Salesperson moral identity and value co-creation

Purpose The purpose of this study is to examine the role of salesperson moral identity centrality in value co-creation. This study identified and tested an extended identity-based formation process of selling orientation, customer orientation and value co-creation. This was accomplished by examining the role of inclusion of others in the self and circle of moral regard in the mechanism through which moral identity centrality impacts selling orientation, customer orientation and value co-creation, taking into account the contingency role of salesperson self-construal. Design/methodology/approach An extended identity-behavior model grounded in identity theory and the social-cognitive perspective of moral identity centrality was tested. The study used survey data from business-to-business salespeople. Data collected was analyzed using structural equation modeling. Findings The results show that a central moral identity to a salesperson’s self-drives higher expansion of the salesperson’s circle of moral regard. This process facilitates the mechanisms for salesperson moral identity centrality to decrease selling orientation and increase customer orientation and value co-creation, leading to higher sales performance. Independent self-construal is found to deteriorate the positive effects of salesperson moral identity centrality on the inclusion of others in the self, expansion of the circle of moral regard and customer orientation. Research limitations/implications Through the conceptualized and tested framework, the study opens the door for additional research to inspect the role of moral identity centrality in sales. Practical implications Findings have implications for the human resource side of sales organizations in the areas of recruitment, mentoring, coaching and training. Moral identity centrality plays a vital role in the interface between salespeople and customers, leading to improved behavioral and sales outcomes. Sales managers must look for their salespeople’s moral identity centrality to improve morality in the attitudes and decision-making of their salesforce. Originality/value To the best of the authors’ knowledge, this study is the first to uncover the vital impacts of salesperson moral identity centrality on selling orientation, customer orientation and value co-creation. Through the conceptualized and tested framework, the study opens the door for additional research to inspect the role of moral identity centrality in sales.

CLINICAL CASE: MICROSCOPIC POLYANGIITIS AS ONE OF THE MAIN VARIANTS OF PULMONARY-RENAL SYNDROME

Клинические проявления микроскопического полиангиита многообразны, что затрудняет своевременную диагностику и соответственно адекватное лечение. Цель: привлечь внимание терапевтов, пульмонологов, нефрологов к своевременному выявлению легочно-почечного синдрома и установлению его нозологической основы, в частности микроскопического полиангиита на примере клинического случая. Материалы и методы: проведены обследование пациента с микроскопическим полиангиитом и дифференциальная диагностика в рамках легочно-почечного синдрома. Результаты: на основании анамнеза заболевания, результатов клинического и дополнительных методов исследования пациента, установлен диагноз микроскопического полиангиита. Выводы: для ранней диагностики микроскопического полиангиита необходима настороженность при возникновении легочно-почечного синдрома в виде сочетания гломерулонефрита и геморрагического альвеолита на фоне сосудистой пурпуры. Clinical manifestations of microscopic polyangiitis are diverse, which complicates timely diagnosis and, accordingly, adequate treatment. Goal: to draw the attention of therapists, pulmonologists, nephrologists to the timely detection of pulmonary-renal syndrome and the establishment of its nosological basis, in particular microscopic polyangiitis by the example of a clinical case. Materials and methods: an examination of a patient with microscopic polyangiitis and differential diagnosis within the framework of pulmonary-renal syndrome were carried out. Results: based on the anamnesis of the disease, the results of clinical and additional research methods of the patient, the diagnosis of microscopic polyangiitis was established. Conclusions: for early diagnosis of microscopic polyangiitis, alertness is necessary in the event of pulmonary-renal syndrome in the form of a combination of glomerulonephritis and hemorrhagic alveolitis against the background of vascular purpura.

TRANSIENT ISCHEMIC ATTACKS: DIFFERENTIAL DIAGNOSIS, TREATMENT, PREVENTION (Literature review)

В данной статье представлен обзор литературы по транзиторным ишемическим атакам с учетом современных исследований: диагностика, симптомы и синдромы данного заболевания, дифференциальный диагноз с обоснованием дополнительных методов исследования, лечение, профилактика. This article provides a review of the literature on transient ischemic attacks, taking into account modern research: diagnosis, symptoms and syndromes of this disease, differential diagnosis with substantiation of additional research methods, treatment, prevention.

A Comprehensive Analysis of Hermite–Hadamard Type Inequalities via Generalized Preinvex Functions

The principal objective of this article is to introduce the idea of a new class of n-polynomial convex functions which we call n-polynomial s-type m-preinvex function. We establish a new variant of the well-known Hermite–Hadamard inequality in the mode of the newly introduced concept. To add more insight into the newly introduced concept, we have discussed some algebraic properties and examples as well. Besides, we discuss a few new exceptional cases for the derived results, which make us realize that the results of this paper are the speculations and expansions of some recently known outcomes. The immeasurable concepts and chasmic tools of this paper may invigorate and revitalize additional research in this mesmerizing and absorbing field.

STRUCTURAL E-PERMITS: AN OPENBIM, MODEL-BASED PROCEDURE FOR PERMIT APPLICATIONS PERTAINING TO STRUCTURAL ENGINEERING

This paper investigates the creation and use of integrated IFC models to modernise traditional processes for applications to building authorities for structural engineering approvals and permits. First, we provide a brief overview of e-permit systems in the AEC sector, with the focus on solutions that implement openBIM standards like IFC, MVD, and IDM. Second, we conduct a study on the information requirements of Italy’s seismic-authorisation processes relating specifically to the field of structural engineering. Third, we describe preliminary research on defining the structural engineering information that needs to be incorporated in the IFC format for e-permitting scopes. Fourth, we present our early work on the development of an MVD that would enable the automatic extraction of integrated IFC models. Fifth, we illustrate the reference workflow of the Str.E.Pe. project and propose a preliminary proof-of-concept that makes use of an IFC model, which has been integrated with structural information to support the activities of the building authority in Avellino. The officers there have developed a SWOT analysis using IFC models to assist them in assessing the compliance of structural projects with seismic requirements. Finally, the paper sets out additional research we intend to undertake and our conclusions.

Linking Cybersecurity and Accounting: An Event, Impact, Response Framework

Due to recent high-profile cybersecurity breaches and increased practitioner and regulatory attention, organizations are under pressure to consider the accounting implications of these attacks and develop appropriate responses. Specifically, cybersecurity events may affect organizations’ operations, financial and non-financial performance, and ultimately its stakeholders. To address how cybersecurity issues may affect accounting, this paper presents an Event, Impact, Response Framework to discuss current research and consider implications for both practitioners and researchers. The Framework highlights how practitioners may rely on research findings to better assess cybersecurity threats, understand their impact, and develop response strategies. Results encourage additional research examining how (1) organizations identify cybersecurity threats, incidents, and breaches, (2) cybersecurity affects different risks, and (3) management responses to cybersecurity risks and events. Further, the Framework suggest the need for cybersecurity research to extend beyond the AIS community to areas such as financial accounting, managerial accounting, and auditing.

The impact of medical student research as a discussion topic during the residency interview process

Background Students with a greater number of research experiences are more successful in the National Residency Match Program (NRMP.) As a result, approximately two-thirds of allopathic medical schools have implemented a scholarly research project (SP) as a part of their curriculum. While inclusion of an SP in the medical school curriculum increases research productivity, literature to date has not investigated the frequency with which it is a discussion topic during residency interviews. Methods One hundred twenty-three students from the graduating class of 2019 and 2020 at the University of Arizona College of Medicine - Phoenix (UACOMP) completed a 17-question survey examining the student’s SP and whether they completed additional research, with an overall response rate of 82.6%. Survey participants were asked to quantify how many residency interviewers asked about their SP or additional research during the interview process. Results Twenty-seven percent of interviewers asked students about their SP and 41% of interviewers asked students about additional non-SP research. 40% of interviewers asked about research overall to include SP and/or non-SP research. A greater percentage of interviewers (50%) asked students about their SP if they had undertaken additional research compared to interviewers of students who did not undertake additional research (29%, p = 0.0237). A greater percentage of interviewers at academic institutions (31%) asked students about their SP, compared with a smaller percentage of interviewers at predominantly non-academic programs (22%, p = 0.0054). There were no significant differences in the proportion of interviewers asking about the SP based on the type of specialty, competitiveness of specialty, relatedness project topic to specialty, and publication/presentation status of project. Conclusion Student research experiences may serve as a frequent discussion topic during the residency interview. Approximately one-quarter of interviewers ask about the SP regardless of specialty, research topic, and publication/presentation status of the project. Students with additional research experiences beyond their SP may experience a higher percentage of interviewers asking about their SP. Also, students applying to predominantly academic programs may experience a higher proportion of interview questions about research compared to peers interviewing at non-academic programs.

Research of the possibilities of the existing transport system in Russia for the transportation of goods and methane-hydrogen mixtures for export

The theory of using hydrogen and hydrogen-methane mixtures (HMC) assumes the operation of an industrial cluster created in the presence of significant reserves of methane, excess electricity, trunk pipeline facilities for transportation and storage, as well as contracts for the supply of mixtures to the domestic market and export. For a balanced decision on the use of existing facilities of the gas transmission network and underground storage facilities for methane-hydrogen mixtures, determination of transit volumes, additional research is required in order to take into account the peculiarities of the behaviour of hydrogen and its mixtures. The authors carried out work to systematize the features of production and storage, assess the consequences of accompanying negative effects to maintain the operational reliability of the production complex. Taking into account the preliminary results, additional research and the adoption of national and industry standards are required before starting significant investments in the creation of a hydrogen energy industry.