bluuebunny/crossref_metadata_2025_split huggingface dataset:
The business-to-business inside sales force: roles, configurations and research agenda
Authors: Sleep Stefan , Dixon Andrea L. , DeCarlo Thomas , Lam Son K. 
Published: March 2020

PurposeThis study aims to explore the changing nature of the inside sales role and the individual capabilities required for success. Additionally, it examines the influence of organizational structure on inside sales force capabilities. Although business-to-business firms are investing heavily in inside sales forces, academic research lags behind this evolution.Design/methodology/approachUsing a two-study qualitative approach, the authors examine contemporary inside sales forces’ responsibilities and operational configurations. Study 1 uses a cross-industry sample of sales leaders and professionals to examine roles and responsibilities. Study 2 used the second sample of sales leaders and professionals to explore the impact of various organizational configurations.FindingsThe study identifies important differences between inside and outside salespeople in terms of job demands and resources; inside salespeople’s greater reliance on sales technology and analytics than outside counterparts; and existing control systems’ failure to provide resources and incentives to match with inside salespeople’s increasing strategic benefits and job demands. The study also explores four distinct inside–outside configurations. The differences among these configurations help to explain the distinct benefits and costs of each configuration regarding the company, customer and intra sales force processes, which, in turn, determine inside salespeople’s strategic benefits and job demands.Research limitations/implicationsThe authors discuss the theoretical implications of these findings for research on the evolving roles and capabilities of the inside sales force; antecedents and consequences of firms’ choice of inside–outside sales force configurations; and the impact of technology and the inside sales force. They propose a research agenda that includes a series of specific future research questions.Practical implicationsThis study informs managers of the unique role of the inside sales force and how it differs from their outside counterpart. The results inform managers of the issues inherent to various inside sales configurations, helping them determine, which configuration best addresses their customers’ needs.Originality/valueThis research provides a detailed, updated account of the differences between inside and outside sales forces and the benefits/costs of major inside–outside sales force configurations. Drawing from job demands-resources, organizational structure and strategy-context fit theories, the authors develop research propositions about the underlying structural differences of inside-outside sales force configurations; how these differences drive the inside sales force’s increasing strategic benefits and job demands; and organizational choice of inside sales force configurations. A research agenda is then presented.
Experimental investigation on Stribeck curves of different elastic modulus materials under oil and water lubrication conditions
Authors: Zhang Hua , Zhou Guangwu , Zhong Ping , Wu Kepeng , Ding Xingwu 
Published: March 2020

Purpose
The purpose of this paper is to study the influence of friction coefficient of materials with different elastic modulus on the variation of velocity and load under water lubrication and oil lubrication conditions.

Design/methodology/approach
Low-viscosity lubricating oil and water were used as lubricants to test the friction performance of the ball-disc contact friction pair in the lubrication state on the universal micro-tribometer multi-functional friction and wear test system.

Findings
In the same speed range, the lubrication states from soft to rigid materials are not necessarily similar to each other. Generally, the material with low elastic modulus is suitable in low-viscosity lubricant environments, while the material with high elastic modulus has relatively smaller friction coefficients in oil-lubricated environments compared with water lubrication. However, the coefficients of polyethylene, polytetrafluoroethylen and polyoxymethylene are exceeded by rubber’s coefficients under water lubrication in the same experiment environments, and their lubrication states are not affected by lubricants. The friction coefficient of the friction pair decreases with the increase of loads; however, it does not apply to all materials. The friction coefficients of materials with smaller elastic modulus such as rubber under high loads are rather large. Therefore, the elastic modulus of the material under high loads is a factor to be considered.

Originality/value
The Stribeck curves study of the ball-disk contact friction pair comprising soft and rigid materials, whose elastic modulus is from hundreds of GPa to a few of MPa, was carried out. The influence of different speeds, loads and lubricants on the friction coefficient of the friction pair was revealed, which provided a research basis for the selection and matching of friction pair materials.
The undeserving rich: can they be redeemed? Policy options for curbing illegal wealth
Authors: Gilsinan James F. , Fisher James E. , Islam Muhammad , Ordower Henry M. , Shahin Wassim 
Published: March 2020

Purpose
The purpose of this study is to examine the efficacy of various policy options for curbing the accumulation of illegal wealth and suggest ways to close the increasing wealth inequality gap.

Design/methodology/approach
The paper begins with a historical/literary analysis of the place of wealth in American Society and the ambivalent cultural attitudes toward wealth. Different policy approaches that seek to limit wealth inequality and the illegal accumulation of wealth are then examined. Finally, the current policy climate in the USA is reviewed to determine the likelihood of meaningful reform.

Findings
In Europe, the BASEL accords show promise for curbing the illegal accumulation of wealth by politically exposed persons. In the USA, tax reform efforts can close the wealth gap, but the current political landscape makes meaningful reform challenging particularly given the increasing use of “dark” money to influence elections.

Research limitations/implications
Because financial reform is a moving target in both Europe and the USA, subject to the ebb and flow of political forces, it is difficult to predict what major reforms will be possible.

Practical implications
Without meaningful reform, an increase in populist movements can be expected (e.g. Brexit and Trump) with an overall, long-term negative impact on democratic capitalism.

Social implications
The wealth gap and the sense that the system is rigged against the common people will result in increasing political turmoil.

Originality/value
Combining literary/historical analysis with the analysis of current policy interventions provides a set of tools not usually used in the examination of financial crimes.
The strategic interplay in academia: administrators versus students
Authors: Islam Md. Sariful , Afrin Sonia , Das Debasish Kumar , Ahsan Md. Nasif 
Published: March 2020

Purpose
This paper aims to study students' strategic behaviors for increasing their job prospect in response to university administrators' moves for lifting up institutional reputation in the academia.

Design/methodology/approach
A Stackelberg differential game is used to study this strategic interplay between administrators and students. In this game, an administrator maximizes institutional quality to build university reputation while student maximizes grades to increase their job prospects. Therefore, administrators being the leader move first while students set strategies for maximizing their objective function by following administrators' move.

Findings
The study produces several distinctive results by analyzing administrator–students’ strategic interactions. First, university administrators need to be sufficiently more impatient for building reputation by improving institutional quality than students’ impatience for increasing their job prospects to have feasible solutions. Second, students attempt to increase academic grades for making them more marketable in response to administrators’ additional efforts for increasing their students’ job prospects. Third, exogenous increase in university reputation improves institutional quality and students’ job prospects without affecting their academic grades. However, increase in job prospects motivates students to increase their grades. Fourth, administrators’ too much impatience for increasing university reputation could inflate students’ grade, reduce job prospect and degrade institutional quality. Fifth, an exogenous rise in students’ impatience improves institutional quality and students’ job prospects but reduces students’ grades. Finally, the exogenous increase in opportunity cost of securing good grade degrades institutional quality, thus reducing further job prospects. Therefore, administrators’ positive but moderate impatience for reputation will improve students’ academic performances, institutional quality and job prospects.

Originality/value
To the best of the authors’ knowledge, this is the first study to analyze students’ strategic responses for improving their job prospects in response to administrators’ actions for enhancing university reputation. It helps administrators to design an effective framework for building university reputation in the academic market through improving institutional quality and expanding job markets for their students.
Development of pulse-based probiotics by fermentation using Fiti sachets for the developing world
Authors: Le Toby , Hekmat Sharareh 
Published: March 2020

PurposeThis study aims to determine the probiotic potential ofLactobacillus rhamnosusGR-1 from Fiti sachets, in four widely consumed pulses, namely, black-eyed pea, pigeon pea, kabuli chickpea and desi chickpea. The secondary objective was to determine the viability of the fermented pulses during 21 days of storage at 4°C.Design/methodology/approachEach pulse sample was mixed with a Fiti sachet (one gram of freeze-dried consortium ofLactobacillus rhamnosusGR-1 andStreptococcus thermophilusC106) and fermented for up to 120 h. To assess the samples’ storage potential, they were refrigerated at 4°C for 21 days. Microbial enumerations and pH measurements were collected during fermentation and storage to determine the viability and fermentation potential ofLactobacillus rhamnosusGR-1 and Fiti, respectively.FindingsThere was a significant (p= 0.01) difference in mean microbial counts in all pulse samples throughout fermentation. At 24 h of fermentation, the mean bacterial count ofLactobacillus rhamnosusGR-1 in black-eyed pea, pigeon pea, kabuli chickpea and desi chickpea were 1.32 × 109 ± 0.11, 1.01 × 109 ± 0.16, 1.52 × 109 ± 0.14 and 0.80 × 109 ± 0.05 CFU/mL, respectively. Fermentation of pigeon pea, kabuli chickpea and desi chickpea at 48 h yielded the highest bacterial count forLactobacillus rhamnosusGR-1 while black-eyed pea reached its highest bacterial count at 72 h of fermentation. The bacterial concentration of all pulse samples remained at around 109CFU/mL during the refrigeration period of 21 days at 4°C. Furthermore, the pH of all pulse samples were below 4.6 during both fermentation and refrigerated storage.Originality/valueSince 2004, the Fiti initiative has economically empowered hundreds of women in East Africa by teaching them how to produce and sell probiotic yogurt containingLactobacillus rhamnosusGR-1. As a result, Fiti probiotic yogurt was made accessible to vulnerable populations in East Africa who face malnutrition, infectious diseases and environmental toxins. Because of recent climatic changes, milk has become more expensive and inaccessible for local communities. Furthermore, this study found that black-eyed pea, pigeon pea, kabuli chickpea and desi chickpea can be viable and non-diary probiotic alternatives to the Fiti probiotic yogurt in Eastern Africa. This is also the first study of its kind to provide preliminary evidence showing pulses as non-dairy alternatives to Fiti probiotic yogurt.
Lure of country of origin: an exploratory study of ex-host country nationals in India
Authors: Varma Arup , Tung Rosalie 
Published: March 2020

PurposeThe present study was designed to investigate the factors that prompt ex-host country nationals (EHCNs) to return to their country of origin, specifically, India. In order to identify specific factors that guide the decision to return, we examined several categories of reasons why members of the Indian diaspora who have lived/worked abroad may choose to return to India.Design/methodology/approachUsing a sample of 98 executives from Southern India, this exploratory study sheds light on the emerging phenomenon of “brain circulation” advanced by Saxenian (2005) where highly qualified professionals (human talent, in short) ply between their country of origin (COO) and country of residency (COR). The authors investigate (i) their overall impression of their COO, (ii) the reasons they believe their company transferred them to India in the event of company-sponsored relocations, (iii) the impediments they face in performing their jobs in their COO, and (iv) their level of satisfaction with various aspects of their assignment, whether company-sponsored or self-initiated assignments.FindingsThe findings of this study indicate that EHCNs were driven by several unique factors in their decision to return to their COO, including (i) quality of life, (ii) better career opportunities, (iii) remuneration and (iv) family reasons.Research limitations/implicationsThe findings of this study should help scholars develop theoretical models that can help explain the factors that determine the decision-making process of EHCNs related to returning to their COO. Furthermore, while our study was conducted in India, the factors guiding the decisions of the EHCNs are clearly universal, such as quality of life and opportunities for self.Practical implicationsOverall, the EHCNs in our sample were happy with their decision to return to live and work in India, thus suggesting that it would not be very problematic for the Indian government to attract them to return home to satisfy the growing demand for human talent associated with inward and outward foreign direct investment to/from India.Originality/valueGiven the Indian government's continuing efforts to attract qualified EHCNs to return to India and contribute to the growth of the economy, our study offers specific insights into what motivates individuals to return to their COO.
Exploratory study
Authors: Nienaber Hester , Martins Nico 
Published: March 2020

PurposeEmployee engagement recently emerged as a promising mechanism to improve organisational effectiveness and accordingly reduce the performance gap. This paper empirically demonstrates which employee engagement dimension(s) act as the strongest dimension to enhance the levels of employee engagement and consequently organisational effectiveness.Design/methodology/approachThis study used a quantitative approach, specifically a survey design, using a questionnaire to collect data. Regression analysis was applied to predict the impact of the employee engagement dimensions on the level of employee engagement in organisations and the impact of online/social media, as part of communication, on employee engagement.FindingsThe statistical analyses indicate that the dimensions organisational strategy and implementation, organisational commitment and team commitment are significant predictors of employee engagement. On-line/social media has a negative effect on employee engagement. However, according to the results, communication in organisations can be improved, especially by using online/social media more effectively.Research limitations/implicationsThis includes low response rate from some groups.Practical implicationsThe importance of secondary general management tasks, particularly motivation and communication, in mobilising employees to cooperate in pursuing organisational goals, became apparent. This study reflects the adverse effect of a lack of leadership and management skills, and ineffective use of online/social media on organisational performance, as reported in academic and practitioner research. Regardless, practitioners can apply the levers of motivation, via structural dimensions of organisation, to activate psychological presence which drives employee engagement and in turn facilitates strategy implementation and consequently organisational effectiveness. Scholars can modify their research agendas by investigating the “(un)availability” of human resources to improve organisational effectiveness.Social implicationsThe costs of disengaged employees are high, in terms of productivity losses and the performance gap, with adverse consequences for society.Originality/valueEmployee engagement as a driver of strategy implementation is an overlooked area of research. This study offers a better explanation of employee engagement as a mechanism to improve strategy implementation, thus reducing the performance gap, and consequently waste. Employee engagement engenders employee support to pursue organisational goals, in a coordinated system of cooperation, and is produced by the structural dimensions of organisation, the parameters within which psychological presence is activated. Psychological presence drives employee engagement which enables employees to be available to implement strategy to achieve organisational goals and thus organisational effectiveness. Engagement at a broader level than individual is significant.
Natural hybridization and introgression of Abies firma and Abies homolepis along the altitudinal gradient and genetic insights into the origin of Abies umbellata
Authors: Aizawa Mineaki , Iwaizumi Masakazu G. 
Published: March 2020

AbstractTwo Japanese fir species (Pinaceae), Abies firma and A. homolepis, comprise the majority of the temperate forest vegetation zones of Japan. Their vertical distributions are exclusively segregated: A. firma occurs in low elevations and A. homolepis occurs in elevated regions; they contact each other at an altitude of around 1,000–1,100 m. Around the contact zone, A. umbellata is described as a tree with shoots of A. homolepis. It has the greenish cones of A. firma instead of the violet A. homolepis cones. An albinism hypothesis and a hybrid hypothesis were proposed to explain the origin of A. umbellata, provoking long debates. Therefore, we examined a total of 78 A. firma and A. homolepis trees (including an A. umbellata tree) along the altitudinal gradient in two study sites using 13 nuclear microsatellites and a species‐specific chloroplast DNA (cpDNA) marker and examined morphologies of shoots and cone scales. Finally, we tested the two hypotheses. The genetic analyses revealed that shoot morphologies of A. homolepis and A. firma correspond mostly to the genetic identity of the species, whereas nine trees with intermediate shoot morphologies and two trees (including the A. umbellata tree) with A. homolepis shoots were genetically intermediate, indicating natural hybrids of A. firma and A. homolepis. These 11 hybrids occur in the narrow altitude ranges of their contact zones. The genetic analyses also suggested that hybrid backcrosses with parental species occur. These results support the hybrid hypothesis and suggest that the natural hybrids should taxonomically be classified as A. × umbellata.
Managers’ Resources for Authentic Leadership – a Multi‐study Exploration of Positive Psychological Capacities and Ethical Organizational Climates
Authors: Fladerer Martin P. , Braun Susanne 
Published: March 2020

AbstractWhile authentic leadership is highly valued in today's business world, managers do not necessarily have the resources to attain it. Building on conservation of resources theory, we propose a conceptual model to address how personal and contextual resources predict authentic leadership. Study 1 analyses the day‐to‐day variability in managers’ positive psychological capacities as personal resources in relation to changes in authentic leadership. In addition, it tests ethical organizational climates as stable, contextual resources for authentic leadership. In Study 2, we replicate our results on the between‐person level and extend the research model by exploring promotion focus as a link in the relationship between personal resources and authentic leadership. Evidence from an experience sampling study with 89 managers surveyed daily on 10 consecutive working days (Study 1) and a field survey of 130 managers at two points in time (Study 2) supports the hypothesized role of personal resources and promotion focus for authentic leadership. In both studies, only principled but not benevolent ethical organizational climates emerged as a contextual resource for authentic leadership. We discuss the implications for current management research and practice.
In vitro wound healing: Inhibition activity of insect‐derived mAb CO17‐1A in human colorectal cancer cell migration
Authors: Park Se Ra , Ko Kisung , Lim Sohee , Cha So Yeon , Chung Hyun Joo , Park Soon Ju , Myung Soon‐Chul , Kim Mi Kyung 
Published: March 2020

AbstractThe monoclonal antibody (mAb) CO17‐1A specifically binds to the tumor‐associated cell surface glycoprotein GA733 in colorectal cancer cells. Thus, mAb CO17‐1A has the potential to act as an immune therapeutic protein against colorectal cancer. Recently, it was shown that the baculovirus insect cell expression system produces anti‐colorectal cancer mAb CO17‐1A. In this study, the colorectal cancer antibody mAb CO17‐1A fused to the endoplasmic reticulum (ER) retention signal sequence (KDEL), and the (mAb CO17‐1AK) was expressed in Spodoptera frugiperda Sf9 insect cells. The yield, cell cytotoxicity, and in vitro anti‐tumor activity of mAb CO17‐1AK were verified. Western blotting was performed to confirm that both heavy and light chains of mAb CO17‐1A were expressed in Sf9 insect cells. The insect‐derived mAb (mAbI) CO17‐1A was purified using a protein G affinity column. An in vitro wound healing assay was conducted to determine the inhibition activity of mAb CO17‐1A during tumor cell migration, showing that mAbI CO17‐1AK was effective as mammalian‐derived mAb CO17‐1A (mAbM CO17‐1A). These results suggest that the insect cell expression system can produce and properly assemble mAbs that inhibit tumor cell migration.
Extracting bio‐zinc and taurine from Pinctada martensii meat
Authors: Liu Xiaoyue , Huang Li , Bai Yunxia , Liu Xiaoling , Li Shubo 
Published: March 2020

AbstractRecently, intensive processing of marine resources has attracted considerable attention. In order to further utilize the byproducts of aquatic shellfish (Pinctada martensii meat) with high value, this study proposes a method of extracting zinc and taurine from P. martensii meat. Zinc was first extracted from P. martensii meat with an ultrasonic crusher, and then taurine was further extracted by ultrasonic‐assisted water extraction from the remaining shellfish. After optimization, the biological zinc extraction rate reached 8.63%, and the taurine extraction rate reached 0.71%. Meanwhile, the parameters for cation exchange separation and taurine purification were optimized, in which the injection volume, pH value, and elution rate were set to 8.0 mL, 4.5, and 3.0 mL/min, respectively. Ultimately, the purity the extracted taurine reached 98.16%. This study provides a novel method for the extraction of biological zinc and taurine by deep processing of shellfish meat.