Search results

The purpose of this paper is to present an argument for the importance of organizational culture and organizational socialization as controls for business‐to‐business salespeople.

Organization theory suggests that social forms of control can be an effective influence on salesperson activities and behaviors. Based on organization theory, the paper presents a typology of social control combinations and offers propositions to guide future research.

It is suggested that different combinations of organizational culture and socialization moderate the relationship between person‐organization fit and relevant outcomes such that, under various social control environments, creativity is greater, salesperson performance is higher, and salespeople are less likely to leave the firm and will experience greater job satisfaction.

The primary limitation is that it is conceptual in nature. Despite this, arguments presented herein support that socialization activities set the stage for salespeople's attitudes, behaviors, and performance, while organizational culture can reinforce or undermine the firm's socialization efforts. This provides the necessary foundation for future empirical research applying organizational theory to salesperson control.

Salespeople remain the driving force for revenue generation for many business‐to‐business firms. Sales managers are challenged with the task of directing salespeople to meet organizational objectives. However, based on organizational theory, traditional control methods may be less effective because of the unique characteristics of the business‐to‐business sales position. The research suggests that the organizational culture and the socialization tactics used by the sales manager can be tools that sales managers can use to control and direct the activities of salespeople.

Previous research has focused predominantly on outcome‐ and behavior‐based controls for business‐to‐business salespeople and has largely overlooked the potential influence of social controls such as organizational culture and organizational socialization. This research fills that gap.

The e-business platform has become a major driver for economic growth and development. The economic success of an e-marketplace greatly depends on the extent to which buyers and sellers are attracted to enter and actively participate in the e-business platform. Existing literature lacks empirical examination of factors influencing e-business platform attractiveness (EBPA) from a seller's perspective and understudies the interplay between technical and managerial considerations.

Based on the literature on network economy, modular systems theory, control theory and social exchange theory, the paper proposed that platform flexibility and platform control (PC) would affect EBPA through both direct and interaction effects. From a survey of platform sellers, the paper explored the influencing mechanisms of EBPA using hierarchical regression and fuzzy-set qualitative comparative analysis (fsQCA) to understand the statistical associations and the set relations of the conjunctions and conditions.

The paper found that platform flexibility (PF), process control and clan control (CC) positively affected EBPA. In addition, the interaction between PF and process control demonstrated a substitution effect on EBPA, and the interaction between PF and CC demonstrated a complementary effect on EBPA. Also, the authors found that the interaction between process control and CC demonstrated a complementary effect on EBPA. fsQCA provided the configurations of causal recipes associated with EBPA.

From a seller's perspective, the paper presents both theoretical explanation and empirical evidence for how design factors (e.g. PF) and governance factors (e.g. process control and CC) may interplay to influence EBPA.

The following sections will present a brief overview of theories of justice that have underpinned the development of the institutions and administration of justice in modern Western societies. It will begin with an examination of the general political–philosophical ideas and concepts in the area of justice in the modern era. It will then examine the perspectives of punishment, which are linked to these philosophical theories.

In this chapter, the authors argue that organizational controls are best depicted and studied as sets of control configurations. Concepts from extant control research streams describing basic control elements as well as ideal types of control systems are used to identify and classify control configurations. The authors present compositional distinctions among four control configurations using a decade-long case study of a start-up company. By displaying how specific control elements are simultaneously distinct and intertwined in this company, the authors reveal significant theoretical insights that can assist scholars in distinguishing between different configurational patterns and in comprehending dynamics present in holistic perspectives of control. The authors conclude by discussing how conceptualizing controls as configurations most accurately reflects both organizational and managerial practice in ways that can motivate the development of new theories and approaches to studying this key aspect of organizational design. Because control configurations inherently reflect interdisciplinary concerns, and because such configurations affect the attainment of strategic goals, this work provides findings and ideas that fit the interests of a broad audience.

The purpose of this paper is to demonstrate an effectiveness of applying a number of the new methods, proposed in the parametric control theory for testing macroeconomic models for the possibility of their practical application.

Approaches of system analysis on building and calibrating the mathematical models; provisions of the parametric control theory for both numerical testing of the calibrated models for the possibility of their practical application and solving the parametric control problems.

First, one global computable general equilibrium model (CGE model) is built and calibrated. Second, in solving the problem of testing this model for the possibility of its practical application the effectiveness of applying two developed numerical algorithms is demonstrated. These algorithms are for estimating stability indicators and estimating stability (in the sense of the theory of smooth mappings stability) of mappings defined by the model. Third, on the base of the tested CGE model there are given the solution results for a number of the parametric control problems aimed at economic growth and decrease of economic disparities of regions.

By the example of the developed CGE model, it is demonstrated an approach of the parametric control theory for testing macroeconomic models for the possibility of their practical application.

Norbert Wiener’s cybernetic paradigm represents one of the seminal ideas of the twentieth century. Nevertheless, its full potential has yet to be realized. For instance, cybernetics is relatively little used as an analytical tool in the social sciences. One reason, it is argued here, is that Wiener’s framework lacks a crucial element – a functional definition of information. Although so‐called Shannon information has made many valuable contributions and has many important uses, it is blind to the functional properties of information. Here a radically different approach to information theory is described. After briefly critiquing the literature in information theory, a new kind of cybernetic information will be proposed called “control information.” Control information is not a “thing” but an attribute of the relationships between things. It is defined as: the capacity (know‐how) to control the acquisition, disposition and utilization of matter/energy in purposive (cybernetic) processes. This concept is briefly elucidated, and a formalization proposed in terms of a common unit of measurement, namely the quantity of “available energy” that can be controlled by a given unit of information in a given context. However, other metrics are also feasible, from money to allocations of human labor. Some illustrations are briefly provided and some of the implications are discussed.

The purpose of this paper is to reflect on how to apply the abductive research process for developing a theoretical explanation in studies on performance management and management control systems. This is important because theoretically ambitious research tends to require explanatory study outcomes, but prior research frameworks provide little guidance in this regard, potentially facilitating ill-defined research designs and a lack of common vocabulary and criteria for evaluating studies.

The authors introduce a methodological framework that distinguishes three interwoven theoretical abstraction levels: descriptive, analytical and explanatory. They use a recently published qualitative field study to illustrate an application of the framework.

The framework and its illustrated application make the systematic logic of the abductive research process visible and accessible to researchers. The authors explain how the framework supports moving from empirical description to theoretical explanation during the research process and where the three levels might open spaces for the positioning of novel practices and conceptual and theoretical innovations.

The framework provides guidance for an explanatory research design and theory-building purpose and has been developed in response to recent criticism in the field that highlights the wide gap between leading-edge practice and the lagging state of theory. It offers interdisciplinary vocabulary and evaluation criteria that can be applied by any accounting and management researcher regardless of whether they pursue critical, interpretive or positivist research and whether they primarily use qualitative or quantitative research methods.

Flow control has a great potential to contribute to a sustainable society through mitigation of environmental burden. However, the high dimensional and nonlinear nature of fluid flows poses challenges in designing efficient control laws using the control theory. This paper aims to propose a hybrid method (i.e. machine learning and control theory) for feedback control of fluid flows, by which the flow is mapped to the latent space in such a way that the linear control theory can be applied therein.

The authors propose a partially nonlinear linear system extraction autoencoder (pn-LEAE), which consists of convolutional neural networks-based autoencoder (CNN-AE) and a custom layer to extract low-dimensional latent dynamics from fluid velocity field data. This pn-LEAE is designed to extract a linear dynamical system so that the modern control theory can easily be applied, while a nonlinear compression is done with the autoencoder (AE) part so that the latent dynamics conform to that linear system. The key technique is to train this pn-LEAE with the ground truths at two consecutive time instants, whereby the AE part retains its capability as the AE, and the weights in the linear dynamical system are trained simultaneously.

The authors demonstrate the effectiveness of the linear system extracted by the pn-LEAE, as well as the designed control law’s effectiveness for a flow around a circular cylinder at the Reynolds number of Re_D = 100. When the control law derived in the latent space was applied to the direct numerical simulation, the lift fluctuations were suppressed over 50%.

To the best of the authors’ knowledge, this is the first attempt using CNN-AE for linearization of fluid flows involving transient development to design a feedback control law.