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.     

The Appeal of Personal Selling as a Career: A Decade Later

While students' attitudes and perceptions toward personal selling as a career have been discussed at length, the literature reflects remarkably little effort to understand students' preferences for sales careers. The authors synthesize extant knowledge on the subject and extend the knowledge base by conducting a time-series replication of an earlier study and by examining the relative importance of marketing-related career characteristics. Managerial implications of this research are discussed.     

Identifying predictor variables of weight loss outcome: Implications for a stepped program and weight management

Abstract

Four variables were identified that predicted outcome for the minimal and moderate intensity weight control programs presented in sequence. Predictive models for pounds lost and percentage overweight lost were computed for both programs and follow-up and accounted for 33% to 62% of the variance. The predictor variable that contributed to the two programs and follow-up was success in losing weight previously. Greater rate of weight loss in the first five weeks contributed to the model for the minimal intensity program and for follow-up and total number of calories expended in nonroutine physical activity added to the model for the minimal intensity program. Marital dissatisfaction of subjects was a predictor for the moderate intensity program and follow-up. The findings have utility for a stepped program for weight and provide confirmation of variables noted as predictors in prior research. This study may help in the quest to identify consistent predictors of weight loss success.     

Can Perceptions of Supervisor-Related Ethical Climate Influence How High-Impression Managers Admit Past Unethical Behavior?

In this study, we investigated how the perceptions of ethical climate as it relates to supervisor behavior and impression management are related to admission of past unethical behavior in a sample of Canadian Army personnel. We expected that among respondents who perceive less ethical supervisor-related climate, the relationship between Impression Management (IM) and the admission of past unethical behavior should be significant and positive. In contrast, among respondents who perceive a more ethical supervisor-related climate, the relationship between IM and self-report past unethical behavior should be weak or nonsignificant, and the frequency of admission of past unethical behavior should be low. Although moderation occurred, it was not as hypothesized. IM predicted admission of having obeyed, or witnessed others obey an unlawful command when perceptions of supervisor-related ethical climate were low, and not when perceptions of supervisor-related ethical climate were high. However, higher (vs. lower) impression managers admitted less past unethical behavior, regardless of their perceptions of supervisor-related ethical climate. These results suggest that high impression managers do not admit to having obeyed or witnessed others obey an unlawful command in the past, regardless of their perceptions of the ethical climate as it relates to supervisor behavior.     

新生儿疼痛管理方法与培训现状

总结了目前新生儿疼痛管理方法与培训现状.疼痛管理方法包括非药物性止痛方法如口服蔗糖水、非营养性吸吮、襁褓包裹及袋鼠式护理等,药物镇痛如瑞芬太尼与丙泊酚用于小儿气管插管及其他;培训现状包括权威教科书上缺少关于新生儿疼痛管理知识、缺乏特异性调查问卷、缺乏专业师资及培训机构.认为在新生儿的治疗护理中医护人员要坚持科学的认识论,把握医学伦理学的要求,在日常的治疗护理中体现对新生儿的人文关怀,才能进一步提高医疗护理质量,达到医院与患者的双赢.     

用于企业人事管理的《企业管理能力倾向测验》

《企业管理能力倾向测验》（简称ＭＡＴ）的开发满足了企业改革的需要,企业管理职业能力倾向被界定为一种介乎于一般智力和具体的知识,技能之间的心理特点,ＭＡＴ主要考究受测者与做好企业管理工作有关的那些影响较广,比较稳定,潜在的,不易受到环境影响的能力,ＭＡＴ包括言语理解,数量关系,逻辑推理,资料分析和思维策略等５个部分,ＭＡＴ经过两次预测和课目筛选,常模样本包括２６个省市的１４９家企业２８１４名中层以上     

Understanding Transference and Countertransference

Abstract

Professional misconduct-especially misconduct involving client-worker boundary violationsgenerates serious costs for clinical social workers. It harms the very clients we aim to help; it frequently tarnishes the reputation of not only the individual social worker involved but also the face of the entire profession; and, it adds significantly to the overall costs of malpractice insurance. This paper defines the scope of the problem and provides support for understanding transference and countertransference as important contributors to prevention.     

Re-Examination of Classroom Rules

Abstract

This article provides a contemplative, research-based discussion of classroom management by examining classroom rules. The introduction contains a discussion establishing the importance of effective classroom management strategies. The article also provides a consideration of the literature to gain a better understanding of ineffective and effective rules.     

School-Wide Discipline and Classroom Ecology

Abstract

Shortages of teachers with specialized skills, coupled with increased difficulty accommodating students with problem behaviors in general education classrooms, create pressures for performance and accountability in schools and with respect to teachers. Matters become increasingly problematic by initiatives that stress high academic competence, high graduation rates, and high performance standards. In addition, heightened cultural and linguistic diversity, diminished public satisfaction, and increased violence and disruptive behavior at school levels suggest a need for effective, easy-to-implement discipline procedures. In this investigation, we describe improvements in classroom ecology after implementation of a school-wide discipline model. These outcomes were positive and provide support for continuing efforts to improve discipline within the schools.     

Organizational factors and mental health in community volunteers. The role of exposure,preparation, training,tasks assigned,and support

During disasters, aid organizations often respond using the resources of local volunteer members from the affected population who are not only inexperienced, but who additionally take on some of the more psychologically and physically difficult tasks in order to provide support for their community. Although not much empirical evidence exists to justify the claim, it is thought that preparation, training, and organizational support limit (or reduce) a volunteer's risk of developing later psychopathology. In this study, we examined the effects of preparation, training, and organizational support and assigned tasks on the mental health of 506 Indonesian Red Cross volunteers who participated in the response to a massive earthquake in Yogyakarta, Indonesia, in 2006. Controlling for exposure level, the volunteers were assessed for post-traumatic stress disorder (PTSD), anxiety, depression, and subjective health complaints (SHCs) 6, 12, and 18 months post-disaster. Results showed high levels of PTSD and SHCs up to 18 months post-disaster, while anxiety and depression levels remained in the normal range. Higher levels of exposure as well as certain tasks (e.g., provision of psychosocial support to beneficiaries, handling administration, or handing out food aid) made the volunteers more vulnerable. Sense of safety, expressed general need for support at 6 months, and a lack of perceived support from team leaders and the organization were also related to greater psychopathology at 18 months. The results highlight the importance of studying organizational factors. By incorporating these results into future volunteer management programs the negative effects of disaster work on volunteers can be ameliorated.