The role of leadership in salespeople’s price negotiation behavior

Salespeople assume a key role in defending firms’ price levels in price negotiations with customers. The degree to which salespeople defend prices should critically depend upon their leaders’ influence. However, the influence of leadership on salespeople’s price defense behavior is barely understood, conceptually or empirically. Therefore, building on social learning theory, the authors propose that salespeople might adopt their leaders’ price defense behavior given a transformational leadership style. Furthermore, drawing on the contingency leadership perspective, the authors argue that this adoption fundamentally depends on three variables deduced from the motivation–ability–opportunity (MAO) framework, that is, salespeople’s learning motivation, negotiation efficacy, and perceived customer lenience. Results of a multi-level model using data from 92 salespeople and 264 salesperson–customer interactions confirm these predictions. The first to explore contingencies of salespeople’s adoption of their transformational leaders’ price negotiation behaviors, this study extends marketing theory and provides actionable guidance to practitioners

Inhaled nitric oxide alleviates hyperoxia suppressed phosphatidylcholine synthesis in endotoxin-induced injury in mature rat lungs

BACKGROUND: We investigated efficacy of inhaled nitric oxide (NO) in modulation of metabolism of phosphatidylcholine (PC) of pulmonary surfactant and in anti-inflammatory mechanism of mature lungs with inflammatory injury. METHODS: Healthy adult rats were divided into a group of lung inflammation induced by i.v. lipopolysaccharides (LPS) or a normal control (C) for 24 h, and then exposed to: room air (Air), 95% oxygen (O), NO (20 parts per million, NO), both O and NO (ONO) as subgroups, whereas [(3)H]-choline was injected i.v. for incorporation into PC of the lungs which were processed subsequently at 10 min, 4, 8, 12 and 24 h, respectively, for measurement of PC synthesis and proinflammatory cytokine production. RESULTS: LPS-NO subgroup had the lowest level of labeled PC in total phospholipids and disaturated PC in bronchoalveolar lavage fluid and lung tissue (decreased by 46–59%), along with the lowest activity of cytidine triphosphate: phosphocholine cytidylyltransferase (-14–18%) in the lungs, compared to all other subgroups at 4 h (p < 0.01), but not at 8 and 12 h. After 24-h, all LPS-subgroups had lower labeled PC than the corresponding C-subgroups (p < 0.05). LPS-ONO had higher labeled PC in total phospholipids and disaturated PC, activity of cytidylyltransferase, and lower activity of nuclear transcription factor-κB and expression of proinflammatory cytokine mRNA, than that in the LPS-O subgroup (p < 0.05). CONCLUSION: In LPS-induced lung inflammation in association with hyperoxia, depressed PC synthesis and enhanced proinflammatory cytokine production may be alleviated by iNO. NO alone only transiently suppressed the PC synthesis as a result of lower activity of cytidylyltransferase

Marine mammal and seabird summer distribution and abundance in the fjords of northeast Cumberland Sound of Baffin Island, Nunavut, Canada

Critical baseline population knowledge is required to properly assess the status of marine mammal and bird populations in the Canadian Arctic and the effects of climate trends on them. To address this need for one significant Arctic region, a boat-based marine mammal and seabird transect survey was conducted in Cumberland Sound fjords during summer 2008. During 173 km effort (20 h), 959 birds were recorded representing at least nine species which were dominated by Common Eiders (Somateria mollissima borealis), Iceland or Glaucous Gulls (Larus glaucoides or Larus hyperboreus), and Black Guillemots (Cepphus grylle), in addition to less common birds including Red-throated and Common Loons (Gavia stellata and Gavia immer), Northern Fulmars (Fulmarus glacialis), and Great or Lesser Black-backed Gulls (Larus marinus or Larus fuscus). Of these, 480 birds were observed on the water in one event consisting of eiders and gulls which may have biased encounter rates. Of 101 marine mammal sightings, four species were represented: 73 harp seals (Pagophilus groenlandicus), 13 beluga whales (Delphinapterus leucas), nine bowhead whales (Balaena mysticetus), five ringed seals (Pusa hispida), and one unidentified pinniped. A pod of four killer whales (Orcinus orca) was observed off-effort in Pangnirtung Fjord during the survey period. This pilot study provided the first estimates of relative abundance for marine mammals and seabirds in the study area to aid in developing future surveys. © 2010 Springer-Verlag