Sales force automation: review,critique, research agenda

We review and critique the research literature on sales force automation (SFA). SFA involves the application of information technology to support the sales function. SFA software provides functionality that helps companies manage sales pipelines, track contacts and configure products, inter alia. The paper is organized into four main sections. First, we review the SFA environment, identifying definitions, vendor classifications and software attributes. We then move to a review and classification of the academic research that has been published on SFA. We find that the entire body of SFA knowledge attempts to answer just four questions: Why do organizations adopt SFA? What are the organizational impacts of SFA? What accounts for the success or failure of SFA projects? What accounts for variance in salesperson adoption of SFA? We then critique this body of knowledge on a number of theoretical and methodological grounds, and finally propose a research agenda for the future.     

Volatility-based Effects on Shareholder Value: Alliance Activity in the Computing Industry

We use an event-study analysis to understand how alliance activity affects firm risk. The risk measure is the implied volatility of a firm’s stock price and the events are alliance announcements to the market. We build on the previous event-studies in the alliance literature that focus on the change in shareholder value by taking the first step in delineating what part of that value arises from the changes in the firm’s risk. The analysis reveals that a number of factors within a firm’s control can be used to manipulate risk exposure in an alliance, including the similarity of the firm’s and the alliance’s core activities, the governance form of the alliance, and the function of the alliance.     

Explaining the Flight of Cupid’s Arrow: A Spatial Random Utility Model of Partner Choice

Spatial homogamy may be defined as follows: anyone may be attracted to anyone else, but near candidates are more attractive than distant candidates. In this article, we propose a model of partner choice, where homogamy is defined in terms of spatial, demographic, socioeconomic and cultural similarity. A spatial choice model using random utility theory is formulated, taking into account a relaxation of the independence from the irrelevant alternatives property, as spatial alternatives are not independent of one another. We model partner choice given the characteristics of the chosen partner and a choice set of alternatives, using unique micro data on all new cohabiters in the Netherlands, linked to other relevant data sets. The model takes the spatial locations of potential candidates within a choice set into account, including an indicator for the spatial similarity between alternatives. We find that spatial homogamy is a vital component of partner matching, aside from and adding to the spatial effects in demographic, socioeconomic and cultural homogamy. Given a choice set of partners, the highest likelihood of a match occurs with a person who is born and lives near by, who is close in age, is in the same life stage and has the same marital status, who has the same educational and income level and the same labour market status, who speaks the same dialect and lives in a culturally similar residential area. The distance effect is most pronounced for those individuals with lower levels of education and those living in rural areas.     

Emotion Management: Unexpected Research Opportunities

During the process of emotion management , individuals perceive that they are feeling emotions that differ from what is expected within the situation. Consequently, they use cognitive, physical, and/or other means either to display more appropriate emotions or to change their emotions on a deeper level to be consistent with what is customarily expressed. Beginning with the first examinations of emotion management in 1979 by the pioneer Arlie Hochschild , emotion scholars have produced over 6,000 studies of this phenomenon. We join this vibrant research program by proposing new avenues of research using an interdisciplinary strategy. First, we explore possibilities for emotion management research within its “home base” of sociology; then, we branch out to the areas of morality and political science. In so doing, we craft new and unexpected pathways for advancements in theory, theory adjudication, and methodology, for the future of emotion management research .     

An Ecological Understanding of Caregiver Experiences in Palliative Care

Palliative care is specialized health care to improve quality of life for patients with serious illness and their families through prevention and relief of suffering. A Palliative Care Institute was held in western Washington to capture community voices about diverse needs, strengths, and opportunities for improvement of palliative care. Researchers employed qualitative methods to obtain thematic data, provide real-time analysis, and engage in a multivoting technique to reflect stakeholder interest in individual themes and prioritize larger group interests. Bronfenbrenner’s ecological systems framework was used to explore caregiver experiences. Within the microsystem, caregivers reported difficulties in interactions with medical providers as a key challenge. Within the mesosysytem, interactions between patients and medical providers and the impact on caregivers were explored. Within the exosystem, caregivers reported lack of control over the schedules of personal care staff. Macrosystem influences included impact of local culture on the development of palliative care services. Chronosystem influences include de-medicalization of childbirth and its impact on perceptions of palliative care. Implications include the need for social workers to be proactive in fostering trust and effective communication between care providers and caregivers, and the demand for health care provider training in communication with patients and families.     

Differentiated leader–member exchange,justice climate,and performance: Main and interactive effects

Leaders form different quality leader–member exchange (LMX) relationships with their subordinates. This variable treatment termed LMX differentiation can have negative effects on individuals' behavior and attitudes. In this study, we examined the cross-level main effect of justice climate on task performance and the moderating role of justice climate on the relationship between LMX differentiation and task performance. We tested these two hypotheses using a field study of 90 subordinates nested under 27 supervisors. Procedural justice climate, not distributive justice climate, was found to positively influence subordinate task performance. Further, distributive justice climate, not procedural justice climate, was found to moderate the LMX differentiation–task performance relationship; such that the relationship was positive when distributive justice climate was high and negative when distributive justice climate was low. Findings and future directions are discussed.     

A cyclical view of the relationship between corporate governance and strategic management

The vast majority of research on the relationship between corporate governance and strategic management focuses on the impact of corporate governance on strategic management. In this article we propose a cyclical model, highlighting that strategic decisions can also affect corporate governance through shaping firm ownership structure. We discuss the impacts of strategic decisions on firm ownership structure and corporate governance in the contexts of publicly traded firms, private firms, and the privatization of state-owned enterprises. We hope that our cyclical model can promote researchers to develop a more complete view about the relationships between strategic management, ownership structure, and corporate governance.     

Zur Bedeutung von Faultlines als Grenzen bei der Teamarbeit

This report focuses on the divisions within and between teams. Such research is often associated with the phenomenon of “diversity”. Empirical evidence regarding the effects of diversity on teamwork is inconsistent, partly due to methodological limitations. We propose to use the concept of “faultlines” as hypothetical lines that divide teams into homogenous subgroups. Measuring faultlines as an objective indicator of team composition represents an innovative method for integrating several diversity attributes (e.?g., age, gender, and ethnicity). We provide an overview of the current research on faultlines and show detrimental effects of faultlines on team performance. Additionally, we present the results of two studies from the automotive industry, focusing on the relation between faultlines and organizational outcomes such as employee health, team performance and team identification. Finally, we conclude that the analysis of objective faultlines offers relevant implications for research and practice. Future research should also consider the role of subjectively experienced faultlines.     

Transient detailed balance and product form for reaction networks

This paper explores the boundary of the set of reaction networks that have an exact transient (truncated) multidimensional Poisson or product-form distribution for the number of particles of different types. Motivated by the birth–death process, we introduce the notions of transient detailed balance and delay functions, and use these notions to obtain the novel transient product-form distribution in a coagulation-fragmentation process for polymers with a tree-like structure from that of the pure coagulation process.