Motivation in a Pharmaceutical Company in Greece

Motivation in a Pharmaceutical Company in Greece The pharmaceutical sector faces stiff competition but a motivated salesforce can provide competitive advantage and facilitate in consolidating the presence of a firm in a highly regulated market. This study will test the relevance of modern motivation theories in the context of the recent financial crisis and add to the literature. The need for motivating sales representatives in the pharmaceutical sector is discussed in the presence of downward employment pressures on the sector in Europe. This research will attempt to determine the applicability of the extrinsic and intrinsic motivators for salesforce motivation in pharmaceutical firms of Greece. The most significant extrinsic factors determined by literature include salary, opportunity of hierarchical advancement and bonuses, while the most important factors in terms of intrinsic motivation include challenging assignments, flexible work arrangements, team-based job design, verbal recognition, career development and self-efficacy. This research will identify the techniques that can be used to enhance salesforce motivation in pharmaceuticals sector of Greece. Determinants of sales representatives motivation in a Pharmaceutical company in Greece during the current recession 1.0- Introduction The sales representatives working for pharmaceutical firms in Europe face significant probability of downsizing due to the increasing focus on salesforce effectiveness measures as opposed to the traditional approach of placing importance to the size of the salesforce (Herwig 2003, pp. 42-56). The recent financial crisis has also led to the dwindling of jobs in Greece and across the European continent. The pharmaceutical industry is faced with cut-throat competition and a highly motivated salesforce can provide competitive advantage to a firm and facilitate continuing profitability and consolidation of the market share in a highly regulated market (Danner and Ruzicic 2006, pp. 2-5). This research proposal is intended to develop an appropriate approach to measure the significance of the determinants of motivation in the context of Greece and the financial crisis. 1.1- Statement of the problem What factors determine the motivation levels for sales representatives at pharmaceutical firms in Greece given the conditions prevalent during the current financial crisis? 1.2- Aims and Objectives This research aims to determine the interaction of motivational factors for the salesforce teams in pharmaceuticals with changing economic conditions. It will test the relevance of modern motivation theories in their attempt to explain the importance of the determinants of motivation in the context of an impending financial crisis in Greece. The following are the objectives of this research. To identify the factors that help determine the motivation levels for sales representatives unique to the pharmaceutical sector in Greece. To study the cultural factors that influence motivation of sales representatives. To test the impact of a lack of job security on the motivation levels of salesforce in the pharmaceutical sector. To determine the methods of motivation acceptable to sales representatives. To identify the most useful technique that can be used to enhance motivation levels of sales employees. 1.3- Significance of the research There is a scarcity of sector related studies of salesforce motivation in the context of Greece; therefore, this research highlights the debate regarding the importance of motivating sales representatives in the pharmaceutical sector (Shim 2006, pp. 6-8). This study tests the relevance of motivation theories in the context of the recent financial crisis and adds to the modern literature that can be further studied in a regional context. The need for motivating the salesforce in the pharmaceutical sector is discussed in the presence of downward employment pressures on the industry. This study intends to incorporate the cultural differences and their impact on the success of motivation techniques utilised by firms (McAlister and Vandlen 2006, pp. 1-2). 2.0- Literature Review Erez and Isen (2002, p. 1055) use the expectancy theory to predict the motivation level of an individual and test the extent of motivation created in individuals based on their perception that hard work will result in superior performance in terms of rewards, recognition and satisfaction. The study indicated that when the link between performance and outcome is specified, all three components of expectancy motivation are influenced positively (Erez and Isen 2002, pp. 1065-1066). Seijts et al., (2004, p. 227) define goal setting theory as the contention that goal commitment leads to a higher task performance compared to a vague performance goal. The results indicate that goal orientation can complement the motivation created through goal setting and influence an improvement in performance of an employee. Maslow (1954) developed a theory of motivation and personality that provided a hierarchy of needs with the satisfaction of physical needs at the lowest level of hierarchy and self actualisation at the highest level; the theory argued that the first level of hierarchy must be fulfilled before an individual can proceed to the next level. Borkowski (2010, pp.118-124) discussed the ERG theory that provides an alternative approach to the hierarchy of needs by identifying three categories of needs: existence, relatedness and growth. The existence includes all the basic necessities required by an individual to survive, relatedness facilitates the development of relationships in the society and growth relates to achievement and success (Locke and Latham 2006, pp. 265-267). However, the ERG theory suggests that an individual can attain higher levels of hierarchy before fulfilling the lower level of needs. This theory also accounts for the difference in needs between different cultures and societies and caters to the explanation of the frustration-regression principle; implying that an individual may need existence related objects once relatedness is not satisfied (Bernard 1992, pp. 56-59; John 2005, pp. 16-19). McClellands theory of needs suggests that three needs of an individual need to be satisfied including achievement, power and affiliation; individuals are motivated by a combination of these needs and some individuals may exhibit a strong tendency to be motivated by one of these factors (Borkowski 2010, pp. 125). Schultz et al., (2006, pp. 23-27) discuss the equity theory predicts that workers often tend to react to the speed of the individuals surrounding them at work. The study tests the relevance of equity theory in explaining worker motivation and find that workers tend to react to the speed of co-workers but the reactions tend to vary significantly from one individual to another. Malik and Naeem (2009, pp. 26-28) study the motivational preferences of pharmaceutical salesforce in the context of the developing world and identify using a questionnaire analysis that the three most important motivators include pay and fringe benefits, job security and promotion opportunities. It is also found that the motivation created through pay and fringe benefits has similar impact on all demographics. The motivational impact of job security was the highest amongst sales representatives with less than ten years experience owing to the high unemployment and the recent financial crisis. Therefore, it is prescribed that special emphasis should be placed on severance pay, outplacement and early retirement before initiating downsizing of pharmaceuticals salesforce (Woodbine and Liu 2010, pp. 28-30). McAlister and Vandlen (2006, pp. 1-3) highlight the importance of extrinsic and intrinsic motivators for salesforce motivation in pharmaceutical firms. The most significant extrinsic factors found in the study include salary, opportunity of hierarchical advancement and bonuses, while the most important factors in terms of intrinsic motivation include challenging assignments, flexible work arrangements, team-based job design, verbal recognitions, career development and self-efficacy. The study also argues that taking cultural and generational differences into account can also prove to significantly improve salesforce motivation. Singh (2010, p. 72) also studies the importance of intrinsic and extrinsic factors, that may lead to higher job satisfaction in pharmaceutical salesforce and finds that growth, relationships with co-workers, promotion expectation, recognition, job security, operational procedures, delegation and quality of work supervision can lead to significant increase in m otivation (Jansson and Vessman 1997, pp. 202-203). The internal promotion schemes and growth from inside the company can improve motivation amongst salesforce. The study also indicates that demographics have no significant impact on motivation levels in sales force (Gonsalves 2008, p. 3). Longino (2007, pp. 1-13) found that salesforce motivation and performance in pharmaceutical firms is significantly high when an appropriate territorial distribution and design is used by these firms. Danner and Ruzicic (2006, pp. 1-7) argue that pharmaceutical salesforce are no more governed by the size of the team and instead by salesforce effectiveness; the widespread downsizing in the salesforce of pharmaceutical firms around Europe can lead to major concerns regarding job security and de-motivate the sales representatives. Therefore, increasing job security proves to be the most important factor for salesforce motivation in pharmaceuticals during the current financial crisis (Barnett 1999, pp. 6-10). 3.0- Research Methodology The research will utilise a combination of the qualitative and quantitative methods to determine the significance of the factors that lead to increased motivation for sales representatives (Longino 2007, pp. 1-4). The determinants of motivation highlighted by the literature review will be the focus of the analysis in the context of Greece and the recent financial crisis. The measurement of the impact of these factors on motivation levels will be quantitative; however, the research will be reinforced by a qualitative analysis of the motivation techniques used by pharmaceutical firms using a case study approach (Hongchatikul 2008, pp. 12-13). The secondary research will examine the literature that focuses on developing innovative means for handling sales representatives with different profiles and segments. Primary data for this research will be collected by developing a questionnaire for the sales representatives working at pharmaceuticals firms. 3.1- Sampling Methodology The sampling methodology chosen for this study involves a multi-stage sampling process involving two distinct phases of selection process of the firms used for analysis (Alan 2011, pp. 21-26). The initial stage involves the selection of the sectors that are the focus of this research; this is based on conscious selection of the large scale pharmaceutical firms operating in Greece. The second stage includes the selection of the sales representatives for questionnaires using a non-probability sample as the goal is to select a maximum size for the sample and the minimum sample size will be a hundred sales representatives (Gordy 2000, pp. 139-148). The research may also involve interviews with pharmaceutical firm managers depending on the resources and the cooperation available from the companies. 3.2- Resources The dissertation will accomplish a review of the literature on sales force motivation, motivation techniques and the impact of a recession on sales force motivation levels. The research resources include eminent online journals including the Science Direct, Blackwell Synergy, Jstor, Ebrary, Springer Link, Ingenta Connect, Google Books and Google Scholar, and the books and publications available at the library. The resource pool will be filtered after conducting a preliminary review of the literature available and the relevant literature will be sorted for inclusion into the dissertation. 3.3- Ethical Obligations It is crucial to uphold the integrity of research process and the ethical conduct of the researcher is manifest from the fact that a replica of all the literature and data used for the research will be maintained and made available upon request. The contact to the moral risks posed during the exploration process is also diminished by certifying that the researcher uses a manageable sample for case analysis to be able to conduct an in-depth analysis of the motivation techniques used by the selected firms (Nelson 2004, pp. 4). 4.0- Conclusion The research on salesforce motivation in the pharmaceuticals sector in Greece will not only add to the existing pool of literature on salesforce motivation but it will also create interest in the testing of modern theories of motivation and the impact of the recent financial crisis on the determinants of salesforce motivation (Iguisi 2009, pp. 147-149). This provides incentive for sector based studies on salesforce motivation and an opportunity to compare the results obtained in different industries and across diverse cultures and economies. References Alan, B., (2011). Business research methods. Oxford: Oxford University Press. Barnett, C., (1999). Motivation theories: Integration. New Hampshire: Whittemore School of Business and Economics, University of New Hampshire. Bernard, W., (1992). Human motivation: Metaphors, theories and research. Michigan: Sage Publishers. Borkowski, N., (2010). Organisation behaviour in healthcare. Sudbury: Jones and Barlett Publishers. Danner, S., and Ruzicic, A., (2006). The European pharmaceutical industry: Delivering sales excellence in turbulent times A roadmap for getting the basics right and exploring the future. Munich: Roland Berger. Erez, A., and Isen, A., (2002). The influence of positive effect on the components of expectancy motivation. Journal of Applied Psychology, Vol. 87 (6), pp. 1055-1067. Gonsalves, B., (2008). Retaining and motivating your sales force in Asia. New York: Mercer Series. Gordy, M., (2000). A comparative anatomy of credit risk models. Journal of Banking and Finance, Vol. 24 (1), pp. 119à ¢Ã¢â€š ¬Ã¢â‚¬Å"149. Herwig, J., (2003). Motivate and reward: Performance appraisal and incentive systems for business success. New York: Palgrave MacMillan. Hongchatikul, U., (2008). The impact of organisational development interventions on employee commitment and motivation and customer satisfaction: A case study. Bangkok: Graduate School of Business, Hua Mak Campus. Iguisi, O., (2009). Motivation related values across cultures. African Journal of Business Management, Vol. 3 (4), pp. 141-150. Jansson, S., and Vessman, J., (1997). The industrial point of view: Competence development in Pharmaceutical industry. American Journal of Pharmaceutical Education, Vol. 61, pp. 202-203. John, M., (2005). Organizational behaviour I. Essential theories of motivation and leadership. New York: M.E Sharpe Incorporation. Locke, E., and Latham, G., (2006). New directions in goal setting theory. Current Directions in Psychological Science, Vol. 15 (5), pp. 265-268. Longino, E., (2007). Sales management control, territory design, sales force performance, and sales organisational effectiveness in pharmaceutical industry. Boca Raton: Eric Longino. Malik, M., and Naeem, B., (2009). Motivational preferences of pharmaceutical sales force: Empirical evidence from Pakistan. Pakistan Economic and Social Review, Vol. 47 (1), pp. 19-30. McAlister, R., and Vandlen, C., (2006). What types of rewards or recognition practices motivate individuals to be creative and innovative, particularly those in RD functions whose products are developed over long time periods? Cornell: Cornell University. Nelson, K., (2004). Motivating high performance in pharmaceutical sales teams: Key compensation and team process factors. New York: Lantern Group. Rye, D., (1998). 1,001 ways to inspire: your organization, your team, and yourself. Victoria: Castle Books. Schultz, K., Schoenherr, T., and Nembhard, D., (2006). Equity theory effects on worker motivation and speed on an assembly line. Boston: Harvard Business School. Seijts, G., Latham, G., Tasa, K., and Latham, B., (2004). Goal setting and goal orientation: n integration of two different yet related literatures. Academy of Management Journal, Vol. 47 (2), pp. 227-239. Shim, S., (2006). Adoption of pharmaceutical sales force automation systems: An exploratory study. South Orange: Stillman School of Business, Seton Hall University. Singh, V., (2010). Job satisfaction among pharmaceutical sales force in South Africa: A case with special reference to Cape Town. Ä °Ãƒâ€¦Ã… ¸letme AraÃ…Å ¸tÄ ±rmalarÄ ± Dergisi, Vol. 2 (2), pp. 63-74. Woodbine, G., and Liu, J., (2010). Leadership styles and the moral choice of internal auditors. Electronic Journal of Business Ethics and Organisation Studies, Vol. 15 (1), pp. 28-35.

Sociocultural Forces

Before starting to plan to franchise a Mc Donald’s in another country. They obtain the relevant information from the target market in addition to the individual customers of the organization. They find out the shifts in areas like the consumer behaviour and purchasing patterns of the market. Fundamentally, this is the key condition for executing a suitable customer relationship management system. Some of the Sociocultural forces from the countries where they were planning to enter that Mc Donald’s took into consideration Cultural Cultural: McDonald's international restaurants satisfy local tastes and customs by offering unique products, services and other items to the menu. Customers in Norway can order McLaks – a fresh grilled salmon sandwich with dill sauce on a whole-grain bun. McDonald's fans in the Netherlands can have vegetable burger and in Italy and Greece customers can help themselves at a fresh salad bar. Population Changes: Changes in population demographics have many potential consequences for organizations. As the total population changes, the demand for products and services also changes. When McDonald's opens restaurants in a new country, the jobs it creates stimulate the national economy and broaden the local tax base. Besides the new jobs directly linked with McDonald's restaurants, the company indirectly supports other segments of a country’s workforce by hiring local construction firms and purchasing from local suppliers, local farmers and local distributors. Educational Levels: All the staff and employees at McDonald's are given a handsome salary package and attractive incentives in accordance with the level at which the person is working. That’s why employees at McDonald’s in other countries are satisfied and motivated. Higher educational levels allow people to earn higher incomes than would have been possible otherwise. The increase in income has created opportunities to purchase additional goods and services, and to raise the overall standard of living of a large segment of the population. The educational level has also led to increased expectations of workers, and has increased job mobility. Workers are less accepting of undesirable working conditions than were workers a generation ago. Better working conditions, stable employment, and opportunities for training and development are a few of the demands businesses confront more frequently as the result of a more educated workforce. Norms and Values: McDonald's has an open-door culture; any employee can go to the Restaurant Manager and can discuss any problem or new ideas for the improvement of the restaurant. Nobody has any hang-ups; everybody does everything. McDonald's also believes in value to the customer, that is, why prices are value oriented â€Å"†¦ nothing sells forever unless it is value for money.† Norms (standard accepted forms of behavior) and values (attitudes toward right and wrong), differ across time and between geographical areas. Lifestyles differ as well among different ethnic groups. As an example, the application in the United States of Japanese-influenced approaches to management has caused firms to reevaluate the concept of quality. Customers have also come to expect increasing quality in products. Many firms have found it necessary to reexamine production and marketing strategies to respond to changes in consumer expectations. Social Responsibility : is the expectation that a business or individual will strive to improve the welfare of society. From a business perspective, this translates into the public expecting businesses to take active steps to make society better by virtue of the business being in existence. McDonald's is firmly committed to give back to the community where we operate. They are happy to become involved because they recognize that organizations have a role to play in helping communities to work successfully.

Lamb: The Gospel According to Biff, Christ’s Childhood Pal Chapter 23

Part V Lamb I am light, now I fly, now I see myself beneath myself, now a god dances through me. FRIEDRICH NIETZSCHE Chapter 23 We rode Vana north toward the Silk Road, skirting the great Indian desert that had almost killed Alexander the Great's forces as they returned to Persia after conquering half of the known world, three centuries before. Although it would have saved a month to cut through the desert, Joshua was not confident about his ability to conjure enough water for Vana. A man should learn the lessons of history, and although I insisted that Alexander's men had probably been tired from all that conquering, while Josh and I had basically been sitting around at the beach for two years, he insisted we take the less hostile route through Delhi, and north into what is now Pakistan until we joined the Silk Road once again. A little ways down the Silk Road I thought we received another message from Mary. We had stopped to have a short rest. When we resumed the journey, Vana happened to walk over where she had just done her business and the pile was pressed into the perfect likeness of a woman's face, dark poo against the light gray dust. â€Å"Look, Josh, there's another message from your mother.† Josh glanced and looked away. â€Å"That's not my mother.† â€Å"But look, in the elephant poop, it's a woman's face.† â€Å"I know, but it's not my mother. It's distorted because of the medium. It doesn't even look like her. Look at the eyes.† I had to climb to the back of the elephant to get another angle on it. He was right, it wasn't his mother. â€Å"I guess you're right. The medium obscured the message.† â€Å"That's what I'm saying.† â€Å"I'll bet it looks like someone's mom, though.† With the detour around the desert, we were nearly two months getting to Kabul. Although Vana was an intrepid walker, as I have mentioned, she was a less than agile climber, so we often had to take long detours to get her through the mountains of Afghanistan. Josh and I both knew that we could not take her into the high, rocky desert once we passed Kabul, so we agreed to leave the elephant with Joy, if we could find the erstwhile courtesan. Once in Kabul we asked around the market for any news of a Chinese woman named Tiny Feet of the Divine Dance of Joyous Orgasm, but no one had heard of her, nor had they seen a woman simply named Joy. After a full day of searching, Joshua and I were about to abandon the search for our friend when I remembered something she had once said to me. I asked a local tea seller. â€Å"Is there a woman who lives around here, a very rich woman perhaps, who calls herself the Dragon Lady or something like that?† â€Å"Oh, yes sir,† the fellow said, and he shuddered as he spoke, as if a bug had run across his neck. â€Å"She is called the Cruel and Accursed Dragon Princess.† â€Å"Nice name,† I said to Joy as we rode through the massive stone gates into the courtyard of her palace. â€Å"A woman alone, it helps to have your reputation precede you,† said the Cruel and Accursed Dragon Princess. She looked almost exactly as she had almost nine years ago when we had left, except perhaps that she wore a little more jewelry. She was petite, and delicate, and beautiful. She wore a white silk robe embroidered with dragons and her blue-black hair hung down her back almost to her knees, held in place by a single silver band that just kept it from sweeping around her shoulders when she turned. â€Å"Nice elephant,† she added. â€Å"She's a present,† Joshua said. â€Å"She's lovely.† â€Å"Do you have a couple of camels you can spare, Joy?† I asked. â€Å"Oh, Biff, I had really hoped that you two would sleep with me tonight.† â€Å"Well, I'd love to, but Josh is still sworn off the muffin.† â€Å"Young men? I have a number of man-boys I keep around for, well, you know.† â€Å"Not those either,† Joshua said. â€Å"Oh Joshua, my poor little Messiah. I'll bet no one made you Chinese food for your birthday this year either?† â€Å"We had rice,† Joshua said. â€Å"Well, we'll see what the Accursed Dragon Princess can do to make up for that,† said Joy. We climbed down from the elephant and exchanged hugs with our old friend, then a stern guard in bronze chain mail led Vana away to the stables and four guards with spears flanked us as Joy led us into the main house. â€Å"A woman alone?† I said, looking at the guards that seemed to stand at every doorway. â€Å"In my heart, darling,† Joy said. â€Å"These aren't friends, family, or lovers, these are employees.† â€Å"Is that the Accursed part of your new title?† Joshua said. â€Å"I could drop it, just be the Cruel Dragon Princess, if you two want to stay on.† â€Å"We can't. We've been called home.† Joy nodded dolefully and led us into the library (filled with Balthasar's old books), where coffee was served by young men and women who Joy had obviously brought from China. I thought of all the girls, my friends and my lovers, who had been killed by the demon so long ago, and swallowed my coffee around a lump in my throat. Joshua was as excited as I had seen him in a long time. It might have been the coffee. â€Å"You won't believe the wonderful things I've learned since I left here, Joy. About being the agent of change (change is at the root of belief, you know), and about compassion for everyone because everyone is part of another, and most important, that there is a bit of God in each of us – in India they call it the Divine Spark.† He rambled on like that for an hour, and eventually my melancholy passed and I was infected by Joshua's enthusiasm for the things he had learned from the Magi. â€Å"Yes,† I added, â€Å"and Josh can climb inside a standard-size wine amphora. You have to bust him out with a hammer, but it's interesting to watch.† â€Å"And you, Biff?† Joy asked, smiling into her cup. â€Å"Well, after supper I'll show you a little something I like to call Water Buffalo Teasing the Seeds out of the Pomegranate.† â€Å"That sounds – â€Å" â€Å"Don't worry, it's not that hard to learn. I have pictures.† We were four days at Joy's palace, enjoying comfort, food, and drink such as we hadn't experienced since we'd last seen her. I could have stayed forever, but on the morning of the fifth day Joshua stood at the entrance to Joy's bedchamber, his satchel slung over his shoulder. He didn't say a word. He didn't have to. We shared breakfast with Joy and she met us at the gate to say good-bye. â€Å"Thanks for the elephant,† she said. â€Å"Thanks for the camels,† Joshua said. â€Å"Thanks for the sex book,† Joy said. â€Å"Thanks for the sex,† I said. â€Å"Oh, I forgot, you owe me a hundred rupees,† Joy said. I had told her about Kashmir. The Cruel and Accursed Dragon Princess grinned at me. â€Å"Just kidding. Be well, my friend. Keep that amulet I gave you and remember me, huh?† â€Å"Of course.† I kissed her and climbed on my camel's back, then coaxed him to his feet. Joy embraced Joshua and kissed him on the lips, hard and long. He didn't seem to be trying to push her away. â€Å"Hey, we had better go, Josh,† I said. Joy held the Messiah at arm's length and said, â€Å"You are always welcome here, you know that?† Josh nodded, then climbed on his camel. â€Å"Go with God, Joy,† he said. As we rode through the gates of the palace the guards shot fire arrows that trailed long tails of sparks over us until they exploded above the road ahead: Joy's last good-bye to us, a tribute to the friendship and arcane knowledge we had all shared. It scared the bejeezus out of the camels. After we had been on the road awhile, Joshua asked, â€Å"Did you say goodbye to Vana?† â€Å"I intended to, but when I went to the stable she was practicing her yoga and I didn't want to disturb her.† â€Å"No kidding?† â€Å"Really, she was sitting in one of the postures you taught her.† Joshua smiled. It didn't hurt anything for him to believe that. The journey on the Silk Road through the high deserts took us over a month, but it was fairly uneventful, except for one attack by a small group of bandits. When I caught the first two spears they flung at me and flung them right back, wounding the two who had thrown them, they turned and ran. The weather was mild, or as mild as one can expect in a deadly and brutal desert, but by now Joshua and I had traveled so much in this sort of harsh country that there was little that affected us. Just before we reached Antioch, however, a sandstorm whipped up out of the desert that left us hiding between our camels for two days, breathing through our shirts and washing the mud out of our mouths every time we took a drink. The storm settled enough to travel, and we were at a veritable gallop in the streets of Antioch when Joshua located an inn by impacting with its sign on his forehead. He was knocked back off his camel and sat up in the street with blood streaming down his face. â€Å"Are you hurt badly?† I asked, kneeling beside him. I could barely see in the driving dust. Joshua looked at the blood on his hands where he had touched his forehead. â€Å"I don't know. It doesn't hurt that badly, but I can't tell.† â€Å"Inside,† I said, helping him to his feet and through the door of the inn. â€Å"Shut the door,† the innkeeper shouted as the wind whipped through the room. â€Å"Were you born in a barn?† â€Å"Yeah,† said Joshua. â€Å"He was,† I said. â€Å"Angels on the roof, though.† â€Å"Shut the damn door,† said the innkeeper. I left Joshua sitting there by the door while I went out and found shelter for the camels. When I returned Joshua was wiping his face with a linen cloth that someone had handed to him. A couple of men stood over him, eager to help. I handed the cloth to one of them and examined Josh's wounds. â€Å"You'll live. A big bump and two cuts, but you'll live. You can't do the healing thing on – â€Å" Joshua shook his head. â€Å"Hey, look at this,† one of the travelers who had helped Joshua said, holding up the piece of linen Joshua had used to wipe his face. The dust and blood from Josh's face had left a perfect likeness on the linen, even handprints where he'd gotten blood from his head wound. â€Å"Can I keep this?† the fellow said. He was speaking Latin, but with a strange accent. â€Å"Sure,† I said. â€Å"Where are you fellahs from?† â€Å"We're from the Ligurian tribe, from the territories north of Rome. A city on the Po river called Turin. Have you heard of it?† â€Å"No, I haven't. You know, you fellahs can do what you want with that cloth, but out on my camel I've got some erotic drawings from the East that are going to be worth something someday. I can let you have them for a very fair price.† The Turinians went off holding their pathetic swath of muddy cloth like it was some kind of holy relic. Ignorant bastards wouldn't know art if you nailed them to it. I bandaged Joshua's wounds and we checked into the inn for the night. In the morning we decided to keep our camels and take the land route home through Damascus. As we passed out of the gates of Damascus on the final leg home, Joshua started to worry. â€Å"I'm not ready to be the Messiah, Biff. If I'm being called home to lead our people I don't even know where to start. I understand the things I want to teach, but I don't have the words yet. Melchior was right about that. Before anything you have to have the word.† â€Å"Well it's not just going to come to you in a flash here on the Damascus road, Josh. That sort of thing doesn't happen. You're obviously supposed to learn what you need to know in its own time. To everything a season, yada, yada, yada†¦Ã¢â‚¬  â€Å"My father could have made learning all this easier. He could have just told me what I was supposed to do.† â€Å"I wonder how Maggie's doing. You think she got fat?† â€Å"I'm trying to talk about God here, about the Divine Spark, about bringing the kingdom to our people.† â€Å"I know you are, so am I. Do you want to do all of that without help?† â€Å"I guess not.† â€Å"Well, that's why I was thinking about Maggie. She was smarter than us before we left, she's probably smarter than us now.† â€Å"She was smart, wasn't she? She wanted to be a fisherman,† said Josh, grinning. I could tell that the thought of seeing Maggie tickled him. â€Å"You can't tell her about all the whores, Josh.† â€Å"I won't.† â€Å"Or Joy and the girls. Or the old woman with no teeth.† â€Å"I won't tell her about any of them, not even the yak.† â€Å"There was nothing with the yak. The yak and I weren't even on speaking terms.† â€Å"You know, she probably has a dozen children by now.† â€Å"I know.† I sighed. â€Å"They should be mine.† â€Å"And mine.† Joshua sighed back. I looked at him as he rode beside me in a sea of gently loping camel waves. He was staring off at the horizon, looking forlorn. â€Å"Yours and mine? You think they should be yours and mine?† â€Å"Sure, why not. You know I love all the little – â€Å" â€Å"You are such a doofus sometimes.† â€Å"Do you think she'll remember us? I mean, how we all were back then?† I thought about it and shuddered. â€Å"I hope not.† No sooner did we pass into Galilee than we began to hear about what John the Baptist was doing in Judea. â€Å"Hundreds have followed him into the desert,† we heard in Gischala. â€Å"Some say he is the Messiah,† one man told us in Baca. â€Å"Herod is afraid of him,† said a woman in Cana. â€Å"He's another crazy holy man,† said a Roman soldier in Sepphoris. â€Å"The Jews breed them like rabbits. I hear he drowns anyone who doesn't agree with him. First sensible idea I've heard since I was sent to this accursed territory.† â€Å"May I have your name, soldier?† I asked. â€Å"Caius Junius, of the Sixth Legion.† â€Å"Thank you. We'll keep you in mind.† To Josh I said, â€Å"Caius Junius: front of the line when we start shoving Romans out of the kingdom into the fiery abyss.† â€Å"What did you say?† said the Roman. â€Å"No, no, don't thank me, you earned it. Right at the front of the line you go, Caius.† â€Å"Biff!† Josh barked, and once he had my attention he whispered, â€Å"Try not to get us thrown into prison before we get home, please.† I nodded and waved to the legionnaire as we rode away. â€Å"Just crazy Jew talk. Pay no attention. Whimper Fidelis,† I said. â€Å"We have to find John after we see our families,† Joshua said. â€Å"Do you think that he's really claiming to be the Messiah?† â€Å"No, but it sounds like he knows how to get the word out.† We rode into Nazareth a half hour later. I suppose we expected more upon our arrival. Cheering maybe, little children running at our heels begging for tales of our great adventures, tears and laughter, kisses and hugs, strong shoulders to bear the conquering heroes through the streets. What we'd forgotten was that while we were traveling, having adventures, and experiencing wonders, the people of Nazareth had been living through the same old day-to-day crap – a lot of days had passed, and a lot of crap. When we rode up to Joshua's old house, his brother James was working outside under the awning, shaving a piece of olive wood into a strut for a camel saddle. I knew it was James the moment I saw him. He had Joshua's narrow hooked nose and wide eyes, but his face was more weathered than Josh's, and his body heavier with muscle. He looked ten years older than Joshua rather than the two years younger that he was. He put down his spoke shave and stepped out in the sunlight, holding up a hand to shield his eyes. â€Å"Joshua?† Joshua tapped his camel on the back of his knees with the long riding crop and the beast lowered him to the ground. â€Å"James!† Joshua climbed off the camel and went to his brother, his arms out as if to embrace him, but James stepped back. â€Å"I'll go tell Mother that her favorite son has returned.† James turned away and I saw the tears literally shoot out of Joshua's eyes into the dust. â€Å"James,† Joshua was pleading. â€Å"I didn't know. When?† James turned and looked his half brother in the eye. There was no pity there, no grief, just anger. â€Å"Two months ago, Joshua. Joseph died two months ago. He asked for you.† â€Å"I didn't know,† Joshua said, still holding his arms out for the embrace that wasn't going to come. â€Å"Go inside. Mother has been waiting for you. She starts every morning wondering if this is the day you'll return. Go inside.† He turned away as Joshua went past him into the house, then James looked up at me. â€Å"The last thing he said was ‘Tell the bastard I love him.'† â€Å"The bastard?† I said as I coaxed my camel to let me down. â€Å"That's what he always called Joshua. ‘I wonder how the bastard is doing. I wonder where the bastard is today?' Always talking about the bastard. And Mother yammering on always about how Joshua did this, and Joshua did that, and what great things Joshua would do when he returned. And all the while I'm the one looking out for my brothers and sisters, taking care of them when Father got sick, taking care of my own family. Still, was there any thanks? A kind word? No, I was doing nothing more than paving Joshua's road. You have no idea what it's like to always be second to Joshua.† â€Å"Really,† I said. â€Å"You'll have to tell me about that sometime,† I said. â€Å"Tell Josh if he needs me I'll be at my father's house. My father is still alive, isn't he?† â€Å"Yes, and your mother too.† â€Å"Oh good, I didn't want to put one of my brothers through breaking the painful news.† I turned and led my camel away. â€Å"Go with God, Levi,† James said. I turned. â€Å"James, it is written, ‘To the work you are entitled, but not the fruits thereof.'† â€Å"I've never heard that. Where is that written?† â€Å"In the Bhagavad Gita, James. It's a long poem about going into battle, and this warrior's god tells him not to worry about killing his kinsmen in battle, because they are already dead, they just don't know it yet. I don't know what made me think of it.† My father hugged me until I thought he'd broken my ribs, then he handed me off to my mother, who did the same until she seemed to come to her senses, then she began to cuff me about the head and shoulders with her sandal, which she had whipped off with surprising speed and dexterity for a woman her age. â€Å"Seventeen years you're gone and you couldn't write?† â€Å"You don't know how to read.† â€Å"So you couldn't send word, smart mouth?† I fended off the blows by directing their energy away from me, as I had been taught at the monastery, and soon two small boys who I didn't recognize were catching the brunt of the beating. Fearing lawsuits from small strangers, I caught my mother's arms and hugged them to her sides as I looked at my father, nodded to the two little ones, and raised my eyebrows as if to say, Who are the squirts? â€Å"Those are your brothers, Moses and Japeth,† my father said. â€Å"Moses is six and Japeth is five.† The little guys grinned. Both were missing front teeth, probably sacrificed to the squirming harpy I was currently holding at bay. My father beamed as if to say, I can still build the aqueduct – lay a little pipe, if you know what I mean – when I need to. I scowled as if to say, Look, I was barely able to hold on to my respect for you when I found out what you did to make the first three of us; these little fellows are only evidence that you've no memory for suffering. â€Å"Mother, if I let you go will you calm down?† I looked over her shoulder at Japeth and Moses. â€Å"I used to tell people she was besought by a demon, do you guys do that?† I winked at them. They giggled as if to say, Please, end our suffering, kill us, kill us now, or kill this bitch that plagues us like the torments of Job. Okay, maybe I was just imagining that's what they were saying. Maybe they were just giggling. I let my mother go and she backed off. â€Å"Japeth, Moses,† Mother said, â€Å"come meet Biff. You've heard your father and me talk about our oldest disappointment – well, this is him. Now run and get your other brothers, I'll go fix something nice.† My brothers Shem and Lucius brought their families and joined us for dinner and we all lay around the table as Mother served us something nice, I'm not sure what it was. (I know I've said that I was the oldest of three brothers, and obviously, with the squirts, it was five, but dammit, by the time I met Japeth and Moses I was too old to have the time to torment them, so they never really paid their dues as brothers. They were more like, oh, pets.) â€Å"Mother, I've brought you a gift from the East,† I said, running out to the camel to retrieve a package. â€Å"What is it?† â€Å"It's a breeding mongoose,† I said, tapping on the cage. The little scamp tried to bite the pad off of my finger. â€Å"But there's only one.† â€Å"Well, there were two, but one escaped, so now there's one. They'll attack a snake ten times their size.† â€Å"It looks like a rat.† I lowered my voice and whispered conspiratorially, â€Å"In India, the women train them to sit on their heads like hats. Very fashionable. Of course the fad hasn't reached Galilee yet, but in Antioch, no self-respecting woman will go out of the house without wearing a mongoose.† â€Å"Really,† said Mother, looking at the mongoose in a new light. She took the cage and stowed it gently away in the corner, as if it contained a delicate egg, rather than a vicious miniature of herself. â€Å"So,† said Mother, waving to her two daughters-in-law and the half-dozen grandchildren that loitered near the table, â€Å"your brothers married and gave me grandchildren.† â€Å"I'm happy for them, Mother.† Shem and Lucius hid their grins behind a crust of flatbread the same way they did when we were little and Mother was giving me hell. â€Å"All the places you traveled, you never met a nice girl you could settle down with?† â€Å"No, Mother.† â€Å"You can marry a gentile, you know. It would break my heart, but why did the tribes almost wipe out the Benjamites if it wasn't so a desperate boy could marry a gentile if he needs to? Not a Samaritan, but, you know, some other gentile. If you have to.† â€Å"Thanks, Mother, I'll keep that in mind.† Mother pretended to find some lint or something on my collar, which she picked at while she said, â€Å"So your friend Joshua never married either? You heard about his little sister Miriam, didn't you?† Here her voice went to a conspiratorial whisper. â€Å"Started wearing men's clothes and ran off to the island of Lesbos.† Back to normal nudging tone. â€Å"That's Greek, you know? You boys didn't go to Greece on your travels, did you?† â€Å"No, Mother, I really have to go.† I tried to stand and she grabbed me. â€Å"It's because your father has a Greek name, isn't it? I told you, Alphaeus, change the name, but you said you were proud of it. Well, I hope you're proud of it now. What's next, Lucius here will start hanging Jews on crosses like the other Romans?† â€Å"I'm not a Roman, Mother,† Lucius said wearily. â€Å"Lots of good Jews have Latin names.† â€Å"Not that it matters, Mother, but how do you think they get more Greeks?† To my mother's credit, she stopped for a second to think. I used the lull to escape. â€Å"Nice to see you guys.† I nodded to all of my relatives, old and new. â€Å"I'll come by and visit before I go. I have to go check on Joshua.† And I was out the door. I threw the door open at Joshua's old house without even knocking, nearly coldcocking Joshua's brother Judah in the process. â€Å"Josh, you've got to bring the kingdom soon or I'm going to have to kill my mother.† â€Å"She still plagued by demons?† asked Judah, who looked exactly as he had when he was four, except for the beard and the receding hairline, but he was as wide-eyed and goofy of smile as he had ever been. â€Å"No, I was just being hopeful when I used to say that.† â€Å"Will you join us for supper?† said Mary. Thank God she had aged: gone a little thicker around the hips and waist, developed some lines at the corner of her eyes and mouth. Now she was just the second or third most beautiful creature on earth. â€Å"Love to,† I said. James must have been home with his wife and children, as I guessed were the other sisters and brothers, except for Miriam, and I'd already been apprised of her whereabouts. At the table it was only Mary, Joshua, Judah, his pretty wife, Ruth, and two little redheaded girls that looked like their mother. I expressed my condolences for the family's loss, and Joshua filled me in on the timing of events. About the time that I spotted Mary's portrait on the temple wall in Nicobar, Joseph had taken ill with some disease of the water. He started peeing blood, and in a week he was bedridden. He lingered only a week longer before he died. He'd been buried for two months now. I looked at Joshua as Mary related this part of the story and he shook his head, meaning, too long in the grave, there's nothing I can do. Mary had known nothing about a message calling us home. â€Å"Even if you two had only been in Damascus you'd have been lucky to get here in time. He went so fast.† She was strong, had recovered somewhat from the loss, but Joshua appeared to still be in shock. â€Å"You have to go find Joshua's cousin John,† Mary said. â€Å"He's been preaching about the coming of the kingdom, of preparing the way for the Messiah.† â€Å"We've heard,† I said. â€Å"I'll stay here with you, Mother,† Joshua said. â€Å"James is right, I have responsibilities. I've shirked them too long.† Mary touched her son's face and looked in his eyes. â€Å"You will leave in the morning and you will find John the Baptist in Judea and you will do what God has ordained you do since he placed you in my womb. Your responsibilities are not to a bitter brother or an old woman.† Joshua looked at me. â€Å"Can you leave in the morning? I know it's soon after being gone so long.† â€Å"Actually, I thought I'd stay, Josh. Your mother needs someone to look after her, and she's still a relatively attractive woman. I mean, a guy could do worse.† Judah aspirated an olive pit and began coughing furiously until Joshua pounded him on the back and the pit shot across the room, leaving Judah gasping and staring at me through watery red eyes. I put my hand on Joshua and Judah's shoulders. â€Å"I think I can learn to love you both as sons.† I looked at the pretty but shy Ruth, who was tending the little girls. â€Å"And you, Ruth, I hope that you can learn to love me as a slightly older, but incredibly attractive close uncle. And you, Mary – â€Å" â€Å"Will you go with Joshua to Judea, Biff?† Mary interrupted. â€Å"Sure, first thing in the morning.† Joshua and Judah were still staring at me as if they'd both been smacked in the face with a large fish. â€Å"What?† I said. â€Å"How long have you guys known me? Jeez. Grow a sense of humor.† â€Å"Our father died,† said Joshua. â€Å"Yeah, but not today,† I said. â€Å"I'll meet you here in the morning.† The next morning, as we rode through the square, we passed Bartholomew, the village idiot, who looked no worse or less filthy for the years gone by, and who seemed to have come to some sort of understanding with his doggy friends. Instead of jumping all over him as they always had, now they sat quietly before him in a group, as if listening to a sermon. â€Å"Where have you been?† Bart called to us. â€Å"In the East.† â€Å"Why did you go there?† â€Å"We were looking for the Divine Spark,† Joshua said. â€Å"But we didn't know that when we left.† â€Å"Where are you going?† â€Å"To Judea, to find John the Baptist.† â€Å"He should be easier to find than the Spark. Can I come?† â€Å"Sure,† I said. â€Å"Bring your things.† â€Å"I don't have any things.† â€Å"Then bring your stench.† â€Å"That will follow on its own,† Bartholomew said. And thus we became three.

The Development And Behavior Of A Child - 906 Words

The development and behavior of a child can be the result of different factors. The most important of them are parents and environment, mainly peers. However, in 1998, Judith Rich Harris published her book called The Nurture Assumption in which she argues that parents really do not matter very much. Harris suggests that peer group of a child is more important that parents (Scientific American). Our main goal is to provide arguments on both sides and evaluate who really has the most influence on the development and behavior of a child. Harris wrote in her book that she witnessed some cases, which showed that children are greatly influenced by the environment and peers, but not by their parents. For instance, Harris tells that she used to live in a rooming house in Cambridge when she was a student. The owners of the house were a Russian couple who had three children. 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