scholarly journals Predicting Sales Manager Control: A Comparison Of Control-System And Leadership Approaches

2011 ◽  
Vol 12 (4) ◽  
pp. 100 ◽  
Author(s):  
Susan K. DelVecchio
Keyword(s):  
Control System ◽  
System Approach ◽  
Sales Manager ◽  
Working Relationship ◽  
Sales Managers ◽  
Perceived Effort ◽  
Sales Organization ◽  
Leadership Approaches

<span>How much latitude should the field sales manager allow his or her subordinates? Two schools of thought have addressed this question. This study tests proposals from these two approaches. The control-system approach contends the field sales managers behavior should be consistent with other sales organization controls. The findings here do not support these contentions but do provide some support the leadership approach. The sales managers in this study varied their control behaviors depending upon the quality of their working relationship with their subordinate or upon the perceived effort levels of the salesperson.</span>

Compensation and control sales policies, and sales performance: the field sales manager's points of view

2011 ◽  
Vol 26 (4) ◽  
pp. 273-285 ◽  
Author(s):  
Inés Küster ◽  
Pedro Canales
Keyword(s):  
Individual Performance ◽  
Two Dimensions ◽  
Compensation System ◽  
Working Environment ◽  
Sales Manager ◽  
Sales Managers ◽  
Content Type ◽  
Organization Effectiveness ◽  
Sales Organization ◽  
Points Of View

PurposeThe purpose of this paper is to analyse the relationship among the compensation system (fixed or commission) applied to salespeople, the system by which they are controlled, and the effects of both on individual performance and sales organization effectiveness. Previous research has been extended in a different country/context, and from the field sales manager's points of view.Design/methodology/approachFirst, a cluster analysis was used to obtain a set of groups of salespeople characterized by their main compensation system (salary and/or commission). Also, ANOVA is used to analyze the significance of the differences due to the different compensation system.FindingsThe empirical data reflect the results of research involving 108 field sales managers and show that the compensation system used for the salespeople has significant effects on individual salesperson performance and sales organization effectiveness and is related to the control system used by the company. Companies with a compensation system based on a fixed salary use behavior control more than companies with a compensation system based on commission; salespeople who receive a greater proportion of compensation as a fixed salary give better individual performance than those who are paid by commission; salespeople who receive a greater proportion of their pay as a fixed salary are more effective than those paid largely by commission. Results do not show relevant differences among countries.Research limitations/implicationsAny generalisation of results is limited by the characteristics of this study, in particular by the sample used and the particular situation of the country analysed (Spain). At the same time, and because the study relies on the subjective judgment of sales field managers' perceptions, the measurement of some concepts is subject to various cognitive biases.Practical implicationsCompensation for salespeople is one of the most important issues in saleforce management as it has a significant effect on motivation, which is critical, given the conditions of their working environment.Originality/valueThis paper analyzes the field sales manager's points of view and not that of the salesperson or the sales team. This provides a closer perspective because field sales managers operate between the salesperson and sales manager. This paper presents a framework based on Baldauf et al.'s and Piercy et al.'s previous research, with two main contributions. The first contribution is the proposed direct analysis of the relationships between various antecedents of effectiveness. The second contribution is the consideration of two dimensions of the effectiveness construct: financial efficacy and field sales manager satisfaction.

Pengaruh Kualitas Sumber Daya Manusia, Pemanfaatan Teknologi Informasi, Dan Sistem Pengendalian Intern Terhadap Ketepatwaktuan Pelaporan Keuangan Pemerintah Desa

2018 ◽  
Vol 26 (2) ◽  
pp. 131-143
Author(s):  
Marlinawati Marlinawati ◽  
Dewi Kusuma Wardani
Keyword(s):  
Information Technology ◽  
Control System ◽  
Human Resources ◽  
Financial Reporting ◽  
Internal Control ◽  
Positive Influence ◽  
Internal Control System ◽  
Speed Up ◽  
Village Government

The purpose of this research is to know the influence between the Quality of Human Resources, Utilization of Information Technology and Internal Control System Against Timeliness of Village Government Financial Reporting at Gunungkidul Regency. This research is causative research. The population is the village government in Gunungkidul Regency, especially in Gedangsari subdistrict. Criteria of respondents in the study were to village and village apparatus. We use questionnaire to collect data. We use multiple regression with SPSS program version 16.0 to analyze data. We find that quality of human resources and internal control system have a positive influence on the timeliness of village government financial reporting. On the other hand, utilization of information technology does not influence the timeliness of village government financial reporting. These imply that the quality of human resources and internal control system can speed up the preparation of village government financial reporting.

DESIGN, SIMULATION AND IMPLEMENTATION MONITORING SYSTEM FOR SYSTEM CONTROL C4 FEEDING PUMP FOR FEED VAPORIZATION IN THE BUTADIENE PLANT

2020 ◽  
Vol 1 (1) ◽  
pp. 31-35
Author(s):  
Fahmi Yunistyawan ◽  
Yunistyawan J Berchmans ◽  
Gembong Baskoro
Keyword(s):  
Motor Control ◽  
Control System ◽  
Field Operator ◽  
System Control ◽  
Variable Speed ◽  
Variable Speed Drive ◽  
Software And Hardware ◽  
Discharge Pressure ◽  
Selection Of

This study implements the auto start control system on an electric motor 3 phase C4Feeding pump when the discharge pressure is low-low (4.3 kg /cm²). The C4 feeding pumpmotor was initially manually operated from the local control station, this was very ineffectiveand inefficient because it still relied on the field operator to operate the pump motor and whenthe plant was in normal operating it is very risk if the field operator late to operate motor then itwill impact to quality of the product, and if the delay time to operate motor is too long then planthave to shut down, therefore improvement is needed in the C4 feeding pump motor controlsystem. In this paper, various types of 3-phase motor control are explained which allow it to beapplied to the C4 feeding pump motor that are on-off, inverter, and variable speed drive andefficient selection of the three systems control of the motor. Software and hardware used in thisthesis work are DCS CENTUM VP Yokogawa.

scholarly journals Results of Laboratory Studies of the Automated Sorting System for Root and Onion Crops

Agronomy ◽  
2021 ◽  
Vol 11 (6) ◽  
pp. 1257
Author(s):  
Alexey Dorokhov ◽  
Alexander Aksenov ◽  
Alexey Sibirev ◽  
Nikolay Sazonov ◽  
Maxim Mosyakov ◽  
...  
Keyword(s):  
Control System ◽  
Automatic Control ◽  
Automatic Control System ◽  
Technological Parameters ◽  
Post Harvest ◽  
Manual Sorting ◽  
Sorting System ◽  
Working Bodies ◽  
Automatic Removal

The roller and sieve machines most commonly used in Russia for the post-harvest processing of root and tuber crops and onions have a number of disadvantages, the main one being a decrease in the quality of sorting due to the contamination of working bodies, which increases the quantity of losses during sorting and storage. To obtain high-quality competitive production, it is necessary to combine a number of technological operations during the sorting process, such as dividing the material into classes and fractions by quality and size, as well as identifying and removing damaged products. In order to improve the quality of sorting of root tubers and onions by size, it is necessary to ensure the development of an automatic control system for operating and technological parameters, the use of which will eliminate manual sorting on bulkhead tables in post-harvest processing. To fulfill these conditions, the developed automatic control system must have the ability to identify the material on the sorting surface, taking into account external damage and ensuring the automatic removal of impurities. In this study, the highest sorting accuracy of tubers (of more than 91%) was achieved with a forward speed of 1.2 m/s for the conveyor of the sorting table, with damage to 2.2% of the tubers, which meets the agrotechnical requirements for post-harvest processing. This feature distinguishes the developed device from similar ones.

scholarly journals Preschool teachers and caregivers’ lack of repositioning in response to changed responsibilities in policy documents

2021 ◽  
pp. 1476718X2096974
Author(s):  
Sara Cervantes ◽  
Anna Öqvist
Keyword(s):  
Qualitative Study ◽  
Educational Reform ◽  
Educational System ◽  
Professional Competence ◽  
Preschool Teachers ◽  
Division Of Labour ◽  
Study Data ◽  
Working Relationship ◽  
Policy Documents

Preschool teachers and caregivers have a close working relationship as part of a working team to benefit the children in Swedish preschools. In 2011, a new educational reform was introduced according to which preschools became a school form in their own right within the overall educational system in Sweden. The objective of the policy was to strengthen the profession of preschool teachers by affording them clearer responsibility over the quality of educational practices and curriculum work. It also entailed a division of labour between the preschool teachers and caregivers in the working team. The current study explored how Swedish preschool teachers and caregivers positioned themselves in response to these changes in responsibility. In this qualitative study, data were collected from 17 preschool teachers and caregivers via an open-ended questionnaire. Preschool teachers and caregivers viewed themselves as having equal responsibility in the working team. Specifically, preschool teachers upgraded the competence and position of caregivers while downgrading their own professional competence and position. Caregivers downgraded the profession and position of preschool teachers and upgraded their own competence and position to be equal to that of preschool teachers.

Research of H∞ Robust Control for the Giant Die Forging Hydraulic Press’s Synchronous Control System under the Uncertainty Coefficient

2012 ◽  
Vol 190-191 ◽  
pp. 819-824 ◽  
Author(s):  
Ying Jian Deng ◽  
Zhong Wei Liu
Keyword(s):  
Control System ◽  
Robust Control ◽  
Control Algorithm ◽  
Hydraulic Press ◽  
National Defense ◽  
Synchronous Control ◽  
Performance Quality ◽  
System Synchronization ◽  
Uncertainty Coefficient

The giant hydraulic die press is our country national defense and the infrastructure essential equipment, the synchronous control system is the essential device to the giant forging hydraulic press, its synchronization control performance quality is good or bad will directly determine the quality of the product. This article through the proof of the theorem, gives the specific steps to achieve H∞ robust control algorithm. The simulation results show that: this control strategy has good inhibition to the change of system parameters, robustness is very strong, can well eliminate the system synchronization error.

Design of Hydraulic Descaling Computer Control System

2014 ◽  
Vol 608-609 ◽  
pp. 19-22
Author(s):  
Ping Xu ◽  
Jian Gang Yi
Keyword(s):  
Control System ◽  
Stability Problem ◽  
Computer Control ◽  
Control Methods ◽  
Computer Control System ◽  
Control Software ◽  
Pressure Water ◽  
Working Principle ◽  
The Stability

Hydraulic descaling system is the key device to ensure the surface quality of billet. However, traditional control methods lead to the stability problem in hydraulic descaling system. To solve the problem, the construction of the hydraulic descaling computer control system is studied, the working principle of the system is analyzed, and the high pressure water bench of hydraulic descaling is designed. Based on it, the corresponding computer control software is developed. The application shows that the designed system is stable in practice, which is helpful for enterprise production.

Effect Technology Information On Quality Financial Statement With Internal Control As Moderating Variable

2021 ◽  
Vol 2 (1) ◽  
pp. 9-13
Author(s):  
Aris Eddy Sarwono ◽  
Asih Handayani
Keyword(s):  
Information Technology ◽  
Control System ◽  
Financial Reporting ◽  
Internal Control ◽  
Local Governments ◽  
Sampling Technique ◽  
Financial Statement ◽  
Financial Reports ◽  
Internal Control System

The problem with the low quality of financial reports in local governments is the reason this research was conducted. This research was conducted with the aim of analyzing the use of information technology on the quality of financial reports by considering the internal control system (SPI) factor. The location of this research is in the Karisidenan Surakarta area which includes 6 districts and 1 city. The population of this research is all state civil servants (ASN) in local governments who work in accounting. The sampling technique was using purposive sampling method. The results showed that the use of information technology had a positive effect on the quality of financial reporting in local governments, while the internal control system moderated the effect of the use of information technology on the quality of financial reporting in local governments.

Faktor-Faktor Yang Mempengaruhi Fraud Dalam Kegiatan Pengadaan Barang dan Jasa

2017 ◽  
Vol 4 (02) ◽  
pp. 274-293
Author(s):  
Nur Hidayati ◽  
J.M.V. Mulyadi
Keyword(s):  
Control System ◽  
Internal Control ◽  
Hypothesis Test ◽  
Jel Classification ◽  
Test Reliability ◽  
Coefficient Of Determination ◽  
Purposive Sampling ◽  
Internal Control System ◽  
Procurement System

ABSTRACT The purpose of this study is to examine whether variables such as quality of goods/services procurement committee, income of goods/services procurement committee, procurement system and procurement system, procurement ethic of goods/services and internal control system have influence to fraud of goods/ services procurement in the ministry of health affairs agency. Population in this research is all auditor related in process of procurement of goods/services, while the object of research (sample) that is as much as 56 people. The technique of determining the sample using purposive sampling method. Data were tested using validity test, reliability test, multicolinearity test, heteroskedasticity test, multiple regression analysis, hypothesis test and coefficient of determination. The result of the research shows that the quality of procurement committee variables significantly and negatively affect the fraud of procurement of goods/services. The income of the procurement committee does not significantly affect the procurement of goods/services, procurement system and procedures have significant effect and negative to the goods/service procurement, ethics have significant effect and negative to the procurement of goods/services and internal control system significantly and negative to the fraud of procurement of goods/services. ABSTRAK Tujuan dari penelitian ini adalah untuk menguji apakah variabel seperti kualitas panitia pengadaan barang/jasa, penghasilan panitia pengadaan barang/jasa, sistem dan prosedur pengadaan barang/jasa, etika pengadaan barang/jasa, dan sistem pengendalian internal memiliki pengaruh terhadap fraud pengadaan barang/jasa di Lingkungan Instansi Kementerian Kesehatan RI. Populasi dalam penelitian ini adalah seluruh auditor yang terkait dalam proses pengadaan barang/jasa, sedangkan yang dijadikan objek penelitian (sampel) yaitu sebanyak 56 orang. Teknik penentuan sampel menggunakan metode purposive sampling. Data diuji menggunakan uji validitas, uji reliabilitas, uji multikolinearitas, uji heteroskedastisitas, analisis regresi berganda, uji hipotesis dan koefisien determinasi. Hasil penelitian menunjukkan bahwa variabel kualitas panitia pengadaan berpengaruh secara signifikan dan negatif terhadap fraud pengadaan barang/jasa. Penghasilan panitia pengadaan tidak berpengaruh secara signifikan terhadap terhadap fraud pengadaan barang/jasa, sistem dan prosedur pengadaan berpengaruh secara signifikan dan negatif terhadap fraud pengadaan barang/jasa, ketika berpengaruh secara signifikan dan negatif terhadap fraud pengadaan barang/jasa dan sistem pengendalian internal berpengaruh secara signifikan dan negatif terhadap fraud pengadaan barang/jasa. JEL Classification: M41, M42, H57

Study of the Influence of Control System Parameters on the Quality of the Input Current of a Three-Phase Power Factor Corrector

2021 ◽  
Vol 2 (2) ◽  
pp. 29-35
Author(s):  
Dmitry A. Sorokin ◽  
◽  
Sergey I. Volskiy ◽  
Jaroslav Dragoun ◽  
◽  
...  
Keyword(s):  
Control System ◽  
Power Factor ◽  
Harmonic Distortion ◽  
Total Harmonic Distortion ◽  
Input Current ◽  
System Operation ◽  
Error Amplifier ◽  
Three Phase ◽  
Power Factor Corrector

The paper suggests a control system of a three-phase power factor corrector. The study of the control system operation is carried out and the expressions for calculating the permissible values of error amplifier factors are obtained. The influence of the error amplifier parameters on phase current quality is investigated. The dependence of total harmonic distortion input current on a combination of error amplifier parameters is obtained at a given value of power factor. The conditions under which the total harmonic distortion input current has the minimum value are found out. This article is of interest to power electronics engineers, who are aimed at developing a three-phase power factor corrector.

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