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.     

家长式领导对高层管理团队成员创造力的作用机制研究

基于对57个高科技企业高层管理团队中的配对数据分析,对家长式领导行为、心理授权、权力距离和集体主义价值观影响高层管理团队成员创造力的方式进行探究。研究发现,CEO的家长式领导行为对团队成员创造力具有显著的正向影响,团队成员的心理授权在其中起完全中介作用。此外,家长式领导对不同价值取向的团队成员的心理授权产生了不同的影响,即团队成员的权力距离取向越高,或者集体主义取向越高,威权领导对其心理授权的负向影响越弱;团队成员的集体主义取向越高,仁慈领导对其心理授权的正向影响越弱。     

Understanding changes in Māori incomes and income inequality 1997–2003

This paper examines recent changes in weekly income levels and dispersion for Māori, New Zealand’s indigenous ethnic group. Changes in the Māori income distribution between 1997 and 2003 reflect rapid increases in economic growth and employment rate. A reduced proportion of people had zero or benefit-level incomes and a higher proportion had high incomes. Income inequality declined for working-aged Māori and was stable for employed Māori. The average income gap between Māori and Europeans declined. The increased Māori employment rate during this period was the single most important driver of changes in the Māori income distribution.

Racial/Ethnic Minority Community College Students' Critical Consciousness and Social Cognitive Career Outcomes

A need exists to better understand how racial/ethnic minority students' critical consciousness development in response to marginalization may be involved in their educational and career development. We therefore examined the link between critical consciousness development and career decision self-efficacy and career outcome expectations among racial/ethnic minority community college students. Following social cognitive career theory's conceptual pillars, we developed a testable model integrating critical consciousness and social cognitive variables. This model was tested with 135 racially and ethnically diverse community college students. Data analysis included path analyses and tests of model fit using structural equation modeling. Results suggested that (a) higher critical agency is linked to higher career decision self-efficacy and outcome expectations and (b) critical action and reflection have a bidirectional link and predict higher critical agency. Implications for research and practice aiming to close educational and career gaps among racial/ethnic minorities are discussed.     

Reclaiming ourselves through Testimonio pedagogy: reflections on a curriculum design lab in teacher education

This article details one teacher preparation course centering Latin American Testimonio narratives of struggle/survival amid structural oppression for use in secondary curriculum. As our class of predominantly Latina/o students and two Latina instructors engaged Testimonio pedagogy, we fashioned a hopeful alternative to our own experiences of intergenerational oppression. While research indicates that the experiences and histories of pre-service Teachers of Color lend pedagogical strength and critical consciousness to teacher education, three Latina pre-service students highlight the ways in which Testimonio became more than a pedagogical approach. Testimonio’s collectivity, resistance, hope, and assertions of voice and dignity moved through them not as educators first but as (great-grand)daughters of oppressed though still-resilient People(s). Testimonio emboldened these Latina pre-service educators to recognize and validate their own inherited multiliteracies, (re)claim their connectedness to land, and articulate their visions for more equitable schooling. This work advances research into the essentiality of engaging race and ethnicity in K-12 and teacher education curriculum and pedagogy.     

政策性住房建设项目融资的PPP模式探析

我国政策性住房建设面临着资金瓶颈,借鉴发达国家公共设施建设项目融资中普遍采用的PPP模式将有助于解决这一困境。本文从公共物品理论和住房的双重属性作为研究切入点,分析了政策性住房建设融资中引入PPP模式的可行性,并对政策性住房建设项目PPP模式的运作流程、实践中的困境及对策加以探讨,为解决政策性住房建设项目融资难题提供一种思路。     

Interkulturelles Coaching – eine komplexe,systemische Herausforderung

Intercultural coaching takes place in the highly complex reality of a globalized world. The coachee is an individual acting in the situational context of his assignment and his corporate culture. He has been socialized in his own culture, but is communicating and interacting with people who have been socialized in different cultures. In order to identify and solve problems, all three aspects (person, situation, culture) have to be considered. Some aspects may have more influence than others may, but they combine in a closely interwoven system. The authors outline the theoretical background of intercultural coaching and illustrate the process with case studies.     

Using Bayesian graphical models to model biases in observational studies and to combine multiple sources of data: application to low birth weight and water disinfection by-products

Summary.  Data in the social, behavioural and health sciences frequently come from observational studies instead of controlled experiments. In addition to random errors, observational data typically contain additional sources of uncertainty such as missing values, unmeasured confounders and selection biases. Also, the research question is often different from that which a particular source of data was designed to answer, and so not all relevant variables are measured. As a result, multiple sources of data are often necessary to identify the biases and to inform about different aspects of the research question. Bayesian graphical models provide a coherent way to connect a series of local submodels, based on different data sets, into a global unified analysis. We present a unified modelling framework that will account for multiple biases simultaneously and give more accurate parameter estimates than standard approaches. We illustrate our approach by analysing data from a study of water disinfection by-products and adverse birth outcomes in the UK.     

Mexican illegality,black citizenship,and white power: immigrant perceptions of the U.S. socioracial hierarchy

While some scholars contend that immigrant integration is predicated on a strategic distancing from Blacks and closeness to Whites, others argue that highly racialised immigrants share more commonality with Black Americans than Whites. Drawing on in-depth interviews with Mexican immigrant newcomers to Los Angeles, California, this article examines how immigrants make sense of their position in U.S. socioracial hierarchy vis-à-vis other racialised groups. I show that as immigrants navigate U.S. social, racial, and political landscapes, they come to view ‘American-ness’ and the citizenship status inherent in it as a key marker of distinction between themselves and those they deem ‘American’. Immigrants thus view their group status as an inferior one relative not only to the dominant White group, but also to Black Americans, albeit for qualitatively different reasons. Findings highlight how the vulnerability of ‘illegality’ not only reinforces existing social boundaries with Whites, but also shapes the nature of socioracial boundaries with Black Americans that can hinder the potential for racial solidarity and has broader implications for the U.S. socioracial hierarchy.