Extrinsic motivation as a determinant of knowledge exchange in sales teams: A social network approach

This paper investigates extrinsic motivation as a determinant of knowledge exchange among employees in sales teams. Applying a social network approach, we study different forms of knowledge-exchange behaviors from the perspective of a focal employee and from the perspective of the dyad. From the focal employees' perspective, we disentangle knowledge seeking from knowledge providing, and argue that these two behaviors are affected differently by employees' extrinsic motivation. From the dyad perspective, we take similarity in motivation of tied-to employees and reciprocity of exchange ties into account. To test our hypotheses, we apply exponential random graph models to data gathered from 138 employees in five different sales teams distributed across three companies in Central Europe. The results of our analysis from the focal employees' perspective show that extrinsically motivated employees generally engage in less knowledge exchange. The dyad perspective further highlights that sales employees proceed purposefully when they exchange knowledge with coworkers. For instance, two employees' relative levels of extrinsic motivation determine their willingness to engage in reciprocal knowledge exchange. We discuss the implications of our findings for research on the microfoundations of organizational knowledge management and draw conclusions concerning HRM practices used to foster extrinsic motivation, thereby affecting knowledge exchange.     

Multivariate Small Area Estimation of Multidimensional Latent Economic Well-being Indicators

Factor analysis models are used in data dimensionality reduction problems where the variability among observed variables can be described through a smaller number of unobserved latent variables. This approach is often used to estimate the multidimensionality of well-being. We employ factor analysis models and use multivariate empirical best linear unbiased predictor (EBLUP) under a unit-level small area estimation approach to predict a vector of means of factor scores representing well-being for small areas. We compare this approach with the standard approach whereby we use small area estimation (univariate and multivariate) to estimate a dashboard of EBLUPs of the means of the original variables and then averaged. Our simulation study shows that the use of factor scores provides estimates with lower variability than weighted and simple averages of standardised multivariate EBLUPs and univariate EBLUPs. Moreover, we find that when the correlation in the observed data is taken into account before small area estimates are computed, multivariate modelling does not provide large improvements in the precision of the estimates over the univariate modelling. We close with an application using the European Union Statistics on Income and Living Conditions data.     

Beyond ‘chalk and talk’: educator perspectives on design immersion programs for rural and regional schools

Twenty-first century education needs to be re-envisioned to equip citizens for a lifetime of rapid change and complexity. Design has been proposed as a pedagogical framework that develops the required foundational literacies, competencies and character qualities citizens need to thrive in this new creative knowledge economy. However, widespread adoption will require systemic transformation of practice, and recognition of the value of formal and informal ‘connected’ learning environments and experiences. This paper explores the potential of design immersion outreach efforts in fostering design capabilities and building educators’ pedagogical repertoires to support twenty-first century learning. It documents educators’ experiences of goDesign, the first three-day place-based travelling design immersion experience for regional and rural Australian high school students and teachers. Drawing on observational data, and in-depth interviews with participating principals (n?=?3) and teachers (n?=?14) from six regional schools, educators believed goDesign provided new ideas for their classroom practice. They felt it broadened horizons for both themselves and their students, through: personally inspiring experiences and career aspiration; engagement in design thinking process, skills and mindset; and providing a valuable opportunity for community building. As educators in regional and rural areas often experience geographical, social and professional isolation, this paper argues that place-based informal design immersion programs might be an innovative way to engage and educate both students and teachers with design, thus building the competencies required for successful twenty-first century futures.

     

Recent Developments at the CMA: 2017–2018

We describe three interesting cases that the UK Competition and Markets Authority (CMA) has dealt with over the past year: first, we discuss the merger of two online food ordering platforms—Just Eat and Hungryhouse—which required an assessment of competition in the presence of indirect network effects. Second, we discuss the vertical merger of a grocery retailer and wholesaler—Tesco and Booker—which posed the challenge of how to assess a firm’s incentives to foreclose its rivals when there are thousands of local markets. Finally, we discuss Open Banking, which lies at the heart of the package of remedies that came out of the CMA’s market investigation into personal banking, and sought to tackle issues of low customer engagement.     

The Network‐Performance Relationship in Knowledge‐Intensive Contexts—A Meta‐Analysis and Cross‐Level Comparison

This study examines the generalizability of the network‐performance relationship across individual and group levels, focusing on knowledge‐intensive contexts. Drawing on a meta‐analytical approach, we synthesize the results of 102 empirical studies to test whether network characteristics such as centrality, brokerage, and tie strength similarly influence the job performance of individuals and groups. Results show that while there are no differences in the direction of the network‐performance relationship across levels, there are substantial differences in magnitude. Individual performance profits more strongly from a high number of direct connections, whereas groups reap higher benefits from brokerage positions. Additional analyses reveal that the network measurement method, tie content, and performance criteria function as moderators of the network performance relationship, but their influence is consistent neither across network characteristics nor across levels. By meta‐analytically comparing and contrasting the network‐performance relationship for individuals and groups, we contribute to multilevel research on networks and organizations. Particularly, we move toward the development of a multilevel homology theory of networks. Implications for theory, practice, and future research are discussed. © 2017 Wiley Periodicals, Inc.     

Application of Best Practice Tips in manual dishwashing in Germany and Spain

Investigations on the consumer behaviour of manual dishwashing have shown that there is a large variety of ways of how to wash up by hand, and the corresponding resource consumption is affected accordingly. In order to reduce resource consumption in manual dishwashing while achieving an acceptably good cleaning result, Best Practice Tips have been established (published in Fuss et al.) on the basis of laboratory experiments and the knowledge of everyday behaviour. This study is aimed at verifying the potential to save resources in real life when consumers are applying Best Practice Tips for manual dishwashing. A 4‐week in‐house study was run in two European countries, and data of the manual dishwashing behaviour were acquired before and after training on the Best Practice Tips. The results of both periods were compared with each other and between the countries. The test participants in Germany needed approximately 30% less water and 40% less energy, on average, in the period in which they applied the Best Practice Tips; in Spain, nearly 50% less water and 60% less energy for dishwashing in the period after the training. It has to be taken into consideration, however, that individual savings are very different due to specific living conditions, household sizes, practices in dishwashing and more or less prejudice against the Best Practice Tips.     

The Impacts of Chronic Wasting Disease and its Management on Recreational Hunters

This paper examines the site choices of recreational deer hunters in context of changing levels of chronic wasting disease (CWD) and its management in Alberta. CWD is a prion disease that affects wild cervids and is found in Saskatchewan and Alberta. There are no known human health risks from CWD but the condition is fatal for cervids. The methodological approach employed utilizes both revealed and stated preference data collected from resident hunters using a computer‐based survey. The results suggest that while hunting behavior is not significantly altered by current CWD levels and management programs, there would be some changes given higher prevalence and spread levels of the disease. To avoid a situation of high CWD spread and prevalence, hunters would be willing to pay on average $20.35 per trip to keep CWD at current levels. This translated into just under a million dollars of direct economic value. Although the estimate is not large compared to other provincial economic activities, when added up over a number of years the economic losses could be substantial. Le présent article examine les choix de site des amateurs de chasse au cerf en fonction de l’évolution de la maladie débilitante chronique des cervidés (MDC) et de la gestion de cette maladie en Alberta. La MDC est une maladie à prions qui frappe les cervidés sauvages, notamment en Saskatchewan et en Alberta. Cette maladie ne semble pas présenter de risques pour la santé humaine, mais elle demeure fatale pour les cervidés. Nous avons utilisé une approche méthodologique comprenant des données sur les préférences révélées et les préférences déclarées des chasseurs résidents, recueillies au moyen d’un sondage informatisé. D’après les résultats, bien que les niveaux actuels de la MDC et les programmes de gestion n’aient pas entraîné de changements considérables sur le plan du comportement de chasse, une hausse de la prévalence et des niveaux de propagation de la maladie pourrait toutefois entraîner certains changements. Afin d’éviter une augmentation de la propagation et de la prévalence de la MDC, les chasseurs se sont dit prêts à verser en moyenne 20,35 $ par voyage de chasse pour contenir la maladie aux niveaux actuels, ce qui représenterait une valeur économique directe de près de un million de dollars. Bien que cette estimation soit faible par rapport aux autres activités économiques provinciales, les pertes financières cumulées sur un certain nombre d’années pourraient toutefois être substantielles.     

Personalize your management development

Most organizations struggle with leadership development. They promote tope performers into management roles, put them through a few workshops and seminars, then throw them to the wolves. Managers with the ability to survive and thrive are rewarded; those without it are disciplined or reassigned. The problem is, an alarming number of people fall into the second category. This happens not because managers lack skills but because companies fail to realize that there is no single kind of leader-in-training. In this article, Natalie Shope Griffin, a consultant in executive and organizational development at Nationwide Financial, describes four kinds of manager-in-training, each embodying unique challenges and opportunities. Reluctant leaders appear to have all the necessary skills to be excellent managers but can't imagine themselves succeeding in a leadership role. Arrogant leaders have the opposite problem; they believe they already possess all the management skills they'll ever need. Unknown leaders are overlooked because they don't develop relationships outside of a small circle of close colleagues. Finally, there are the workaholics who put work above all else and spend 100 hours a week in the office. The author outlines specific training approaches tailored to each type of prospective leader. By focusing on the unique circumstances of individual managers, investing in them early in their careers, offering effective coaching, and providing real-life management experiences, Nationwide's leadership-development program has produced hundreds of successful leaders.     

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Praxis / Magazin

Who is Who