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.     

公共部门绩效管理系统再造

公务员绩效管理是公共部门人力资源管理的核心。本文通过深入分析我国当前公务员考核存在的问题,重点从理论上探讨了绩效管理系统的开发与设计,从实践上探索了绩效管理系统的实施与操作。     

债务融资的治理效应:理论分析与实证检验

首先就西方财务学关于债务治理效应的理论进行了综述，然后采用中国上市公司的经验数据，对债务融资比例与企业绩效指标的关系进行了检验，得出了债务治理效应不佳的结论。这一结论似乎与西方财务学对债务治理效应的主流分析不符。通过分析其中的现实原因，就如何改善中国企业的债务治理效应，提出了相应的政策建议。     

基金业绩、基金经理更换与投资者财富效应——一项基于我国资本市场的实证研究

从基金管理公司内部的委托—代理关系出发,以封闭式基金为研究对象,从基金经理调整现状、基金业绩与基金经理调整的关系、基金经理调整公告的市场反应三个方面,对基金经理变动进行了实证分析。研究发现:基金业绩确实对基金经理更换及更换后的去向具有一定的参考价值,但基金经理更换并没有使更换经理后的基金业绩显著改善;基金经理公告确实引起了基金市场价格的变动,但没有使基金投资者的财富显著增加。     

游客对歌舞旅游产品真实性评判研究--以西双版纳傣族歌舞为例

以西双版纳傣族歌舞为例，研究了游客对歌舞旅游产品真实性的心理认识，以及各要素对游客真实性体验的影响。研究结论表明：表演人员的妆扮、歌舞表演的主要内容、伴奏时所使用的乐器、表演的气氛、舞蹈的基本动作、表演人员的精神面貌，主持人的解说等对歌舞真实性影响最大；其次为表演人员所属的民族、年龄、表演场地、歌舞培养方式、音乐的节奏旋律是否经过改编、演唱时所使用的语言、演出服装采用日常生活服装；表演人员的性别、表演时间、节目表演的先后顺序对歌舞旅游产品真实性没有影响。     

我国银行卡产业市场结构与绩效的实证研究

文章以市场集中率和赫希曼-赫芬达尔指数为衡量指标,研究了我国银行卡产业的市场结构类型及其发展趋势,实证分析了我国银行卡产业市场结构和绩效之间的关系。结果表明,我国银行卡产业的市场结构在2003年之前属于寡头垄断型,现正向垄断竞争型过渡;银行卡企业的市场份额对其绩效具有正向的影响,而银行卡产业市场集中度对银行卡企业的绩效具有负的影响;中小银行卡企业的银行卡交易额年度增长量明显大于大银行卡企业。文章同时对我国银行卡产业的发展提出了具体的政策建议。     

Export marketing,interfunctional interactions,and performance consequences

Firms with export operations have internal environments that are often geared toward serving the home market. As a result, export marketing and other business functions compete for resources, which thus increases the likelihood of conflict between them. Using survey responses from more than 700 exporting firms, the authors test a model of the antecedents and consequences of two important interaction variables: exporting’s interfunctional connectedness and conflict. The model explains 52 percent and 49 percent of variance in exporting connectedness and conflict, respectively. The authors identify the key drivers of successful interactions as follows: management commitment, organizational training and reward systems, relative functional identification, centralization, and export employee job satisfaction and commitment. The authors also demonstrate that connectedness is most critical for export success when export markets are in a state of turbulence, whereas conflict is most detrimental when the firm’s export environment is stable. John W. Cadogan (j.w.cadogan@lboro.ac.uk), Ph.D., is a professor of marketing in the Business School at Loughborough University, United Kingdom. His primary areas of research interest are international marketing, marketing strategy, and sales management. He has published on these issues in theJournal of International Business Studies, theInternational Journal of Research in Marketing, theJournal of Business Research, Industrial Marketing Management, theEuropean Journal of Marketing, theInternational Marketing Review, theJournal of Marketing Management, theJournal of Strategic Marketing, and other academic journals. He received his degree from the University of Wales (United Kingdom). Sanna Sundqvist (sanna.sundqvist@lut.fi), Ph.D., is a professor in international marketing in the Department of Business Administration at the Lappeenranta University of Technology (Finland). Her research interests deal with the international diffusion of innovations, market orientation (especially in an international context), and consumers’ adoption behavior. She has published in theJournal of Business Research, theInternational Journal of Research in Marketing, theEuropean Journal of Marketing, theCanadian Journal of Administrative Sciences, and theAustralasian Marketing Journal. She received her degree from the Lappeenranta University of Technology, Finland. Risto T. Saiminen (risto.salminen@lut.fi), Ph.D., is a professor of industrial engineering and management, especially marketing, in the Department of Industrial Engineering and Management at Lappeenranta University of Technology, Finland. His primary areas of research interest are customer relationships and networks in business marketing, pedagogy in industrial engineering and management, and international marketing. He has published on these issues in theJournal of Business and Industrial Marketing, theJournal of Marketing Management, theEuropean Journal of Engineering Education, theInternational Journal of Research in Marketing, theEuropean Journal of Marketing, and theAustralasian Marketing Journal. He received his degree from Lappeenranta University of Technology, Finland. Kaisu Puumalainen (kaisu.puumalainen@lut.fi), Ph.D., is a professor in technology research in the Department of Business Administration at Lappeenranta University of Technology, Finland. Her primary areas of research interest are innovation, international marketing, and small businesses. She has published on these issues in theInternational Journal of Research in Marketing, theJournal of Business Research, theEuropean Journal of Marketing, R&D Management, theCanadian Journal of Administrative Sciences, theJournal of International Entrepreneurship, theAustralasian Marketing Journal, and theInternational Journal of Production Economics. She received her degree from the Lappeenranta University of Technology, Finland.     

激励性规制的强度分析

网络型产业中存在的信息不对称使规制契约的存在成为必然。现实经济活动中之所以要设计和采用不同强度的激励性规制,主要是由于没有哪种规制机制能够解决所有问题。在理论综述的基础上,借鉴前人的研究,分析了网络型产业的激励性规制模型中的激励强度与激励绩效的关系,并指出其在实践中的应用以及对我国的借鉴。     

汇率制度:变迁轨迹与经济绩效

通过对汇率制度变迁下实际汇率水平、内外部均衡目标的实证研究发现:钉住一揽子货币制度能较好的实现内部均衡目标,经济绩效显著;相对浮动汇率制度在内部均衡目标实现方面的经济绩效不显著,却能有效的促进外部均衡目标的实现;固定汇率制度能促进内部均衡目标的实现,国内经济绩效显著,却不能有效促进外部均衡目标的实现。我国汇率制度的变迁揭示,汇率变化要与国内经济结构和市场能力相适应。当前人民币升值虽然是趋势,但要循序渐进缓步推进,给予国内经济结构和出口行业留有转型时间和空间。我国均衡汇率的逐步形成,需要实现国内经济绩效和国际经济绩效的协调同步,才能实现经济可持续发展。     

国有控股、经营者报酬和公司绩效

在晋升激励存在的情况下，研究了国有控股上市公司经营者报酬-绩效激励机制的效率。研究发现：公司绩效和经营者报酬（年薪和持股）之间存在不显著的正相关关系，增加经营者持股水平可以提高报酬-绩效的敏感性；晋升激励和报酬-绩效激励机制之间替代性不显著。这意味着，经营者报酬-绩效激励机制在很大程度上只是辅助性的激励机制，晋升激励仍然是最主要的。