To meet global competition many companies have reorganized work process systems, eliminated management levels, formed employee work groups and implemented variable compensation systems. This study investigated the effect of group incentives on individual sales performance in two specialty shops located in a large metropolitan hotel. Two questions were addressed: What effect would adding a group bonus plan have on individual employee's sales performance who had previously received hourly wages in one shop; and, what effect would changing an individual incentive plan to a group plan have on the individual employee's sales performance in the other shop. In one shop 5 of 7 employees' productivity increased: in the other, 1 of 3 subjects' productivity increased. Contingencies in both shops are analyzed and suggestions offered for future research.

L'arbitrage commercial est un mode de règlement de différends qui présente des avantages et qui permet d'obtenir une solution alternative qui offre, en théorie, l'avantage d'une justice plus rapide, moins onéreuse et surtout plus discrète. Il faut citer aussi la recherche, par le recours à l'arbitrage, d'un juge plus qualifié. Or, on constate, parfois, que la procédure arbitrale se juridictionnalise et se juridiciarise. Ainsi si la volonté des parties reste déterminante à plusieurs niveaux : (choix de l'arbitre, choix du droit applicable, choix de la procédure etc.), il arrive un moment où l'une des parties se voit obligée de faire appel à la justice étatique pour apposer à la sentence arbitrale le sceau de la force exécutoire reconnu au jugement.Sur le plan pratique, l'exécution est l'étape la plus importante de l'arbitrage car elle est la mesure de l'efficacité de cette institution, elle est aussi un moment paradoxal sur le plan théorique. Œuvre d'un juge privé, la sentence arbitrale est confrontée aux ordres juridiques étatiques.Cette phase ultime de la procédure arbitrale est le plus souvent spontanée. Les statistiques diverses s'accordent à reconnaitre que dans la plus grande majorité des cas 90% à 95% des sentences arbitrales sont exécutées sans difficultés.Pour les 5 ou 10% restants, il est nécessaire d'avoir recours à la force coercitive des Etats dans lesquels l'exécution est poursuivie et, à cet égard, les conventions facilitant la reconnaissance et l'exécution des sentences arbitrales étrangères, en l'occurrence celle de New York du 10Juin 1958 ratifiée par 135 pays, a joué et joue encore un rôle fondamental.De ce fait le passage du volontaire au forcé s'avère indispensable chaque fois que l'une des parties refuse de se soumettre à la décision de l'arbitre.Il nous parait très utile d'aborder, primo dans un chapitre préliminaire les conventions internationales ainsi que les instruments internationaux facultatifs facilitant l'exécution des sentences arbitrales, secundo les techniques conditions et effets de la mise en exécution de la sentence arbitrale, tertio les obstacles que cette dernière peut rencontrer au niveau de son exécution, ce qui nous amène à poser les questions suivantes :Quel est le rôle joué par les conventions internationales pour faciliter la reconnaissance et l'exécution des sentences arbitrales internationales ?Le recours aux juridictions étatiques pour l'exequatur, peut-il remettre en cause la finalité principale du choix de l'arbitrage comme mode alternatif ?Peut-on alors douter ou remettre en cause l'aspect volontaire ou spontané dans l'exécution de la sentence arbitrale ?Et enfin quels sont les écueils que l'on pourra rencontrer au niveau de ce stade de la procédure arbitrale qu'est l'exécution de la sentence ? / Efficiency of execution of the Arbitration Awards in Arab countries

Today’s organisation competes in a fast-moving global marketplace. With technological developments, global communications and demanding customers driving increased competition in most sectors, organisations cannot afford to stand still for long (Holbeche, 2004:32). They exist only when their products and services are sold, and salespeople are usually one of the most important elements of making this happen. Organisations’ fiscal health depends on their ability to drive revenue, but without mastering sales management, revenue can quickly decline. Salespeople need to concentrate on sales, not on responsibilities that pull them in different directions (Bailor, 2004:53). According to Clarke (1998:29), for any company to succeed, the various departments must co-ordinate their efforts and work together. The sales team relies on other departments for support; without sales every other department is worthless. The method of selling has also changed and the days of salespeople carrying briefcases overstuffed with brochures and knocking on every door they can find to drum up interest in their organisations’ products are waning. Today’s professional salespeople co-ordinate the resources of their companies to help solve customers’ problems (Weitz et al, 2004:5). For organisations to succeed in this new environment the right organisational climate is vital to create high performance. This is about making the most of employee talents and accountabilities, and managing performance in ways which unleash, rather than constrain, employee potential (Holbeche, 2004:32). 2 The Long Term Insurance Industry in South Africa had to deal with the changing environment and the introduction of the Financial Advisor Intermediary Service Act of 2002 (FAIS). The traditional principles of successful sales are being challenged in a changing South African insurance industry. Sales managers must rethink their philosophies as the Financial Advisory Intermediary Act (37/2002) regulates the rendering of certain financial advisory and intermediary services to clients and provides for matters incidental thereto. Sales managers can no longer simply motivate financial advisors to achieve targets but should also ensure that all new business is compliant and falls within the new legislation. According to Natenberg (2004:1), sales managers must have a purpose to cope with the added challenges and demands because success comes from purpose. Until a sales manager or financial advisor recognises what needs to be accomplished, there will be a lack of motivation necessary to accomplish anything. Financial advisors burn out easily because they cannot visualise the pot of gold at the end of the rainbow. Everyone wants a driven, highperformance sales team. However, not all sales leaders know how to achieve that. The problem could be motivation. Many sales managers see money as the answer to their motivational problem but money is not everything. For all their commitment to keep salespeople inspired, sales managers would do well to stop and consider the simple things their financial advisors desire. Only then might sales managers be able to craft programmes or work situations in which sales people can thrive (Gilbert, 2003:30). “Too often people let life pass them by. They try hard to achieve something, but when they do, they ask, “Is this all there is to it?” That is because they never 3 take a moment to enjoy how monumental their achievements are. When you accomplish what you set out to do, be proud” (Natenberg, 2004:1). / Prof. Chris Jooste

The purpose of this paper is to present background information related to the establishment of the American Library Association Liberty and Justice Book Awards program; to give a factual description of the awards program including criteria for selection, specifications, and procedures; to compile critical comments on the awards program as found in professional literature; to describe the award-winning books; to analyze reviewers' criticisms of the award-winning books, as available in the major book-reviewing media; to describe the authors receiving the awards; and to report on comments of the authors receiving the awards, in relation to their opinions concerning the values and results of the awards program"--Introduction. / Typescript. / "January, 1960." / "Submitted to the Graduate Council of Florida State University in partial fulfillment of the requirements for the degree of Master of Arts." / Advisor: Sara Krentzman Srygley, Professor Directing Paper. / Includes bibliographical references (leaves 111-118).

I investigate whether and how auditors address the potential risk of CEO incentive pay and CEO incentives from their equity portfolio as an incentive to commit fraud through their pricing decisions. Using an OLS regression model I find that auditors price CEO incentive pay in the post SOX period. Also, auditors price CEOs' non-linear incentives from their holdings of stock options as a fraud risk factor but do not price linear incentives from CEO holding of stock and restricted stock. Furthermore, auditors consider CEO incentives to manipulate firm performance due to the vested portion of option holdings as a fraud risk factor which is priced, and not the unvested portion of this portfolio. Furthermore, I find evidence to suggest that auditors price CEO opportunity to commit fraud, as well as CEO rationalizing the act of committing fraud, therefore concluding that auditors price all components of the fraud triangle. / by Yezen H. Kannan. / Thesis (Ph.D.)--Florida Atlantic University, 2009. / Includes bibliography. / Electronic reproduction. Boca Raton, Fla., 2009. Mode of access: World Wide Web.

O presente estudo visa a elaboração de um diagnóstico crítico sobre a chamada qualidade da ficção televisiva brasileira, buscando levantar, compreender e analisar critérios que possam constituir uma base para a avaliação das produções ficcionais televisivas no Brasil. Tomando como linha teórica um conjunto de pesquisadores que defendem a qualidade como uma questão subjetiva, o estudo pretende investigar esse conceito por meio de uma avaliação da crítica. No caso da televisão brasileira, nota-se além da crítica especializada de televisão uma grande presença da opinião popular, que demonstra forte participação pública em relação às ficções, pautada na construção de uma fala coletiva que representaria um senso comum, no sentido kantiano. Nesse contexto, a análise envolve dois pontos de vista: o da crítica especializada, divida entre jornalística e acadêmica, e o da crítica popular. Para isso, pretende analisar a crítica por meio das premiações que contemplam ficções televisivas, estabelecendo um paralelo entre as cerimônias que contam com júri popular e as eleitas por júri profissional, para que seja possível discutir as relações entre as opiniões do público e da crítica especializada. Além disso, questionários foram aplicados para jornalistas e estudiosos que escrevem sobre televisão e para o público da internet, buscando colher informações que possibilitem compreender seus critérios de avaliação. A estrutura teórica do trabalho, que servirá de modelo para uma avaliação crítica de atuais formas de participação, é composta por leituras dos diálogos acerca da noção de qualidade televisiva debatida por diversos autores nacionais e internacionais, da importância da crítica, levando-se em consideração a noção de gosto trabalhada por Bourdieu (A Distinção, 2008), relacionada à Crítica do Juízo de Kant, com enfoque para a relação entre gosto e senso comum. / The present study intends to elaborate a critical diagnostic about the so called quality television on TV fiction, aiming to search, understand and analyze criteria that can serve as basis to the evaluation of fictional productions on Brazilian television. Supported by a theoretical guideline where researches defend quality on television as a subjective matter, this study aims to investigate this concept through an evaluation of the critique. In the case of Brazilian television, one can notice, besides the specialized critics, a great presence of popular opinion which demonstrates a strong public participation related to television fictions, based on the construction of a collective speech which would represent a common sense, in the sense proposed by Kant. Within this context, the analysis embraces two points of view: the one from the specialized critique, divided into journalistic and academic, and the one from the popular critique. With this aim, it intends to analyze the critique through Television Awards establishing a parallel between the ceremonies with a specialized jury and the ones by popular vote, in order to make it possible to discuss the relation between public and specializes opinion. Besides that, questionnaires were applied to journalists and researchers who write about television and to the general public on the internet, reaching to gather information that could help to understand their evaluation criteria. The theoretical structure of the study, which will serve as a model for a critical evaluation of the current forms of participation, is composed by readings of the dialogues among the notion of quality television, discussed by many national and international authors; the importance of critique, taking into account the notion of taste brought up by Bourdieu (2008), related to the Critique of judgment from Kant, with emphasis to the relation between taste and common sense.

© Universidad Peruana de Ciencias Aplicadas (UPC) Information Center Best Marketing Practices in Peru. A selection of the 2015 ANDA Award winners Lima: Universidad Peruana de Ciencias Aplicadas (UPC), 2015 ISBN (spanish printed edition): 978-612-318-037-9 ISBN (spanish e-pub edition): 978-612-318-039-3 ISBN (spanish PDF edition): 978-612-318-038-6 ISBN (english PDF edition): 978-612-318-049-2 / This book, an initiative of ANDA and the Administration and Marketing Study Program of Universidad Peruana de Ciencias Aplicadas (UPC), is the first in a series of books. It seeks to share, each year, some of the new ANDA Awards winning cases. Hence, students, professionals and entrepreneurs will be able to see, in concrete terms, how to achieve effectiveness and excellent business results through innovative strategies based on the fields of marketing and communications. Seven 2015 ANDA Awards winning cases are included in this first book. The selection process considered those cases whose whole campaign was based on the implementation of research-based and insight strategies closely associated with marketing practices.

Let your imagination run wild with Hispanic stories! Librarians can support the Hispanic English Language Learner by utilizing Pura Belpre'™Award books and linked activities for story time and other programs. Visit this session to discover how these winning titles enhance multicultural collections as well as contribute to literary strategies. The hands-on activities presented are guaranteed to captivate the imaginations of the Hispanic English Language Learner and promote the Latino cultural experience for all children. Helpful handouts included.

<p>Abstract</p><p>Korpus, Einar, (2008): Reklamiska. Guldäggsannonser 1975–2007 (Advertese. Golden Egg Awards ads 1975–2007), Studier från Örebro i svenska språket 3, 310 pp.</p><p>This study of Swedish advertising, and the language in its advertisements in particular, has two main purposes. One is to investigate the language and structure of ads, and seek to explain why ads have these exist. A second purpose is to investigate the continuity and change in the language and structure of ads.</p><p>An ad consists of a number of elements. The main verbal element is called copy. The term headline is used for the main headline of an ad. Ads almost invariably also have a logotype, and more often than not a slogan placed near this logotype. This slogan is here called a payoff. The term used in this study for something final, e. g., a whole ad, is utterance, a Bakhtinian term.</p><p>Starting with 1975 and ending with 2007, the material holds considerable variation. Swedish ads from the late 70´s and early 80´s display both long copy and documentary photography. Proportions between ad elements change during the investigated period of time.</p><p>Accepting the presupposition that ads have the purpose of persuading their readers, it´s likely that most or possibly all of their features are meant to play a part in that persuasion. This will include the ways in which ads speak to their readers. Part of the investigation deals with this by looking at how pronouns, questions, and urges are used. Also, humour is an internalized part of contemporary advertising. This was established before 1975 and is a common feature of the Golden Egg Awards ads.</p><p>Discourses meet in ads, in order to make ads more trustworthy. This explains borrowing from discourses like science and journalism. There is one further main reason for ads to use traits from other discourses: intimacy. Private life has had more impact on advertising and advertising language than any other discourse.</p>

One of the most significant rewards in science is peer recognition, often bestowed in the form of awards. However, little is known about what sets apart award-winning contributions, how award committees determine prize-worthy contributions, and why some scientists are more likely to be recognized than others, particularly in the field of computer science. Using a mixed method approach that includes qualitative and quantitative techniques, this study investigates the characteristics of award-winning contributions, and the education and career factors associated with recipients of the Turing Award, a Nobel equivalent award in computer science, and compares them to those of a matched group of non-winning scientists. In regard to award-winning contributions, the study finds that the Turing Committee was just as likely to recognize contributions related to practice ("applied research") as to theory ("basic research"). In regard to education and career factors, the study reveals that neither scientific productivity nor the quality of contributions differentiated winning from non-winning scientists and their contributions. However, early advantages, visibility to the awarding association, prior eminence, and affiliation with a top computer science department distinguished award winners. These findings suggest that excellence in computer science is a quality that has not been defined, explained, or communicated by the award committee to the computing community or to the public. The findings call attention to the limitations of peer reviews and the importance of improving the design of nomination, evaluation, and selection procedures as well as citations accompanying the Turing Award and other computer science awards.