Sales technology within the salesperson's relationships: A research agenda

The average cost of a sales call has declined approximately 15% over the past decade, while average salesperson compensation has doubled. These statistics illustrate an important benefit of technology: salespeople are more productive. To better understand the impact technology has played on sales and sales management, this paper examines the impact of sales technology from four perspectives: the salesperson, the field sales manager, the sales executive, and the customer. Noting that the needs and evaluations of technology vary, depending upon the functional position and viewpoint, a research agenda is offered that reflects these various perspectives.     

Managing and financing metropolitan public services in China: experience of the Pearl River Delta region

Under China’s current fiscal policies and inter-governmental relations, it is a significant challenge to finance and deliver public services across jurisdictions. This challenge was met in the Pearl River Delta region in southern China with a collaborative governance approach. Directives from higher-level governments and horizontal inter-city fiscal arrangements were successfully combined to deliver public services. Effective networks should be developed to improve co-ordination and collaboration in delivering cross-jurisdictional public services.     

The evolution of inter-organisational social capital with foreign customers: Its direct and interactive effects on SMEs’ foreign performance

Taking a longitudinal approach, we analyze how the evolution of different dimensions of social capital between an SME (Small and Medium enterprise) and its key foreign customers directly influences the firm’s foreign performance growth. Moreover, we utilize a contingency approach by introducing two dyad-specific characteristics into the analysis: psychic and geographic interorganizational distances. Our findings contribute to the international business literature on social capital and suggest that while an investment in social capital with distant foreign customers always reinforces SMEs’ foreign performance development, relational and cognitive social capital have the same positive effects only for low levels of interorganizational psychic distance.     

International buyer behaviour–commitment relationship: An investigation of the empirical link in importing

Drawing on the resource-based view (RBV) of the firm this article examines relationships between knowledge, trust, communication, volatility and sustainable competitive advantage as the exogenous and endogenous variables with importer commitment as the dependent variable. The primary data was gathered from a survey of 224 commercial and industrial firms, headquartered in Bangladesh, coming from a wide cross section of industries. Statistical analysis was carried out using Structural Equation Modelling via AMOS. The study's key findings revealed that all exogenous/endogenous variables had a significant impact on importer commitment. That is, knowledge, trust, communication, volatility and sustainable competitive advantage had a significant direct impact on importer commitment. Additionally, cultural similarity, communication, volatility and supplier opportunism all had a significant indirect impact on importer commitment. This finding makes a significant contribution to the relational side of the RBV.     

Relational and Process Multiplexity in Vertical Supply Chain Triads: An Exploration in the U.S. Restaurant Industry

Both supply chain relationships and process connections between organizational units have been studied in business research, to enhance the understanding of supply chain integration, and to explore the differential outcomes of both types of connections for business and functional performance. However, the extant research remains deficient in two ways: within individual studies, researchers have operationalized supply chain connectivity unidimensionally, with the concept of connectivity constrained to either social relations or operational/process ties while disregarding the other viewpoint. Additionally, researchers have persistently designed studies to evaluate dyadic structures, while foregoing the larger, more intricate structures representative of complex supply chains. We address these issues by modeling supply chain connectivity as having multiple relational‐ and process‐based threads comprising linkages, and by empirically testing a set of theorized relationships describing vertical triadic supply chain networks (manufacturer, broker, retailer) within the U.S. restaurant industry. We find that increased supply chain connectivity improves chain performance, but this improvement is more directly attributable to process‐based linkages than relational linkages, which impact performance only through the process mediator variable, suggesting that current theories of interorganizational relationalism may lack complete conceptualization. Implications of these findings for managers and the academy are highlighted, and areas of follow‐on research are discussed.     

Modeling and Measuring Economic Reality: Reply to the Reviews

To begin with, we'd like to express our appreciation to our three commentators for their thoughtful and helpful reviews. Like the founders of the subject, we believe, and our reviewers seem to agree, that structural econometrics has the potential to enable us to develop serious working models of how different economies actually operate, and also to tell us something about the changing patterns of their growth and transformation. But both we and our reviewers agree that there is a great deal wrong with the way econometrics is practiced today.     

松嫩高平原土地利用格局空间尺度识别及其关联关系研究

研究目的:实现由传统的人工识别到自动识别土地利用格局空间尺度的方法创新,为优化区域土地利用格局提供科学依据。研究方法:基于分形理论,采用二阶导数对计盒维数模型进行改进和优化。研究结果:(1)研究区土地利用格局在900 m×900 m尺度上具有明显的分形特征;(2)1991年、2003年和2015年研究区土地利用格局表现为各土地利用类型之间空间作用力、分布均匀程度和内部联结性的大小不同,并呈现出空间相互关联关系复杂性;(3)1991—2015年,研究区土地利用格局空间相互关联关系变化特征明显,表现为土地利用格局中竞争强度强弱的差异。研究结论:(1)改进的计盒维数模型能够实现土地利用格局空间尺度的自动识别;(2)建立的计盒维数自动识别尺度模型,确定研究区土地利用格局空间尺度900 m×900 m是独立最小地理单元,也是分析土地利用格局变化的最优尺度。     

Customer and Supplier Portfolios: Can Credit Risks be Managed Through Supply Chain Relationships?

While supply chain risk has been the subject of an ever‐increasing amount of research attention, the importance of credit risk has been less studied, at least by supply chain researchers. Yet, there may be risks inherent within a firm's portfolios of supply chain relationships that are manifested in the credit risk of a firm. Moreover, portfolio characteristics may serve as a signal to the external market regarding these risks. While customer and supplier portfolio characteristics may impact the firm's exposure to risks, the specific issue of how portfolio characteristics relate to credit risk has rarely been examined by supply chain scholars. This research bridges extant works in supply chain management and finance to relate supply chain characteristics to a critical reputational outcome, namely credit ratings. In this research, we utilize a sample of firms that recently underwent an initial public offering to empirically examine the theoretical predictions of Resource Dependence Theory regarding the relationships between different supply chain portfolio characteristics and credit risk.     

Conceptualizing businesses as social actors: A framework for understanding sustainability actions in small‐ and medium‐sized enterprises

Small‐ and medium‐sized enterprises (SMEs) can play a crucial role in advancing environmental and social well‐being. Yet various—often conflicting—explanations have been offered to clarify why SMEs pursue sustainability. Some arguments foreground possibilities of profit maximization, whereas others emphasize individual values and convictions. Research supporting such contradicting explanations is often biased towards large enterprises or small, innovative frontrunners. In this article, we examine the underlying drivers of social and environmental interventions of SMEs by exploring empirical data from a survey of over 1,600 Canadian SMEs and complementary in‐depth interviews. We argue that sustainability actions of SMEs can be understood by viewing these firms as social actors—organizations that are shaped by individual values, internal and external interpersonal relationships, and are embedded in a social environment. This conceptualization directs attention to the full range of factors that shape sustainability engagement of SMEs and highlights frequently overlooked forms of sustainability‐oriented actions.