self-report evaluations when compared to managerial evaluations. Our paper provides contrary evidence on three major conclusions drawn in this study. First, we question the assertion by JCL that the correlation between self-report and objective measures of performance is consistently low. Second, we question JCL’s claim that the correlation between managerial evaluations and objective measures of performance is consistently high. Third, we question the key finding of JCL that self-report measures of salesperson performance are less accurate than managerial evaluations. We provide an alternative perspective to these issues by highlighting past research on performance measurement. Moreover, we reanalyze data from a previously published study to examine the issues raised by JCL. Our expectation is that this comment will serve as an impetus for further research in this area.     

Negative,zero and positive stiffness in extended Eshelby plates

Structures under loading can show positive and negative stiffness (during buckling) with zero stiffness just being one point of transition. Material structures with extended zero stiffness regimes have also been reported. Using the example of an extended Eshelby plate with a positive and negative edge dislocation, we show the existence of finite regimes of positive, zero and negative stiffness in a single system. Given that stable states/configurations of negative stiffness cannot exist in an isolated system; we show the existence of metastable states of negative stiffness along with unstable states of positive stiffness. The system also exhibits one point of unstable equilibrium.     

Switching behaviour as a function of number of options: How much is too much for consumer choice decisions?

The number of alternatives for consumers in almost all purchase situations is increasing at an extremely rapid pace. Although more choices may have many benefits to the consumers, recent studies on choice overload have found that choosing from large alternatives may lead to negative consequences. Majority of the choice overload research has compared only two groups of small versus large assortment size. In extant literature, there is no clarity as to what are small and large assortment sizes. Assortment size used as small in one study has been used as large in some other studies. Small assortment size varied from 2 to 60 choices and large assortment size from 3 to 300 choices in past studies, and the presence of choice overload has been reported at completely different levels of assortment sizes. This study has used an array of six choice sets from 6 to 36 options as compared to just two groups of small versus large assortment. Switching likelihood of consumers was used to capture the choice overload effect in this study. The probability of consumers switching their earlier choice was plotted as a function of number of options using binary logistic regression. Results showed that probability of switching was almost a linearly increasing function of assortment size from 6 to 36 options. The graph of predicted probabilities from 2 to 300 options showed a sharp increase in switching behaviour initially and subsequent flattening of the curve when options became very large.     

Death and the Self

It is an old philosophical idea that if the future self is literally different from the current self, one should be less concerned with the death of the future self (Parfit, 1984 ). This paper examines the relation between attitudes about death and the self among Hindus, Westerners, and three Buddhist populations (Lay Tibetan, Lay Bhutanese, and monastic Tibetans). Compared with other groups, monastic Tibetans gave particularly strong denials of the continuity of self, across several measures. We predicted that the denial of self would be associated with a lower fear of death and greater generosity toward others. To our surprise, we found the opposite. Monastic Tibetan Buddhists showed significantly greater fear of death than any other group. The monastics were also less generous than any other group about the prospect of giving up a slightly longer life in order to extend the life of another.     

The role of alpha oscillations in deriving and maintaining spatial relations in working memory

Previous research has demonstrated distinct neural correlates for maintenance of abstract, relational versus concrete, sensory information in working memory (WM). Storage of spatial relations in WM results in suppression of posterior sensory regions, which suggests that sensory information is task-irrelevant when relational representations are maintained in WM. However, the neural mechanisms by which abstract representations are derived from sensory information remain unclear. Here, using electroencephalography, we investigated the role of alpha oscillations in deriving spatial relations from a sensory stimulus and maintaining them in WM. Participants encoded two locations into WM, then after an initial maintenance period, a cue indicated whether to convert the spatial information to another sensory representation or to a relational representation. Results revealed that alpha power increased over posterior electrodes when sensory information was converted to a relational representation, but not when the information was converted to another sensory representation. Further, alpha phase synchrony between posterior and frontal regions increased for relational compared to sensory trials during the maintenance period. These results demonstrate that maintaining spatial relations and locations in WM rely on distinct neural oscillatory patterns.     

Nanoindentation study of size effects in nickel–graphene nanocomposites

Metal–graphene nanocomposites find applications in nanoscale devices, as functional materials and can serve as a test bed to gain insight into fundamental deformation mechanisms of metals under geometric confinement. Here, we report full atomistic nanoindentation simulations for nickel–graphene nanocomposites with varied numbers of layers of graphene sheets to investigate the size effects on the hardness, and to understand how emerging dislocation loops interact with the nickel–graphene interface under varied geometric confinements. A detailed analysis of the plastic deformation mechanism shows that as dislocation loops reach the nickel–graphene interface, the local bending of the graphene sheet is altered and further dislocation propagation is blocked. An increase in the number of graphene layers decreases the hardness, but increases the maximum elastic deformation of the nickel–graphene nanocomposites. These findings indicate that the mechanical properties of nickel–graphene nanocomposites can be engineered by controlling the thickness of nickel and graphene layers, respectively.     

Materials analogue of zero-stiffness structures

Anglepoise lamps and certain tensegrities are examples of zero-stiffness structures. These structures are in a state of neutral equilibrium with respect to changes in configuration of the system. Using Eshelby's example of an edge dislocation in a thin plate that can bend, we report the discovery of a non-trivial new class of material structures as an analogue to zero-stiffness structures. For extended positions of the edge dislocation in these structures, the dislocation experiences a zero image force. Salient features of these material structures along with the key differences from conventional zero-stiffness structures are pointed out.