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To most people, money is a motivator, which is robustly true for salespeople. A high love of money attitude predicts university students’ poor academic performance in a business course and cheating in laboratory experiments and multiple panel studies, but money (income) itself does not predict dishonesty. Extrinsic reward undermines intrinsic motivation. Very little research has incorporated the grit construct in the sales literature and explored the relationship between grit and the love of money. Further, a growth mindset and a fixed mindset may also impact salespeople’s job performance. This study aims to explore a brand-new theoretical structural equation model (SEM) and investigate the relationships between individual characteristics (growth and fixed mindsets and grit orientation) and job performance directly and indirectly through a mediator – salespeople’s love of money attitude.

This study uses Qualtrics and collects data from 330 business-to-business (B2B) salespeople across several industries in the USA. This study uses a formative SEM model to test this study’s hypotheses.

First, there are significant correlations among grit, a growth mindset and a fixed mindset, revealing no construct duplication or redundancy. Second, both a growth mindset and grit indirectly enhance job performance through the love of money attitude – a mediator, offering a brand-new discovery. Third, counter-intuitively, a growth mindset and grit do not directly improve job performance. Fourth, grit is significantly and negatively related to the love of money attitude, adding a new twist to this study’s theoretical model. Fifth, a fixed mindset undermines job performance directly but is unrelated to the love of money. Overall, B2B salespeople’s love of money attitude (employee demand) undermines sales personnel’s self-reported job performance (organization demand) in the organization and employee’s supply and demand exchange relationship.

The findings reveal that a growth mindset, a fixed mindset and grit contribute differently to sales personnel’s love of money attitude and job performance in this study’s theoretical model. The love of money serves as a mediator. A commonly accepted belief is that money is a motivator. Money (income) itself and the love of money attitude are two separate constructs. This study’s novel discoveries provide the essential missing monetary-aspirations-to-job-performance link in the literature – ardent monetary aspiration undermines self-reported job performance. This study offers inspiration to help decision-makers make happy, healthy and wealthy decisions and improve performance.

This study aims to examine the impact of stress as a result of adverse life events on a salesperson’s ability to effectively manage customer relationships. The framework identifies burnout as a key mediating variable and salesperson grit as a coping mechanism.

Survey data is gathered from 364 B2B salespeople and investigated using structural equation modeling in Mplus 8.2.

The findings reveal adverse life events and their corresponding stress diminish a salesperson’s ability to manage customer relationships effectively through the mediators of reduced personal accomplishment and depersonalization. Thus, negative events of a personal nature can have a significant impact on salesperson outcomes and should be taken with the same level of seriousness as job-related stress. Furthermore, results show that salesperson grit provides mixed results as a coping mechanism.

The findings indicate that practitioners should be mindful of the negative impact adverse life events can have on work-related outcomes. Organizations and sales managers must be intentional in managing relationships with their salespeople and strategic in the structure they use to manage customer relationships. Recommendations include the use of regular one-on-one meetings to open up a dialogue about work or personal issues the salesperson is experiencing and assigning multiple resources or staff to service valuable customers, thereby not relying on solitary salespeople.

Employee well-being contributes to firm value; yet, this is the first study in sales to explore the impact of adverse life events on salesperson outcomes.

This study seeks to: empirically measure relationship orientation along a continuum from operation to strategic; evaluate the impact of relationship orientation on the actual activities implemented within the relationship; and determine the impact of these relational activities on relationship effectiveness and business performance.

A survey research design following the total design method was used to collect the data. Multi‐item measures were developed to measure relationship orientation and relational activities while existing scales were used to measure competitive intensity and relationship outcomes. The study sampled purchasing managers and the unit of analysis in this research was the business relationship between a buying firm and supplier firm.

This study provides evidence that relationship orientation has a direct and positive influence on the manner in which buying firms execute relationships with supplier organizations. Additionally, the findings suggest firms with a strategic orientation would have a greater likelihood to implement the relationship in terms of utilization of interorganizational guidelines and resource commitment. Similarly, firms that have a more operational orientation would likely not expend as much effort in relationship implementation. Finally, the study demonstrates a positive relationship between the activities used in buyer‐supplier interaction and both relationship effectiveness and business performance.

This paper contributes to the understanding of relationship orientation and in particular on how variation in relationship orientation impacts the nature of relational activities deployed in buyer‐supplier interaction.

The Americans with Disabilities Act (ADA) has done a great deal to address the problem of discrimination against individuals with disability. In fact it is considered to be the most influencing civil‐rights legislation to come down in the last 25 years. In the Fiscal Year 2002, the EEOC received 15,964 charges of disability discrimination. The EEOC resolved 18,804 disability discrimination charges in FY 2002 and recovered $50.0 million in monetary benefits for charging parties and other aggrieved individuals. While the Americans with Disabilities Act (ADA) has had a positive effect since it was enacted in 1992: in 2000, 22 per cent of employed people with disabilities report encountering job discrimination as opposed to 36 per cent in 1996. This article examines what is Mental Disability and discusses what questions regarding mental disability can be asked when managers are hiring salespeople.

As noted in the Department of Homeland Security's National Response Framework, disasters are inherently local and ultimately the responsibility of the lowest jurisdictional level present within the impacted area. Given these parameters, this paper aims to sharpen the concept of national resilience by recommending a framework which positions community resilience as an integral variable in understanding the ability of impacted areas to effectively manage the consequences of disasters. Conceptualized as a dependent variable, community resilience is influenced by the relationships government (public) agencies develop with private sector partners and the resilience of relevant supply chains and critical infrastructures/key resources which exist in their communities.

The authors augment a topical literature review of academic and practitioner journals by synthesizing existing findings into a holistic framework of community resilience.

This paper argues that interdependent systems like social and economic networks will ultimately influence the ability of communities to adapt and respond to the consequences of disasters. In addressing the resilience of these systems, all levels of government must recognize and embrace the public‐private interfaces that can improve their ability to manage the response and recovery phases of disaster management. While 85 percent of critical infrastructure is owned by the private sector, 100 percent of it exists within communities and impacts the ability of the nation to recover from disasters. Resilience calls upon active management and relies upon assessment and a willingness to take action in the face of adversity.

Resilience is discussed within economics, behavioral sciences, supply chain management and critical infrastructure protection. This paper integrates these research streams to develop a framework for shaping national resilience.

The librarian and researcher have to be able to uncover specific articles in their areas of interest. This Bibliography is designed to help. Volume IV, like Volume III, contains features to help the reader to retrieve relevant literature from MCB University Press' considerable output. Each entry within has been indexed according to author(s) and the Fifth Edition of the SCIMP/SCAMP Thesaurus. The latter thus provides a full subject index to facilitate rapid retrieval. Each article or book is assigned its own unique number and this is used in both the subject and author index. This Volume indexes 29 journals indicating the depth, coverage and expansion of MCB's portfolio.

The Library Association of Ireland issued last month the first number of An Leabharlann, their new official journal. The title, for those of us who do not speak the language of Erin, means The Library. It is an extremely interesting venture which will be followed by librarians on the mainland with sympathetic curiosity. In particular our readers would be interested in the first of a series of articles by Father Stephen J. Brown, S.J., on Book Selection. The worthy Father lectures on this subject at University College, Dublin, in the Library School. It is mainly concerned with what should not be selected, and deals in vigorous fashion with the menace of much of current published stuff. No doubt Father Brown will follow with something more constructive. Mr. T. E. Gay, Chairman of the Association, discusses the need for a survey of Irish libraries and their resources. We agree that it is necessary. The Net Books Agreement, the Council, Notes from the Provinces, and an article in Erse—which we honestly believe that most of our Irish friends can read—and an excellent broadcast talk on the Library and the Student by Miss Christina Keogh, the accomplished Librarian of the Irish Central Library, make up a quite attractive first number. A list of broadcast talks given by members of the Association is included.

The main aim of this paper is to describe the content, structure and preliminary evaluation of a new Good Lives sexual offender treatment group (SOTG) for male mentally disordered offenders.

As evaluation and work on the SOTG is necessarily ongoing, case study descriptions of each patient who attended the SOTG and of their progress throughout SOTG are described.

Overall, the case study progress reports suggest that mentally disordered male patients made some notable progress on SOTG despite their differential and complex needs. In particular, attention to each patient's life goals and motivators appeared to play a key role in promoting treatment engagement. Furthermore, patients with lower intelligence quotient and/or indirect pathways required additional support to understand the links between the Good Lives Model (GLM) and their own risk for sexual offending.

Further evaluations of SOTG groups, that incorporate higher numbers of participants and adequate control groups, are required before solid conclusions and generalisations can be made.

Practitioners should consider providing additional support to clients when implementing any future SOTGs for mentally disordered patients.

This is the first paper to outline and describe implementation of the GLM in the sexual offender treatment of mentally disordered male patients group format. As such, it will be of interest to any professionals involved in the facilitation of sexual offender treatment within this population.

Ancient and universal, fantasy was most likely the first mainstream literature rather than the naturalism later recognized as mainstream. Every generation of every culture tells and retells tales based on psychological archetypes, the elements of fantasy. For instance, the Celtic tale “Leir and His Daughters” has been reworked and updated by authors ranging from Shakespeare to Diana Paxson (The Serpent's Tooth, Morrow, 1991). One of the old English/Scottish ballads collected by Francis James Child in the late 19th century (Child ballad No. 37) has recently reappeared as the novel Thomas the Rhymer by Ellen Kushner (Morrow, 1991). Similarly, retellings of the Arthurian legend are legion, from Geoffrey of Monmouth to Malory to Tennyson to such modern writers as T.H. White, Mary Stewart, Marion Zimmer Bradley (The Mists of Avalon, Knopf, 1982), and Guy Gavriel Kay (The Wandering Fire and The Darkest Road, Collins, 1986).

1950, the centenary year of public libraries, now with us, must be a year of intense interest to all who read THE LIBRARY WORLD. Preparations have been made by the Library Association on very generous lines for its celebration. We have our Royal Charter, and now we have the privilege of the Consort of the Heir to the Throne as our President. What is more, H.M. the King has become our Patron. Who shall think meanly of librarians and their work hereafter? No longer, too, shall librarians think meanly of themselves. The writer of this month's Letters on Our Affairs, with some of which we may not entirely agree, is surely right in his assertion that the profession “is arriving.”