Salespeople’s use of upward influence tactics (UITs) in coping with role stress

Researchers’ attentions have recently focused on how salespeople cope with role stress. This study focuses on salespersons’ use of six upward influence tactics (UITs) with the immediate sales manager, and how salespeople use UITs to lessen the impact of two role stressors (perceived role conflict and role ambiguity) associated with the sales job. The study also evaluates the potential moderating role of UITs on relationships between role stress and manager satisfaction and propensity to leave. Analysis of data gathered from a heterogeneous sample revealed differences in use of UITs between salespeople classified as either high or low in role stress. Salespeople who perceive high role conflict employ assertiveness and upward appeal UITs more frequently. Salespeople who perceive high role ambiguity use exchange and coalition-building UITs more frequently. Results also suggest that salespersons’ use of assertiveness and ingratiation UITs exacerbate relationships between perceived role ambiguity and two outcomes: satisfaction with supervisor and propensity to leave. Implications of the study findings for sales managers are reviewed, as are implications for further research. His research interests are in the areas of personal selling and sales management. His work has appeared inJournal of Education for Business, Journal of Marketing Theory and Practice, and various national and international conference proceedings. Jeffrey K. Sager, Ph. D., conducts research in the areas of salesperson turnover and job stress. His work has appeared in theJournal of the Academy of Marketing Science, Journal of Personal Selling and Sales Management, andJournal of Business Research. His research interests are in the fields of strategic management and organizational behavior. His research has been published in theAcademy of Management Journal, Journal of Applied Psychology, and several other journals.     

Small is beautiful: Implications of reliability and statistical power for testing the efficacy of HR interventions

The development of optimal human resource practices is often contingent on the accurate statistical testing of potential interventions. Testing the efficacy of HR interventions can be enhanced by taking additional measures to improve statistical power, but the traditional means of increasing power through sample size are often beyond the cost and ability of HR professionals to pursue. This article, therefore, focuses on measurement procedures as an alternative way to increase statistical power for detecting HR intervention effects. Selection of reliable and appropriate measures and subsequent instrumentation are examined as efficacious and cost‐beneficial techniques that can be employed during the planning and designing stage of a study for augmenting statistical power to optimize business decision making. © 2012 Wiley Periodicals, Inc.     

Connectivity and work dominance: Panacea or pariah?

Does technologically-supported work connectivity help young managers and professionals under the age of 45 deal with the pressing demands of their work, or does the presence of work-connecting technologies exacerbate the tendencies of this talent force to engage in more work and longer working hours? Utilizing both surveys and follow-up focus group interactions, this study found that while work-connecting technologies permitted a greater range of options regarding when and where work was done, this same connectivity provided constant availability to work and often drove expectations that more must be done, thereby increasing the likelihood of longer work hours and—surprisingly—leading to a diminished sense of flexibility. Study participants offer insights regarding the thought processes behind these outcomes. Perspectives on how emerging leaders and their organizations can effectively manage and achieve the potential of enhanced connectivity are provided. A four-phased approach is recommended. First, we discuss key cultural dynamics. Second, the role of organizational expectations and practices is emphasized. Third, we consider a set of responsibilities for organizational leaders, whose actions and cues provide the most vivid clarity for young managers attempting to decide where to draw the work/life balance line. Finally, the challenge and responsibility of personal accountability is presented. Consideration of a work paradigm that reorients our thinking about traditional “face time,” and strives to bridge the gap between the potential and pervasive impact of work-connecting technologies, is also included.     

Integration Deficits of IT Controlling

The paper is based on the thesis that IT controlling suffers from two integration deficits with regard to its methods base: On the one hand, this is a lack of synchronization between research on IT controlling methods and developments in practice; on the other hand, a lack of integration of IT controlling methods with methods of business and information systems engineering (BISE). Based on this assumption, the paper investigates historical developments in IT controlling research and practice to derive theses about the present state of method integration. The analysis finds indications for further potential for method integration and identifies these potentials. Requirements towards method integration are derived from an analysis of the identified integration potentials and two examples illustrate how to realize further integration. Accepted after two revisions by the editors of the special focus. This article is also available in German in print and via http://www.wirtschaftsinformatik.de: Strecker S, Kargl H (2009) Integrationsdefizite des IT-Controllings – Historischer Hintergrund, Analyse von Integrationspotenzialen und Methodenintegration. doi: 10.1007/s11576-009-0175-9.     

Countering Service Information Challenges in the Internet of Services

Business Webs apply the idea of value networks to the WWW. The underlying delivery platform is commonly referred to as the Internet of Services and will certainly have to deal with a great variety and amount of information about services along several service information dimensions. As soon as brokerage, discovery, or community feedback parts are decentralized, there emerge a number of service information challenges (modeling the information in a holistic way, documentation, interlinkage, tool interoperability, distributed querying, inconsistent information, and cooperation of different stakeholders). In this paper, we propose to counter such service information challenges by two artifacts. First, we contribute a Service Ontology based on a sound and rigid foundational ontology. The Service Ontology provides a holistic and consistent way of capturing service information. We apply the recommendations of the W3C Semantic Web Activity whose recent standardization has already opened new possibilities for tool interoperability, interlinkage of information, and distributed querying on the web. However, building and prescribing an ontology in standardized languages is not enough to address all service information challenges. Therefore, as a second contribution, we provide a method around the ontology including a governance framework, guidelines for applying the W3C Semantic Web recommendations, a lifecycle-spanning tool chain, and different levels of applicability. We label our method Semantic Business Web approach, since we build on W3C Semantic Web standards, use and extend them in the Business Web setting. Both artifacts are constructed in an interdisciplinary way by experts participating in the German lighthouse project THESEUS/TEXO. The project’s scenario also serves as a proof of concept evaluation of the artifacts.     

Optimized Software Licensing – Combining License Types in a License Portfolio

Although software licenses usually range among the most expensive items within the IT budget, they still lack the necessary attention by many companies. Therefore, most companies inadequately have implemented their software asset management neglecting further potential for cost reduction, which can be obtained by optimizing the use of different license types. This paper shows how possible savings can be realized by combining different types of licenses in a license portfolio. The model presented is based on the most common license types considering different user groups as well as their behavior. Additionally to cost risks, the risk of service quality is also taken into consideration. The following examples illustrate the model’s high relevance and show how it can be applied in practice. Accepted after two revisions by Prof. Dr. Hasenkamp. This article is also available in German in print and via http://www.wirtschaftsinformatik.de: Gull D, Wehrmann A (2009) Optimierte Softwarelizenzierung – Kombinierte Lizenztypen im Lizenzportfolio. WIRTSCHAFTSINFORMATIK. doi: 10.1007/11576-009-0182-x.