To Empower or Not to Empower Your Sales Force? An Empirical Examination of the Influence of Leadership Empowerment Behavior on Customer Satisfaction and Performance.

This research focuses on the impact of leadership empowerment behavior (LEB) on customer service satisfaction and sales performance, as mediated by salespeople's self-efficacy and adaptability. Moreover, the authors propose an interactive relationship whereby LEB will be differentially effective as a function of employees' empowerment readiness. The authors' hypotheses are tested using survey data from a sample of 231 salespeople in the pharmaceutical field, along with external ratings of satisfaction from 864 customers and archival sales performance information. Results indicated that contrary to popular belief, employees with low levels of product/industry knowledge and low experience benefit the most from leadership behaviors that are empowering, whereas high-knowledge and experienced employees reap no clear benefit. The authors conclude with directions for future research and application. (PsycINFO Database Record (c) 2010 APA, all rights reserved)     

Characterizing the viscoelastic properties of thin hydrogel-based constructs for tissue engineering applications.

We present a novel indentation method for characterizing the viscoelastic properties of alginate and agarose hydrogel based constructs, which are often used as a model system of soft biological tissues. A sensitive long working distance microscope was used for measuring the time-dependent deformation of the thin circular hydrogel membranes under a constant load. The deformation of the constructs was measured laterally. The elastic modulus as a function of time can be determined by a large deformation theory based on Mooney-Rivlin elasticity. A viscoelastic theory, Zener model, was applied to correlate the time-dependent deformation of the constructs with various gel concentrations, and the creep parameters can therefore be quantitatively estimated. The value of Young's modulus was shown to increase in proportion with gel concentration. This finding is consistent with other publications. Our results also showed the great capability of using the technique to measure gels with incorporated corneal stromal cells. This study demonstrates a novel and convenient technique to measure mechanical properties of hydrogel in a non-destructive, online and real-time fashion. Thus this novel technique can become a valuable tool for soft tissue engineering.     

Moderating effects of goal acceptance on the relationship between group cohesiveness and productivity.

Despite the fact that several researchers have suggested that goal acceptance moderates the relationship between group cohesiveness and group productivity, only 1 study (C. N. Greene, 1989) has directly tested this proposition, and virtually no study has examined whether leaders who foster group goal acceptance actually do enhance the relationship between group cohesiveness and group productivity. Two studies were conducted to address these issues. In Study 1, goal acceptance was found to moderate the relationship between group cohesiveness and the quantity of performance of 40 machine crews in a paper mill located in the northeastern United States. In Study 2, the extent to which leaders fostered the acceptance of group goals was found to moderate the relationships between group cohesiveness and quantitative measures of group productivity in 71 insurance agency units located throughout the United States. (PsycINFO Database Record (c) 2010 APA, all rights reserved)     

Simulation of the local kinematics in rotational grinding

The rotational grinding process enables production of substrates for the semiconductor industry by a singular capacity to meet planarity and total thickness variation (TTV) requirements. However, the simple configuration is characterised by varying local kinematics. An upper-bound simulation of the meso-scale engagement kinematics has been developed with analysis algorithms that provide estimates of local kinematical parameters. These have been correlated with local measurements for typical brittle-mode microgrinding parameters including measurements of the local normal force. The results generally correlated for surface roughness but not for local normal force where ‘equilibration’ was attributed to system local and bending stiffness components.     

A comparison between regulation of nuclear power in Canada and the United States

Regulation of commercial nuclear power in Canada and the United States differs in five major characteristics. Examination shows strengths and weaknesses of each approach, tied to basic differences in philosophy of government.     

Antecedents and Consequences of Customer-Company Identification: Expanding the Role of Relationship Marketing.

This article presents an empirical test of organizational identification in the context of customer-company (C-C) relationships. It investigates whether customers identify with companies and what the antecedents and consequences of such identification are. The model posits that perceived company characteristics, construed external image, and the perception of the company's boundary-spanning agent lead to C-C identification. In turn, such identification is expected to impact both in-role behavior (i.e., product utilization) as well as extra-role behavior (i.e., citizenship). The model was tested in a consultative selling context of pharmaceutical sales reps calling on physicians. Results from the empirical test indicated that customers do indeed identify with organizations and that C-C identification positively impacts both product utilization behavior and extra-role behavior even when the effect of brand perception is accounted for. Second, the study found that the organization's characteristics as well as the salesperson's characteristics contributed to the development of C-C identification. (PsycINFO Database Record (c) 2010 APA, all rights reserved)     

A longitudinal cross-level model of leader and salesperson influences on sales force technology use and performance.

The authors examined the influence of the introduction of a new suite of technology tools on the performance of 592 salespersons. They hypothesized that the salespersons' work experience would have a negative effect on their technology self-efficacy, which in turn would relate positively to their use of technology. Sales performance was hypothesized to be positively related to both past performance and the use of new technology tools. Further, the authors hypothesized that leaders' commitment to sales technology would enhance salespersons' technology self-efficacy and usage, and leaders' empowering behaviors would influence salespersons' technology self-efficacy and moderate the individual-level relationships. Hierarchical linear modeling analyses confirmed all of the hypothesized individual-level relationships and most of the cross-level relationships stemming from average leader behaviors. In particular, empowering leadership exhibited multiple cross-level interactions, as anticipated. Results are discussed in terms of the importance of social-psychological factors related to the success of sales force technology interventions. (PsycINFO Database Record (c) 2010 APA, all rights reserved)     

A novel optical coherence tomography-based micro-indentation technique for mechanical characterization of hydrogels.

Depth-sensing micro-indentation has been well recognized as a powerful tool for characterizing mechanical properties of solid materials due to its non-destructive approach. Based on the depth-sensing principle, we have developed a new indentation method combined with a high-resolution imaging technique, optical coherence tomography, which can accurately measure the deformation of hydrogels under a spherical indenter at constant force. The Hertz contact theory has been applied for quantitatively correlating the indentation force and the deformation with the mechanical properties of the materials. Young's moduli of hydrogels estimated by the new method are comparable with those measured by conventional depth-sensing micro-indentation. The advantages of this new method include its capability to characterize mechanical properties of bulk soft materials and amenability to perform creeping tests. More importantly, the measurement can be performed under sterile conditions allowing non-destructive, in situ and real-time investigations on the changes in mechanical properties of soft materials (e.g. hydrogel). This unique character can be applied for various biomechanical investigations such as monitoring reconstruction of engineered tissues.