bluuebunny/crossref_metadata_2025 huggingface dataset:
Halomonas smyrnensis sp. nov., a moderately halophilic, exopolysaccharide-producing bacterium
Authors: Poli Annarita , Nicolaus Barbara , Denizci Aziz Akın , Yavuzturk Bahar , Kazan Dilek
Published: February 2012

Four Gram-negative, moderately halophilic, exopolysaccharide-producing strains, designated AAD6T, AAD4, AAD17 and AAD21, were isolated from Çamaltı Saltern Area, a wildlife reserve in Sasalı, İzmir province located in the Aegean Region of Turkey. The isolates grew at an optimum NaCl concentration of 10 % (w/v). The major cellular fatty acids were C16 : 0, C18 : 1ω7c, C16 : 1ω7c and C12 : 0 3OH, respectively and the predominant lipoquinone was ubiquinone Q-9. The G+C content of the genomic DNA of strains AAD6T, AAD4, AAD17 and AAD21 was 63.0, 63.3, 62.8 and 62.6 mol%, respectively. Comparative 16S rRNA gene sequence studies showed that the isolates belonged to the genus

Halomonas

. The DNA–DNA hybridization mean values between the representative strain AAD6T and the closely related species

Halomonas salina

DSM 5928T,

Halomonas halophila

DSM 4770T,

Halomonas maura

DSM 13445T,

Halomonas organivorans

DSM 16226T,

Halomonas elongata

DSM 2581T,

Halomonas koreensis

JCM 12237T and

Halomonas nitroreducens

LMG 24185, were 40.8, 39.6, 24.2, 23.3, 12.6, 14.5 and 12.2 %, respectively. Based on these data the strains represent a novel species of the genus

Halomonas

for which the name Halomonas smyrnensis sp. nov. is proposed. The type strain is AAD6T ( = DSM 21644T = JCM 15723T).
Ornatilinea apprima gen. nov., sp. nov., a cellulolytic representative of the class Anaerolineae
Authors: Podosokorskaya O. A. , Bonch-Osmolovskaya E. A. , Novikov A. A. , Kolganova T. V. , Kublanov I. V.
Published: February 2012

A novel obligately anaerobic, mesophilic, organotrophic bacterium, strain P3M-1T, was isolated from a microbial mat formed in a wooden bath filled with hot water emerging from a 2775 m-deep well in the Tomsk region of western Siberia, Russia. Cells of strain P3M-1Twere rod-shaped, 0.3–0.7 µm in width and formed multicellullar filaments that reached up to 400 µm in length. Strain P3M-1Tgrew optimally at 42–45 °C, pH 7.5–8.0, and with 0.1% (w/v) NaCl. Under optimal conditions, the doubling time was 6 h. The isolate was able to ferment a variety of proteinaceous substrates and sugars, including microcrystalline cellulose. Acetate, ethanol and H2were the main products of glucose fermentation. The genomic DNA G+C content was 55 mol%. 16S rRNA gene sequence-based phylogenetic analyses showed that strain P3M-1Twas a member of the classAnaerolinea, with 92.8 % sequence similarity toLevilinea saccharolyticaKIBI-1T. Based on phylogenetic analysis and physiological properties, strain P3M-1Trepresents a novel species in a new genus, for which the nameOrnatilinea apprimagen. nov., sp. nov. is proposed; the type strain ofO. apprimais P3M-1T( = DSM 23815T = VKM B-2669T).
A Peroxidase-Dependent Apoplastic Oxidative Burst in Cultured Arabidopsis Cells Functions in MAMP-Elicited Defense
Authors: O’Brien Jose A. , Daudi Arsalan , Finch Paul , Butt Vernon S. , Whitelegge Julian P. , Souda Puneet , Ausubel Frederick M. , Bolwell G. Paul
Published: February 2012

Perception by plants of so-called microbe-associated molecular patterns (MAMPs) such as bacterial flagellin, referred to as pattern-triggered immunity, triggers a rapid transient accumulation of reactive oxygen species (ROS). We previously identified two cell wall peroxidases, PRX33 and PRX34, involved in apoplastic hydrogen peroxide (H2O2) production in Arabidopsis (Arabidopsis thaliana). Here, we describe the generation of Arabidopsis tissue culture lines in which the expression of PRX33 and PRX34 is knocked down by antisense expression of a heterologous French bean (Phaseolus vulgaris) peroxidase cDNA construct. Using these tissue culture lines and two inhibitors of ROS generation, azide and diphenylene iodonium, we found that perxoxidases generate about half of the H2O2 that accumulated in response to MAMP treatment and that NADPH oxidases and other sources such as mitochondria account for the remainder of the ROS. Knockdown of PRX33/PRX34 resulted in decreased expression of several MAMP-elicited genes, including MYB51, CYP79B2, and CYP81F2. Similarly, proteomic analysis showed that knockdown of PRX33/PRX34 led to the depletion of various MAMP-elicited defense-related proteins, including the two cysteine-rich peptides PDF2.2 and PDF2.3. Knockdown of PRX33/PRX34 also led to changes in the cell wall proteome, including increases in enzymes involved in cell wall remodeling, which may reflect enhanced cell wall expansion as a consequence of reduced H2O2-mediated cell wall cross-linking. Comparative metabolite profiling of a CaCl2 extract of the PRX33/PRX34 knockdown lines showed significant changes in amino acids, aldehydes, and keto acids but not fatty acids and sugars. Overall, these data suggest that PRX33/PRX34-generated ROS production is involved in the orchestration of pattern-triggered immunity in tissue culture cells.
Grazing-incidence in-plane X-ray diffraction on ultra-thin organic films using standard laboratory equipment
Authors: Neuschitzer Markus , Moser Armin , Neuhold Alfred , Kraxner Johanna , Stadlober Barbara , Oehzelt Martin , Salzmann Ingo , Resel Roland , Novák Jiří
Published: February 2012

A novel grazing-incidence in-plane X-ray diffraction setup based on a commercial four-circle diffractometer with a sealed-ceramic copper X-ray tube, upgraded with parabolic graded multilayer X-ray optics and a one-dimensional position-sensitive detector, is presented. The high potential of this setup is demonstrated by a phase analysis study of pentacene thin films and the determination of in-plane lattice constants of pentacene mono- and multilayers. The quality of the results compare well to studies performed at synchrotron radiation facilities.
A high-resolution synchrotron powder diffraction study of substituted gallium ferrites using flat-plate fixed angle of incidence geometry on beamline I11 at Diamond
Authors: Ryding S. H. M. , Azough F. , Freer R. , Cernik R. J. , Tang C. C. , Thompson S. P.
Published: February 2012

Very high resolution powder diffraction structural studies of the potentially room temperature multiferroic Ga2−xFexO3solid solution series (x= 0.7–1.3, 0.1 steps) have been undertaken using a fixed angle of incidence geometry. The applied absorption correction was seen to improve the goodness of fit (χ2) of the Rietveld refinements from an average of 1.41 to 1.06. The correction also resulted in an increased mean isotropic displacement parameter from 0.5 to 0.65. The mean difference in the fractional coordinates of the atoms between the refined models from the corrected and uncorrected data was 0.0007 Å, compared with the mean fractional coordinate error of 0.0003 Å. It is concluded that the final crystal structures refined from the corrected and uncorrected data are not significantly different. The number of reflections in each data set was over 2700, and the average peak half-width was 0.018° with the data binned in 4 millidegree steps. The data quality allowed bond length and angle determinations of sufficiently high accuracy to measure significant metal site distortions to an average precision of ±0.007 Å. A lattice parameter nonlinearity was observed on either side of thex= 1 composition; this was attributed to local distortions, primarily of the Fe1 and Ga2 sites.
Tweeting the friendly skies
Authors: Dharmavaram Sreenivasan Nirupama , Sian Lee Chei , Hoe‐Lian Goh Dion
Published: February 2012

Purpose

The purpose of this study is to investigate airline users' microblog postings pertaining to their travel‐related information exchange so as to assess their wants, preferences and feedback about airline products and services. Examining such real‐time information exchange is important as users rely on this for various purposes such as seeking help and evaluating the airline services before purchasing.

Design/methodology/approach

This study uses Twitter, a popular microblog service. An analysis of 8,978 postings that mention three specific airlines – i.e. Malaysia Airlines, Jet Blue and Southwest – as well as 260 airline postings on their official Twitter accounts is undertaken. The types of postings were ascertained via content analysis. Additionally, the postings were also analyzed to uncover types of communication exchanges between airlines and their users.

Findings

The findings suggest that microblogs were primarily used to share compliments, while airlines used microblogs mainly for marketing. Other uses such as sharing general information, asking questions and providing personal updates were also uncovered. Additionally, a high number of attention‐seeking postings were found that highlighted user issues and concerns. Further, the airlines being studied did not appear to be as responsive to users' postings as expected.

Originality/value

The findings broaden the understanding of what users frequently discuss on microblogs when they communicate about airlines. Next, this study indicates that users adopt microblogs to offer recommendations and share their concerns so that their communication can reach airlines in near real‐time. Moreover, this study also suggests that airlines could incorporate this medium for customer relationship management to better meet the needs of their customers.
Evaluating and recommending Greek newspapers' websites using clustering
Authors: Kanellopoulos Dimitris , Kotsiantis Sotiris
Published: February 2012

Purpose

The aim of this work is to evaluate Greek newspaper websites using clustering and a number of criteria obtained from the Alexa search engine. Furthermore, a recommendation approach is proposed for matching Greek online newspapers with the profiles of potential readers. The paper presents the implementation and validation of a recommender tool that suggests to a user (based on age, education and income) an optional Greek newspaper's website to read.

Design/methodology/approach

A total of 25 newspaper websites were selected from the Greek information bank http://edoellada.gr. After investigating these websites one by one, this number was decreased to 16 websites due to their printing prevention, cessation or no coverage by Alexa.

Findings

Based on data obtained from Alexa, the Naftemporiki newspaper has the highest traffic rank and the Eleftherotypia newspaper the largest number of links among others. The Macedonia newspaper has the largest number of foreign users. The results of the study also show that most newspaper websites' visitors come from the UK. The expectation‐maximisation (EM) clustering algorithm classifies the 16 websites into two groups based on some common characteristics.

Research limitations/implications

The proposed recommendation approach is generic because it can be applied as a recommendation solution on various types of website, such as educational or commercial. However, slight adjustments are needed depending on the nature of recommending websites.

Practical implications

A website administrator of an online newspaper can adapt the newspaper's features such as content and layout according to the prevailing user profile of the online newspaper. For example, a website administrator of an online newspaper whose dominant user education is “no‐college” should enable the writing style of this newspaper in a more naive way. The administrator can also add advertisements that are more suitable to readers aged between 35 and 55 years, if the most frequent age of users of this online newspaper is between 35 and 55.

Originality/value

The results of this research will be important not only to administrators of Greek newspaper websites but also to anyone with a need to increase the usage of a website.
An online information system to support blended training of rural SMEs on e‐government
Authors: Tzikopoulos Argiris , Manouselis Nikos , Kastrantas Kostas , Costopoulou Constantina
Published: February 2012

Purpose

Away from central public authorities, regional (also called rural) enterprises do not have direct, physical access to all the services that governmental or public agencies offer. Very often, these services are essential for enterprises, mostly small and medium‐sized enterprises (SMEs), in such areas, in order to perform their business operations. This paper aims to present an example of how such types of information management and use took place in the case of familiarizing rural SMEs with the use of e‐government.

Design/methodology/approach

This paper is a case study of how a practical application is designed and developed for the blended training of rural SMEs. First of all, an identification of the main information resources that will be stored, annotated, shared and accessed through the system took place. Then, an outline of the general architecture and user roles involved was developed. System analysis and specification using Unified Modeling Language (UML) then took place. This was accompanied by design and specification of the database, based on appropriate metadata schemas for describing the information resources. The whole process was completed by the design and prototype development of the interface, which was put into public operation and testing with a sample set of real users.

Findings

Although there are several information management systems focusing on the education and training of rural stakeholders, their learning resources are not directly relevant to SMEs' needs. The main finding of this paper is that it shows a complete case study of designing, developing and evaluating an information technology application for rural businesses.

Originality/value

The value of the approach presented here is the combination of training resources in an information system with a blended training approach, so that it better matches the learning needs of SMEs. Through this web‐based environment, rural SMEs are able to find information on the e‐government services offered in their region, as well as gaining access to e‐learning content on how they can use such services.
Service innovation and performance in SMEs
Authors: McDermott Christopher M. , Prajogo Daniel I.
Published: February 2012

Purpose

The purpose of this paper is to examine the relationship between exploration and exploitation innovation, and business performance in small and medium enterprise (SME) service firms. Furthermore, the paper also examines the interaction between the two innovation orientations in predicting business performance, and the influence of size in the effectiveness of each of them in enhancing business performance.

Design/methodology/approach

Using empirical data drawn from 180 managers in Australian service organisations, this study also compares the effect of ambidextrous innovation on business performance within these SMEs.

Findings

The findings show that, controlled for size, neither of the innovation orientations show significant, direct relationships with firms' performance. However, ambidextrous innovation was positively associated with business performance, indicating a synergy between exploration and exploitation. Further examination indicates the relationship between exploration/exploitation innovation and performance is moderated by size within the authors' sample of small firms.

Research limitations/implications

Taken together, the results point to an interesting and complex relationship within SMEs relating to innovation orientation, size, and performance. This relationship suggests that service SMEs are best served by the simultaneous pursuit of both exploitive and exploratory innovation.

Originality/value

This research is original in that it deliberately focuses on innovation in service SMEs, an area that has not seen significant research previously. As such, the authors' insights into the relationship between ambidextrous innovation and performance suggest the need for creating balance and synergy between the two innovation types.
The buyer‐supplier social contract: information sharing as a deterrent to unethical behaviors
Authors: Eckerd Stephanie , Hill James A.
Published: February 2012

Purpose

The purpose of this paper is to focus on the role of information sharing as a deterrent to unethical behavior in a buyer‐supplier relationship. The authors investigate the broader supplier network, examining information sharing as it occurs through both the buyer‐supplier structure as well as supplier‐supplier structures. The authors propose that buyer‐supplier and supplier‐supplier information sharing serve to reduce perceived buying firm unethical behavior while at the same time fostering increased commitment and satisfaction in long‐term buyer‐supplier relationships.

Design/methodology/approach

The relational model presented is grounded in the theory of social contract. The authors' hypotheses are tested using structural equation modeling with survey data collected from supplier firms from a wide range of industries and that have been involved long‐term (minimum of five years) in the provision of goods and/or services with their buying firm.

Findings

The authors demonstrate that perceived buying firm unethical behavior goes beyond the nature of the dyadic buyer‐supplier relationship; the supplier's entire structure of contacts facilitates the flow of information regarding a buying firm.

Originality/value

This research contributes to the operations and supply chain management literatures by adopting a more comprehensive view of the networks involved in relationship management efforts than what has typically been evaluated in these literatures.
Do internal and external environmental management contribute to the triple bottom line?
Authors: De Giovanni Pietro
Published: February 2012

Purpose

The purpose of this paper is to investigate the effect of both internal and external environmental management (EM) on the triple bottom line (TBL), which embraces environmental, economic, and social performance. Both direct and indirect effects are estimated in order to capture the overall relationships between EM and performance. Furthermore, the paper contributes to the ongoing debate of measuring the latent variable “performance” as a formative rather than reflective construct.

Design/methodology/approach

A conceptual model is drawn up based on the existing literature in EM and considering the TBL paradigm. The model is tested on a large sample of Italian firms; thus, the unit of analysis is represented by single firms. A structural equation model (SEM) is tested to analyze the data, and its estimation is performed using both Lisrel and PLS – namely, covariance‐ and component‐based SEM.

Findings

Covariance‐based SEM shows that internal EM is a successful driver of TBL. EM directly improves environmental and social performance, but contributes only indirectly to the economic bottom line. In contrast, external EM is a less effective driver, contributing only positively to environmental performance and exerting only an indirect, marginal impact on economic performance. When using a formative mode to measure performance and component‐based SEM, internal EM has a positive direct and indirect influence on the TBL; however, external EM does not directly improve economic performance.

Research limitations/implications

Data collection was completed at the end of 2008 and comprises only data about Italian firms. Items in the questionnaire allow for a two‐year lag period.

Practical implications

When targeting to meet the TBL, managers should concentrate their efforts on internal EM, which is more effective than external EM.

Originality/value

The paper tests the direct and indirect impacts of internal and external EM on the TBL measuring performance using a formative model and showing the different results obtained in the causal relationships.
Job satisfaction and quality management: an empirical analysis
Authors: de Menezes Lilian M.
Published: February 2012

Purpose

Quality management requires increasing employee involvement that could empower employees, leading to employee and customer satisfaction. Although the literature describes a picture of increasing job demands and work intensification, the evidence of an association between employee job satisfaction and quality management remains mixed and narrow. The purpose of this paper is to investigate this link in the wider economy, and address the roles of human resource management practices that target direct employee participation (job enrichment and high involvement management) in this relationship.

Design/methodology/approach

The Workplace Employment Relations Survey of 2004 (WERS2004) provides information on British workplaces including the use of specific quality and human resource management practices, employees' job satisfaction and other outcomes. Latent variable analysis identifies employers' approaches to quality management, job enrichment and high involvement management. Workplace‐level regression analyses illustrate the link between job satisfaction and various desired organizational outcomes. Hierarchical two‐level regression models are used to assess the link between quality management at workplaces and employee job satisfaction.

Findings

Although job satisfaction is positively associated with desired workplace outcomes (organizational commitment, productivity and quality), no significant link between quality management and employee job satisfaction is found. By contrast, a positive association between job enrichment and job satisfaction is confirmed, which may be weakened in the presence of quality management.

Practical implications

Given the potential impact of job satisfaction on organizational outcomes, job enrichment features should not be neglected when designing jobs so that an effective quality management strategy can be in place. Some weak positive association between high involvement and quality managements with perceived job demands is also observed, and this should be further investigated in more detailed studies of employee well‐being.

Originality/value

This is a large empirical study on an economy‐wide sample of workplaces and their employees.
Impact of RFID on manufacturing effectiveness and efficiency
Authors: Zelbst Pamela J. , Green Kenneth W. , Sower Victor E. , Reyes Pedro M.
Published: February 2012

Purpose

The purpose of this paper is to examine the impact of radio frequency identification (RFID) technology utilization in manufacturing firms on manufacturing efficiency and effectiveness.

Design/methodology/approach

Using systems theory as a basis, a RFID utilization and outcome(s) performance model was developed from the literature. Data from a sample of 155 manufacturers were collected and the model was assessed using a structural equation methodology.

Findings

Findings indicate that utilization of RFID technology leads to improved manufacturing efficiency and manufacturing effectiveness. Improvements in efficiency lead directly to improved organizational performance, and improvements in effectiveness lead directly to improved supply chain performance.

Research limitations/implications

Data were collected during the growth stage of RFID technology adoption and were only collected from firms in the manufacturing sector. Results should be interpreted with these limitations in mind.

Practical implications

The implementation of RFID technology can result in improved manufacturing efficiency and effectiveness. Practitioners considering adoption of the technology should fully account for these potential efficiency and effectiveness related benefits when determining the justification for adoption of this technology.

Originality/value

The paper describes one of the first empirically‐based studies investigating the impact of RFID technology implementation on supply chain and organizational performance in manufacturing organizations.
Relationship between union strength and supervisor‐subordinate power relations
Authors: Martinez Arthur D. , Fiorito Jack , Ferris Gerald R.
Published: February 2012

Purpose

A labor union's strength is a crucial factor when considering outcomes such as its constituents' empowerment. One of the most important goals of any labor union is to achieve increased balance‐of‐power between the labor and management groups; hence, union strength is an accomplishment of this fundamental aim. It follows that stronger unions, measured by their perceived effectiveness in dealing with management, will contain more empowered constituents. Previous union‐related research typically considered employee empowerment at the group‐level of analysis (e.g. improved work rules, pay, and benefits for entire groups of employees). The purpose of this paper is to propose and test hypotheses on the relationship between perceived union strength, a micro‐ or workplace‐level analog of union bargaining power, and perceptions of shared leader‐member expectations using supervisor‐subordinate dyads as a unit of analysis.

Design/methodology/approach

Working adults across the USA were sampled (n=347), through the use of a survey software company that makes survey panels commercially available. Respondents were racially/ethnically diverse, with a mean age of about 41 years (range of 18 to over 62 years), and slightly more females than males (about 65 percent female). Also, about 13.5 percent were members of a labor union.

Findings

Employees who belonged to more powerful unions (i.e. compared to employees who belonged to less powerful unions) demonstrated increased shared‐leadership expectations with their supervisors. In support of Hypothesis 1, non‐union employees also possessed increased shared leadership expectations in comparison to union workers where the union was perceived as weak. As proposed in Hypothesis 2, unions perceived as strong produced more empowered constituents relative to unions perceived as weak. Finally, non‐union employees did not appear to differ in shared‐leadership expectations from employees perceiving strong unions, contrary to Hypothesis 3.

Originality/value

A contribution of the present study is to show that unions also have significant connections with supervisor‐subordinate relations (i.e. shared leadership), and that simply having a unionized workplace does not guarantee increased employee empowerment; unions must also be strong.
Drug vis‐à‐vis consumer: a retrospection
Authors: Das Praufulla Kumar
Published: February 2012

Purpose

Drugs and pharmaceuticals assume importance in the healthcare system today for their capacity to replace costly treatments like surgery. The pharmaceutical industry is considered capital intensive and building a new product costs as much as $900 million. Though the cost of developing a new product is significantly low in a country like India, it is substantial. Therefore, perhaps, companies try to go for incremental innovation. This apart, finding new symptoms to promote products, hiding major side effects, publishing data mixing the outcomes of different studies, publishing major outcomes in reputed journals and poor outcome studies in less important journals are some of the strategies being adopted by pharmaceutical companies. The purpose of this paper is to analyze these issues and their impacts on the Indian economy. As most of the Indian pharmaceutical companies are in private hands, this paper focuses on the possible plight of Indian poor in the changing world order.

Design/methodology/approach

This paper draws upon earlier research undertaken by the author. His experience from the pharmaceutical industry as well as the published works of other researchers also helped complete the work.

Findings

The analysis of this paper indicates that in order to avoid the loss of revenue and to keep their businesses floating, drug and pharmaceutical companies resort to information manipulation.

Research limitations/implications

The research is limited to the author's ability to review literatures in the field of marketing and corporate ethics related to drugs and pharmaceuticals. As competition and economic liberalization would have a significant impact on pharmaceutical brand‐success, therefore, perhaps, drug companies would resort to manipulations for survival. This paper is an attempt to alert the society to these sorts of information laundering.

Practical implications

This paper would perhaps provide consumers with necessary information to understand the unethical practices being adopted by drug companies and help them consider what exactly to look for and would press for their right to good health.

Originality/value

This paper is the record of original work done by the author. It would probably fulfil an identified need and would perhaps help the society fight unethical practices being adopted by pharmaceutical companies.
Open book practices in buyer‐supplier relationships in India
Authors: Kumra Rajeev , Agndal Henrik , Nilsson Ulf
Published: February 2012

Purpose

This paper seeks to explore how Indian buying firms practise an open book (OB) policy in supplier relationships in three industries, i.e. the vehicle industry, the construction industry and the information technology industry. It also aims to study determinants of open book practices.

Design/methodology/approach

Application of the OB policy is operationalised as the nature of open book practices, the extent and stage of data disclosed, the form of data disclosed, the direction of data disclosed, the attitude towards cost data disclosed, and the purpose and conditions of data disclosed. Determinants of the open book policy comprise characteristics of the exchange, the product, the buyer, the supplier and the supply market. Qualitative data were collected in the form of 22 interviews with representatives of three buying organisations and several of their suppliers in order to build three case studies.

Findings

The results suggest that the OB policy is used by buyers for diverse purposes ranging from strategic to operational, for example value engineering at the product development stage, to ensure supplier margins, for self improvements and cost reductions, and country entry decisions. Similarly, the data shared ranged from narrow to wide in scope and scale. Suppliers' attitudes ranged from fairly neutral to very negative towards open books. Power asymmetries, the number of alternative suppliers, product performance characteristics and value, incentives offered, and buyer efforts were found to influence OB practices.

Practical implications

Experiences gained from employing an OB policy in vehicle manufacturing suggests that firms in other industries can better leverage the use of open books for joint problem solving, equitable profit sharing and supplier selection.

Originality/value

The paper highlights that an OB policy can have broader applicability than recognised by many past studies and indicates that it can serve purposes of strategic decision‐making. It can also be an integrated part of a buyer's risk reduction strategy. Further, the study provides specific recommendations for Indian companies with regard to the application of an open book policy.
Understanding the mechanism linking interpersonal traits to pro‐social behaviors among salespeople: lessons from India
Authors: Agnihotri Raj , Krush Michael , Singh Rakesh K.
Published: February 2012

Purpose

Factors such as globalization and market size have made India a major consideration for multinational firms and their salespeople. Despite the appeal of the market, the majority of theories and empirical studies of sales have been based on Western thought and within a Western context. This study seeks to address the issue of what interpersonal traits impel outcomes and behaviors of Indian salespeople.

Design/methodology/approach

A model was tested using survey data collected from salespeople and their respective sales managers within a print media company located in India. A structural equation model was used to test the hypotheses.

Findings

The results suggest an interesting interplay between interpersonal traits and pro‐social sales behaviors. Empathy proneness was positively related to helping behaviors targeted at other salespeople, while guilt proneness was positively associated with behaviors targeted at customers.

Practical implications

The research suggests that a salesperson's capacity for empathy does not always translate into customer‐based behaviors. Hence sales training and other interventions targeted towards building empathy may actually impact on behaviors between salespeople versus the interface between the salesperson and the customer. Theoretical and managerial applications are also discussed.

Originality/value

The paper combines a data collection of salesperson‐sales manager dyadic responses and examines whether the theoretical undergirding of the Western‐based pro‐social literature is appropriate to apply in Eastern cultures such as India.
Rethinking impact and redefining responsibility
Authors: Humphrey Christopher , Miller Peter
Published: February 2012

Purpose

The starting point for the paper is an assessment of the impact of a 1993 special issue ofAccounting, Auditing & Accountability Journal,which provided an interdisciplinary analysis of the pursuit of accountable management reforms in the UK public sector. From this assessment, the paper offers a set of reflections on the development over the last two decades of “new” public management practice and research, and also indicates some of the obligations and responsibilities of academic researchers and managers alike in the context of a continuing appetite for such reforms.

Design/methodology/approach

The paper is written in a reflective fashion, including assessments of: our role as guest editors of the special issue; the continuing pertinence of key messages emanating from the special issue; and broader considerations drawn from our own working experience in managerial roles in universities and personal reflections on the state of the public management literature.

Findings

The paper highlights the long‐standing litany of failure attached to such public management reform movements, as well as the limited degree of cross‐disciplinary learning within the field. The paper emphasises that we need to rethink the parameters of “public sector” (accounting) research, and avoid the partitioning of (accounting) research into ever smaller and self‐referential sub‐areas. We need more cross‐national studies. We need to know more about which management practices travel readily, and which travel less easily, and what happens when implementation is problematic. We need also to reinforce the importance of historical analyses, if we are to derive the most benefit from studies of the interrelations among accounting and public management reforms and wider transformations in ways of governing economic and social life. Finally, we need to retain or reinstate curiosity at the heart of our concerns, in order to dispel the self‐evidence or taken‐for‐grantedness of so much of our present.

Research limitations/implications

Personal reflections, while being beneficially close to the subject under consideration, inevitably suffer from claims of bias and a lack of independence. We have sought to control for such risks by drawing on a variety of sources of information with respect to impact, including (albeit ironically) citation counts and an analysis of the writings of individual authors contributing to the special issue.

Originality/value

The paper is novel in that it seeks to combine an analysis of the literature on public sector accounting and management reforms over several decades with our own, multi‐faceted, engagement with public management research and practice.
The special issue: AAAJ and research innovation
Authors: Carnegie Garry D.
Published: February 2012

Purpose

The purpose of this paper is to provide an introduction to a special issue commemorating the 25th anniversary of the publication of Accounting, Auditing & Accountability Journal (AAAJ).

Design/methodology/approach

The paper provides the background to the special issue and a summary of the articles appearing across the following pages. It features five retrospective/prospective essays by the guest editors of selected special issues, published between 1991 and 1997 within the first ten volumes of AAAJ.

Findings

The guest editors of selected special issues have endeavoured to identify and assess the impacts of the issues they edited in shaping future developments in the literature and to consider issues for future research developments in those fields.

Research limitations/implications

This paper serves as a selected commentary and is not a substitute for carefully reading each of the essays published. Each individual paper provides a comprehensive review of developments in the relevant literature and of the possibilities for future research developments within the theme addressed.

Originality/value

The paper outlines a novel approach to the development of the AAAJ special issue which may gain wider acceptance or provide a basis for the further development of approaches to the production of other special issues.
On the role of emotional arousal in sensegiving
Authors: Vuori Timo , Virtaharju Jouni
Published: February 2012

Purpose

This paper aims to increase understanding of how emotional arousal could be used to enhance the adoption of new beliefs during a sensegiving episode.

Design/methodology/approach

Case study about the sensegiving tactics of a successful corporate coach and the reactions of 102 sense‐receivers. Data consist of 39 interviews, 95 hours of observation, a longitudinal survey, and informal discussions.

Findings

Two elements are recognized in sensegiving, which are: increasing sense‐receivers' level of emotional arousal; and cognitively associating that arousal with desired definitions of organizational reality. While the cognitive component determines the beliefs individuals come to hold, the emotional component influences how intensively they will hold these beliefs. Emotional arousal can be amplified in ways that are loosely coupled with the cognitive dimension of sensegiving.

Research limitations/implications

The level of emotional arousal is assessed qualitatively through observations, interviews, and interpretation of open‐ended survey responses. Future research should use more objective measures for assessing the level of emotional arousal and replicate the findings of this study. In addition, future research should investigate different combinations of emotional and cognitive sensegiving that may lead to good results.

Practical implications

This study identifies a sensegiving approach that seems to work. Sensegivers can use these findings by first focusing on increasing sense‐receivers' emotional arousal and only then focusing on delivering their actual message.

Originality/value

Existing sensegiving studies have mainly focused on cognition and identity‐related dynamics and explanations. This study shows that emotional arousal is an alternative explanation for many of the previous findings.
A story's impact on organizational‐culture change
Authors: Briody Elizabeth , Meerwarth Pester Tracy , Trotter Robert
Published: February 2012

Purpose

The purpose of the paper is to explain the successful implementation of organizational applications, and ensuing organizational change, based on a story from a GM manufacturing plant.

Design/methodology/approach

The approach involved collecting and analyzing the Hoist Story as part of a multi‐year ethnographic research project designed to identify the key attributes in an ideal plant culture. Through a cooperative process of co‐production, the authors worked in tandem with organizational members on issues related to organizational‐culture change.

Findings

The findings emphasize both the Hoist Story's process impact and outcome impact. The Hoist Story was a catalyst for the change process, resulting in a high level of buy‐in across the organization; as such it contrasts with much of the management literature on “planned change.” It also led to the development of several “packaged products” (e.g. a story script, video, collaboration tools) which propelled GM manufacturing culture closer to its ideal – a culture of collaboration. Using employee stories as a means to understand and drive culture change is a largely underdeveloped area of scholarship.

Originality/value

This paper provides value by bridging the gap between theory and praxis. It includes the documentation and cultural analysis of the story, but illustrates how the story evolved into specific organizational‐culture‐change applications. This “soup‐to‐nuts” approach can serve as a model for organizational researchers and change agents interested in spearheading or supporting organizational‐culture change.
Do offender and victim typical conflict styles affect forgiveness?
Authors: Donnoli Marisa , Wertheim Eleanor H.
Published: February 2012

Purpose

The purpose of this paper is to examine whether victim and offender conflict management styles (yielding and forcing) predict forgiveness following an interpersonal transgression and apology. Perceived offender remorse, expectation of reoffending, and transgression severity along with trait empathy were also examined as potential mediators of conflict style effects and as direct predictors of forgiveness.

Design/methodology/approach

In total, 112 Australian adults completed a questionnaire including a written scenario describing a hypothetical transgression perpetrated either by a forcing‐ or yielding‐prone offender.

Findings

Offender conflict style was significantly related to forgiveness, with the yielding‐offender compared to forcing‐offender scenario resulting in higher forgiveness, an effect fully mediated by perceived offender remorse. Additionally, perceived offender remorse, transgression severity and likelihood of reoffending, and participant empathic concern added to predictions of forgiveness.

Research limitations/implications

This paper highlights how an offender's conflict style may lead to perceptions by an injured party that the offender is less remorseful following a specific offence and apology. Individuals with a history of dominating, competitiveness and self serving may need to modify their conflict resolution methods, or explicitly demonstrate sincere remorse, in order to elicit forgiveness from an injured party following interpersonal transgressions.

Originality/value

This study is the first, to the authors' knowledge, to examine how an offender's tendency to yield or force during conflict affects an injured party's decision to forgive following a transgression and apology and to provide an explanation of this relationship. Findings are potentially useful to clinicians, mediators, negotiators and managers in facilitating better interpersonal or workplace relationships.
Conflict and trust: the mediating effects of emotional arousal and self‐conscious emotions
Authors: Chen Mingkai J. , Ayoko Oluremi B.
Published: February 2012

Purpose

Researchers suggest that trust building may be challenging in the face of conflict. However, there is an emerging proposition that conflict is critical for trust. Using affective events and attribution theories as a framework, the purpose of this paper is to present a model of the mediating effects of positive emotional arousal and self‐conscious emotions in the relationship between conflict and trust.

Design/methodology/approach

Data were collected from 325 students enrolled in varied postgraduate programs in a large business school. The authors employed Preacher and Hayes's bootstrapping SPSS macros to test the direct and mediation effects of the connection between conflict, emotions and trust.

Findings

Results showed that task, relationship and process conflict were associated with differing aspects of positive emotional arousal (enthusiasm, excitement) and self‐conscious emotions (guilt and shame). Similarly, behavioural guilt was linked with trust while emotions mediated the link between conflict and trust.

Research limitations/implications

The authors acknowledge that there are possible covariates (e.g. how long ago did the conflict occur?) with the variables used in the current study. Future research should include such covariates in the study of the relationship between conflict emotions and trust. Also, the data were largely cross‐sectional, drawn from a relatively small sample. In future, researchers should examine similar constructs with longitudinal data and in large organisational sample. In spite of the above limitations, the validity of the results presented in this paper is not compromised. The study extends self‐conscious emotions literature by demonstrating that guilt and shame have cognitive and behavioural properties and with differing connections with conflict and trust.

Practical implications

The paper's findings suggest that managers who want to engender trust in conflict situations should stimulate task conflict to arouse enthusiasm and excitement. These discrete emotions are critical for building integrity based trust. Alternatively, by managing reparative emotions of guilt effectively, managers may increase levels of perceived trust. Overall, the results suggest that focusing on the effect of conflict on trust without considering the positive emotional arousal and self‐conscious emotions could yield disappointing outcomes.

Originality/value

The study provides new insights into the influence of conflict on trust and the mediating role of emotions (e.g. guilt and shame) in the link between conflict and trust. The paper also offers a practical assistance to individuals interested in building trust, especially in the face of conflict.
Commentary on “Ten years of partnership” – is the glass half full?
Authors: Parrott Richard
Published: February 2012

Purpose

This paper seeks to provide a commentary on the previous paper in this issue, “Ten years of partnership”.

Design/methodology/approach

The commentary reviews practical experience of supporting the participation of people with learning disabilities as active citizens, especially in the context of Learning Disability Partnership Boards.

Findings

While there is no cause for complacency, there are many examples of good practice. Most Boards now successfully include people with learning disabilities in the delivery of Valuing People at a local level.

Originality/value

The commentary argues for purposeful, continuous improvement and suggests that this requires local leadership, investment of time, energy and effort and building systematically on success.