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.     

我国石油对外贸易流量分析与对策研究

石油是关系国家经济安全的重要战略物资，本文通过对我国石油进出口贸易一些流量指标的分析，发现：（1）石油净进口量过大，进口依存度偏高，并有逐年递增的趋势；（2）原油进口的地区集中度偏高，不利于石油资源供应稳定；（3）国际油价持续高企，对国内经济稳定造成威胁。并据此提出了相关政策建议。     

外商投资企业转移定价及其法律应对

"转移定价"是外商投资企业管理中一个十分突出的问题。转移定价行为带来了收入与支出的跨国不正常分配、带来了外商投资企业虚亏实盈、带来了外商直接投资的关联效应的降低。转移定价主要原因在于:我国相关税收法律制度的适应性相对薄弱、调整方法和使用顺序值得商榷、产生企业转移定价的根本性问题依然没有得到解决。对此,应完善我国关联交易转移定价相关法律规范,加强对关联交易转移定价信息披露的法律监管,同时,积极制定预约定价法律制度。     

浅析多媒体技术在车辆工程教学中的应用

随着教育的发展 ,传统的教学方法已不能满足时代的需要 ,亟待运用现代教育技术手段 ,特别是多媒体的教学形式进入课堂 ,以发挥其特有的功能来提高学习效率。本文浅淡了如何在车辆工程教学中运用计算机多媒体的图、文、声、像并茂的特点 ,有效的激发学生的学习兴趣。     

洋务运动时期幼童留学的当代思考

洋务运动时期幼童留学由于诸多原因,最终半途而废,没有收到预期的效果,但它开创了我国留学教育 的先河,为当代提供了经验教训。20世纪90年代中期,我国形成了改革开放以来的第四次出国留学高潮,留学日益 呈低龄化趋势。从总体而言,留学低龄化是社会进步的表现,但带来不少问题,需要予以关注和引导。     

历史成本法下存货计价的比较研究

存货在大多数企业的流动资产中乃至总资产中所占的比重很大 ,因此存货价值的确定直接影响到企业经营成果的确定。不同的计价方法对企业财务状况、盈亏情况都会产生不同的影响。本文通过实例来研究在通货膨胀期间 ,采用历史成本法对存货进行核算 ,无论在永续盘存制下 ,还是在定期盘存制下都会得出 ,先进先出法算出的期末存货额最高 ,销货成本额最低 ,毛利和税后净利最高。后进先出法算出的期末存货额最低 ,销货成本额最高 ,毛利和税后净利最低。加权平均法和移动平均法介于两者之间。     

出口贸易中的外资因素分析——以浙江省为例

近年来我国出口贸易发展很快，而外资企业出口在我国出口总额中的比重较大，如何充分利用外资来促进我国出口贸易的良性持续发展是一个值得关注的问题。本文以浙江省为例，从外资企业出口的现状分析出发。阐述了外商直接投资促进出口贸易的积极作用及其局限性，提出了进一步利用外商直接投资促进出口贸易更快更好发展的若干对策。     

An empirical test of trust-building processes and outcomes in sales manager-salesperson relationships

This study examines three trust-building processes and outcomes in sales manager-salesperson relationships. This study, based on a sample of more than 400 business-to-business salespeoples from a variety of industries, shows two trust-building processes (predictive and identification) to be significantly related to salesperson trust in the sales manager. Interpersonal trust was found to be most strongly related to shared values and respect. Trust was directly related to job satisfaction and relationalism, and indirectly related to organizational commitment and turnover intention. Thomas G. Brashear (brashear@mktg.umass.edu) (Ph.D., Georgia State University) is an assistant professor of marketing in the Isenberg School of Management at the University of Massachusetts-Amherst. James S. Boles (jboles@gsu.edu) (Ph.D., Louisiana State University) is an associate professor of marketing in the Robinson College of Business at Georgia State University. His research has appeared in a variety of journals, including theJournal of Marketing, theJournal of Business Research, theJournal of the Academy of Marketing Science, theJournal of Retailing, theJournal of Personal Selling and Sales Management, and theJournal of Applied Psychology. His areas of research interest include personal selling, sales management, key and strategic account management, and business relationships. Danny N. Bellenger (mktdnb@langate.gsu.edu) (Ph.D., University of Alabama) is currently chairman of the Marketing Department in the Robinson College of Business at Georgia State University. His research has appeared in a number of academic journals including theJournal of Marketing Research, theJournal of Marketing, theJournal of Advertising Research, theCalifornia Management Review, theJournal of Retailing, theJournal of Personal Selling and Sales Management, Industrial Marketing Management, and theJournal of Business Research. He has authored four monographs and four textbooks on marketing research, sales, and retailing. Charles M. Brooks (brooks@quinnipiac.edu) (Ph.D., Georgia State University) is an associate professor and chair of the Department of Marketing and Advertising at Quinnipiac University. His research has appeared in theJournal of Business Research, theJournal of Retailing, Marketing Theory, and theJournal of Marketing Theory and Practice.     

探究“新零销售”模式下影响销售量的相关因素

在新零销售模式的推动下,客户越来越倾向于消费个性化的商品。为了精准预测客户的消费需求,论文以单款单色产品为研究对象,通过建立多元回归分析的数学模型,来探究影响商品销售量的相关因素。经过分析发现,除了一些定性因素外,定量因素对销售量也产生了一定的影响,其中实际花费总金额、实际销售单价、库存数等定量因素对销售量的影响较大,且各个变量之间具有相关性,所以电商平台应特别关注这三个变量的影响。     

汇率决定理论的新近发展:文献综述

传统汇率决定理论对于现实经济中汇率实际变动情况的解释能力十分低下.20世纪80年代以来,学术界不断寻求突破,以期为汇率如何决定这一基本命题提供更为合理的解释.在这一过程中,不断有新的文献出现,从不同的方面对传统的汇率理论进行补充、发展和替代.鉴于此,本文试图对汇率决定理论的新近发展进行梳理和介绍,借以为国内经济学界研究汇率决定问题提供一个理论参考.