Do salespeople matter in competitive tenders?

Abstract

Organizational buyers are increasingly employing competitive tenders with objective buying criteria to mitigate the influence of personal relationships with suppliers and reduce the overall cost of buying. This paper investigates the role of salespeople’s relationships with buyers (i.e., purchasing managers) and how they affect supplier selection in such contexts. Drawing on data from 428 tenders across different buying organizations, this study shows that the quality of the salesperson’s relationship with the buyer influences the buyer’s evaluation of the tender proposal, which, in turn, affects supplier selection. Thus, the results support an indirect effect of salesperson relationship on supplier selection even in a tender context. In addition, the results indicate that the effect of a salesperson’s relationship on buyer’s proposal evaluation is contingent on the comprehensibility of suppliers’ proposals and buyer’s product knowledge. These results have significant theoretical and managerial implications for both buyers and suppliers in business-to-business (B2B) tender contexts.     

What Is Conventionalism about Moral Rights and Duties?

A powerful objection against moral conventionalism says that it gives the wrong reasons for individual rights and duties. The reason why I must not break my promise to you, for example, should lie in the damage to you—rather than to the practice of promising or to all other participants in that practice. Common targets of this objection include the theories of Hobbes, Gauthier, Hooker, Binmore, and Rawls. I argue that (1) the conventionalism of these theories is superficial; (2) genuinely conventionalist theories are not vulnerable to the objection; and (3) genuine moral conventionalism is independently plausible.     

Working memory and interference: A comment on Jenkins, Myerson, Hale, and Fry (1999)

Jenkins, Myerson, Hale, and Fry (1999) showed that slopes relating complex spans to simple spans were considerably smaller than one, indicating that persons with higher simple spans suffered more interference when the span task was combined with a processing demand. They argued that this finding ruled out accounts of working memory based on interference and/or inhibition of interfering information. We demonstrate that the effect is mainly an artifact from regression to the mean, owing to the low reliability of span scores as used by Jenkins et al. Data from 133 young adults for two verbal and two spatial span tasks show that the slopes relating complex to simple performance are considerably higher for sum scores than for span scores. Furthermore, an adequate test for an interference or an inhibition account of working memory is to predict interference from complex span tasks, not from simple span tasks. Interference effects in the verbal span tasks were negatively correlated with an independent measure of working memory capacity, consistent with the interference/inhibition account.     

Understanding attention: 12- and 18-month-olds know what is new for other persons

Infants at 12 and 18 months of age played with 2 adults and 2 new toys. For a 3rd toy, however, 1 of the adults left the room while the child and the other adult played with it. This adult then returned, looked at all 3 toys aligned on a tray, showed great excitement ("Wow! Cool!"), and then asked, "Can you give it to me?' To retrieve the toy the adult wanted, infants had to (a) know that people attend to and get excited about new things and (b) identify what was new for the adult even though it was not new for them. Infants at both ages did this successfully, lending support to the hypothesis that 1-year-old infants possess a genuine understanding of other persons as intentional and attentional agents.     

Does morphology make the difference? Agrammatic sentence comprehension in German

This study examines the syntactic comprehension of seven German agrammatic speakers. The German language allows the study of the interaction of syntactic principles and morphological devices in the comprehension process. In addition, due to its relatively free word order, German allows the study of strictly minimal pairs of canonical and non-canonical sentences in addition to the rather controversial active-passive contrast. A central research question was whether the pattern of agrammatic comprehension predicted by the trace deletion hypothesis (TDH, Grodzinsky, 1990, 1995), relatively normal comprehension performance of canonical sentences and chance performance on non-canonical sentences, can be found in a language with richer morphology than English. The generalisability of the TDH-pattern to morphologically rich languages is not obvious, given that case morphology in particular can provide explicit cues to the detection of the agent and patient roles in a sentence. The results of this study indicate that morphology does not make a difference. Furthermore, the group results are in line with the TDH-predictions only for number marked sentences but not for case marked sentences. However, single case analysis reveals different patterns of syntactic comprehension in agrammatic patients, a spectrum that encompasses near-normal comprehension of canonical and non-canonical sentences, overall chance performance, and TDH-like profiles.     

Does zebra finch (Taeniopygia guttata) preference for the (familiar) father's song generalize to the songs of unfamiliar brothers?

Several studies have demonstrated that zebra finches (Taeniopygia guttata) prefer their fathers' songs over unfamiliar songs. Songs of tutors (i.e., fathers) and tutees (i.e., sons) resemble each other as a result of cultural transmission. Subjects (N = 18) with a previously established preference for the father's song could choose between the song of an unfamiliar brother or a random unfamiliar song in an operant task. Most subjects showed a significant preference for either category of song, but overall, the songs of unfamiliar brothers were not preferred, although they were more similar to the father's song than were the unfamiliar songs. This suggests that subjects did not generalize their learned preference for a song of a particular tutor to the songs of his tutees.     

The role of ethnic origin and situational information in teachers’ reactions to social exclusion among students

Social Psychology of Education - The current study investigated pre- and in-service teachers' reactions to interethnic exclusion in Germany. Using hypothetical scenarios, we examined a sample...     

A Generalized Proof-Theoretic Approach to Logical Argumentation Based on Hypersequents

Studia Logica - In this paper we introduce hypersequent-based frameworks for the modelling of defeasible reasoning by means of logic-based argumentation and the induced entailment relations. These...     

Validation of the German Version of the Sexual Self-Esteem Inventory for Women and its Application in a Sample of Sexually and Physically Abused Women

Results regarding the association between global self-esteem and sexual behavior suggest the importance of a domain-specific construct—so-called sexual self-esteem (SSE). Prior studies suggested that SSE is malleable and found a negative impact of sexual abuse on SSE. In the present study, the German translation of the Sexual Self-Esteem Inventory-Short Form (SSEI-SF) by Zeanah and Schwarz (1996) was validated via an online survey with 557 women and then investigated in a clinical sample of women suffering from PTSD following sexual and physical abuse compared with healthy controls (n = 130). We examined differences in SSE depending on the type of abuse. Confirmatory factor analysis revealed adequate model fit, with acceptable-to-excellent reliability (α = .78–.94) and sound convergent and discriminant validity. As expected, SSEI-SF scores were significantly lower in the clinical sample than those in the healthy control group. Within the clinical sample, there were no significant differences in SSE between clients who had experienced sexual abuse and those who had experienced physical abuse, but a history of sexual abuse was significantly linked to lower SSE and SSE was related to both sexual behavior and sexual satisfaction. In conclusion, our study supports the validity and applicability of the German version of the SSEI-SF. Results regarding the differences in SSE between survivors of abuse and healthy controls contribute to the further understanding of female sexuality and have implications for treatment.