EXPRESS: Onboarding Salespeople: Socialization Approaches

The effective training of salespeople is crucial to a firm’s success; there is arguably no more critical type of training than a salesperson’s onboarding. In this study, the authors leverage a natural field experiment in which a firm’s newly hired salespeople can undergo onboarding through either a decentralized program or a centralized program to examine the relative impact of each program. Drawing on organizational socialization theory, the authors consider whether an onboarding program that incorporates both individualized and institutionalized socialization tactics (the decentralized program) can develop salespeople into higher performers by encouraging them to take a more innovative and adaptive approach to different facets of the sales role. The findings reveal that salespeople who underwent the decentralized program achieved approximately 23.5% higher sales performance than those who underwent the centralized program. The performance benefits of the decentralized program were amplified for salespeople whose managers had a narrower span of control. In addition, these performance benefits were appreciable for those salespeople transitioning from another job but negligible for those transitioning from school. A scenario-based experiment enriches the field experiment’s findings by showing evidence of the theorized mechanism underlying the sales performance benefits observed: the fostering of an innovative role orientation.

Attributing the Evapotranspiration Trend in the Upper and Middle Reaches of Yellow River Basin Using Global Evapotranspiration Products

Climate variation and underlying surface dynamics have caused a significant change in the trend of evapotranspiration (ET) in the Yellow River Basin (YRB) over the last two decades. Combined with the measured rainfall, runoff and gravity recovery and climate experiment (GRACE) product, five global ET products were firstly merged using a linear weighting method. Linear slope, “two-step” multiple regression, partial differential, and residual methods were then employed to explore the quantitative impacts of precipitation (PCPN), temperature (Temp), sunshine duration (SD), vapor pressure deficit (VPD), wind speed (WS), leaf area index (LAI), and the residual factors (e.g., microtopography changes, irrigation, etc.) on the ET trend in the YRB. The results show that: (1) The ET estimates were improved by merging five global ET products using the linear weighting method. The sensitivities of climatic factors and LAI on the ET trend can be separately calculated using proposed “two-step” statistical regression method; (2) the overall ET trend in the entire study area during 2000–2018 was 3.82 mm/yr, and the highest ET trend was observed in the Toudaoguai-Longmen subregion. ET trend was dominantly driven by vegetation greening, with an impact of 2.47 mm/yr and a relative impact rate of 51.16%. The results indicated that the relative impact rate of the residual factors (e.g., microtopography, irrigation, etc.) on the ET trend is up to 28.17%. The PCPN and VPD had increasing roles on the ET trend, with impacts of 0.45 mm/yr and 0.05 mm/yr, respectively, whereas the Temp, SD, and WS had decreasing impacts of –0.19 mm/yr, –0.15 mm/yr, and –0.17 mm/yr, respectively. (3) The spatial pattern of impact of specific influencing factor on the ET trend was determined by the spatial pattern of change trend slope of this factor and sensitivity of ET to this factor. ET trends of the source area and the Qingtongxia–Toudaoguai were dominated by the climatic factors, while the residual factors dominated the ET trend in the Tangnaihai–Qingtongxia area. The vegetation restoration was the dominant factor causing the increase in the ET in the middle reaches of the YRB, and the impact rates of the LAI were ranked as follows: Yanhe Rive > Wudinghe River > Fenhe River > Jinghe River > Beiluohe River > Qinhe River > Kuyehe River > Yiluohe River.

The effect of corrosion location relative to local stresses on the fatigue life of geometrically-complex, galvanically corroded AA7075-T6

Aluminum components used in aerospace structures are commonly coupled with stainless-steel fasteners. These through-hole geometries on the aluminum substrate cause a concentrated stress field. The high-stresses at the fastener sites can preferentially initiate coating damage allowing for moisture ingress which can lead to the formation of a galvanic couple between the aluminum alloy and the stainless-steel fastener. Corrosion damage is known to favorably initiate fatigue cracks thus severely reducing the total life of the component. This work aims to understand the relative impact and interaction of fastener hole geometry induced stress concentrations and corrosion damage on the fatigue crack initiation behavior. Specifically, by imparting various levels of corrosion severities at different locations within the macro-scale stress field, the relative impact of each on the initiation process can be determined. This work demonstrated a dominant role of the macro-scale stress field on the crack formation location. Specifically, crack formation was found to preferentially occur at high stress regions in lieu of forming at lower stress regions, regardless of corrosion severity. Critically, the findings of this work will inform the means by which coatings are evaluated and will serve as a controlled validation of experiments for fracture mechanics modeling.

Shelter and rescue programmes associated with higher live release and lower return rates for dogs

Typically, animal shelters and rescues are judged on their live release rates. This research explores the relative impact that shelter traits and programmes have on positive outcomes for dogs. Using a survey of 370 animal shelters and rescues across the US, it concludes that eschewing the use of breed labels for all dogs that do not appear to be pure-bred, having a robust foster programme, and using a matching programme are correlated with higher live release and lower return rates. Resources are not wholly determinative of success — it is the programmes shelters and rescues implement, not simply their human and financial resources — that are associated with positive outcomes.

The relative impact of evolving pleiotropy and mutational correlation on trait divergence

Both pleiotropic connectivity and mutational correlations can restrict the decoupling of traits under divergent selection, but it is unknown which is more important in trait evolution. To address this question, we create a model that permits within-population variation in both pleiotropic connectivity and mutational correlation, and compare their relative importance to trait evolution. Specifically, we developed an individual-based stochastic model where mutations can affect whether a locus affects a trait and the extent of mutational correlations in a population. We find that traits can decouple whether there is evolution in pleiotropic connectivity or mutational correlation, but when both can evolve, then evolution in pleiotropic connectivity is more likely to allow for decoupling to occur. The most common genotype found in this case is characterized by having one locus that maintains connectivity to all traits and another that loses connectivity to the traits under stabilizing selection (subfunctionalization). This genotype is favored because it allows the subfunctionalized locus to accumulate greater effect size alleles, contributing to increasingly divergent trait values in the traits under divergent selection without changing the trait values of the other traits (genetic modularization). These results provide evidence that partial subfunctionalization of pleiotropic loci may be a common mechanism of trait decoupling under regimes of corridor selection.

Coordination through the Socio-Cognitive Space

This chapter addresses the coordination between the project manager and project team members during balanced leadership. This coordination takes place through a socio-cognitive space (SCS), consisting of the joint understanding between the project manager and project team about (a) the shared mental model for project execution (i.e., skill needs, ways to collaborate, and the understanding of the context of the project); (b) the currently empowered leader; and (c) the level of efficacy of the empowered leader. Then the content of the three SCS dimensions in projects with different project management methodologies is reviewed. These differences uncover the ontological differences underlying balanced leadership in different types of projects. The chapter finishes with a quantitative assessment of horizontal leadership’s relative impact on project success and its mediation by the SCS, showing the relative importance of the three concepts for project performance.