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.     

对湘鄂渝黔边区部分偏远山区搬迁扶贫的思考

湘鄂渝黔边区部分偏远山区搬迁扶贫不仅是可行的,而且是必要的.在搬迁扶贫中,应制定综合性的农村发展规划,缩小城乡就业机会之间的不平衡;搞好各方面的综合配套改革,为搬迁农户创造良好的生存发展环境,并注重对迁出地的开发.     

刍议中小企业发展中的金融支持问题

本文从中小企业的融资特征出发，通过分析造成中小企业融资困难的两大因素(信息不对称和金融体系的结构)的解决方式，提出一个满足不同规模企业融资需求的多层级的金融市场体系，并且在中小企业这一层级的金融市场中，构筑多元化的金融体系，应是适合中小企业发展的有效的金融体系结构。在此基础上，对我国建立多层级多元化的中小企业金融支持体系进行了一些思考。     

农村义务教育财政投入的经济学分析

劳动力素质低下是农村经济贫困的重要根源,要改变农村“知识贫困”的面貌,必须从农村义务教育抓起,而教育投入问题始终是我国农村基础教育发展中的主要制约因素。本文用现代公共财政论对农村基础教育这一社会服务化产品进行了公共财政定位,针对现行农村义务教育体制存在的问题进行了剖析,最后得出结论:农村义务教育主要是政府的责任,应当由政府财政支出作为保证。只有采取措施,完善政策,切实强化中央及地方各级财政的支持和投入力度,中国农村基础教育才会改变目前的弱势状况,出现蓬勃发展的新局面。     

浅析工业设备支撑体系方案优化的思路

设备承重支撑体系是一种特殊的结构形式,在我国工业项目中的应用范围越来越广,设备支撑结构体系类似于民建钢框架结构、钢框架-支撑结构体系。重型设备的支撑点主要集中在结构体系的局部楼层,导致上下楼层质量、刚度比例偏差较大,设备布置偏心,不满足抗震设防要求[1]。随着传统工业的工艺技术不断革新、新型工艺技术的发展、重型设备的出现,优化钢结构承重支撑体系势在必行。在满足承载能力和使用要求的前提下,可打破常规规则与相对不规则结构形式间的界限。依据结构专业设计条件[2]、操作楼层和承重楼层分别设计的优化思路,对降低钢材用量、节约项目成本具有现实意义。鉴于此,论文主要对现阶段工业承重体系的优缺点进行分析,提出其承重钢结构体系优化的构想和措施。     

加速城市建设应注意的几个问题

目前,我国城市化进程不断加快,城市数量增加,规模扩大,成效显著.但是,也必须清醒地看到,城市建设工作中的短期行为和浮躁之风相当严重,应当引起人们的高度重视.本文认为,城市规模扩张必须以产业支撑为前提,不能搞空壳城市;城市公共设施建设慎向民资伸手,不能滥用市场化手段;居民区搬迁改造应多些人文关怀,不能一拆了之;应遵循城市发展的客观规律,正确处理城市建设中的几个关系问题.     

我国城市居民最低生活保障标准的影响因素与效应研究

近年来,我国各地城市居民最低生活保障标准不断提升.本文利用我国36个城市1998-2005年的面板数据,分析影响城市居民最低生活保障标准动态变迁的经济、政治和社会因素及其影响效应,结果显示:城市居民最低生活保障制度是最低生活保障而非基本生活保障;"低保"标准并未有效地缩小贫富差距;"低保"标准对贫困者就业意愿具有较弱的负效应.针对上述问题,笔者提出建议:对应经济社会的发展动态提高标准、施行分层梯度式"低保"标准以及建立互动支持系统,促进"低保"受益者就业.     

浅谈军地一体化物流体系的构建

在作战和后勤日益融合的今天,单纯由军队负责物资供应保障已经变得很不经济甚至不现实.本文从现代战争特点和物流业的发展出发,提出了构建军地一体化物流体系的设想,并给出了相关建议.     

影响我国农民市场主体地位确立的制度因素

拥有自主产权是农民成为真正市场主体的必要条件,包括诸如组织制度、户籍制度、金融制度、社会保障制度等在内的产权支持系统是影响农民成为市场主体的充分条件。市场主体地位的高低在某种意义上是由经济实体在参与市场经济活动时所拥有的权利束决定的。推进农村经济市场化的过程就是加强农民市场主体地位的过程。进一步深化农村体制改革,从根本上消除不合理制度对农民的束缚,使农民成为真正的市场主体是解决当前“三农”问题的根本出路。     

Comparing the impact of management support on police officers’ perceptions of discretionary power and engagement: Australia,USA and Malta

Abstract

This paper uses Social Exchange Theory as a lens for comparing the impact of management support upon police perceptions of discretionary power and employee engagement, across three countries. A survey-based, self-report process collected data from 193 police officers in Australia, 588 from the USA, and 249 from Malta. Structural equation modelling was used to analyse the data. The findings suggest a significantly different management support context across the three countries, as well as significantly different perceptions of discretionary power. Across the three countries, police perceived relatively poor satisfaction with organizational management support and only some engagement levels. However, USA police perceived significantly more discretionary power than the other country samples. These findings provide greater clarity about the link between management support, discretionary power and engagement for the police officers. Since employee engagement likely affects policing outcomes, the findings suggest that poor management support of police officers could negatively affect the provided service. Potential strategies to enhance police engagement include (a) training police managers about how to manage so as to promote greater engagement, and (b) modifying police managers’ performance indicators in line with achieving better police engagement.