New product promotion is an expensive and time-consuming process that suffers from a high failure rate. Scholars have examined the relationships between product introduction and sales force management, but the importance of the sales force in selling new products can still be further explored (Fu, Richards, , Hughes, , & Jones, 2010; Spanjol, Tam, Qualls, & Bohlmann 2011). The purpose of this paper is to examine the influence of perceived sales management controls on a salesperson’s new products sales performance (i.e., electronic goods) in a business-to-business context. In addition, the direct, mediated, and moderating influences of market orientation on sales performance will also be investigated.Through the literature reviewed (e.g., Evans, Landry, Li, & Zou, 2007; Matsuo, 2009; Matear, Osborne, Garrett, & Gray, 2002), this paper proposes its hypotheses. In terms of the antecedents of sales performance, this research focuses on the effects of innovativeness (Matsuo, 2009). Second, based on the works of Evans et al. (2007) and Matsuo (2009), this study proposes that management controls (i.e., behavior-based control, knowledge-based control, and output-based control) both directly and indirectly affect sales department performance by first influencing innovativeness. Third, this research intends to examine the effect of organization psychological climate, which is market orientation, on the innovativeness and performance of sales departments (Matear et al., 2002). Finally, this study investigates the moderating effects of an organization’s market orientation on the relationship between sales innovativeness and performance (Matear et al., 2002).EMBA and MBA students were recruited as interviewers to gather data. The companies involved in this study were electronics product manufacturers that were publicly listed on the Taiwan Stock Exchange. A total of 315 complete responses were obtained. The target research question was “what are the determinants of a sales department’s new product sales performance?” This study used partial least squares (PLS) to examine the proposed model.This research found that sales department innovativeness is positively linked with new product sales performance. For the effectiveness of management controls, the results show that sales management controls (i.e., output-based control, behavior-based control, and knowledge-based control) positively affect department innovativeness but cannot influence performance directly. As for marketing orientation’s influences, this current research confirmed an organization’s market orientation-ness cannot positively affect sales department’s innovativeness and performance when selling new product. However, market orientation can positively moderate the relationship between innovativeness and performance. Based on the findings of this research, managerial implications have been put forth.

본 연구는 기존에 사용되어 지고 있는 타설 노즐 내부에 블레이드를 설치함으로써 타설 시 시멘트 복합체에 혼입된 섬유의 방향성을 제어하고 동시에 분포도를 향상시키고자 하였다. 블레이드 변수 최적화를 위하여 시멘트계 매트릭스 재료의 유동과 혼입된 섬유의 운동, 노즐간의 상호작용을 고려한 다중물리계 유한요소해석을 수행하였다. 사용되는 섬유길이를 변수로 하여 블레이드의 간격, 길이, 위치를 결정하였다. 내부 블레이드 간격이 섬유길이의 약 1.2~2.4배, 블레이드 길이는 섬유길이의 약 4~8배, 설치 위치는 시멘트 복합체가 도출되는 입구에서부터 섬유길이의 14배 이하일 때 섬유 방향각이 약 15°이하로 제어되었다. 또한, 본 연구에서 제시된 블레이드형 노즐은 기존의 섬유보강 시멘트 복합체 타설장비와 타설관을 그대로 사용하면서, 탈·부착식으로 제작될 수 있어 사용성과 편의성을 동시에 제공할 수 있을 것으로 판단된다.

This study evaluated the orientation control of steel fibers in cementitious materials using magnetic field. With the increases in the range of the magnetic field, the effective length of the orientation control of the steel fiber is increased and the orientation control effect is larger.

Conventional path tracking methods designed for two-wheeled differential drive robots are not suitable for omni-directional robots. In this study, we present a controller which can accomplish more accurate path tracking and orientation correction by exploiting the unconstrained movement capability of omni-directional robots. The proposed controller is proven to be stable using a Lyapunov stability criterion. Various experiments in real environments show that performance of path tracking and orientation correction has improved in the proposed controller.