Network centrality and multiplexity: a study of sales performance

2012 ◽  
Vol 12 (1) ◽  
pp. 85-94 ◽  
Author(s):  
D.P. Claro ◽  
G.R. Gonzalez ◽  
P.B.O. Claro
Keyword(s):  
Sales Performance ◽  
Individual Performance ◽  
Network Centrality ◽  
Firm Resources ◽  
Performance Impact ◽  
Focal Firm ◽  
Job Promotion ◽  
The Impact ◽  
Conceptual Work ◽  
Specific Impact

Network literature suggests that individual embeddedness leads to performance. The authors argue that resources from intra-firm social networks are critical for gaining advantages. The contribution of the paper lies at the performance impact of the network position. Previous studies have considered two alternative views, degree and closeness, of network centrality that have been shown to impact job promotion, innovation diffusion, and wage increase. To our knowledge no work has been done to identify the specific impact of the network on sales performance. Moreover, two different types of network relations were focused on in order to analyze the multiplexity of ties: friendship and advice. Conceptual work has suggested the impact of overlapping ties on performance, however elaborated empirical evidence is lacking. Estimates from a sample of salespeople in a focal firm of input supplies reveal that having many direct ties (degree centrality) and multi-dimensional relations (advice and friendship) positively influences a salesperson's performance. The results demonstrate that salespeople can structure intra-firm ties in order to leverage firm resources and enhance individual performance.

scholarly journals Analyzing the Impact of Firm’s Embeddedness in a Centralized Supply Network Structure on Relational Capital Outcomes

2015 ◽  
Vol 8 (1) ◽  
pp. 55-82
Author(s):  
Lokhman Hakim Osman ◽  
Azhar Ahmad ◽  
Nor Asiah Omar
Keyword(s):  
Network Structure ◽  
Relational Capital ◽  
Degree Centrality ◽  
Supply Network ◽  
Firm Resources ◽  
Focal Firm ◽  
The Impact ◽  
Structural Positions

AbstractThis research looks at the different effects of firms’ network structural positions in an upstream supply network upon the firms’ level of relational capital outcomes. Previous research largely focused on the context of decentralized network structure. However, the supply network is a centralized network because of the existence of the focal firm. The existence of the focal firm may influence the impact of relational capital outcomes. Hence, the objective of this research is to determine the type of network structural positions required to obtain a reasonable relational capital outcome in upstream supply network. This study found that network structural positions, i.e. degree centrality contributed to firms’ level of relational capital trust. Hence, a firm embedded in upstream supply network benefits differently in terms of relational capital through different degree of embeddedness. The firm resources should be re-aligned to match the benefits of the different network structural positions.

scholarly journals How does the position of firms in the supply chain affect their performance? An empirical study

2021 ◽  
Vol 6 (1) ◽  
Author(s):  
Siddharth Arora ◽  
Alexandra Brintrup
Keyword(s):  
Supply Chain ◽  
Empirical Data ◽  
Large Scale ◽  
Individual Performance ◽  
Supply Network ◽  
Supply Chain Networks ◽  
Focal Firm ◽  
Cooperative Competition ◽  
Large Scale Networks ◽  
The Relationship

AbstractThe relationship between a firm and its supply chain has been well studied, however, the association between the position of firms in complex supply chain networks and their performance has not been adequately investigated. This is primarily due to insufficient availability of empirical data on large-scale networks. To addresses this gap in the literature, we investigate the relationship between embeddedness patterns of individual firms in a supply network and their performance using empirical data from the automotive industry. In this study, we devise three measures that characterize the embeddedness of individual firms in a supply network. These are namely: centrality, tier position, and triads. Our findings caution us that centrality impacts individual performance through a diminishing returns relationship. The second measure, tier position, allows us to investigate the concept of tiers in supply networks because we find that as networks emerge, the boundaries between tiers become unclear. Performance of suppliers degrade as they move away from the focal firm (i.e., Toyota). The final measure, triads, investigates the effect of buying and selling to firms that supply the same customer, portraying the level of competition and cooperation in a supplier’s network. We find that increased coopetition (i.e., cooperative competition) is a performance enhancer, however, excessive complexity resulting from being involved in both upstream and downstream coopetition results in diminishing performance. These original insights help understand the drivers of firm performance from a network perspective and provide a basis for further research.

Residual Stresses in Intrinsic UD-CFRP-Steel-Laminates - Experimental Determination, Identification of Sources, Effects and Modification Approaches

2015 ◽  
Vol 825-826 ◽  
pp. 369-376 ◽  
Author(s):  
Robert Prussak ◽  
Daniel Stefaniak ◽  
Christian Hühne ◽  
Michael Sinapius
Keyword(s):  
Mechanical Properties ◽  
Residual Stress ◽  
Tensile Strength ◽  
Epoxy Composite ◽  
Thermal Residual Stress ◽  
Fiber Metal Laminates ◽  
Fiber Metal ◽  
Impact Energies ◽  
The Impact ◽  
Specific Impact

This paper focuses on the reduction of process-related thermal residual stress in fiber metal laminates and its impact on the mechanical properties. Different modifications during fabrication of co-cure bonded steel/carbon epoxy composite hybrid structures were investigated. Specific examinations are conducted on UD-CFRP-Steel specimens, modifying temperature, pressure or using a thermal expansion clamp during manufacturing. The impact of these parameters is then measured on the deflection of asymmetrical specimens or due yield-strength measurements of symmetrical specimens. The tensile strength is recorded to investigate the effect of thermal residual stress on the mechanical properties. Impact tests are performed to determine the influence on resulting damage areas at specific impact energies. The experiments revealed that the investigated modifications during processing of UD-CFRP-Steel specimens can significantly lower the thermal residual stress and thereby improve the tensile strength.

Too much of a good thing: The impact of product variety on operations and sales performance

2012 ◽  
Vol 30 (4) ◽  
pp. 316-324 ◽  
Author(s):  
Xiang Wan ◽  
Philip T. Evers ◽  
Martin E. Dresner
Keyword(s):  
Product Variety ◽  
Sales Performance ◽  
Good Thing ◽  
The Impact

scholarly journals Religiosity as a factor protecting against problem behaviour in adolescence

2015 ◽  
Vol 21 (1-2) ◽  
pp. 63-89
Author(s):  
Iwona Niewiadomska ◽  
Rafał P. Bartczuk ◽  
Joanna Chwaszcz ◽  
Stanisław Fel ◽  
Weronika Augustynowicz ◽  
...  
Keyword(s):  
Problem Behaviour ◽  
Problem Behaviours ◽  
Upper Secondary ◽  
The Impact ◽  
The Relationship ◽  
Moderating Role ◽  
Upper Secondary Schools ◽  
Conceptual Work ◽  
Different Levels

Abstract This article explores the question, to what degree religiosity contributes, as a protecting factor against a broad category of socially deviant adolescent and youth behaviours. It also tests the hypothesis that gender plays a moderating role in the relationship between religiosity and problem behaviour. It employs a modified version of the Problem Behaviour Syndrome Measure (PBSM), in concert with Jessor and Jessor’s conceptual work. It also makes use of the Duke Religion Index (DUREL) to assess religiosity. The empirical study deals with a representative group of 960 students of upper-secondary schools in the Lubelskie province, Poland. The results were analyzed using canonical analysis and ANOVA. The achievements of the article are twofold. First, it identifies significant correlations between the different levels of religiosity among youth, and the occurrence and intensification of problem behaviours, particularly in regard to organized activity. Organized and intrinsic religiosity play principal protective roles, while the impact of personal religious practices is less significant. Secondly, while analyzing the moderating role of gender in the relationship between religiosity and the intensity of problem behaviour, it was found that gender does not have a significant interactive impact. An affirmative conclusion was confirmed in only two instances.

scholarly journals Statistical Learning with a Nuisance Component (Extended Abstract)

2020 ◽  
Author(s):  
Dylan J. Foster ◽  
Vasilis Syrgkanis
Keyword(s):  
Statistical Learning ◽  
Domain Adaptation ◽  
Estimation Error ◽  
Nuisance Parameter ◽  
Individual Performance ◽  
Excess Risk ◽  
Risk Minimization ◽  
Target Parameter ◽  
Estimation Algorithms ◽  
The Impact

We provide excess risk guarantees for statistical learning in a setting where the population risk with respect to which we evaluate a target parameter depends on an unknown parameter that must be estimated from data (a "nuisance parameter"). We analyze a two-stage sample splitting meta-algorithm that takes as input two arbitrary estimation algorithms: one for the target parameter and one for the nuisance parameter. We show that if the population risk satisfies a condition called Neyman orthogonality, the impact of the nuisance estimation error on the excess risk bound achieved by the meta-algorithm is of second order. Our theorem is agnostic to the particular algorithms used for the target and nuisance and only makes an assumption on their individual performance. This enables the use of a plethora of existing results from statistical learning and machine learning literature to give new guarantees for learning with a nuisance component. Moreover, by focusing on excess risk rather than parameter estimation, we can give guarantees under weaker assumptions than in previous works and accommodate the case where the target parameter belongs to a complex nonparametric class. We characterize conditions on the metric entropy such that oracle rates---rates of the same order as if we knew the nuisance parameter---are achieved. We also analyze the rates achieved by specific estimation algorithms such as variance-penalized empirical risk minimization, neural network estimation and sparse high-dimensional linear model estimation. We highlight the applicability of our results in four settings of central importance in the literature: 1) heterogeneous treatment effect estimation, 2) offline policy optimization, 3) domain adaptation, and 4) learning with missing data.

scholarly journals ADAPTASI MODEL DELONE DAN MCLEAN YANG DIMODIFIKASI GUNA MENGUJI KEBERHASILAN IMPLEMENTASI APLIKASI OPERASIONAL BAITUL MAAL WAT TAMWIL (BMT) BAGI INDIVIDU PENGGUNA (Studi Empiris Pada BMT di Kota Semarang)

2016 ◽  
Vol 4 (2) ◽  
pp. 123
Author(s):  
Novita Anugrah Listiyana ◽  
Dedi Rusdi
Keyword(s):  
Path Analysis ◽  
User Satisfaction ◽  
Sampling Technique ◽  
Individual Performance ◽  
Quality System ◽  
Quality Of Information ◽  
Positive Direction ◽  
The Individual ◽  
The Impact

This study analyzed the relationship between humans as users of the system and application software as object an inseparable relationship. The purpose of this study was to analyze the effect of variable quality system to the perception of the quality system, the effect of perceived quality system and quality of information on the intensity of use and user satisfaction, and the influence of the intensity of use and user satisfaction of the impact of individual performance. This research is an empirical study using purposive sampling technique in data collection. Data were collected through  questionnaires to 39 BMT’s operational employees. Then, performed an analysis of the data obtained used path analysis. This included: testing hypotheses through path analysis. The results of tests performed using path analysis to get the results that each variable in the model of equation 4 had a coefficient with a positive direction. This means that the improvement of the quality of the system will be able to improve the quality of information for the individual impact of the use and satisfaction of employees through the use of the system.

scholarly journals IMPACT OF TURBINE-STRUT CLOCKING ON THE PERFORMANCE OF A TURBINE CENTER FRAME

2021 ◽  
pp. 1-17
Author(s):  
Patrick Zeno Sterzinger ◽  
Filippo Merli ◽  
Andreas Peters ◽  
Stephan Behre ◽  
Franz Heitmeir ◽  
...  
Keyword(s):  
Flow Field ◽  
Numerical Data ◽  
Performance Impact ◽  
Test Vehicle ◽  
Low Pressure Turbine ◽  
Second Stage ◽  
University Of Technology ◽  
Turbine Vane ◽  
Carry Over ◽  
The Impact

Abstract Previous studies have indicated a potential for improving the performance of a Turbine Center Frame (TCF) duct by op- timizing the clocking position between the high-pressure-turbine (HPT) vanes and TCF struts. To assess the impact of clocking on the performance, a new test vehicle with a clockable ratio of HPT vanes to TCF struts, consisting of an HPT stage (aero- dynamically representative of the second-stage HPT engine), a TCF duct with non-turning struts, and a first-stage low-pressure turbine vane, was designed and tested in the transonic test tur- bine facility (TTTF) at Graz University of Technology. This paper quantifies the performance impact of clocking and describes the mechanisms causing TCF flow field changes, lever- aging both experimental and numerical data. Other areas in the TCF duct impacted by the choice of the HPT vane circumfer- ential position including the strength of unsteady HPT-TCF in- teraction modes, TCF strut incidence changes, and carry-over effects to the first LPT vane are additionally highlighted. Five-hole-probe (5HP) area traverses and kielhead-rake tra- verses were used to asses the flow field at the TCF-exit and calcu- late the pressure loss. The flow field at the TCF exit shows signif- icant differences depending on the circumferential position of the HPT vane. A relative performance benefit of 5% was achieved.

scholarly journals Does brand-relationships matter? The role of brand attachment in salesperson performance in retailing

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Flavia Braga Chinelato ◽  
Cid Gonçalves Filho ◽  
Clodoaldo Lopes Nizza Júnior
Keyword(s):  
Organizational Commitment ◽  
Sales Performance ◽  
Equation Modeling ◽  
Brand Relationships ◽  
Salesperson Performance ◽  
Brand Attachment ◽  
Content Type ◽  
The Impact ◽  
The Relationship

Purpose Salesperson performance is accepted as a relevant factor of retailing success. However, scarce studies reveal the relationship between sales performance and brand relationship. The purpose of this study is both, from one side, to empirically demonstrate the impact of salesperson brand attachment (SBA) on sales performance and, on the other side, to identify the mediators of this relationship in small retailing. Design/methodology/approach A survey was conducted with a sample of 206 small retailers from different sectors of an emerging country. The proposed model was tested using partial least squares–structural equation modeling (PLS-SEM) in SmartPLS3. Findings The results demonstrated that SBA is relevant to driving sales performance through two relevant paths – one following SBA–satisfaction–performance and one path following the SBA–commitment–performance. The model was able to explain 63% of the outcome performance. Practical implications Regarding small retailers, where the owners, employees and managers have higher levels of interaction than the large national retail chains, the marketing executives must invest in improving the attachment to the brand and create emotional bonds and cognition between marketers and the brand. They must develop strategies to promote job satisfaction and organizational commitment because they determine performance. Originality/value Despite the relevance of small businesses for economies worldwide and the importance of salesperson brand relationships, no study has been developed to demonstrate the impacts of such relationships on salesperson performance in retailing. Furthermore, in addition to the central role of organizational commitment in the sales research, to the best of the authors’ knowledge, this is the first study to explore how to mediate the relationship between brand attachment and sales performance.

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