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Actionable, fun, and designed to work within the current sales environment, this invaluable guide provides proven, current, and word-for-word phrases, rebuttals, questions, and conversation openers that will instantly make you sound more confident so you get that next sale. --

This study examines raw focus group data from a previous case study that demonstrated the existence of a heteronormative leadership paradigm, personified in the heteronormative ideal leader who is strong, agentic, charismatic, and typically White and male. The current study corroborated the findings from the previous case study, which contributes to even more profound meaning for the current study's conclusions. For this study, the second author independently analyzed the data using a methodology that combines elements of discourse analysis and conversation analysis to identify what organizational cultural and identity messages are communicated by focus group participants. Through this methodological framework, the researchers found that catch phrases and language were used to construct personal and organizational identities integral to a heteronormative leadership culture despite the organization's stated and intended dedication to being a "pro-woman" firm.

We describe a model of electoral selection and legislative policy choice that explores the effects of term limits on legislative spending. In the model, self‐interested voters in a collection of districts prefer representatives who deliver pork over representatives who maximize aggregate social welfare. Term limits can, in some cases, inhibit voters from selecting representatives who deliver particularistic benefits, and, in these cases, term limits reduce pork spending. On the other hand, when pork is extremely socially inefficient, representatives who want to deliver pork to their districts have incentives to refrain from doing so to reduce future pork in other districts. In this scenario, term limits actually prevent legislators from promoting future spending moderation and thus paradoxically increase pork spending.

On a fait l'analyse qualitative des réponses à une épreuve de complètement de phrases comme complément d'une analyse quantitative antérieure (1971). L'épreuve appliquée à des enfants de maternelle, d'école primaire et des adultes montre que les possibilités d'intégration en un tout des divers éléments appartenant à la partie inductrice et à la réponse, du point de vue du sens comme de la grammaire, augmentent avec l'âge. Celte évolution se fait parallèlement à la tendance à donner des réponses de moins en moins dispersées comme le montrait l'analyse quantitative.

For many years, the oral performing and dramatic literatures of China from 1200 to 1600 CE were considered some of the most difficult texts in the Chinese corpus. They included ballad medleys, comic farces, Yuan music dramas, Ming music dramas, and the novel Shuihu zhuan. The Japanese scholars who first dedicated themselves to study these works in the mid-twentieth century were considered daring. As late as 1981, no comprehensive dictionary or glossary for this literature existed in any language, Asian or Western. A Glossary of Words and Phrases fills this gap for Western readers, allowing even a relative novice who has resonable command of Chinese to read, translate, and appreciate this great body of literature with an ease undreamed of even two decades ago. The Glossary is organized into approximately 8,000 entries based on the reading notes and glosses found in various dictionaries, thesauruses, glossaries, and editions of works from the period. Main entries are listed alphabetically in the pinyin romanization system. In addition to glosses, entries include symbolic annotations, guides to pronunciation, and text citations. The result is a broadly useful glossary serving the needs of students of this literature as well as scholars researching Jin and Yuan language and its usage.

PurposeThe purpose of this paper is to investigate the additive and differential effects of short-term-oriented group incentives (STOGIs) and long-term-oriented group incentives (LTOGIs) on psychological ownership and organizational commitment.Design/methodology/approachThis study analyzed data from 17,255 US employees in the 2005 data set of the National Bureau of Economic Research Shared Capitalism Research.FindingsBoth additive indices of group incentives have direct positive relationships with psychological ownership and organizational commitment, as well as indirect positive relationships with organizational commitment through psychological ownership. STOGIs have a stronger relationship with organizational commitment and LTOGIs have a stronger relationship with psychological ownership.Originality/valueThe value of this research lies in exploring the differential effects of short-and long-term group incentives, which provides new insight into the theory of group incentives and practical implications for their effective utilization.

Neutralization is the imposition by international agreement of a condition of permanent neutrality upon lands and waterways.The author of the essay 1 of which the foregoing is the opening sentence draws the following distinction between the neutrality and the neutralization of states (p. 1):While simple neutrality is the condition of those states which in time of war take no part in the contest, but continue pacific intercourse with the belligerents, neutralization perpetuates this condition by means of treaties effected between several powerful nations and the neutralized state.