Left to their own devices? Antecedents and contingent effects of workplace anxiety in the WFH selling environment

Purpose The main purpose of this research is to understand how the sudden shift to work from home (WFH) after the onset of the COVID-19 pandemic has caught several sales organizations underprepared and ill-equipped to combat emergent challenges. In this research, the authors provide initial evidence into how the WFH arrangement impacts salespeople and sales organizations. Specifically, this research is guided by two objectives: to understand how the shift to WFH environment is affecting salespeople, and to explore how organizations can mitigate dysfunctional effects of the shift to WFH practices and enhance salespeople’s commitment toward this new reality. Design/methodology/approach The authors did preliminary in-depth interviews with 13 executives operating in the business-to-business (B2B) space to identify themes that reflected the reality faced by B2B sales organizations when transitioning to WFH. The authors then conducted a quantitative study involving a survey with 130 B2B salespeople. Findings The findings from the qualitative research suggested that the WFH situation is quite different from the more traditional remote selling situations that B2B salespeople are used to. More specifically, salespeople experienced more anxiety because of the WFH situations. This finding was supported in the empirical study done by the authors where stress associated with WFH and job insecurity had a significant impact on salesperson anxiety. Research limitations/implications The study primarily used subjective responses of salespeople with no objective measures. Furthermore, this study is cross-sectional in nature. Future research should build on the present work to understand the long-term consequences of WFH and factor in customer responses to the same. The impact of increased use of technology in the sales process will need further attention, including the sales management implication for the same. Originality/value Given the unforeseen nature of the COVID pandemic and how unprepared salespeople and sales organizations were to deal with it, this study is one of the first studies that documents the impact of WFH situations on salespeople.

KEPEMIMPINAN MOTIVASI DAN KOMPENSASI PENGARUHNYA TERHADAP KINERJA (STUDI PADA BADAN PENGELOLA PAJAK DAN RETRIBUSI DAERAH KOTA LUBUKLINGGAU SUMATERA SELATAN)

This study aims to examine the effect of leadership, motivation and compensation on employee performance at the local tax and retribution management body in Lubuklinggau City, with a sample of 38 respondents from employees. shows, partially there is a positive and significant influence of each exogenous variable on the endogenous variables, namely the variables of leadership, motivation and compensation have an effect on employee performance, and simultaneously the four exogenous variables jointly affect employee performance. However, partially the compensation variable is more dominant in influencing employee performance. Management implication, that either simultaneously or partially each variable affects employee performance, however the most dominant variable compensation is therefore it is suggested that management pay attention to the compensation structure in order to improve performance.

Tumor budding (TB) in Colorectal Cancer (CRC), The Best Slide To Count On!

Introduction/Objective TB is a strong prognosticator in CRC. The international TB consensus conference (ITBCC, 2016) proposed a “hot spot” approach for TB grading. We aimed to identify the characteristics of sections with the highest TB grade utilizing ITBCC’s method. Methods Resected CRC cases, excluding treated cases, were retrieved. All tumor sections were examined. Section TB grade(sTB) was noted. The highest sTB was deemed the final TB grade(fTB) of each case. The following categories were assessed: 1) maximum T stage; 2) presence of benign mucosa; 3) presence of a precursor lesion; 4) highest tumor volume; 5) presence of lymphovascular invasion(LVI). In cases where a given category was demonstrated in >1 section, the section with the highest sTB was used. High risk features (HFR) included T4, <12 lymph nodes, positive margin, high grade tumor, perineural invasion and LVI. Pearson’s correlation was performed to compare two groups using a p-value of <0.05. Results 147 cases were examined. fTB was 1=25.2%, 2=40.8% and 3=34%. 63 tumors involved the left colon and 62 had nodal disease. Of 119 cases with known MMR status 44 were MMR deficient. sTB was uniform across the categories in 101(68.7%) and uneven in 46(32.3%) cases. 12(24.5%) of 49 stage II CRC without HRF showed uneven sTB, with 2 showing 2-tier discrepancy (sTB1, fTB3). sTB was highest for category 3 (94.1%, P<.001), followed by category 2 (91.8%, P<.001), and lowest for category 1 (82.3%, P<.001), which remained true after subgrouping by MMR status and tumor location. Conclusion While about 70% of cases showed uniform TB grading across categories, choosing the slide(s) with a precursor lesion or benign mucosa increases the probability of correctly grading TB. Given the management implication, it may be prudent to scan all tumor slides in stage II CRC without HRF to avoid under-grading of TB.

Organochlorine Pesticides in Sediment of Zhang River Estuary Mangrove National Natural Reserve: The Implication of Its Source Change in China’s Mangroves

Seventeen organochlorine pesticides (OCPs) were examined in surface sediments from Zhang River Estuary Mangrove National Natural Reserve, which is situated in the Fujian province in southeast China. The range of ∑OCPs concentration was 0.29–25.41 ng/g dry weight (average 4.53 ng/g), ∑HCHs was 0.008–0.906 ng/g dry weight (average 0.240 ng/g), and ∑DDTs was ND–4.743 (average 0.664 ng/g). The concentrations of the HCH isomers were observed in the following decreasing order: α-HCH > β-HCH > δ-HCH > γ-HCH, and that of the DDT isomers were as in the following order: p,p’-DDT > p,p’-DDE > p,p’-DDD. According to the analysis of the isomer ratios, γ-HCH (lindane) and endosulfan were rarely used recently around this mangrove forest. Instead, the ratios of (DDD+DDE)/DDT showed that DDTs were still illegally used. Compared with other mangroves in China, the residue level and ecological risk of the OCPs in surface sediment from ZREMNNR are both at a low level. Based on stepwise regression analysis, current fruit planting, as well as mariculture in developed areas and vegetable planting in developing areas, had a positive relation with DDT residues in mangrove sediment in China. Oppositely, HCH residues in mangrove sediment were derived from historical consumption, and generally the higher levels occurred in the developed areas. Through this study, we help to close the knowledge gap of OCPs in China’s mangroves and provide a possible management implication for sustainable development in the future.

Factors Influencing Rural Toursim Development Incase of Srikakulam District-AP

Rural development in general, is much associated with its economic growth backed up with the maximum utilization of rural resources and the government’s support through welfare schemes and other provisions. The transmission of urbanization in the way of rural development, has been at the pace of developing economy. Though the resources of rural environment is confined with agricultural and some other professional sectors, certain destinations amalgamated with spiritual confidence, unique ambience, coastal beauty and historical tracks have been popularly known by a limited people which is found to be focused for the economic development of rural India. As the specific objectives of identifying particular destinations with their core competencies and evaluating its marketing opportunities and assessing the tourists behavior, this study proceeded with a method mix of descriptive, cross-sectional design with convince sampling of non-probability. A standard questionnaire targeted to the population of tourists with the determined size backed up with all measurement tests were executed. The results with the establishment of interpretation on the required practices of rural tourism development were exposed with multiple regression analysis. Specific recommendations with the management implication have been offered at the stand point of government policy modification, destination marketing practices, infrastructural requirement and tourism delight

Analysis of the second generation buy-back program for fishing vessels in Turkey

Many implementations are put into practice on the national and international scale for the purpose of enabling the sustainable use of living marine resources. The Ministry of Food, Agriculture and Livestock published a notification in 2012 and the buy-back program for fishing vessels was initiated to keep the balance between the fish stocks and fishing capacity, prevent overfishing and enable sustainable fishing. While 12 m and larger vessels were considered in the first program, length of the vessels was reduced 10 m in the second. The aim of this study is to reveal the results of the related program. A telephone interview was applied to the owners of 207 fishing vessels determined through the stratified sampling method among 446 fishing vessels in 2014. In the 2nd program, 446 fishing vessels were withdrawn from the fleet by paying 51 million TL in total. Mostly the buy-back of the fishing vessels with the length of 10-20 meters (440 vessels) was carried out, and the fishing vessels with the length of 21-30 meters (6 vessels) were bought back at the least. Most of the vessels (44%) were from the Marmara and the least was from the Mediterranean Regions (19%). Only 9% of the vessels bough-back was trawl or purse seine vessels. It was found that 28% of vessel owners have a second vessel and gave the inactive or unprofitable vessels they had to the buy-back program. Furthermore, 62% of the individuals who gave their vessels stated that they will continue working in the fishing industry, and 27% of respondents stated that they will buy a new fishing vessel. As a result; buy-back program is one of the most important management implication of fisheries management authority in recent years. However, it should be considered by the managers that the large vessel owners have not shown interest in the program. One of every four fishermen giving his vessel is also a second vessel owner, and he gives his inactive vessel to the program, and the fishers have a similar tendency to buy a second vessel with the money they receive from the program. However, it is the basic approach that should be taken into account by the fisheries management authority to take advantage of relevant global experiences to ensure the highest possible benefit from the buy-back programs. This approach should at least be followed in future buy-back programs.