Trends in optimization models of sales force management

In the last half-century, significant advances have been made in directing sales force behavior with the use of optimization and decision models. The present paper both presents the current state-of-the art in sales force decision modeling, and also discusses key issues and trends in contemporary modeling of relevance to sales force researchers. The paper begins by exploring critical concepts regarding the estimation of the sales response function, and then discusses critical problems of endogeneity, heterogeneity, and temporal variation that are faced by modelers in this task. Modern approaches to dealing with these issues are presented. We then discuss areas of importance concerning finding model solutions, including closed form versus simulation, and optimization versus heuristic solutions. The paper next moves to areas of practical importance where models can help, including call planning, sales force size, territory allocation, and compensation design. Finally, we discuss trends that will likely impact on sales force modeling in coming years, including the use of big data and data mining, the possible breakdown of rationality, the rise of the Internet and social media, and the potential of agent-based modeling.     

Slaves,Prisoners, and Republican Freedom

Philip Pettit’s republican conception of freedom is presented as an alternative both to negative and positive conceptions of freedom. The basic idea is to conceptualize freedom as non-domination, not as non-interference or self-mastery. When compared to negative freedom, Pettit’s republican conception comprises two controversial claims: the claim that we are unfree if we are dominated without actual interference, and the claim that we are free if we face interference without domination. Because the slave is a widely accepted paradigm of the unfree person, the case of a slave with a non-interfering master is often cited as providing a good argument for the first republican claim and against a negative conception of freedom. One aim of this article is to raise doubts about whether this is true. The other aim of the article is to show that the prisoner—also a paradigm of the unfree person—presents a good argument against the second republican claim and in favour of a negative conception of freedom. This is called the ‘prisoner-argument’. It will be argued that neither Pettit’s distinction between free persons and free choices nor his distinction between compromising and conditioning factors of freedom can help to rebut the charge of the prisoner-argument.     

“Get it out the way. The wait's killing me.” hastening and hiding during soccer penalty kicks

ObjectivesIt has been suggested that hastening and hiding—rushing through penalty preparation and not looking at the goal when preparing the penalty kick—are associated with negative penalty taking performance. In the present study, we investigated how opposing players perceived these nonverbal behaviors, how they affect outcome expectations, and how they affect the behavior of opposing goalkeepers.DesignThe present study employs an experimental research design (Experiment 1: 2 (gaze behavior) × 3 (preparation time) design; Experiment 2: 2 (gaze behavior) × 2 (preparation time) design).MethodWe examined the perception of nonverbal hastening and hiding behavior using the point-light technique during the soccer penalty kick among goalkeepers (Experiment 1a; n = 20), and among outfield soccer players (Experiment 1b; n = 29). Furthermore, we analyzed how these respective penalty preparation strategies influenced the behavior of high-level goalkeepers (n = 12) under in situ conditions (Experiment 2).ResultsThe results from Experiment 1 demonstrated that penalty takers showing hastening and hiding behaviors are perceived more negatively by both soccer goalkeepers and outfield players: (i) they are considered to possess less positive attributes, (ii) to have less accuracy in their penalties, and (iii) likely to perform less well in penalty situations. Experiment 2 provided first evidence that goalkeepers initiate their movement later following the observation of hastening and hiding behaviors during the penalty preparation.ConclusionsOur findings demonstrate the importance of investigating nonverbal behavior in sports as these have a major impact on impression formation, expected performance, and actual behavior of opposing players in the soccer penalty situation.     

Sharʿī norms and German Schools: Court Challenges to Participation in Swimming Lessons,School Trips and Sex Education

ABSTRACT

This article examines the treatment by German courts, from the early 1970s to 2016, of requests made by Muslims to be exempted from school activities for religious reasons. Based on a qualitative reading of 72 court rulings, the article demonstrates a shift in the courts’ decision-making, from initially tolerating Muslim requests for exemption to firmly denying them. Arguments from the court rulings are substantiated by an analysis of the public discourse on Muslims in German schools. The results suggest that the transformation of court attitudes corresponded with the rise of broader concerns about multiculturalism and manifestations of Islam in the public sphere, the liberalization of gender norms, and increasing secularism within German society. The article further demonstrates that, contrary to public perception, requests for exemptions from school activities were not a distinctly Muslim phenomenon. Christian families have challenged school activities in a similar way.     

Character Strengths and PERMA: Investigating the Relationships of Character Strengths with a Multidimensional Framework of Well-Being

Character strengths are positively valued traits that are expected to contribute to the good life (Peterson and Seligman 2004). Numerous studies have confirmed their robust relationships with subjective or hedonic well-being. Seligman (2011) provided a new framework of well-being suggesting five dimensions that encompass both hedonic and eudemonic aspects of well-being: positive emotions, engagement, positive relationships, meaning and accomplishment (forming the acronym PERMA). However, the role of character strengths has not been studied so far in this framework. Also, most studies on the relationships between character strengths and well-being only have only relied on self-reports. This set of two studies examines the relationships of character strengths and the orientations to well-being in two cross-sectional studies (Study 1: N = 5521), while also taking informant-reports into account and utilizing different questionnaires to control for a possible method bias (Study 2: N = 172). Participants completed validated assessments of character strengths and the PERMA dimensions (self-reports in Study 1, self- and informant-reports in Study 2). Results showed that in self-reports, all strengths were positively related to all PERMA dimensions, but there were differences in the size of the relationships. Accomplishment, for example, showed the strongest associations with strengths such as perspective, persistence, and zest, whereas for positive relationships, strengths such as teamwork, love, and kindness were the best predictors. These findings were largely confirmed by informant-reports in Study 2. The findings provide further support for the notion that character contributes to well-being and they could guide the development of strengths-based interventions tailored to individual needs.