Driving organizational citizenship behaviors and salesperson in-role behavior performance: The role of management control and perceived organizational support

Interest in management control approaches and organizational factors associated with higher levels of salesperson performance is reflected in research streams concerned with behavior-based control strategies and organizational citizenship behaviors (OCBs). This study makes two distinct additions to the literature relating to control, organizational citizenship behaviors and salesperson performance. First, the study distinguishes between salesperson in-role behavior performance and outcome performance to model in-role behavior performance as a mediator between OCB and outcome performance. Second, the work supports sales manager control as an antecedent to OCB. A second model introduces perceived organizational support (POS) as an additional antecedent to salesperson OCB, and more important, as a consequence of sales manager control. This construct has not been included in prior salesperson OCB studies. Results show sales manage control has a stronger impact on OCB through POS, than directly, and POS has a strong impact on salesperson OCB. Nigel F. Piercy (Nigel.Piercy@wbs.ac.uk) is a professor of marketing in the Warwick Business School at the University of Warwick, United Kingdom. He holds a Ph.D. from the University of Wales and a higher doctorate (D.Litt) from Heriot-Watt University, Edinburgh. His current research interests focus on strategic sales and account management. His work has been published in many journals including theJournal of Marketing, theJournal of International Marketing, and theJournal of the Academy of Marketing Science. He is coauthor to David Cravens onStrategic Marketing (8th ed., Irwin/McGraw-Hill, 2006). David W. Cravens (D.Cravens@tcu.edu) holds the Eunice and James L. West Chair of American Enterprise Studies and is a professor of marketing in the M. J. Neeley School of Business at Texas Christian University, Fort Worth, Texas. He has a doctorate in business administration from Indiana University. His areas of specialization include marketing strategy and planning, sales management, and new product planning. His research has been published in a wide range of journals including theJournal of Marketing, theJournal of Marketing Research, the Journal of the Academy of Marketing Science, and theInternational Journal of Marketing. Nikala Lane (Nikala.Lane@wbs.ac.uk) is a senior lecturer in marketing in the Warwick Business School at the University of Warwick, United Kingdom. She holds a Ph.D. from the University of Wales and was previously a senior research associate at Cardiff University. Her research interests are focused on gender and ethics issues in sales and marketing management. Her work has been published widely in the international literature and includes articles in theJournal of Management Studies, theBritish Journal of Management, the Journal of Business Ethics, and theJournal of Personal Selling & Sales Management. Douglas W. Vorhies (dvorhies@bus.olemiss.edu) is an assistant professor of marketing in the School of Business Administration at the University of Mississippi. His primary research interests are in the areas of marketing strategy, marketing resources and capabilities, the links between innovation, strategic market management and performance, and professional selling and sales management. His other work has been published in many journals including theJournal of Marketing, Decision Sciences, theJournal of Product Innovation Management, theEuropean Journal of Marketing, and theJournal of Personal Selling and Sales Management.     

房地产投资信托基金的产品优势分析

对REITs产品与相似产品，与股票及债券的收益风险特性的比较分析表明，REITs产品具有不可替代的独特优势，在我国有发展REITs产品的必要性。     

当前我国县乡财政问题的体制成因及治理对策

县乡财政问题能否妥善处理直接关系到“三农”问题能否根本解决以及农村和谐社会能否顺利构建。造成县乡财政问题的原因是多方面的,而体制方面的弊端是造成这一问题的根本原因:集权型政府体制和分税制财政体制的制约、滞后的绩效评估体制的误导以及僵化的人事体制的影响。解决这一问题的根本途径在于借鉴善治理论、革除体制弊端,包括推进分权管理、完善分税制、实施人员分流、创新绩效评估体制以及转变县域经济结构。     

羧甲基壳聚糖/海藻酸钠水凝胶pH值对溶胀行为的影响

以CaCl2为交联剂制备了一系列羧甲基壳聚糖/海藻酸钠水凝胶。研究了羧甲基壳聚糖与海藻酸钠溶液的配比、交联剂的用量以及pH值对水凝胶溶胀率的影响,并分析了不同pH值时水凝胶的红外谱图。结果表明,pH=1.0、3.0时,水凝胶收缩,而pH=5.0、7.4、9.0、13.0时,水凝胶溶胀随pH值增高,其溶胀率增大。当两者配比为1:3,pH 9.0时溶涨率最大。同时,红外谱图证明,水凝胶的pH敏感行为是氨基和羧基基团结构的变化所引起的。     

政治委托代理中的地方政府经济行为有效性分析

用经济学激励理论分析政治代理人的经济行为,可以发现官员外在激励有效性不高的原因.在委托代理关系中,激励要有效必须具备一定条件;而在政治委托代理关系中,由于满足激励有效性的条件难以具备,使得委托人对官员的业绩很难考核准确,很难实行货币奖励.官员的业绩不能准确考核,官员就会出现道德风险,官员得不到货币奖励,就会出现经济行为政治目的,两者都会增加代理成本和社会福利的损失,导致激励考核有效性缺乏和激励奖励有效性缺乏.这在我国经济中的具体表现就是地方政府经济行为非经济性严重.从中也可看出一个合格的官员自我内在激励的重要性.     

农村合作金融的制度安排与绩效--日本经验及借鉴

目前我国农村信用社进入深化改革阶段,在产权制度、管理体制、运作模式等方面都取得了一定成效,但仍存在着一些问题.本文介绍了日本农村合作金融的制度安排,探讨其成功经验,在此基础上提出对我国农村信用社改革的经验借鉴.     

中国地方保护主义问题浅析

该文界定了地方保护主义的概念，描述了中国的地方保护主义出现、演变的过程，梳理了不同专家学者对该问题的不同观点，认为它的出现是中国转轨阶段的产物，主要是地方政府间的竞争导致了它的出现。     

行为金融理论述评

在现代金融经济学的背景下，行为金融理论在很大程度上摆脱了传统货币经济学的种种限制和假设，使金融市场的参与者被置入一个更真实的世界。行为金融理论不仅包括对金融市场投资者和交易者的行为组合分析、行为反应和交易策略研究，而且对货币经济理论中无法获得的解释，根据交易者偏好、决策的可变性及决策程序的经验作出新的解释。     

基于金融功能范式的社会主义新农村金融体系建构研究

农村金融体系建构和改革是社会主义新农村建设的重要内容和重要保障。实践证明,以往以机构范式为指导的农村金融改革忽略了对农村金融体系功能的关注,往往是以牺牲效率或违背市场发展方向为代价的。与社会主义新农村建设相适应的农村金融体系建构和改革,以社会主义新农村的需求为依据,明确了农村金融体系的功能定位,并在此基础上确定了农村金融体系的机构构成和各自的职能分工,以期为我国深化农村金融改革提供新的思路和有效的路径。     

强化对抽象行政行为的监督是加强廉政建设的必要途径

抽象行政行为是当今世界各国实施行政管理的重要基础性手段之一。它直接关系到行政行为的公平、公正和效率。分析了当前我国在抽象行政行为监督方面存在的问题 ;论述了强化对抽象行政行为监督的现实意义及主要途径。