4,597 research outputs found
Ask questions, get sales : close the deak and create long-term relationships / Stephan Schiffman.
No full textIncludes index.v, 168 pages ;In Ask Questions, Get Sales, the author and sales guru Stephan Schiffman helps readers boost their careers to the gold-medal level by teaching them how to strengthen their questioning skills during the sales process. The premise is simple yet effective: In order to be successful, salespeople need to change their mindset from "need-orientated" to "do-orientated". The message of the book centers around six core "do" questions: What do you do? How do you do it? When and where do you do it? Why do you do it that way? Who do you do it with? How can we help you do it better? With this indispensable guide in their briefcase, salespeople will have information at the ready to score big sales over the short term and the long term
Context Factors and the Performance of Mobile Individuals in Research Teams
No full textThis article studies how workforce composition is related to a firm’s success in introducing radical innovations. Pre-vious studies have argued that teams composed of individuals with diverse backgrounds are able to perform moreinformation processing and make deeper use of the information, which is important to accomplish complex tasks.We suggest that this argument can be extended to the level of the aggregate workforce of high-technology firms. Inparticular, we argue that ethnic and higher education diversity within the workforce is associated with superior per-formance in radical innovation. Using a sample of 3,888 Swedish firms, this article demonstrates that having greaterworkforce diversity in terms of both ethnic background and educational disciplinary background is positively corre-lated to the share of a firm’s turnover generated by radical innovation. Having more external collaborations does,however, seem to reduce the importance of educational background diversity. The impact of ethnic diversity is notaffected by external collaboration. These findings hold after using alternative measures of dependent and indepen-dent variables, alternative sample sizes, and alternative estimation techniques. The research findings presented inthis article would seem to have immediate and important practical implications. They would suggest that companiesmay pursue recruitment policies inspired by greater ethnic and disciplinary diversity as a way to boost the innova-tiveness of the organ ization. From a managerial perspective, it may be conc luded tha t workforce disciplinary diver-sity could be potentially replaced by more external links, while ethnic diversity could not
Migrant scientists and international networks
No full textWe examine collaboration patterns of foreign scientists working in one of 16 countries in 2011 and compare them to the collaboration patterns of nonmigrant scientists and scientists with some international experience who have returned. Data come from the GlobSci survey. Major findings are that both foreign-born scientists and returnees have larger international research networks than do native researchers who lack an international background. The higher incidence of international collaboration among migrants is driven primarily by those who did not get their PhD training in the destination country but rather came for a postdoctoral position or directly for employment. We also find that a sizeable share of foreign born collaborate with researchers located in their country of origin and that migrants are also likely to collaborate with individuals from their home country who are working or studying in a third country (diaspora effect). Finally, the relative strength of the origin country's science base matters in the sense that those who come from a relatively stronger base have superior networks compared to those coming from a relatively weaker science base
Uncertainty and risk-taking in science: Meaning, measurement and management in peer review of research proposals
No full textConcern that the selection of research projects by peer review disfavors risky science has called attention to ways to incorporate risk into the evaluation of research proposals. This discussion often occurs in the absence of well-defined and developed concepts of what risk and uncertainty mean in science. This paper sets out to address this void with the goal of providing building blocks to further the discussion of the meaning of risk and uncertainty in science. The core contributions of the paper are fourfold. First, we outline the meaning of risk in science, drawing on insights from literatures on risk and uncertainty. Second, based on this outline, we discuss possible ways in which programs can embrace a more comprehensive concept of risk and embed it in peer review of proposals, with the goal of not penalizing risky research proposals with the potential of high return when funding decisions are made. Third, we make an important distinction between research projects involving high-risk and research projects whose evaluation is subjected to ambiguity/radical uncertainty. Fourth, we discuss possible ways of addressing ambiguity/radical uncertainty by funding agencies
Last Word on the Discussion regarding the paper "Uncertainty and risk-taking in science: Meaning, measurement and management in peer review of research proposals"
No full textWe began this paper out of a desire to develop an understanding of the meaning of risk in
science, and create a discourse about its meaning, a topic that we saw as very important and
yet not sufficiently developed. Our aim was to have this discussion with the broad group of
scientists, scholars and policy makers interested in the science of science (e.g., Fortunato et al.,
2018). The wish to speak to this diverse interdisciplinary community is the primary reason for
our choice of terms. For example, although we appreciate the distinction between risk and
uncertainty that is common in several areas of economics, dating back to Frank Knight (Knight,
1921), we choose to use the terms risk and uncertainty as synonyms and to call ambiguity
situations characterized by lack of knowledge. We do this largely to encourage as broad a
community as possible to read this work. The same choice led us to refrain from building our
notion of risk on constructs, like the dichotomy exploration/exploitation (March, 1991), or
metrics, such as novelty (Veugelers et al., 2021) that have a specific disciplinary meaning and
would be difficult to understand by those not working in specific disciplines
Unemployment Benefits and Unemployment Rates of Low-Skilled and Elder Workers in West Germany: A Search Equilibrium Approach
No full textApproach Author & abstract Download 16 References 1 Citations Related works & more Corrections Author Listed: Launov, Andrey ([email protected]) (University of Kent) Wolff, Joachim ([email protected]) (Institute for Employment Research (IAB), Nuremberg) Klasen, Stephan ([email protected]) (University of Göttingen) Registered: Stephan Klasen Abstract In this paper we investigate whether the extension of the entitlement to unemployment benefits in the mid 80s can explain the increase in the unemployment rates of unskilled and elder workers in western Germany. To answer this question we estimate a version of the Burdett-Mortensen search equilibrium model and analyze how workers’ search behaviour responded to these reforms. We try both nonparametric and fully-parametric estimation methods and identify the cases in which the nonparametric approach cannot be applied. We find that the entitlement reforms are largely responsible for the increase of unemployment among unskilled workers
Unemployment Benefits and Unemployment Rates of Low-Skilled and Elder Workers in West Germany: A Search Equilibrium Approach
No full textApproach Author & abstract Download 16 References 1 Citations Related works & more Corrections Author Listed: Launov, Andrey ([email protected]) (University of Kent) Wolff, Joachim ([email protected]) (Institute for Employment Research (IAB), Nuremberg) Klasen, Stephan ([email protected]) (University of Göttingen) Registered: Stephan Klasen Abstract In this paper we investigate whether the extension of the entitlement to unemployment benefits in the mid 80s can explain the increase in the unemployment rates of unskilled and elder workers in western Germany. To answer this question we estimate a version of the Burdett-Mortensen search equilibrium model and analyze how workers’ search behaviour responded to these reforms. We try both nonparametric and fully-parametric estimation methods and identify the cases in which the nonparametric approach cannot be applied. We find that the entitlement reforms are largely responsible for the increase of unemployment among unskilled workers
Foreign Born Scientists: Mobility Patterns for Sixteen Countries
No full textWe report results from the first systematic study of the mobility of scientists engaged in research in a large number of countries. Data were collected from 17,182 respondents using a web-based survey of corresponding authors in 16 countries in four fields during 2011. We find considerable variation across countries, both in terms of immigration and emigration patterns. Switzerland has the largest percent of immigrant scientists working in country (56.7); Canada, and Australia trail by nine or more percent; the U.S. and Sweden by approximately eighteen percent. India has the lowest (0.8), followed closely by Italy and Japan. The most likely reason to come to a country for postdoctoral study or work is professional. Our survey methodology also allows us to study emigration patterns of individuals who were living in one of the 16 countries at age 18. Again, considerable variation exists by country. India heads the list with three in eight of those living in country when they were 18 out of country in 2011. The country with the lowest diaspora is Japan. Return rates also vary by country, with emigrants from Spain being most likely to return and those from India being least like to return. Regardless of country, the most likely reason respondents report for returning to one’s home country is family or personal
Changing incentives to publish
No full textMany national governments have implemented policies providing incentives for researchers to publish, especially in highly ranked international journals. Although still the top publishing nation, the United States has seen its share of publications decline from 34.2% in 1995 to 27.6% in 2007 as the number of articles published by U.S. scientists and engineers has plateaued and that of other countries has grown (1, 2). Hicks (3) argues that the two events are not unrelated: The decline in the relative performance of the United States relates to increased international competition engendered by newly adopted incentives that have crowded out some work by U.S. author
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