Sơn Lâm - Academia.edu (original) (raw)
Papers by Sơn Lâm
Routledge eBooks, Sep 28, 2022
This chapter draws qualitatively on our name-centered narrative experiences, reflections, and int... more This chapter draws qualitatively on our name-centered narrative experiences, reflections, and interventions during the past 25 years at an urban public research university that is federally designated as an Asian American Native American Pacific Islander Serving Institution (AANAPISI). As co-authors with diverse ethnic, educational, and generational backgrounds, we offer examples of our own name stories, together with evidence to illustrate the value of name-centered Asian American Studies curricular strategies and pedagogical approaches. Grounded by the personal meanings, cultural legacies, and educational implications of name stories, our chapter sheds light on the curricular and pedagogical model of Asian American Studies at our own minority-serving AANAPISI university while contributing to the broader literature on low-income or first-generation Asian American college student persistence. Through our chapter, we seek to reveal ways to mobilize student narratives strategically to have institutional impact on our campus and beyond.
Journal of 108 - Clinical Medicine and Phamarcy, 2022
Mục tiêu: Đánh giá hiệu quả của thông khí áp lực dương không xâm nhập có hỗ trợ áp lực (BiPAP) tr... more Mục tiêu: Đánh giá hiệu quả của thông khí áp lực dương không xâm nhập có hỗ trợ áp lực (BiPAP) trên bệnh nhân suy hô hấp cấp do suy tim cấp mất bù. Đối tượng và phương pháp: Nghiên cứu mô tả 39 bệnh nhân suy hô hấp cấp do suy tim cấp mất bù không đáp ứng với điều trị nội khoa tiêu chuẩn được hỗ trợ hô hấp bằng thông khí áp lực dương không xâm nhập tại Khoa Hồi sức tim mạch, Bệnh viện Trung ương Quân đội 108 từ tháng 6/2020 đến tháng 11/2020. Kết quả: Trong 39 bệnh nhân được thông khí áp lực dương không xâm nhập, có 3 bệnh nhân phải chuyển đặt ống nội khí quản thở máy xâm nhập (7,7%), thời gian thở máy không xâm trung bình là 153,46 ± 47,16 phút, thời gian nằm viện trung bình 10,51 ± 6,03 ngày. Các thông số lâm sàng và khí máu cải thiện có ý nghĩa thống kê ngay trong giờ đầu. Biến chứng do thông khí áp lực dương không xâm nhập: Tổn thương da mặt, khô mắt (23,1%), trào ngược dạ dày - thực quản (12,8%), viêm phổi (7,7%), tụt huyết áp (7,7%). Thời gian thở máy không xâm nhập có mối tươn...
Tạp chí Nghiên cứu Y học, 2021
Nghiên cứu nhằm mục tiêu đánh giá kết quả điều trị Ung thư tuyến tiền liệt bằng kỹ thuật xạ trị V... more Nghiên cứu nhằm mục tiêu đánh giá kết quả điều trị Ung thư tuyến tiền liệt bằng kỹ thuật xạ trị VMAT (Volumetric modulated Arc Therapy) tại Bệnh viện K trung ương. Nghiên cứu thực hiện trên 30 bệnh nhân ung thư tuyến tiền liệt được điều trị kỹ thuật VMAT tại Bệnh viện K trung ương từ tháng 9 năm 2017 đến tháng 3 năm 2021. Kết quả cho thấy tỷ lệ bệnh nhân ở các giai đoạn từ I - IV lần lượt là: 3.3%; 33.3%; 36.7%; 26.7%; 100% bệnh nhân sau điều trị đều có PSA < 4ng/ml. Độc tính cấp của hệ tiết niệu chủ yếu độ 1 gặp ở 73,3%. Độc tính trên tiêu hóa gặp ở độ 1 chiếm 26,7%. Độc tính muộn của hệ tiết niệu độ 1 chiếm tỷ lệ là 30%. Độc tính trên tiêu hóa gặp ở độ 1 có 6 bệnh nhân chiếm tỷ lệ 20%. Không gặp bệnh nhân nào có độc tính muộn trên da, và không bệnh nhân có biến chứng cổ xương đùi. Như vậy, VMAT giảm tác dụng phụ sớm và muộn so với 3D - CRT, rút ngắn thời gian xạ so với IMRT và giúp kéo dài thời gian sống thêm bệnh không tiến triển cho người bệnh.
FAIR - NGHIÊN CỨU CƠ BẢN VÀ ỨNG DỤNG CÔNG NGHỆ THÔNG TIN - 2016, 2017
Khi nghiên cứu tài liệu lâm sàng, các bác sĩ, các nhà nghiên cứu hay những người chăm sóc bệnh nh... more Khi nghiên cứu tài liệu lâm sàng, các bác sĩ, các nhà nghiên cứu hay những người chăm sóc bệnh nhân muốn biết một bệnh/rối loạn xảy ra vào điểm nào (quá khứ, hiện tại, tương lai hoặc kéo dài từ quá khứ đến hiện tại,…) so với thời điểm tài liệu được viết. Những thông tin về thời gian này rất hữu ích trong việc xây dựng phác đồ điều trị cho bệnh nhân, xây dựng hệ thống hỏi đáp, tóm tắt tài liệu. Bài báo đề xuất một hướng tiếp cận lai ghép giữa luật và máy học để phân lớp mối quan hệ giữa bệnh/rối loạn và thời gian viết tài liệu lâm sàng, kết quả hướng tiếp cận đạt được độ chính xác (accuracy) là 0.5194 cao hơn hệ thống được xếp hạng nhất (0.328) trong ShARe/CLEF eHealth Evaluation Lab 2014. Từ khóa-Rút trích thông tin lâm sàng; Rút trích mối quan hệ thời gian; Xử lý ngôn ngữ tự nhiên.
White. Then, the summer before 10th grade, I joined the Coalition for Asian Pacific American Yout... more White. Then, the summer before 10th grade, I joined the Coalition for Asian Pacific American Youth (CAPAY) at UMass Boston. The first field trip I went on with CAPAY was to Mount Hope Cemetery. There was a stark difference between a majority of the cemetery and the back section, where we were going. In the back, there was trash everywhere. Headstones were broken, crooked, and covered by un-mowed grass. It looked like an abandoned field. We gathered around a man in shorts and a t-shirt, who I later discovered was Peter Kiang, the Director of the Asian American Studies Program at UMass Boston. He told us the story of Mount Hope cemetery. The back section was the Chinese burial ground, dating back to the 1930s. Those buried there were the first Chinese to settle in Boston. Now they lay forgotten and neglected. We picked up trash around the graves and pulled up weeds where we could. We burned incense and prayed to show our respect for these men who lay forgotten there. As we were working, a truck came up. Several men came out with clippers and mowers to cut the grass. I was told that the cemetery had sent people to clean the back sections today because they were informed that we'd be coming. When the men finished, one guy stepped on the face of a headstone while walking back to his truck. Shocked, I told the coordinator of CAPAY that this had happened. She asked me, "And, how does that make you feel?" This trip made no sense to me up until that moment. I stood there unable to answer her as the blood rushed to my face, "I don't know…" This was my first of many lessons in Asian American Studies. My family is refugees from the Vietnam War, and I was born in the refugee camps in the Philippines. In Asian American Studies, I learned about the historical contexts of my family's stories. They were too painful for my family to tell me and too insignificant for the public school system to teach me about. The lessons that I learned through the Asian American Studies Program at UMass Boston were not always in the classroom, but I carry them with me wherever I go. It is these connections that are made between education and students' lives, communities, and histories that leave lasting marks on us.-Son-Ca Lam This opening narrative illustrates how ethnic subcultures within our educational institutions can and do validate the lives of students of color. In the story, Son-Ca experiences an awakening as a result of an extracurricular fieldtrip that was organized by two ethnic subcultures at UMass Boston-the CAPAY youth organization and Asian American Studies programs. She develops a bond with these programs that leads to greater connections to the historical and social contexts in which she exists. And, those bonds engage Asian American history and communities, thereby stimulating her identification as an Asian American and validating that identity. In the following section, we synthesize literature on campus subcultures in higher education and success among diverse student populations. Specifically, we highlight the power of ethnic subcultures in fostering cultural integration-the integration of students' cultural backgrounds and identities with the academic and social spheres of students' lives-and the role of such integration in validating students' cultural backgrounds and identities (Museus, in press). Then, we illustrate how such cultural integration and validation shapes students' experiences through the voices of three students affiliated with Asian American Studies. We conclude the chapter with implications of this discussion for college and university leaders who are interested in fostering success among racially diverse college student populations. Campus Subcultures and Cultural Integration There is a substantial body of scholarly literature that underscores the reality that students of color often encounter unwelcoming or hostile environments at predominantly White institutions
Journal of the Academy of Marketing Science, 2021
The revolution in information availability and the advances in novel interaction technologies hav... more The revolution in information availability and the advances in novel interaction technologies have ushered in two major shifts that call into question the traditional assumptions of buyer-seller interactions. First, buyer-seller information asymmetry has greatly decreased in many interactions. Second, face-to-face communication is no longer the main format of buyer-seller interactions. In this article, the authors review empirical research on how these shifts have changed buyer-seller negotiations, an important type of buyer-seller interactions. Several insights arise from this review. First, the shifts have caused fundamental changes in buyers' and sellers' roles, power, and aspirations and information processing. Second, the shifts and these fundamental changes together cause major changes in buyer-seller interactional processes and outcomes, including (1) change in buyers' attitude and behavior, (2) change in sellers' effectiveness in interacting with buyers, and (3) change in buyer-seller interactional processes. Based on these insights, the authors develop a research agenda to guide the reexamination of existing theories and the development of new theories of buyer-seller interactions.
Kidney International, 2021
Journal of the Academy of Marketing Science, 2021
Prior research on salesperson judgment and decision making (JDM) has been fragmented. After ident... more Prior research on salesperson judgment and decision making (JDM) has been fragmented. After identifying how salespeople uniquely differ from other decision makers and unpacking how various personal selling issues can benefit from research in the JDM domain, the authors provide a framework to guide future research on salesperson JDM. The framework includes a research idea generation template to facilitate the identification of theoretically and substantively important research questions about salesperson JDM.
Journal of the Academy of Marketing Science, 2019
Drawing from the interactional psychology of personality and multitasking paradigm, we examine th... more Drawing from the interactional psychology of personality and multitasking paradigm, we examine the contingencies of salesperson orientation ambidexterity in the Bexploration^of new customers (i.e., hunting) and the Bexploitation^of existing customers (i.e., farming) to achieve sales growth and make time allocation decisions. The results from a field study and an experiment indicate that the impact of salesperson orientation ambidexterity is contingent on a salesperson's customer base characteristics. First, a salesperson's orientation ambidexterity in both hunting and farming leads to significantly higher (lower) sales growth when his or her existing customer base is large (small). Second, high levels of customer base newness in a salesperson's customer portfolio weaken the relationship between hunting time allocation at time t-1 and hunting time allocation at time t, suggesting that salespeople are not subject to a success trap in hunting. However, salespeople are subject to a success trap in farming. These findings shed new light on how a salesperson's customer portfolio influences salesperson behaviors and performance, with implications for how to better manage ambidextrous behaviors in customer engagement.
Journal of Marketing Research, 2018
This research draws from the psychodynamic perspective of social identity theory to examine the c... more This research draws from the psychodynamic perspective of social identity theory to examine the causal effect of mergers and acquisitions involving a mismatch of external images on the sales force. Study 1, a natural longitudinal experiment, shows that a merger with a poorer-image firm immediately dilutes salespeople's organizational identification (OI), which in turn impairs their performance. As sense makers, salespeople who are more tenured experience stronger OI dilution, whereas those who perceive a high level of social inclusion experience weaker OI dilution. As sense givers, managers who emphasize the firm's strategic intent in their communication buffer the OI-dilution effect, whereas those who emphasize the firm's organizational culture aggravate the effect. Study 2, a scenario-based experiment, further demonstrates that the OI-dilution effect is stronger than the OI-enhancement effect from merging with a better-image firm. Furthermore, both studies confirm that...
Journal of Service Research, 2016
The advent of new forms of data, modern technology, and advanced data analytics offer service pro... more The advent of new forms of data, modern technology, and advanced data analytics offer service providers both opportunities and risks. This article builds on the phenomenon of big data and offers an integrative conceptual framework that captures not only the benefits but also the costs of big data for managing the frontline employee (FLE)-customer interaction. Along the positive path, the framework explains how the “3Vs” of big data (volume, velocity, and variety) have the potential to improve service quality and reduce service costs by influencing big data value and organizational change at the firm and FLE levels. However, the 3Vs of big data also increase big data veracity, which casts doubt about the value of big data. The authors further propose that because of heterogeneity in big data absorptive capacities at the firm level, the costs of adopting big data in FLE management may outweigh the benefits. Finally, while FLEs can benefit from big data, extracting knowledge from such ...
Celebrating America’s Pastimes: Baseball, Hot Dogs, Apple Pie and Marketing?, 2016
Tạp chí Khoa học và Công Nghệ, Nov 26, 2011
... Cac nha khoa hgc da chi ra ring nlu sir dung 1kg biodiesel se giam 3 kg khi CO2 thai, so vdi ... more ... Cac nha khoa hgc da chi ra ring nlu sir dung 1kg biodiesel se giam 3 kg khi CO2 thai, so vdi diesel diu md[l, 2]. Mdt sd chi tieu khac cung dugc dk cap den [3 - 5], tuy nhien d Viet nam chua cd mdt cdng trinh ... C02 tuang duong nhau cung nhu tuong duang vdi diesel nguyen chat. ...
Journal of the Academy of Marketing Science, 2015
In business-to-business markets, hunting for new customers and farming existing customers are cri... more In business-to-business markets, hunting for new customers and farming existing customers are critical to achieve sales goals. Although practitioners suggest that salespeople have a preference for either hunting or farming, academic research has yet to examine when and why salespeople become oriented toward hunting or farming, and whether a simultaneous engagement in both (i.e., being ambidextrous) is efficient or damaging. In Study 1, the authors identify the link between regulatory focus and salesperson hunting and farming orientations. In Study 2, they demonstrate that (1) a promotion (prevention) focus is more strongly related to salesperson hunting (farming) orientation than is a prevention (promotion) focus, and (2) ambidextrous salespeople generate higher profits when they are customer oriented. In Study 3, the authors show that salesperson expectations about hunting success and the extent to which compensation plans are based on customer acquisition activities can change the direction of the relationship between regulatory focus and salesperson hunting and farming orientations. The authors discuss the implications of these findings for research and management of customer acquisition and retention at the salesperson level.
Journal of the Academy of Marketing Science, 2014
To successfully satisfy large customers and meet financial objectives, dedicated sales teams need... more To successfully satisfy large customers and meet financial objectives, dedicated sales teams need to manage two boundaries: a boundary within the selling firm and one with the customer organization. However, little is known about the process of managing these multiple boundaries. This study integrates job demands-resource theory with research on key account management and sales teams to examine (1) the main effect of customer boundary spanning on perceived customer satisfaction and team performance and (2) the moderating role of within-firm coordination activities at three levels: top management, cross-functional, and within-team. An empirical test of the model with data from 167 sales teams finds that the interaction between customer boundary spanning and within-firm coordination activities has opposite effects on perceived customer satisfaction and team performance outcomes. The results are robust to endogeneity and heteroskedasticity concerns.
Strategic Management Journal, 2013
This article reconciles mixed findings about the performance impact of middle managers' strategy ... more This article reconciles mixed findings about the performance impact of middle managers' strategy involvement. We propose that the relationship between middle managers' adaptive strategy implementation-through upward and downward influence-and objective business performance can be curvilinear and contingent on formal and informal structures. Applying a multilevel perspective to social networks, we empirically show that reputational social capital enhances the performance impact of middle managers' upward influence while informational social capital elevates the performance impact of their downward influence. The size of a business unit or region has differential moderating effects. The curvilinear effects of middle managers' upward influence and reputational and informational social capital on business unit performance reflect paradoxes. We discuss the implications of these findings for strategy implementation research and practice.
Organizational Behavior and Human Decision Processes, 2012
Drawing from the social information processing approach, the authors develop a contingency framew... more Drawing from the social information processing approach, the authors develop a contingency framework that captures organizational identification (OI) diffusion through two key interpersonal influencers, supervisors and expert peers. In two multi-level studies in two countries, results consistently show that supervisors' and expert peers are important influencers of OI diffusion because their OI is positively related to frontline employees' OI. As the focal employee's organizational tenure increases, the lateral OI transmission from expert peers grows stronger while the downward OI transmission from supervisors grows weaker. Work-group OI diversity weakens both the downward and the lateral transmission. A time-lagged analysis further validates the temporal order of these processes. OI in turn predicts frontline employees' objective performance. The authors discuss theoretical and managerial implications.
Journal of Marketing Research, 2010
Although team-based selling is highly prominent in practice, research on the drivers of its effec... more Although team-based selling is highly prominent in practice, research on the drivers of its effectiveness is sparse. Drawing from the literature on climate consensus, the authors propose that in addition to leadership and team factors, team consensus plays a critical role in boosting sales team effectiveness. Using survey and archival data from a sample of 185 pharmaceutical sales teams, the authors find that high team consensus regarding team-level leadership empowerment behaviors (LEBs) and team interpersonal climate quality enhances team potency given high LEBs but weakens team potency given low LEBs. In turn, team potency translates into sales team performance through both extra-role (team helping behavior) and in-role (team effort) behavior. The authors discuss the implications of these findings.
Journal of Marketing, 2009
There is little empirical research on internal marketing despite its intuitive appeal and anecdot... more There is little empirical research on internal marketing despite its intuitive appeal and anecdotal accounts of its benefits. Adopting a social identity theory perspective, the authors propose that internal marketing is fundamentally a process in which leaders instill into followers a sense of oneness with the organization, formally known as “organizational identification” (OI). The authors test the OI-transfer research model in two multinational studies using multilevel and multisource data. Hierarchical linear modeling analyses show that the OI-transfer process takes place in the relationships between business unit managers and salespeople and between regional directors and business unit managers. Furthermore, both leader-follower dyadic tenure and charismatic leadership moderate this cascading effect. Leaders with a mismatch between their charisma and OI ultimately impair followers’ OI. In turn, customer-contact employees’ OI strongly predicts their sales performance. Finally, bo...
Journal of Marketing, 2010
There has been little research on how market disruptions affect customer–brand relationships and ... more There has been little research on how market disruptions affect customer–brand relationships and how firms can sustain brand loyalty when disruptions occur. Drawing from social identity theory and the brand loyalty literature, the authors propose a conceptual framework to examine these issues in a specific market disruption, namely, the introduction of a radically new brand. The framework focuses on the time-varying effects of customers’ identification with and perceived value of the incumbent relative to the new brand on switching behavior. The authors divert from the conventional economic perspective of treating brand switching as functional utility maximization to propose that brand switching can also result from customers’ social mobility between brand identities. The results from longitudinal data of 679 customers during the launch of the iPhone in Spain show that both relative customer–brand identification and relative perceived value of the incumbent inhibit switching behavio...
Routledge eBooks, Sep 28, 2022
This chapter draws qualitatively on our name-centered narrative experiences, reflections, and int... more This chapter draws qualitatively on our name-centered narrative experiences, reflections, and interventions during the past 25 years at an urban public research university that is federally designated as an Asian American Native American Pacific Islander Serving Institution (AANAPISI). As co-authors with diverse ethnic, educational, and generational backgrounds, we offer examples of our own name stories, together with evidence to illustrate the value of name-centered Asian American Studies curricular strategies and pedagogical approaches. Grounded by the personal meanings, cultural legacies, and educational implications of name stories, our chapter sheds light on the curricular and pedagogical model of Asian American Studies at our own minority-serving AANAPISI university while contributing to the broader literature on low-income or first-generation Asian American college student persistence. Through our chapter, we seek to reveal ways to mobilize student narratives strategically to have institutional impact on our campus and beyond.
Journal of 108 - Clinical Medicine and Phamarcy, 2022
Mục tiêu: Đánh giá hiệu quả của thông khí áp lực dương không xâm nhập có hỗ trợ áp lực (BiPAP) tr... more Mục tiêu: Đánh giá hiệu quả của thông khí áp lực dương không xâm nhập có hỗ trợ áp lực (BiPAP) trên bệnh nhân suy hô hấp cấp do suy tim cấp mất bù. Đối tượng và phương pháp: Nghiên cứu mô tả 39 bệnh nhân suy hô hấp cấp do suy tim cấp mất bù không đáp ứng với điều trị nội khoa tiêu chuẩn được hỗ trợ hô hấp bằng thông khí áp lực dương không xâm nhập tại Khoa Hồi sức tim mạch, Bệnh viện Trung ương Quân đội 108 từ tháng 6/2020 đến tháng 11/2020. Kết quả: Trong 39 bệnh nhân được thông khí áp lực dương không xâm nhập, có 3 bệnh nhân phải chuyển đặt ống nội khí quản thở máy xâm nhập (7,7%), thời gian thở máy không xâm trung bình là 153,46 ± 47,16 phút, thời gian nằm viện trung bình 10,51 ± 6,03 ngày. Các thông số lâm sàng và khí máu cải thiện có ý nghĩa thống kê ngay trong giờ đầu. Biến chứng do thông khí áp lực dương không xâm nhập: Tổn thương da mặt, khô mắt (23,1%), trào ngược dạ dày - thực quản (12,8%), viêm phổi (7,7%), tụt huyết áp (7,7%). Thời gian thở máy không xâm nhập có mối tươn...
Tạp chí Nghiên cứu Y học, 2021
Nghiên cứu nhằm mục tiêu đánh giá kết quả điều trị Ung thư tuyến tiền liệt bằng kỹ thuật xạ trị V... more Nghiên cứu nhằm mục tiêu đánh giá kết quả điều trị Ung thư tuyến tiền liệt bằng kỹ thuật xạ trị VMAT (Volumetric modulated Arc Therapy) tại Bệnh viện K trung ương. Nghiên cứu thực hiện trên 30 bệnh nhân ung thư tuyến tiền liệt được điều trị kỹ thuật VMAT tại Bệnh viện K trung ương từ tháng 9 năm 2017 đến tháng 3 năm 2021. Kết quả cho thấy tỷ lệ bệnh nhân ở các giai đoạn từ I - IV lần lượt là: 3.3%; 33.3%; 36.7%; 26.7%; 100% bệnh nhân sau điều trị đều có PSA < 4ng/ml. Độc tính cấp của hệ tiết niệu chủ yếu độ 1 gặp ở 73,3%. Độc tính trên tiêu hóa gặp ở độ 1 chiếm 26,7%. Độc tính muộn của hệ tiết niệu độ 1 chiếm tỷ lệ là 30%. Độc tính trên tiêu hóa gặp ở độ 1 có 6 bệnh nhân chiếm tỷ lệ 20%. Không gặp bệnh nhân nào có độc tính muộn trên da, và không bệnh nhân có biến chứng cổ xương đùi. Như vậy, VMAT giảm tác dụng phụ sớm và muộn so với 3D - CRT, rút ngắn thời gian xạ so với IMRT và giúp kéo dài thời gian sống thêm bệnh không tiến triển cho người bệnh.
FAIR - NGHIÊN CỨU CƠ BẢN VÀ ỨNG DỤNG CÔNG NGHỆ THÔNG TIN - 2016, 2017
Khi nghiên cứu tài liệu lâm sàng, các bác sĩ, các nhà nghiên cứu hay những người chăm sóc bệnh nh... more Khi nghiên cứu tài liệu lâm sàng, các bác sĩ, các nhà nghiên cứu hay những người chăm sóc bệnh nhân muốn biết một bệnh/rối loạn xảy ra vào điểm nào (quá khứ, hiện tại, tương lai hoặc kéo dài từ quá khứ đến hiện tại,…) so với thời điểm tài liệu được viết. Những thông tin về thời gian này rất hữu ích trong việc xây dựng phác đồ điều trị cho bệnh nhân, xây dựng hệ thống hỏi đáp, tóm tắt tài liệu. Bài báo đề xuất một hướng tiếp cận lai ghép giữa luật và máy học để phân lớp mối quan hệ giữa bệnh/rối loạn và thời gian viết tài liệu lâm sàng, kết quả hướng tiếp cận đạt được độ chính xác (accuracy) là 0.5194 cao hơn hệ thống được xếp hạng nhất (0.328) trong ShARe/CLEF eHealth Evaluation Lab 2014. Từ khóa-Rút trích thông tin lâm sàng; Rút trích mối quan hệ thời gian; Xử lý ngôn ngữ tự nhiên.
White. Then, the summer before 10th grade, I joined the Coalition for Asian Pacific American Yout... more White. Then, the summer before 10th grade, I joined the Coalition for Asian Pacific American Youth (CAPAY) at UMass Boston. The first field trip I went on with CAPAY was to Mount Hope Cemetery. There was a stark difference between a majority of the cemetery and the back section, where we were going. In the back, there was trash everywhere. Headstones were broken, crooked, and covered by un-mowed grass. It looked like an abandoned field. We gathered around a man in shorts and a t-shirt, who I later discovered was Peter Kiang, the Director of the Asian American Studies Program at UMass Boston. He told us the story of Mount Hope cemetery. The back section was the Chinese burial ground, dating back to the 1930s. Those buried there were the first Chinese to settle in Boston. Now they lay forgotten and neglected. We picked up trash around the graves and pulled up weeds where we could. We burned incense and prayed to show our respect for these men who lay forgotten there. As we were working, a truck came up. Several men came out with clippers and mowers to cut the grass. I was told that the cemetery had sent people to clean the back sections today because they were informed that we'd be coming. When the men finished, one guy stepped on the face of a headstone while walking back to his truck. Shocked, I told the coordinator of CAPAY that this had happened. She asked me, "And, how does that make you feel?" This trip made no sense to me up until that moment. I stood there unable to answer her as the blood rushed to my face, "I don't know…" This was my first of many lessons in Asian American Studies. My family is refugees from the Vietnam War, and I was born in the refugee camps in the Philippines. In Asian American Studies, I learned about the historical contexts of my family's stories. They were too painful for my family to tell me and too insignificant for the public school system to teach me about. The lessons that I learned through the Asian American Studies Program at UMass Boston were not always in the classroom, but I carry them with me wherever I go. It is these connections that are made between education and students' lives, communities, and histories that leave lasting marks on us.-Son-Ca Lam This opening narrative illustrates how ethnic subcultures within our educational institutions can and do validate the lives of students of color. In the story, Son-Ca experiences an awakening as a result of an extracurricular fieldtrip that was organized by two ethnic subcultures at UMass Boston-the CAPAY youth organization and Asian American Studies programs. She develops a bond with these programs that leads to greater connections to the historical and social contexts in which she exists. And, those bonds engage Asian American history and communities, thereby stimulating her identification as an Asian American and validating that identity. In the following section, we synthesize literature on campus subcultures in higher education and success among diverse student populations. Specifically, we highlight the power of ethnic subcultures in fostering cultural integration-the integration of students' cultural backgrounds and identities with the academic and social spheres of students' lives-and the role of such integration in validating students' cultural backgrounds and identities (Museus, in press). Then, we illustrate how such cultural integration and validation shapes students' experiences through the voices of three students affiliated with Asian American Studies. We conclude the chapter with implications of this discussion for college and university leaders who are interested in fostering success among racially diverse college student populations. Campus Subcultures and Cultural Integration There is a substantial body of scholarly literature that underscores the reality that students of color often encounter unwelcoming or hostile environments at predominantly White institutions
Journal of the Academy of Marketing Science, 2021
The revolution in information availability and the advances in novel interaction technologies hav... more The revolution in information availability and the advances in novel interaction technologies have ushered in two major shifts that call into question the traditional assumptions of buyer-seller interactions. First, buyer-seller information asymmetry has greatly decreased in many interactions. Second, face-to-face communication is no longer the main format of buyer-seller interactions. In this article, the authors review empirical research on how these shifts have changed buyer-seller negotiations, an important type of buyer-seller interactions. Several insights arise from this review. First, the shifts have caused fundamental changes in buyers' and sellers' roles, power, and aspirations and information processing. Second, the shifts and these fundamental changes together cause major changes in buyer-seller interactional processes and outcomes, including (1) change in buyers' attitude and behavior, (2) change in sellers' effectiveness in interacting with buyers, and (3) change in buyer-seller interactional processes. Based on these insights, the authors develop a research agenda to guide the reexamination of existing theories and the development of new theories of buyer-seller interactions.
Kidney International, 2021
Journal of the Academy of Marketing Science, 2021
Prior research on salesperson judgment and decision making (JDM) has been fragmented. After ident... more Prior research on salesperson judgment and decision making (JDM) has been fragmented. After identifying how salespeople uniquely differ from other decision makers and unpacking how various personal selling issues can benefit from research in the JDM domain, the authors provide a framework to guide future research on salesperson JDM. The framework includes a research idea generation template to facilitate the identification of theoretically and substantively important research questions about salesperson JDM.
Journal of the Academy of Marketing Science, 2019
Drawing from the interactional psychology of personality and multitasking paradigm, we examine th... more Drawing from the interactional psychology of personality and multitasking paradigm, we examine the contingencies of salesperson orientation ambidexterity in the Bexploration^of new customers (i.e., hunting) and the Bexploitation^of existing customers (i.e., farming) to achieve sales growth and make time allocation decisions. The results from a field study and an experiment indicate that the impact of salesperson orientation ambidexterity is contingent on a salesperson's customer base characteristics. First, a salesperson's orientation ambidexterity in both hunting and farming leads to significantly higher (lower) sales growth when his or her existing customer base is large (small). Second, high levels of customer base newness in a salesperson's customer portfolio weaken the relationship between hunting time allocation at time t-1 and hunting time allocation at time t, suggesting that salespeople are not subject to a success trap in hunting. However, salespeople are subject to a success trap in farming. These findings shed new light on how a salesperson's customer portfolio influences salesperson behaviors and performance, with implications for how to better manage ambidextrous behaviors in customer engagement.
Journal of Marketing Research, 2018
This research draws from the psychodynamic perspective of social identity theory to examine the c... more This research draws from the psychodynamic perspective of social identity theory to examine the causal effect of mergers and acquisitions involving a mismatch of external images on the sales force. Study 1, a natural longitudinal experiment, shows that a merger with a poorer-image firm immediately dilutes salespeople's organizational identification (OI), which in turn impairs their performance. As sense makers, salespeople who are more tenured experience stronger OI dilution, whereas those who perceive a high level of social inclusion experience weaker OI dilution. As sense givers, managers who emphasize the firm's strategic intent in their communication buffer the OI-dilution effect, whereas those who emphasize the firm's organizational culture aggravate the effect. Study 2, a scenario-based experiment, further demonstrates that the OI-dilution effect is stronger than the OI-enhancement effect from merging with a better-image firm. Furthermore, both studies confirm that...
Journal of Service Research, 2016
The advent of new forms of data, modern technology, and advanced data analytics offer service pro... more The advent of new forms of data, modern technology, and advanced data analytics offer service providers both opportunities and risks. This article builds on the phenomenon of big data and offers an integrative conceptual framework that captures not only the benefits but also the costs of big data for managing the frontline employee (FLE)-customer interaction. Along the positive path, the framework explains how the “3Vs” of big data (volume, velocity, and variety) have the potential to improve service quality and reduce service costs by influencing big data value and organizational change at the firm and FLE levels. However, the 3Vs of big data also increase big data veracity, which casts doubt about the value of big data. The authors further propose that because of heterogeneity in big data absorptive capacities at the firm level, the costs of adopting big data in FLE management may outweigh the benefits. Finally, while FLEs can benefit from big data, extracting knowledge from such ...
Celebrating America’s Pastimes: Baseball, Hot Dogs, Apple Pie and Marketing?, 2016
Tạp chí Khoa học và Công Nghệ, Nov 26, 2011
... Cac nha khoa hgc da chi ra ring nlu sir dung 1kg biodiesel se giam 3 kg khi CO2 thai, so vdi ... more ... Cac nha khoa hgc da chi ra ring nlu sir dung 1kg biodiesel se giam 3 kg khi CO2 thai, so vdi diesel diu md[l, 2]. Mdt sd chi tieu khac cung dugc dk cap den [3 - 5], tuy nhien d Viet nam chua cd mdt cdng trinh ... C02 tuang duong nhau cung nhu tuong duang vdi diesel nguyen chat. ...
Journal of the Academy of Marketing Science, 2015
In business-to-business markets, hunting for new customers and farming existing customers are cri... more In business-to-business markets, hunting for new customers and farming existing customers are critical to achieve sales goals. Although practitioners suggest that salespeople have a preference for either hunting or farming, academic research has yet to examine when and why salespeople become oriented toward hunting or farming, and whether a simultaneous engagement in both (i.e., being ambidextrous) is efficient or damaging. In Study 1, the authors identify the link between regulatory focus and salesperson hunting and farming orientations. In Study 2, they demonstrate that (1) a promotion (prevention) focus is more strongly related to salesperson hunting (farming) orientation than is a prevention (promotion) focus, and (2) ambidextrous salespeople generate higher profits when they are customer oriented. In Study 3, the authors show that salesperson expectations about hunting success and the extent to which compensation plans are based on customer acquisition activities can change the direction of the relationship between regulatory focus and salesperson hunting and farming orientations. The authors discuss the implications of these findings for research and management of customer acquisition and retention at the salesperson level.
Journal of the Academy of Marketing Science, 2014
To successfully satisfy large customers and meet financial objectives, dedicated sales teams need... more To successfully satisfy large customers and meet financial objectives, dedicated sales teams need to manage two boundaries: a boundary within the selling firm and one with the customer organization. However, little is known about the process of managing these multiple boundaries. This study integrates job demands-resource theory with research on key account management and sales teams to examine (1) the main effect of customer boundary spanning on perceived customer satisfaction and team performance and (2) the moderating role of within-firm coordination activities at three levels: top management, cross-functional, and within-team. An empirical test of the model with data from 167 sales teams finds that the interaction between customer boundary spanning and within-firm coordination activities has opposite effects on perceived customer satisfaction and team performance outcomes. The results are robust to endogeneity and heteroskedasticity concerns.
Strategic Management Journal, 2013
This article reconciles mixed findings about the performance impact of middle managers' strategy ... more This article reconciles mixed findings about the performance impact of middle managers' strategy involvement. We propose that the relationship between middle managers' adaptive strategy implementation-through upward and downward influence-and objective business performance can be curvilinear and contingent on formal and informal structures. Applying a multilevel perspective to social networks, we empirically show that reputational social capital enhances the performance impact of middle managers' upward influence while informational social capital elevates the performance impact of their downward influence. The size of a business unit or region has differential moderating effects. The curvilinear effects of middle managers' upward influence and reputational and informational social capital on business unit performance reflect paradoxes. We discuss the implications of these findings for strategy implementation research and practice.
Organizational Behavior and Human Decision Processes, 2012
Drawing from the social information processing approach, the authors develop a contingency framew... more Drawing from the social information processing approach, the authors develop a contingency framework that captures organizational identification (OI) diffusion through two key interpersonal influencers, supervisors and expert peers. In two multi-level studies in two countries, results consistently show that supervisors' and expert peers are important influencers of OI diffusion because their OI is positively related to frontline employees' OI. As the focal employee's organizational tenure increases, the lateral OI transmission from expert peers grows stronger while the downward OI transmission from supervisors grows weaker. Work-group OI diversity weakens both the downward and the lateral transmission. A time-lagged analysis further validates the temporal order of these processes. OI in turn predicts frontline employees' objective performance. The authors discuss theoretical and managerial implications.
Journal of Marketing Research, 2010
Although team-based selling is highly prominent in practice, research on the drivers of its effec... more Although team-based selling is highly prominent in practice, research on the drivers of its effectiveness is sparse. Drawing from the literature on climate consensus, the authors propose that in addition to leadership and team factors, team consensus plays a critical role in boosting sales team effectiveness. Using survey and archival data from a sample of 185 pharmaceutical sales teams, the authors find that high team consensus regarding team-level leadership empowerment behaviors (LEBs) and team interpersonal climate quality enhances team potency given high LEBs but weakens team potency given low LEBs. In turn, team potency translates into sales team performance through both extra-role (team helping behavior) and in-role (team effort) behavior. The authors discuss the implications of these findings.
Journal of Marketing, 2009
There is little empirical research on internal marketing despite its intuitive appeal and anecdot... more There is little empirical research on internal marketing despite its intuitive appeal and anecdotal accounts of its benefits. Adopting a social identity theory perspective, the authors propose that internal marketing is fundamentally a process in which leaders instill into followers a sense of oneness with the organization, formally known as “organizational identification” (OI). The authors test the OI-transfer research model in two multinational studies using multilevel and multisource data. Hierarchical linear modeling analyses show that the OI-transfer process takes place in the relationships between business unit managers and salespeople and between regional directors and business unit managers. Furthermore, both leader-follower dyadic tenure and charismatic leadership moderate this cascading effect. Leaders with a mismatch between their charisma and OI ultimately impair followers’ OI. In turn, customer-contact employees’ OI strongly predicts their sales performance. Finally, bo...
Journal of Marketing, 2010
There has been little research on how market disruptions affect customer–brand relationships and ... more There has been little research on how market disruptions affect customer–brand relationships and how firms can sustain brand loyalty when disruptions occur. Drawing from social identity theory and the brand loyalty literature, the authors propose a conceptual framework to examine these issues in a specific market disruption, namely, the introduction of a radically new brand. The framework focuses on the time-varying effects of customers’ identification with and perceived value of the incumbent relative to the new brand on switching behavior. The authors divert from the conventional economic perspective of treating brand switching as functional utility maximization to propose that brand switching can also result from customers’ social mobility between brand identities. The results from longitudinal data of 679 customers during the launch of the iPhone in Spain show that both relative customer–brand identification and relative perceived value of the incumbent inhibit switching behavio...