Size effect and merger dominance in salesforce integration

2020 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Joon-Hee Oh
Keyword(s):  
Content Type ◽  
Revenue Growth ◽  
Sales Team ◽  
Sales Teams ◽  
New Information ◽  
Unequal Number ◽  
Research Gap ◽  
Composition Structure ◽  
Effective Integration ◽  
Practical Implications

Purpose This study aims to test the authors’ theory that in an integrated sales team, the larger team (either from the acquiring or acquired firm) dominates the smaller team, even though it may be less competent than the smaller one, and that the level of competence of the integrated entity with the dominant but inferior larger team is bound to deteriorate. Design/methodology/approach The study tests the theory by conducting a laboratory experiment. Findings The results from the experiment show that an asymmetrical employee composition structure creates merger dominance in the post-integration group and influences the integration performance. Research limitations/implications Considering the lack of mergers and acquisitions research in the marketing literature, the author believes that this study contributes new information to the literature. The finding that an integrated entity with a dominant but inferior larger partner will demonstrate a resulting degeneration of competence invites empirical research for validation. Practical implications The integration of sales teams is central to ensuring revenue growth and driving the value that mergers promise but often fail to realize. The study findings provide some practical insights in this regard. Originality/value Mergers between asymmetrical partners are common phenomena. However, few studies have investigated how an unequal size of sales teams in pre-merger firms influences the effective integration of different sales teams. To fill this research gap, this study examines whether the involvement of an unequal number of salespeople from pre-merger firms in a post-merger sales team may influence its post-merger performance.

Propeller thrust force contribution to airplane longitudinal stability

2018 ◽  
Vol 90 (9) ◽  
pp. 1474-1478
Author(s):  
Miodrag Milenković-Babić
Keyword(s):  
Stability Analysis ◽  
Thrust Force ◽  
Standard Procedure ◽  
Longitudinal Stability ◽  
Content Type ◽  
Additional Information ◽  
New Information ◽  
Practical Implications ◽  
Theoretical Results ◽  
Propeller Thrust

Purpose This paper aims to present the new information about propeller thrust force contribution to airplane longitudinal stability analysis. Design/methodology/approach The method presented in this paper is empirical, shows how propeller thrust force derivative can be obtained and gives some additional information about misinterpretation of the propeller thrust effects that are present in the current literature. Findings New information about propeller thrust force contribution to airplane longitudinal stability analysis has been presented. This information should enable more precise insight in aircraft stability analysis and better understanding of the physical process that occurs during maneuver flight. Practical implications The information presented in this paper is new and specific to the propeller aircraft configuration. The methods used here are standard procedure to evaluating propeller thrust force derivative. Originality/value The information in this paper presents theoretical results. The method for calculating thrust force contribution to the airplane longitudinal stability is given depending on the propeller type and should enable good engineering results.

Stakeholders’ perceptions of competitive tourism destination: empirical evidence from Serbia

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Verica Milutinovic ◽  
Jelena Musanovic ◽  
Dejan Beric
Keyword(s):  
Design Methodology ◽  
Tourism Industry ◽  
Public Institutions ◽  
Modified Model ◽  
Content Type ◽  
Destination Competitiveness ◽  
Stakeholder Perspective ◽  
Research Gap ◽  
Tourism Destinations ◽  
Practical Implications

Purpose This study made an advance over previous work by providing a modified model for measuring the competitiveness of tourism destinations based on competitive performance from a stakeholder perspective. Furthermore, this paper aims to evaluate the sources of relative strengths and weaknesses perceived of a destination. Design/methodology/approach This study uses a quantitative approach to seek opinions of 135 tourism stakeholders. Univariate and bivariate statistical analyses were used to describe the profile of the respondents, quantify the main findings and test the proposed hypotheses. Findings The results highlight the importance of safety in determining the attractiveness of a destination and its significance for the competitiveness of a destination. The strongest indicator of competitiveness is “Core resources and attractions,” while the weakest indicator is “Destination management.” Also, employees in public institutions and in the tourism industry in general have different opinions about competitive tourism destinations for most dimensions. Research limitations/implications Despite the fact that the findings do not consider the demand side, which has a major impact on the destination, they minimize the research gap and contribute to the existing literature review. Practical implications The results are of particular value to stakeholders and destination management responsible for strengthening the competitiveness of tourism destinations. Originality/value The research progressed over previous studies by developing and empirically testing a modified conceptual model for measuring destination competitiveness from a supply-side perspective and recommending improvements for the emerging tourism destinations.

Remarks about factors shaping the heliosphere

2018 ◽  
Vol 92 (3) ◽  
pp. 329-335
Author(s):  
Romana Ratkiewicz ◽  
Wojciech Konior ◽  
Jan Kotlarz
Keyword(s):  
Status Report ◽  
Physical Processes ◽  
Content Type ◽  
General Review ◽  
New Information ◽  
Conceptual Paper ◽  
First Time ◽  
Practical Implications ◽  
Theoretical Results

Purpose The purpose of the paper is to give a brief description of the new topic introduced for the first time at the EASN Conferences. Design/methodology/approach The topic concerns the heliosphere, the nearest surrounding of the Sun and thus the nearest vicinity of the Earth. The heliosphere is created due to the interaction between the solar wind and the local interstellar medium. Findings This paper does not include any new information about the heliosphere and only introduces a new topic to this journal. It is briefly shown how heliospheric structures are formed, what factors affect a shape of the heliosphere, what measurements are made by Ulysses, Voyager and IBEX space missions (important for the heliosphere modeling) and how obtained data are used to validate theoretical results. Practical implications To categorize the paper under one of these classifications, research paper, viewpoint, technical paper, conceptual paper, case study, literature review or general review, the authors chose a paper type, general review, as the closest category to this paper. However, it is not a purpose of this paper to provide an extensive review of the community efforts to investigate the physical processes in the vicinity of the heliosphere interface. This is mostly a status report. Originality/value As the new topic in this journal, the article introduces in detail only a small number of aspects connected with heliosphere models. Interplanetary and interstellar magnetic field structures are primarily described. Other factors are only mentioned.

Money laundering through exchange offices

2020 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Fabian Maximilian Johannes Teichmann ◽  
Marie-Christin Falker
Keyword(s):  
Qualitative Study ◽  
Money Laundering ◽  
Quantitative Research ◽  
Design Methodology ◽  
Prevention Measures ◽  
Content Type ◽  
Compliance Officers ◽  
Research Gap ◽  
Practical Implications ◽  
Insight Into

Purpose The purpose of this paper is to illustrate how money launderers circumvent compliance measures by using exchange offices to launder incriminated funds. Design/methodology/approach The three-step process entailed carrying out unofficial interviews with money launderers, which gave first insight into the issue, followed by expert interviews that were reviewed by means of a qualitative study. The findings of the qualitative study were processed during the subsequent quantitative research. Findings Although exchange offices are a known threat to anti-money laundering efforts, they continue to be highly applicable. As exchange offices are responsible for their own compliance measures, compliance officers employed by other institutions do not encounter money laundering through exchange offices regularly. Research limitations/implications The findings of the study are limited to the experiences of the interviewed experts, which, naturally, are highly subjective. Further, they are geographically limited, as certain areas were not represented in the study. Practical implications During the literature review, a research gap was identified. The present study attempts to partially fill the same. The illustrated findings aimed at facilitating an improvement of anti-money laundering measures. The insights into the minds of money launderers provide valuable information for legislators, compliance officers and authorities. Originality/value Presently, the majority of the literature focuses on the issue of money laundering from a compliance perspective. However, accurately understanding how money launderers circumvent the existing prevention measures requires an exploration of their approaches. To effectively inhibit money laundering, it is necessary to gain a holistic overview of the issue, which entails the observation of both perspectives.

Perceptions of young entrepreneurial aspirants towards sustainable entrepreneurship in Pakistan

Kybernetes ◽  
2020 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Bahadur Ali Soomro ◽  
Hassan K. Almahdi ◽  
Naimatullah Shah
Keyword(s):  
Structural Equation ◽  
Equation Modeling ◽  
Business Systems ◽  
Cross Sectional ◽  
Sustainable Entrepreneurship ◽  
Public And Private ◽  
Content Type ◽  
Research Gap ◽  
Main Components ◽  
Practical Implications

Purpose This paper aims to investigate the perceptions of young entrepreneurial aspirants towards sustainable entrepreneurship in Pakistan. Design/methodology/approach The study is based on descriptive and cross-sectional data collected using a survey questionnaire. The study’s respondents were students, all of whom were studying for their Master’s degree of Business Administration (MBA) at several Pakistani universities (both public and private sectors). A total of 412 usable cases were used to obtain the outcomes. Findings By using the structural equation modeling, the findings suggest a positive and significant impact of eco-friendly people, green marketing factors, changing consumer behaviour and favourable market conditions on sustainable entrepreneurship. Practical implications The study’s findings are beneficial in understanding the concept of sustainable entrepreneurship and the significant factors that may affect sustainable entrepreneurship along with the main components in social and business systems. Organizations can reinforce these factors to stimulate sustainable entrepreneurship in future studies. Thus, the study contributes to filling the research gap in the area of sustainable entrepreneurship. Originality/value To the best of the authors’ knowledge, this is the first study to investigate and reveal young entrepreneurial aspirants’ perceptions on sustainable entrepreneurship. The findings help in understanding the sustainable entrepreneurship concept, particularly in a developing country.

Determining and representing value in creative placemaking

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Josephine Vaughan ◽  
Kim Maund ◽  
Thayaparan Gajendran ◽  
Justine Lloyd ◽  
Cathy Smith ◽  
...  
Keyword(s):  
Design Methodology ◽  
Social Economic ◽  
Economic Benefits ◽  
Content Type ◽  
Qualitative And Quantitative ◽  
Creative Placemaking ◽  
Key Stakeholders ◽  
Research Gap ◽  
Quantitative Indicators ◽  
Practical Implications

Purpose This study aims to address the research gap about value in the holistic discourse of creative placemaking. It identifies and synthesises the often discounted social and environmental values of creative placemaking along with typically emphasised economic values. Design/methodology/approach This paper builds upon two research phases; first, a review and extraction of creative placemaking value indicators from relevant current urban, cultural and planning literature; and second, the identification of relevant, practice-based, value indicators through interviews with 23 placemaking experts including practitioners, urban planners, developers and place managers from the two largest cities of NSW, Australia; Sydney and Newcastle. Findings This study identifies three broad thematics for valuing creative placemaking along with several sub-categories of qualitative and quantitative indicators. These indicators reveal the holistic value of creative placemaking for its key stakeholders, including expert placemakers, designers, building developers, government and community groups. A key conclusion of the research is the need for tools that grasp the interconnected, and at times conflicting, nature of placemaking’s social, economic and environmental outcomes. Originality/value While a variety of value indicators exist to understand the need for ongoing resourcing of creative placemaking, stakeholders identified the limitations of current approaches to determine, represent and appraise the value of creative placemaking. The indicators of value proposed in this research consolidate and extend current discourse about the value of creative placemaking specifically. The indicators themselves have profound practical implications for how creative placemaking is conceived, executed and evaluated. Theoretically, the study builds on the deep relationships between values and practice in creative placemaking, as well as critiquing narrow forms of evaluation that entrench economic benefits over other outcomes.

Leader dark personality and team agreeableness: a recipe for volatile team performance

2020 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Nishant Uppal
Keyword(s):  
Team Performance ◽  
Dark Triad ◽  
Team Leaders ◽  
Content Type ◽  
Team Members ◽  
Sales Team ◽  
Performance Variability ◽  
The Relationship ◽  
Practical Implications

Purpose This paper aims to examine the effects of the leaders’ dark triad (DT) personality traits, namely, Machiavellianism, Narcissism and Psychopathy, on the team performance variability. Furthermore, this work explores the role of team agreeableness in the above relationship. Design/methodology/approach The study is based on the longitudinal and archival data obtained from the sales team (team leaders: n = 190; team members: n = 832) of 19 firms dealing with fast-moving consumer goods in India. Findings From the finding of the study, it can be inferred that the presence of DT traits in the leaders causes high fluctuations in team performance. Besides, team agreeableness was found to moderate the relationship between the DT traits of the leaders and the team performance variability. Originality/value The theoretical and practical implications of the study are also discussed.

The influence of power position on the depth of collaboration

2014 ◽  
Vol 19 (1) ◽  
pp. 17-30 ◽  
Author(s):  
Anni-Kaisa Kähkönen
Keyword(s):  
Power Relations ◽  
Dyadic Relationships ◽  
Structured Interviews ◽  
Collaborative Relationships ◽  
Content Type ◽  
Case Research ◽  
Unexplored Area ◽  
Research Gap ◽  
Practical Implications ◽  
Power Position

Purpose – This paper aims to analyze the influence of power on the depth of collaboration by discussing the power relations and collaborative relationships between buyers and suppliers in networks. The aim is to shed light on how power position in a network influences the depth of collaboration. Design/methodology/approach – The study utilizes a case research as a method and analyzes a network from the Finnish food industry. The empirical data comprises 29 semi-structured interviews conducted among the personnel of four case companies. Findings – The findings of the study suggest that the network actors' power relations affect the form of the relationships. It seems that power influences the depth of collaboration, which is minimal if the actors do not have balanced power positions. Highlighting the importance of the network context, the results also indicate that the role and position in the network may crucially determine the character of the power relations if the actors are otherwise in balanced positions. Practical implications – The results have implications for purchasing and supply chain managers and practitioners in terms of shedding light on the relation between power and collaboration. It enhances understanding of how power influences collaboration, and of how a wider network perspective could determine the power relations between the companies. Managers need to be aware of the effects of power on the nature of their relationships and, moreover, on the depth of collaboration. This enhances their ability to determine their positions in relation to other companies, and to develop relationships offering opportunities for deeper collaboration. Originality/value – The literature review reveals that the issues of power and collaboration in the network context have rarely been connected and discussed in relation to each other. This constitutes a clear and notable research gap given the implication that the relation between power and collaboration, in terms of the influence of power position, is still an unexplored area. Moreover, whereas most previous studies on the phenomenon of power concentrate on analyzing dyadic relationships, this study raises the question of the network context.

Use of Salvia hispanica as an eco-friendly corrosion inhibitor for bronze in acid rain

2017 ◽  
Vol 64 (6) ◽  
pp. 654-663 ◽  
Author(s):  
A.K. Larios-Galvez ◽  
J. Porcayo-Calderon ◽  
V.M. Salinas-Bravo ◽  
J.G. Chacon-Nava ◽  
Jose Gonzalo Gonzalez-Rodriguez ◽  
...  
Keyword(s):  
Acid Rain ◽  
Corrosion Inhibitor ◽  
Electrochemical Impedance ◽  
Electrochemical Techniques ◽  
Simulated Acid Rain ◽  
Salvia Hispanica ◽  
Content Type ◽  
Green Corrosion Inhibitor ◽  
New Information ◽  
Practical Implications

Purpose The purpose of this research paper was to investigate the use of methanolic extract of Salvia hispanica (S. hispanica) as a green corrosion inhibitor for bronze in a simulated acid rain solution. Design/methodology/approach Extract of S. hispanica was used as a green corrosion inhibitor for bronze in simulated acid rain solution. Electrochemical techniques such as potentiodynamic polarization curves, electrochemical impedance spectroscopy and electrochemical noise were used. Parameters such as polarization, charge transfer and noise resistance (Rp, Rct and Rn, respectively) were calculated. Findings Results showed that the extract acts as a good, anodic type of inhibitor. The inhibitor efficiency increased with increasing its concentration up to 400 ppm, decreasing beyond this concentration. Efficiency also increased with an increase in the immersion time. The inhibition was due to the adsorption of components found in the S. hispanica extract following a Langmuir adsorption isotherm. Practical implications S. hispanica extract can be used as a corrosion inhibitor for bronze in acid rain solution. Originality/value This study provides new information on the inhibition features of S. hispanica under specific conditions. This eco-friendly inhibitor could find applications to protect bronze exposed to polluted urban atmospheres.

scholarly journals Sustainability in the professional accounting and finance curriculum: an exploration

2018 ◽  
Vol 8 (3) ◽  
pp. 291-311 ◽  
Author(s):  
Langton Mburayi ◽  
Tony Wall
Keyword(s):  
Business School ◽  
Business Schools ◽  
Learning Opportunities ◽  
Institutional Commitment ◽  
Content Type ◽  
Original Analysis ◽  
Analysis And Synthesis ◽  
Effective Integration ◽  
Practical Implications ◽  
School Curricula

PurposeWhereas the integration of sustainability into business schools has received increasing attention in recent years, the debate continues to be generic rather than recognising the peculiarities of the more quantitative sub disciplines such as accounting and finance which may of course be intimately linked to professional standards. The purpose of this paper, therefore, is to examine the extent to which sustainability is integrated into accounting and finance curricula in business schools, how, and to understand some of the challenges of doing so.Design/methodology/approachThis paper presents the findings from a systematic form of literature review which draws on the previous literature about how sustainability is embedded into business school curricula and the challenges in doing so. A particular focus is placed on how the ways in which sustainability is integrated into accounting and finance curricula in business schools.FindingsThe paper demonstrates that accounting and finance lags behind other management disciplines in embedding sustainability and that institutional commitment is oftentimes a strong imperative for effective integration of sustainability.Practical implicationsThis paper is a call to practitioners and researchers alike to explore new ways of integrating sustainability in the accounting and finance curricula, including working across boundaries to provide learning opportunities for future accountants, financial managers and generalist managers.Originality/valueThe paper offers an original analysis and synthesis of the literature in the context of the accounting and finance curricula in business schools, and proposed a conceptual framework to further develop sustainability education in the context of business schools.

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