Relationships between Sales Management Control, Territory Design, Salesforce Performance and Sales Organization Effectiveness

This research evaluates determinants of sales organization effectiveness in a sample of British companies, and contributes to an important new research stream by following recent empirical studies in the USA and Australia. We discuss a model of sales organization effectiveness determined by salesforce outcome performance and behavioural performance, as well as by the use of a behaviour-based control approach. Sales territory design is also considered as a particularly important managerial variable, which has received little analytical attention in the traditional literature, but which appears to be an important influence on the effectiveness of the sales operation. Our exploratory path analytical model suggests that sales territory design has a large effect on sales organization effectiveness both directly, and indirectly through its relationship with salesforce behavioural performance. These findings are somewhat different to those in similar studies in other countries, and suggest some important implications for managers as well as for researchers in this field.     

Work Attitudes,Work Conditions and Hours Constraints: An Explorative,Cross‐national Analysis

In this paper, individuals’ desire to work more or less than they actually do (hours constraints) is analysed in nine OECD countries using data from the 1989 International Social Survey Program (ISSP). Our results show that hours constraints deviate substantially from country to country. However, in all countries, the proportion of individuals wanting to work more (and earn more) than they actually do is larger than the fraction of workers wanting to work less (and earn less). Socio‐economic and demographic characteristics, work attitudes, and work conditions have a significant effect on hours constraints.     

Optimizing the “demographic dividend” in young developing countries: The role of contractual savings and insurance for financing education

Many developing regions are facing a youth bulge, meaning that young people comprise the highest proportion of the population. These regions are at risk of losing what could be a tremendous opportunity for economic growth and development if they do not capitalize on this young and economically productive population, also referred to as the “demographic dividend,” defined as the increase in economic growth that tends to follow increases in the ratio of the working‐age population – essentially the labor force – to dependents. Nations undergoing this population transition have the opportunity to capitalize on the demographic dividend if the right social, economic, and human capital policies are in place. In particular, Sub‐Saharan Africa, the Middle East, and North Africa are at risk of losing the demographic dividend. These regions face high youth unemployment, low primary school completion, and low secondary school enrollment. This results in an undereducated and unskilled segment of the population. The prohibitive costs of education prevent young people from finishing school, thereby entering the labor market unprepared. This article presents a case for youth‐focused financial inclusion programs as one of the antidotes to the masses of poor, undereducated, and low‐skilled young people swelling the labor markets of poor developing countries.     

Leadership efficacy: Review and future directions

The concept of leader efficacy has received relatively little attention in the leadership literature. This is somewhat surprising given that effective leadership requires high levels of agency (i.e., deliberately or intentionally exerting positive influence) and confidence. This review uses existing theory and research on leader efficacy as a point of departure for proposing an expanded and multi-level framework for understanding the domain of leadership efficacy that includes leader, follower, and collective efficacies. The primary goals are to provide a conceptual framework to stimulate future theory and research on building efficacious leadership and to understand how such leadership develops and has implications for effective performance.     

Are More Competent Workers More Satisfied?

Abstract. In this paper, we analyse the relationship between workers' competencies and their job satisfaction in the context of dual (i.e. vocational versus communicative) skill demands. We analyse the effects of workers' competencies on their overall, intrinsic, and extrinsic job satisfaction. We focus on pharmacy assistants who need both pharmaceutical and communicative competencies in their work. Results from a linked employer–employee survey show that assistants with more communicative competencies are more satisfied with their job, whereas assistants with more pharmaceutical competencies are not more satisfied than the less competent assistants. In addition, workers who perform tasks below their level of competence are more dissatisfied with both their remuneration and career prospects and the content of their job as such, than were other workers. Our results indicate that the demand shift from vocational towards communication skills, which occurs in many professions, can affect the job satisfaction of the most competent workers.     

Vertical Farming: Social Work and Sustainable Urban Agriculture in an Age of Global Food Crises

Abstract

Environmental concerns, including issues of ecological justice, attention to sustainability, and focus on issues of food security have gathered increased momentum in social work. This article will trace the background of sustainable urban agriculture as a partial solution to the issue of global food insecurity and its impact on marginalised urban populations. It will review the development of a sustainable agricultural initiative called vertical farming and suggest that it holds promise for communities struggling with chronic food security problems. It will outline some tentative steps social work may consider in order to become more fully involved in support of vertical farming initiatives.     

The best-laid schemes: An analysis of discrepancies between migration intentions and behavior

A longitudinal survey approach is used in a largely rural area in the Philippines to examine consistency between migration intentions and subsequent migration behavior. Inconsistencies in movement behavior, the timing of a move, and the destination are analyzed. Discrepancies between intentions and behavior are explained in terms of unanticipated constraints and facilitators as well as changes in the conditions that precipitated the migration intention in the first place. Intended international movers who did not actually move in a 2-1/2 year period were thwarted mainly by legal hurdles that could not be overcome. Intended internal migrants who did not actually move remained in their origin area primarily because of changes in job opportunities or family relationships. Methodological and theoretical implications of the findings are discussed.The best laid schemes o' Mice an' Men Gang aft agley, An' la'e us nought but grief an' pain, For promis'd joy! we must bear in mind the distinction between direct and facilitating factors involved in migration processes . migration analysis should consider some factors that facilitate or impede migration rather than determine migration directly (Goldscheider, 1971:38).This article was originally presented at the annual meetings of the Population Association of American in Minneapolis, Minnesota, May 2–5, 1984. The authors wish to thank Lynna Sycip for her assistance in the preparation of the tabulations for this article. In addition to the authors, the co-investigators for this project are James T. Fawcett, East-West Population Institute and Ricardo G. Abad, Institute of Philippine Culture, Ateneo de Manila University. Research for this article has been supported by NIH Grant No. R01-HD13115, the Population Center Foundation, Manila, Philippines, and the East-West Population Institute.