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Research on buyer-seller exchange consistently acknowledges the role of uncertainty as an influential factor in decision-making for both exchange parties. However, a fragmented understanding of uncertainty, limitations from data collection, and overreliance on a narrow set of theoretical frameworks has hampered the development of uncertainty as a core concept in sales research. To address these challenges and encourage future research, we conduct a systematic literature review to streamline and synthesize the disparate research on buyer-seller uncertainty. The review process reveals interesting trends in the prevalence of uncertainty research as well as overarching research themes. Discussion of these themes alongside managerial insights help illuminate multiple research gaps that offer fruitful areas for future sales research. The results of this analysis produce an encouraging discussion for sales scholars to reconsider their theoretical, methodological, and conceptual approaches to understand both buyer and seller uncertainty. [ABSTRACT FROM AUTHOR]

The sales profession is fraught with customer rejection and defections. Understanding why customers say "no" to a sales proposal is complex given that factors at the organizational-, individual-, and interactional-level are synthesized in the customer's decision-making process. Academics and practitioners alike therefore stand to benefit from greater understanding of this phenomenon. The current study leverages text-based machine learning on postmortem interview transcripts from 113 business-to-business sales failures, spanning over 1,500 pages of text, to provide exploratory insights into the reasons for sales proposal rejections. Results reveal several thematic facets of sales proposal failures from the perspective of the customer, along with insights that variance in topic salience—i.e., buyer focus on a few topics or a spread of dimensions—is contingent on supplier incumbency status. Specifically, using topic modeling, findings show that buyers converge on a distributed (concentrated) range of sales proposal rejection topics for in- (out-) supplier proposals. Additionally, the authors show how the text-based machine learning approach can highlight key areas of concern for firms, enabling them to effectively enact changes that will improve future outcomes. Collectively, this research contributes to efforts to bridge the chasm between theoretical, managerial, and technical aspects of machine learning in sales. [ABSTRACT FROM AUTHOR]

After non‐native herbivores arrive in a novel habitat and establish, they must then disperse to new host plants to continue invading. While flight‐capable insect herbivores can expand their non‐native ranges by flying to new hosts, insects that lack wings, such as female scale insects, are often aided in their spread by wind and phoretic dispersal vectors such as birds and mammals.After being detected in 2004 in a Texas nursery, crapemyrtle bark scale (CMBS), Acanthococcus lagerstroemiae (Kuwana) (Hemiptera: Eriococcidae), has established in 15 different states across the Southeast and Middle Atlantic regions of the USA.We quantified the wind speeds leading to scale insect dislodgement and, in the laboratory and field, evaluated the willingness of CMBS nymphs to crawl onto vector proxies (bird feathers and mammal fur).Our findings demonstrate that CMBS nymphs can become dislodged from ecologically relevant substrates at low wind speeds (~7 m/s) and provided evidence that CMBS nymphs willingly, though not preferentially, crawl onto vector proxies, a final step before dispersing phoretically. Our results indicate that trees with high‐density infestations of CMBS are frequent sources of propagules, given that (i) wind speeds that shake small tree branches are likely to dislodge active crawlers and (ii) active crawlers appear willing to walk onto birds and mammals.The apparent ease of between‐tree spread by CMBS via multiple modes of dispersal presents challenges for preventing the spread of this insect, but field confirmation of these mechanisms is needed to understand their relative importance. [ABSTRACT FROM AUTHOR]

The reaction of tris(pyridin‐2‐yl)amine with [CyRuCl2]2 (Cy = p‐isopropyltoluene or cymene) in refluxing diglyme led to the formation of cis‐[RuCl2{κ2‐(2‐py)3N}2]·CHCl3 (1a) after recrystallization from chloroform/pentane, or cis‐dichloridobis[tris(pyridin‐2‐yl)amine‐κ2N,N′]ruthenium(II) dichloromethane disolvate, [RuCl2(C15H12N4)2]·2CH2Cl2 or cis‐[RuCl2{κ2‐(2‐py)3N}2]·2CH2Cl2 (1b). Treatment of 1a with one equivalent of silver(I) hexafluoridoantimonate in dichloromethane gave [RuCl{κ2‐(2‐py)3N}{κ3‐(2‐py)3N}][SbF6]·CH2Cl2 (2a). Crystallization of 2a from chloroform provided chlorido[tris(pyridin‐2‐yl)amine‐κ2N,N′][tris(pyridin‐2‐yl)amine‐κ3N,N′,N′′]ruthenium(II) hexafluoridoantimonate chloroform monosolvate, [RuCl(C15H12N4)2][SbF6]·CHCl3 or [RuCl{κ2‐(2‐py)3N}{κ3‐(2‐py)3N}][SbF6]·CHCl3 (2b). Complex 2a reacted with a further equivalent of silver(I) hexafluoridoantimonate to give [Ru{κ3‐(2‐py)3N}2][SbF6]2 (3). The reaction of (2‐py)3N with [CyRuCl2]2 in dichloromethane followed by treatment with excess sodium hexafluoridoantimonate gave the known complex [CyRuCl{κ2‐(2‐py)3N}][SbF6] (4). Complex 2 is a rare example of a complex containing both κ2‐ and κ3‐(2‐py)3N. Intramolecular π‐stacking interactions determine the orientation of the free pyridyl in the κ2 complexes. An interesting encapsulation of methylene chloride hydrogen‐bonded tetramers was noted in one case. [ABSTRACT FROM AUTHOR]

Lymantria dispar L. is an invasive, non-native defoliating Lepidopteran established in North America that feeds on forest and urban trees. While many products are available to manage L. dispar post-emergence, few exist to prevent egg hatch when applied to egg masses. Here, we present the results of 3 separate experiments aimed at determining the efficacy of pre-emergent insecticides against L. dispar egg hatch. We found that the labeled rate (1:1) of Golden Pest Spray Oil (GPSO; AI: 93% soybean oil) can prevent L. dispar larvae from emerging in both field and lab assays. In large public spaces, we found that this treatment was ineffective at preventing L. dispar emergence or defoliation. Acelepryn (AI: 18.4% chlorantraniliprole) resulted in some suppression of egg hatch at a very low rate (.06 ml/ 3.8 liter) in both lab and field settings and the efficacy of higher rates should be further investigated. We also tested GPSO against Lepitect (97.4% acephate) in a public area that also received a Foray 48B (12.65% Bacillus thuringiensis, subsp. kurstaki) aerial application. On large oak trees in public areas, GPSO and Lepitect were not effective at reducing defoliation. Dormant pesticide applications generally reduce the risk of affecting negatively predator and parasitoid communities and are therefore desirable. Lymantria dispar pre-egg hatch applications will not work in every situation but should be considered as part of an integrated pest management (IPM) strategy for individual homeowner trees where thorough coverage can be obtained. [ABSTRACT FROM AUTHOR]

Although many non‐native species arrive in novel environments, only a fraction successfully establish. A crucial factor affecting the colonization process of invading species is propagule pressure. The positive association between propagule pressure and colonization probability is driven both by stochastic dynamics and the 'Allee effect'. Although the role of Allee effects in invading populations is theoretically compelling, they are difficult to quantify in the field because the earliest phases of biological invasions are typically not observed.We conducted parallel studies using two species of bark beetles, Hylurgus ligniperda in New Zealand and Ips pini in North America, to (i) assess the role of propagule pressure on colonization success, (ii) empirically test for Allee effects and (iii) estimate Allee thresholds. We evaluated each of these factors by experimentally testing the effect of propagule pressure (numbers released) on simulated tree colonization success in two different settings: (1) field conditions where beetles could disperse freely and (2) enclosed cages where dispersal loss was prevented.Colonization success was positively associated with numbers released (i.e. propagule pressure) for both species, though colonization occurred at lower numbers for H. ligniperda than for I. pini. A demographic Allee effect was only detected in H. ligniperda and the Allee threshold was smaller when beetles were released 1 m from host billets than when they were released 10 m away. Greater colonization success at lower release densities may explain the invasion success of H. ligniperda worldwide. Higher release densities required for successful colonization may explain why I. pini is a poor establisher.Synthesis and applications. Our results linking invasion failure to small founding population densities generally support the theoretical literature on the role of propagule pressure and Allee effects in biological invasions. Agencies such as the International Plant Protection Committee (IPPC) setting phytosanitary measures such as the International Standards for Phytosanitary Measures No. 15 (ISPM 15) should consider using the colonization thresholds estimated here to limit numbers of colonizing individuals below invasion thresholds. Additionally, agencies conducting trapping efforts at ports‐of‐entry should be aware of these thresholds and widely report when trapping numbers exceed these thresholds. [ABSTRACT FROM AUTHOR]