Managing Laggards: The Importance of a Deep Sales Bench

2019 ◽  
Vol 56 (4) ◽  
pp. 652-665 ◽  
Author(s):  
Jeffrey P. Boichuk ◽  
Raghu Bommaraju ◽  
Michael Ahearne ◽  
Florian Kraus ◽  
Thomas J. Steenburgh
Keyword(s):  
Firing Condition ◽  
Lab Experiment ◽  
Control Groups ◽  
Difference In Differences ◽  
Advice Networks ◽  
And Control ◽  
Quasi Experiment ◽  
Matched Treatment

Sales leaders often use threats of punishment to manage poor performers (i.e., laggards), but little research has examined the effect of these threats. The current research addresses this gap by investigating an intervention termed the “bench program” with a field-based quasi experiment and a randomized lab experiment. In the field, the company under study told salespeople in treatment districts that a trainee would replace them at the end of the year if they failed to hit their quota and placed last in their district. Difference-in-differences analyses of matched treatment and control groups show that the bench program had an immediate and sustained impact on performance. Moreover, laggards improved their performance more than higher performers, and salespeople with larger advice networks improved their performance more than salespeople with smaller advice networks. A lab experiment compares the bench program with a program that had the same threat of firing but did not have replacements in sight. Performance in the bench program exceeded that in the firing condition, indicating that the vividness of a threat can increase its deterrent value.

scholarly journals Hipnoterapi Sugesti Langsung dan Anchoring terhadap Penurunan Kecemasan dan Tingkat Depresi pada Pasien ODHA

2021 ◽  
Vol 4 (2) ◽  
pp. 433-441
Author(s):  
Sugiyono Sugiyono ◽  
Rohman Azzam ◽  
Mustikasari Mustikasari ◽  
Wati Jumaiyah ◽  
Dian Novianti K
Keyword(s):  
Research Method ◽  
Experiment Design ◽  
Anxiety And Depression ◽  
Control Groups ◽  
Chi Square ◽  
Before And After ◽  
Chi Square Test ◽  
Significant Change ◽  
And Control ◽  
Quasi Experiment

This study aims to determine the effect of direct suggestion hypnotherapy and anchoring on reducing levels of anxiety and depression in PLWHA patients at Tarakan Hospital, Central Jakarta. This research method uses Quasi Experiment Design. The results of the Chi-square test showed that after the intervention, the level of anxiety and depression was obtained in the intervention and control groups for the anxiety variables p: 1,000 (> 0.05) and depression p: 0.621 (> 0.05). However, before and after, there was a significant change in the value of anxiety (16.7%), depression (33%) after hypnotherapy. In conclusion, there is no effect of giving direct suggestion hypnotherapy and anchoring techniques on reducing levels of anxiety and depression in PLWHA patients.   Keywords: Anchoring, Depression, Direct Suggestion Hypnotherapy, Anxiety, PLWHA

scholarly journals Penyuluhan terhadap peningkatan pengetahuan dan sikap remaja tentang bahaya narkotika

2020 ◽  
Vol 14 (2) ◽  
pp. 195-201
Author(s):  
Adius Kusnan ◽  
Amirudin Eso ◽  
Asriati Asriati ◽  
La Ode Alifariki ◽  
Ruslan Ruslan
Keyword(s):  
High School ◽  
Young People ◽  
T Test ◽  
P Value ◽  
Test Design ◽  
Control Groups ◽  
Stage Of Development ◽  
Post Test ◽  
And Control ◽  
Quasi Experiment

Educating young people about drugs among high school studentsBackground: Adolescence is a transition between childhood and adulthood. At this stage of development, adolescents have tasks that must be completed, if adolescents are not able to carry out their roles properly they can be involved in the drugs abuse and other addictive substances.Purpose: to analyze the effect of educating young people  on improving the knowledge and attitudes about drugs among high school studentsMethod: A quasi experiment, using a pre-test and post-test design. The population was  all of student council organization such as  of (youth consultation information center, youth red cross, Scouts) and all students in grade XI (high school)  Negeri 4 Kendari. The samples was divided by 2 group: intervention groups (44 respondents) and control groups (44 respondents). Measuring instruments used were pre-test, post-test day 1, and post-test day 2 after intervention. Data analysis used paired t test and unpaired t test.Results: Shows that the briefing regarding of negative of consequence addicted to drugs  had a significant effect on students' knowledge with p-value <α (0,000) and attitude 0,000. Whereas in the control group there was no effect on knowledge (p value = 0.151) and attitudes (p value = 0.141). The results of the independent test t test obtained knowledge of 0,000 while the attitude of 0.082. This shows there is a difference between knowledge in intervention and control groups but there is no difference in attitude between intervention and control groups.Conclusion: There is effectiveness of briefing regarding of negative of consequence addicted to drugs  on knowledge among high school students in Kendari.Keywords: Educating; Young people; Drugs; High school studentsPendahuluan : Masa remaja merupakan masa peralihan antara masa kanak-kanak dan masa dewasa. Pada tahap perkembangan tersebut, remaja memiliki tugas yang harus diselesaikan, bila remaja tidak mampu menjalankan tugas dengan baik mereka dapat terlibat dalam dunia narkotika, psikotropika, obat-obatan terlarang dan zat adiktif lainnya.Tujuan: Menganalisis pengaruh penyuluhan terhadap peningkatan pengetahuan dan sikap remaja tentang bahaya Narkotika  pada remaja pada kalangan siswa SMA Negeri 4 Kendari.Metode: Penelitian quasi experiment, menggunakan rancangan pre test and post test design. Populasinya semua pengurus organisasi siswa siswi terdiri dari (pusat informasi konsultasi remaja/PIKR, palang merah remaja/PMR, Pramuka) dan siswa kelas XI SMA Negeri 4 Kendari. Sampel dibagi dalam 2 kelompok meliputi kelompok perlakuan (44 responden) dan kelompok kontrol (44 responden). Alat ukur yang digunakan kuesioner pre test, post test hari ke-1, dan post test hari ke-2 setelah penyuluhan. Analisis data menggunakan uji T berpasangan dan uji T tidak berpasangan.Hasil: Pada kelompok perlakuan (penyuluhan) menunjukkan bahwa pemberian penyuluhan tentang narkotika berpengaruh signifikan pada pengetahuan siswa yakni p value < α (0,000) dan sikap 0,000. Sedangkan pada kelompok kontrol tidak ada pengaruh penyuluhan terhadap pengetahuan (p value = 0,151) dan sikap siswa (p value = 0,141). Hasil uji indenpenden T test diperoleh pengetahuan sebesar 0,000 sedangkan pada sikap 0,082. Hal ini menunjukkan ada perbedaan antara pengetahuan pada kelompok perlakuan dan kontrol akan tetapi tidak ada perbedaan sikap antara kelompok perlakuan dan kontrol.Simpulan: Kesimpulan bahwa ada pengaruh penyuluhan terhadap peningkatan pengetahuan remaja tentang bahaya narkotika di Sekolah Menenganh Atas Negeri 4 Kendari.

Conjugated Linoleic Acid Causes a Marked Increase in Liver α-Tocopherol and Liver α-Tocopherol Transfer Protein in C57BL/6 J Mice

2010 ◽  
Vol 80 (1) ◽  
pp. 65-73 ◽  
Author(s):  
Pei-Min Chao ◽  
Wan-Hsuan Chen ◽  
Chun-Huei Liao ◽  
Huey-Mei Shaw
Keyword(s):  
Antioxidant Enzymes ◽  
Linoleic Acid ◽  
Conjugated Linoleic Acid ◽  
Thiobarbituric Acid ◽  
Control Group ◽  
Thiobarbituric Acid Reactive Substances ◽  
Control Groups ◽  
Protein Levels ◽  
Transfer Protein ◽  
And Control

Conjugated linoleic acid (CLA) is a collective term for the positional and geometric isomers of a conjugated diene of linoleic acid (C18:2, n-6). The aims of the present study were to evaluate whether levels of hepatic α-tocopherol, α-tocopherol transfer protein (α-TTP), and antioxidant enzymes in mice were affected by a CLA-supplemented diet. C57BL/6 J mice were divided into the CLA and control groups, which were fed, respectively, a 5 % fat diet with or without 1 g/100 g of CLA (1:1 mixture of cis-9, trans-11 and trans-10, cis-12) for four weeks. α-Tocopherol levels in plasma and liver were significantly higher in the CLA group than in the control group. Liver α-TTP levels were also significantly increased in the CLA group, the α-TTP/β-actin ratio being 2.5-fold higher than that in control mice (p<0.01). Thiobarbituric acid-reactive substances were significantly decreased in the CLA group (p<0.01). There were no significant differences between the two groups in levels of three antioxidant enzymes (superoxide dismutase, glutathione peroxidase, and catalase). The accumulation of liver α-tocopherol seen with the CLA diet can be attributed to the antioxidant potential of CLA and the ability of α-TTP induction. The lack of changes in antioxidant enzyme protein levels and the reduced lipid peroxidation in the liver of CLA mice are due to α-tocopherol accumulation.

The Prospects and Risks Connected with Increasing the Level of Self-Organisation in Students

2020 ◽  
pp. 75-81
Author(s):  
Svetlana Alexandrovna Kosareva ◽  
Keyword(s):  
Higher Education ◽  
Professional Competence ◽  
Initial Level ◽  
Education Institution ◽  
Diagnostic Methods ◽  
Study Guide ◽  
Learning Approaches ◽  
Control Groups ◽  
Self Organisation ◽  
And Control

The paper describes the method for increasing the level of self-organisation in students which has been developed by the author. It also contains the method testing results and presents the prospects and risks teachers could face while applying the method in a higher education institution. The purpose of this study is to find out the prospects and risks of applying the method for increasing the level of self-organisation in students and to determine the ways of reducing the risks. Methodology. The author points out the learning approaches which were the basis of developing the method and describes diagnostic methods for determining students’ self-organisation levels. The work focused on increasing each student’s initial level consists of a theoretical and a practical part and includes project activities on creating a study guide. The results of the study. The method developed proved to be effective. It was established by diagnosing the final level of self-organisation in students in the experimental and control groups. The paper considers the advantages of the method among which there is universal character, flexibility, improvements to teacher’s and students’ professional competence, etc. At the same time it is necessary to be aware of the risks due to the increased amount of teacher’s work and the fact that students’ work within the project tends to be monotonous. In conclusion, the prospects of the method for increasing the level of self-organisation in students are related to its advantages and the final results of the work. The risks of its use can be reduced with the help of the measures proposed in the paper.

Sri Lankan Cleft Lip and Palate Study Model Analysis: Clefts of the Secondary Palate

1993 ◽  
Vol 30 (2) ◽  
pp. 227-230 ◽  
Author(s):  
Andrew Mccance ◽  
David Roberts-Harry ◽  
Martyn Sherriff ◽  
Michael Mars ◽  
William J.B. Houston
Keyword(s):  
Cleft Lip ◽  
Cleft Lip And Palate ◽  
Model Analysis ◽  
Control Group ◽  
Tooth Size ◽  
Sri Lankan ◽  
Control Groups ◽  
Secondary Palate ◽  
Comparable Control ◽  
And Control

The study models of a group of adult Sri Lankan patients with clefts of the secondary palate were investigated. Tooth-size and arch-dimension comparisons were made with a comparable control group. Significant differences were found between the cleft and control groups in tooth sizes, chord lengths, and arch widths. The cleft group dimensions were generally smaller than those of the control group. Overjets were larger in the cleft group.

THE EFFECT OF APPLYING ANIMAL CARTOON PICTURES ON STUDENTS’ ACHIEVEMENT IN WRITING NARRATIVE TEXT

2017 ◽  
Vol 6 (1) ◽  
Author(s):  
Hasanul Arifin Zul And Masitowarni Siregar
Keyword(s):  
T Test ◽  
Narrative Text ◽  
Control Group ◽  
First Year ◽  
Writing Achievement ◽  
Control Groups ◽  
Post Test ◽  
Written Test ◽  
And Control ◽  
Experimental Group

This thesis is focused on the investigation of the effect of applying animal cartoon pictures on students’ achievement in writing narrative text. This study aims to find whether applying animal cartoon pictures significantly affect the students’ writing achievement or not. The data in this study were obtained by administering a written test. The population was the 2015/2016 first year (grade XI) of SMA Swasta Nusantara Lubuk Pakam and 66 students were taken as the sample by using random sampling. The sample was divided into two groups, experimental and control groups. The experimental group was taught by applying animal cartoon pictures while the control group without animal cartoon pictures (x = lecturing). The data were taken the scores from the pre-test and post-test to both experimental and control groups. These data were analyzed by using t-test. The result of computing the t-test obviously showed that t-observed is higher than t-table (5.21 >1,67) with the degree of freedom 64 (df =N-2) at the level significance 0,05 one tail test. It showed that the application of animal cartoon pictures significantly affected the students of SMA Swasta Nusantara Lubuk Pakam achievement in writing narrative text.

THE EFFECT OF APPLYING DEMONSTRATION METHOD ON STUDENTS’ ACHIEVEMENT IN SPEAKING SKILL AT THE THIRD GRADE OF SMK PAB 3 MEDAN ESTATE

2015 ◽  
Vol 4 (2) ◽  
Author(s):  
Meryanti Napitupulu And Anni Holila Pulungan
Keyword(s):  
High School ◽  
Control Group ◽  
Vocational High School ◽  
Control Groups ◽  
Speaking Test ◽  
The Third ◽  
Speaking Skill ◽  
The Subject ◽  
And Control ◽  
Experimental Group

This study was conducted as an attempt to discover the effect of applying Demonstration Method on students’ achievement in speaking skill. It was an experimental research. The subject was students of Grade XII, Vocational High School (Sekolah Menengah Kejuruan: SMK), which consisted of 79 students. The research was divided into two groups: experimental and control groups. The instrument used to collect the data was speaking test. To obtain the reliability of the test, the writer applied Kuder Richardson 21 formula. The result of the reliability was 0.7, and it was found that the test was reliable. The data were analyzed by using t-test formula. The analysis showed that the scores of the students in the experimental group were significantly higher than the scores of the students in the control group at the level of significant m = 0.05 with the degree of freedom (df) 77, t-observed value 8.9 > t-table value 1.99. The findings indicate that using Demonstration Method significantly affected the students’ achievement in speaking skill. So, English teachers are suggested to use Demonstration Method in order to improve students’ achievement in speaking skill.

Effects of Virgin Coconut Oil as Adjunct Therapy in the Treatment of Allergic Rhinitis

2016 ◽  
Vol 1 (1) ◽  
pp. 22
Author(s):  
Nazli Zainuddin ◽  
Nurul Azira Mohd Shah ◽  
Rosdan Salim
Keyword(s):  
Allergic Rhinitis ◽  
Side Effects ◽  
Coconut Oil ◽  
Test Group ◽  
Nasal Symptom ◽  
Control Group ◽  
Virgin Coconut Oil ◽  
Control Groups ◽  
Significant Difference ◽  
And Control

Introduction: The role of virgin coconut oil in the treatment of allergic rhinitis is controversial. Thus, the aim of the present study is to determine the effects of virgin coconut oil ingestion, in addition to standard medications, on allergic rhinitis. We also studied the side effects of consumption of virgin coconut oil. Methods: Fifty two subjects were equally divided into test and control groups. All subjects received a daily dose of 10mg of loratadine for 28 days. The test group was given 10ml of virgin coconut oil three times a day in addition to loratadine. The symptoms of allergic rhinitis were scored at the beginning and end of the study. Results:, the symptom score were divided into nasal and non-nasal symptom scores. Sneezing score showed a significant difference, however the score was more in control group than test group, indicating that improvement in symptom was more in control group. The rest of the nasal symptom and non-nasal symptom score showed no significant difference between test and control groups. Approximately 58% of the test subjects developed side effects from consumption of virgin coconut oil, mainly gastrointestinal side effects. Conclusion: In the present study, ingestion of virgin coconut oil does not improve the overall and individual symptoms of allergic rhinitis, furthermore it has side effects.

Effects of Time and Perceptual Orientation on Actors' and Observers' Attributions

1984 ◽  
Vol 58 (1) ◽  
pp. 23-30
Author(s):  
Donald S. Martin ◽  
Ming-Shiunn Huang
Keyword(s):  
Video Recording ◽  
Control Group ◽  
Control Groups ◽  
Video Recordings ◽  
Before And After ◽  
Perceptual Orientation ◽  
Initial Difference ◽  
Variety Show ◽  
And Control ◽  
Unrelated Variety

The actor/observer effect was examined by Storms in a 1973 study which manipulated perceptual orientation using video recordings. Storms' study was complex and some of his results equivocal. The present study attempted to recreate the perceptual reorientation effect using a simplified experimental design and an initial difference between actors and observers which was the reverse of the original effect. Female undergraduates performed a motor co-ordination task as actors while watched by observers. Each person made attributions for the actor's behaviour before and after watching a video recording of the performance. For a control group the video recording was of an unrelated variety show excerpt. Actors' initial attributions were less situational than observers'. Both actors and observers became more situational after the video replay but this effect occurred in both experimental and control groups. It was suggested the passage of time between first and second recording of attributions could account for the findings and care should be taken when interpreting Storms' (1973) study and others which did not adequately control for temporal effects.

Sign in / Sign up

Export Citation Format

Share Document