Person-environment fit,job satisfaction and intentions to leave: The moderating effect of leader empowering behaviour

This study sought to determine the possible indirect effect of person-environment (PE) fit on intentions to leave via job satisfaction and the moderating effect of leader empowering behaviour on job satisfaction and intentions to leave the work organisation. Participants were 398 employees working for a retail company in Gauteng Province, South Africa (females = 68.6 %, blacks = 58 %; managerial = 5.8 %; age range = under 20 to 60 years +). They completed the Perceived Fit Scale, Job Satisfaction Scale, Turnover Intentions Scale, and the Leader Empowering Behaviour Questionnaire. Statistical mediation analysis (of PE on JS and IL), and moderation analysis (of LEB on JS and IL) were conducted. Results indicated that PE fit has an indirect effect on intentions to leave via job satisfaction. Leader empowering behaviour moderated the relationship between job satisfaction and intentions to leave. Low PE fit leads to job dissatisfaction and intentions to leave, therefore leaders should instil a sense of empowerment in employees to alleviate the impact of poor fit.     

Selling in an asymmetric retail world: perspectives from India,Russia, and the US on buyer–seller information differential,perceived adaptive selling,and purchase intention

The current research aimed to contribute to our understanding of (a) how adaptive selling is perceived by retail consumers in different types of economies when they have differing levels of buyer–seller information differential and (b) how this phenomenon influences their purchase intention. The focal countries were the US (a developed economy) and India and Russia (both developing economies). These three were selected owing to their disparate economic and cultural contexts. This investigation used a relatively new construct: perceived adaptive selling (PAS). PAS refers to the degree to which the buyer perceives that the salesperson is adapting. The study examined whether the impact of PAS was a function of a country’s level of development and whether such perceptions were influenced by the level of buyer–seller information differential in the retail transaction. The findings suggested that buyers in Russia and India PAS and were influenced by it differently from their US counterparts. This work provided a general framework for understanding tactical implementation of the salesperson’s PAS behavior.     

Seeking attention: an investigation of salesperson influence strategies used while selling to small retailers

The use of influence strategies is an integral component of the salesperson's role, while selling to retailers. However, it remains a chronically under-researched area, particularly so in emerging markets, which are distinct in terms of retail formats and salesperson challenges. In this study, we investigate influence strategies used by salespersons for selling to retailers in the dominant small retail format in India. Using a combination of observation techniques and in-depth interviews, we allow salesperson influence strategies at play to emerge. In comparison to extant literature, we find evidence for both universality and specificity in the types of influence strategies used at small retail. We identify ‘share of counter’ as a unique small retail phenomenon, potentially requiring a specific set of salesperson influence strategies to succeed. Based on this, a modified typology of salesperson influence strategies, specific to small retail, is proposed. We conclude with a discussion of theoretical and managerial implications for emerging markets, and offer suggestions for future research.     

The pros and cons of funnel plots as an aid to risk communication and patient decision making

Funnel plots, which simultaneously display a sample statistic and the corresponding sample size for multiple cases, have a range of applications. In medicine, they are used to display treatment outcome rates and caseload volume by institution, which can inform strategic decisions about health care delivery. We investigated lay people's understanding of such plots and explored their suitability as an aid to individual treatment decisions. In two studies, 172 participants answered objective questions about funnel plots representing the surgical outcomes (survival or mortality rates) of institutions varying in caseload, and indicated their preferred institutions. Accuracy for extracting objective information was high, unless question phrasing was inconsistent with the plot's survival/mortality framing, or participants had low numeracy levels. Participants integrated caseload‐volume and outcome‐rate data when forming preferences, but were influenced by reference lines on the plot to make inappropriate discriminations between institutions with similar outcome rates. With careful choice of accompanying language, funnel plots can be readily understood and are therefore a useful tool for communicating risk. However, they are less effective as a decision aid for individual patient's treatment decisions, and we recommend refinements to the standard presentation of the plots if they are to be used for that purpose.     

Calibration of phase field parameters demonstrated on kinetics of a shrinking single grain

The phase field method is frequently employed to simulate evolution of rather complex microstructures. In order to accurately describe the real kinetics of a specific material system, the phase field parameters must be calibrated to standard thermodynamic quantities such as interface mobilities or interface energies. This letter presents a convenient method, based on thermodynamic modelling of shrinking of a single grain embedded in single crystal (matrix), how to calibrate the phase field parameters. It also shows, how the required thermodynamic quantities can be met by proper rescaling of a phase field simulation carried out for given phase field parameters.     

The Validity of “Mini” Simulations for Mexican Retail Salespeople

The use of mini role play simulations was proposed as a means of collecting predictor data in a low-cost, time-efficient, and reliable manner. Mini role play simulations were developed for the purpose of measuring sales ability. In order to evaluate the efficacy of using the mini role play simulations, a concurrent validation study was conducted with 94 salespeople from a large, Mexican retail chain. Results indicated that the simulations significantly predicted performance and also added to the prediction of performance after controlling for a biodata instrument.     

Employee Perceptions of Workplace Theft Behavior: A Study Among Supermarket Retail Employees in Malaysia

Employee theft is costly to any business, especially to big retail chain organizations. This research is to study the perception of retail employees on the impact of the individual and organizational factors contributing to workplace theft behavior in supermarkets in Malaysia and to study the mediating effect of intention to steal and the moderating effect of internal control systems. The results proved that individual and organizational factors do influence workplace theft behavior. It is also established that internal control systems moderate the relationship between the intention to steal and workplace theft behavior.