The Impact of Compensation Structure on Salesperson Perceptions and Behaviors: Insights From the Sales Literature

2021 ◽  
pp. 088636872110434
Author(s):  
Edward O’Donnell ◽  
Laurence Marsh
Keyword(s):  
Behavioral Outcomes ◽  
Extensive Review ◽  
Compensation Structure ◽  
Future Studies ◽  
And Behaviors ◽  
Sales Compensation ◽  
The Impact ◽  
Theoretical Foundations ◽  
Organizational Objectives

Compensation is one of the most effective methods used to align and motivate salespeople to accomplish sales and organizational objectives. For this reason, sales researchers have made considerable strides in understanding the impact that compensation structure has on salespeople and salesforce performance. In this article, we examine the theoretical foundations of the sales compensation literature. We then perform an extensive review of this literature to identify the perceptual and behavioral outcomes associated with incentive- and salary-based compensation. Finally, the limitations of the sales compensation research are identified, and future studies are proposed.

The Impact of Universal Suicide-Prevention Programs on the Help-Seeking Attitudes and Behaviors of Youths

Crisis ◽  
2013 ◽  
Vol 34 (2) ◽  
pp. 82-97 ◽  
Author(s):  
Bonnie Klimes-Dougan ◽  
David A. Klingbeil ◽  
Sarah J. Meller
Keyword(s):  
Suicide Prevention ◽  
Help Seeking ◽  
Prevention Programs ◽  
Universal Prevention ◽  
Help Seeking Attitudes ◽  
Attitudes And Behaviors ◽  
Seeking Behavior ◽  
And Behaviors ◽  
Suicide Prevention Programs ◽  
The Impact

Background: While the ultimate goal of adolescent suicide-prevention efforts is to decrease the incidence of death by suicide, a critical intermediary goal is directing youths toward effective sources of assistance. Aim: To comprehensively review the universal prevention literature and examine the effects of universal prevention programs on student’s attitudes and behaviors related to help-seeking. Method: We systematically reviewed studies that assessed help-seeking outcomes including prevention efforts utilizing (1) psychoeducational curricula, (2) gatekeeper training, and (3) public service messaging directed at youths. Of the studies reviewed, 17 studies evaluated the help-seeking outcomes. These studies were identified through a range of sources (e.g., searching online databases, examining references of published articles on suicide prevention). Results: The results of this review suggest that suicide-prevention programming has a limited impact on help-seeking behavior. Although there was some evidence that suicide-prevention programs had a positive impact on students’ help-seeking attitudes and behaviors, there was also evidence of no effects or iatrogenic effects. Sex and risk status were moderators of program effects on students help-seeking. Conclusions: Caution is warranted when considering which suicidal prevention interventions best optimize the intended goals. The impact on adolescents’ help-seeking behavior is a key concern for educators and mental-health professionals.

scholarly journals A Fundamental Study on the Development of New Energy Performance Index in Office Buildings

Energies ◽  
2021 ◽  
Vol 14 (8) ◽  
pp. 2064
Author(s):  
Jin-Hee Kim ◽  
Seong-Koo Son ◽  
Gyeong-Seok Choi ◽  
Young-Tag Kim ◽  
Sung-Bum Kim ◽  
...  
Keyword(s):  
Energy Consumption ◽  
Energy Requirement ◽  
Energy Performance ◽  
Office Buildings ◽  
Light Transmittance ◽  
Wall Structure ◽  
Fundamental Study ◽  
Future Studies ◽  
U Value ◽  
The Impact

Recently, there have been significant concerns regarding excessive energy use in office buildings with a large window-to-wall ratio (WWR) because of the curtain wall structure. However, prior research has confirmed that the impact of the window area on energy consumption varies depending on building size. A newly proposed window-to-floor ratio (WFR) correlates better with energy consumption in the building. In this paper, we derived the correlation by analyzing a simulation using EnergyPlus, and the results are as follows. In the case of small buildings, the results of this study showed that the WWR and energy requirement increase proportionally, and the smaller the size is, the higher the energy sensitivity will be. However, results also confirmed that this correlation was not established for buildings approximately 3600 m2 or larger. Nevertheless, from analyzing the correlation between the WFR and the energy requirements, it could be deduced that energy required increased proportionally when the WFR was 0.1 or higher. On the other hand, the correlation between WWR, U-value, solar heat gain coefficient (SHGC), and material property values of windows had little effect on energy when the WWR was 20%, and the highest effect was seen at a WWR of 100%. Further, with an SHGC below 0.3, the energy requirement decreased with an increasing WWR, regardless of U-value. In addition, we confirmed the need for in-depth research on the impact of the windows’ U-value, SHGC, and WWR, and this will be verified through future studies. In future studies on window performance, U-value, SHGC, visible light transmittance (VLT), wall U-value as sensitivity variables, and correlation between WFR and building size will be examined.

scholarly journals Parental incarceration affects children’s emotional and behavioral outcomes: A longitudinal cohort study of children aged 9 to 13 years

2021 ◽  
pp. 016502542199591
Author(s):  
Daragh Bradshaw ◽  
Ann-Marie Creaven ◽  
Orla T. Muldoon
Keyword(s):  
Cohort Study ◽  
Relationship Quality ◽  
Child Outcomes ◽  
Behavioral Outcomes ◽  
Secondary Analysis ◽  
Parental Incarceration ◽  
Child Relationship ◽  
Children And Parents ◽  
The Impact

Parental incarceration (PI) is negatively associated with emotional, educational, and psychological child outcomes. However, few studies explore potential mechanisms through which these outcomes are transmitted or the means by which prosocial outcomes might develop. This study used data from two waves of a population cohort study of children aged 9 years and followed up aged 13 years living in Ireland. Children and parents ( N = 8,568) completed measures of PI, primary caregiver (PCG) depression, PCG-child relationship quality, and child behavioral adjustment. We then conducted a secondary analysis on this national longitudinal study of children in Ireland. Using sequential mediation models, we observed a mediated indirect effect of PI on prosocial outcomes via PCG depression and PCG-child relationship quality. PI at age 9 was associated with increased difficulties and reduced prosocial behavior at age 13. Additionally, PI at age 9 affected PCG depression and the PCG-child relationship quality. Additionally, child prosocial outcomes, and emotional and behavioral difficulties were less apparent where PI had a weaker effect on PCG depression and the quality of PCG-child relationship. Supports that can mitigate the impact of PI for vulnerable caregivers and children are discussed.

Reflections on the biochemistry ofEchinococcus: past, present and future

Parasitology ◽  
2009 ◽  
Vol 136 (12) ◽  
pp. 1643-1652 ◽  
Author(s):  
D. P. McMANUS
Keyword(s):  
Hydatid Disease ◽  
Biochemical Analysis ◽  
Species Variation ◽  
Research Directions ◽  
Future Studies ◽  
Tegumental Surface ◽  
Research Areas ◽  
General Metabolism ◽  
New Research ◽  
The Impact

SUMMARYThis review discusses 5 of my earliest papers on the biochemistry of larvalEchinococcuspublished inParasitologyin the 1970s and 1980s. Two of the publications consider aspects of the basic biochemistry, intermediary metabolism and the regulation of respiratory pathways inE. granulosusandE. multilocularis, and emphasize the existence of inter- and intra-species variation in their general metabolism. The third reports on the detailed biochemical analysis of the tegumental surface of the protoscolex ofE. granulosus, and the final 2 papers describe the genomic cloning ofEchinococcusDNA fragments and their use, along with other DNA markers, in molecular identification ofE. granulosusisolates collected worldwide from areas endemic for hydatid disease. A number of years have elapsed since these publications inParasitologyand, in this Centenary Issue article, I reflect briefly on some of the subsequent studies undertaken in these research areas that have advanced the field. As well, I provide brief insight on new research directions, emphasizing the impact of molecular biology and associated techniques on future studies ofEchinococcusand hydatid disease.

scholarly journals Childrearing Practices and Developmental Expectations for Mexican-American Mothers and the Developmental Status of Their Infants

2004 ◽  
Vol 84 (5) ◽  
pp. 439-453 ◽  
Author(s):  
Thubi HA Kolobe
Keyword(s):  
Socioeconomic Status ◽  
Early Intervention ◽  
Parent Education ◽  
Mexican American ◽  
Child Assessment ◽  
Developmental Status ◽  
Childrearing Practices ◽  
And Behaviors ◽  
The Impact ◽  
The Relationship

Abstract Background and Purpose. The impact of parent education programs on early intervention programs is not thought to be uniform among children from majority and minority populations. This study examined the relationship between maternal childrearing practices and behaviors and the developmental status of Mexican-American infants. Subjects. Participants were 62 Mexican-American mother-infant pairs. The infants' mean adjusted age was 12 months (SD=1.7, range=9–14). A third of the children were diagnosed with developmental delays and referred for early intervention by physicians or therapists when the children received their medical follow-up. The group was stratified according to socioeconomic status and acculturation using the Bidimensional Acculturation Scale for Hispanics. This scale uses cutoff points to classify individuals into 3 levels of acculturation. Methods. Information on childrearing practices and behaviors was gathered using the Parent Behavior Checklist (PBC), the Home Observation for Measurement of the Environment (HOME) Inventory, and the Nursing Child Assessment Teaching Scale (NCATS). Infants' developmental status was assessed by use of the Bayley Scales of Infant Development II (BSID II). The Pearson product moment correlation, partial correlations, Fisher z transformation, and multiple regression analyses were used to examine the relationship between childrearing practices and parenting behaviors, demographic factors, and infants' developmental status. Results. Maternal nurturing behaviors, parent-child interaction, and quality of the home environment were positively correlated with the infants' cognitive development. Maternal years of education modified the observed relationship between PBC and BSID II scores but not the observed relationship between HOME Inventory and NCATS scores. The childrearing practices, maternal socioeconomic status (SES) and age, and infants' gestational age at birth (GA) explained 45% of the variance in infants' cognitive scores. The infants' GA, maternal SES and age, and NCATS scores accounted for 32% of the motor scores on the BSID II. Discussion and Conclusion. The findings partially support a link between aspects of the mothers' childrearing behaviors and their infants' cognitive developmental status. For motor developmental status, the association appeared stronger with the infants' characteristics than with maternal childrearing practices and behaviors tested in this study.

A meta-analysis of the capitalisation of CAP direct payments into land prices

2021 ◽  
Author(s):  
Alessandro Varacca ◽  
Giovanni Guastella ◽  
Stefano Pareglio ◽  
Paolo Sckokai
Keyword(s):  
Agricultural Policy ◽  
Meta Analysis ◽  
Extensive Review ◽  
The European Union ◽  
Decoupled Payments ◽  
Land Prices ◽  
Implementation Scheme ◽  
Direct Payments ◽  
Meta Regression ◽  
The Impact

Abstract The impact of the European Union common agricultural policy direct payments on land prices has received substantial attention in recent years, leading to heterogeneous evidence of capitalisation for both coupled and decoupled payments. In this paper, we provide an extensive review of the empirical works addressing this issue econometrically and compare their results through a Bayesian meta-regression model, focussing on the impact of decoupling and its implementation schemes. We find that the introduction of decoupled payments increased the capitalisation rate, although the extent of this increment hinges on the implementation scheme adopted by the member state.

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