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11.
Christian Homburg Sebastian Hohenberg Alexander Hahn 《Journal of Product Innovation Management》2019,36(3):282-304
This study investigates how to direct and assemble the sales force for new product selling. In a first step, the authors draw on self‐determination theory to explore and empirically test a threefold conceptualization of motivation. Results provide insights into why sales force steering works differently in the new product selling context. Specifically, results show that for new products’ financial performance, internalized new product selling motivation is more important than intrinsic and controlled motivation. In a second step, the authors show how firms can motivate different sales reps to achieve higher financial performance of new products. In doing so, they examine the interaction effects of sales reps’ predispositions and widespread firm‐steering instruments on new products’ financial performance. Results reveal that the new product sales orientation of the bonus strengthens the positive relationship between sales reps’ performance predisposition and new product financial performance but weakens the relationship between sales reps’ learning predisposition and financial new product performance. Moreover, results reveal that the new product sales orientation of the periodic review strengthens the positive relationship between sales reps’ learning predisposition and financial new product performance. A post hoc analysis shows that a differentiated steering approach that matches appropriate steering instruments with sales reps’ varying predispositions substantially enhances reps’ financial new product performance. 相似文献
12.
Xiaohua Meng Saixing Zeng Xuemei Xie Hailiang Zou 《Business Strategy and the Environment》2019,28(2):403-417
Under increasing regulatory pressure to disclose environmental impacts, corporate environmental information disclosure (EID) is becoming more prevalent. However, the motives for EID and disclosure approaches (i.e., symbolic or substantive) remain controversial. Using a sample of data for 742 listed manufacturing firms in China across 3 years, we provide evidence to show that the level of EID is significantly positively associated with a firm's advertising intensity and that firms in moderately competitive industries have a higher propensity for adopting an EID‐based differentiated strategy than firms in stronger or weaker competitive industries. We also find that firms that are more sensitive to environmental issues strategically understate their environmental impact when directly facing consumers. Our results suggest that the implementation of corporate EID is strategic and that firms have strong market motives, even under regulatory pressure to demonstrate legitimacy. We discuss this study's contributions to research on EID theory and implications for strategic EID management. 相似文献
13.
Esthetic principles describe the levels or combination of design dimensions that are esthetically appreciated. Current principles focus on dimensions connected to product design itself (e.g., unity and variety) or dimensions that refer to a product design's relationship to other product designs (e.g., typicality and novelty). However, product design also has a social significance—they help consumers shape their identity—and this social dimension has hitherto been overlooked in research on esthetic appreciation. In this paper, we propose and investigate the social esthetic principle “Autonomous, yet Connected.” In four studies, we show that a product's design leads to the highest esthetic appreciation if it strikes an optimal balance between nurturing the two seemingly opposite needs for connectedness and autonomy. Further, we show how conditions of safety and risk moderate the effects of the principle, which suggests our principle may have evolutionary grounding. 相似文献
14.
More than 25 years after the German reunification, data show that products/brands from the eastern regions of Germany (“Neue Länder”) still do not have significant shares in the country's western part (“Alte Länder”). To analyze potential reasons for this phenomenon, our current study replicates a previous study that investigated selected attitudes of Alte Länder consumers toward products/brands from the Neue Länder. It is shown that factors such as consumer ethnocentrism, product judgment, willingness to buy, and economic animosity continue to influence consumer behavior and as such our study offers potential explanation for the failure of Neue Länder products/brands in the western regions of Germany. 相似文献
15.
Xuemei Xie 《Technology Analysis & Strategic Management》2018,30(7):811-824
In this study we examine the relationship between strategic networks and new product performance from the perspective of ambidextrous innovation (i.e. combining exploratory innovation and exploitative innovation) using a sample of 323 manufacturing firms in the transitional economy of China. Our empirical analyses present several interesting findings: (a) strategic networks are positively related to firms’ new product performance; (b) ambidextrous innovation has a positive effect on firms’ new product performance – that is, the combination of exploratory innovation and exploitative innovation positively affects the firm's new product performance, while the lack of balance between exploratory innovation and exploitative innovation negatively affects the firm's new product performance; and (c) ambidextrous innovation mediates the relationship between strategic networks and new product performance. Our findings provide scholars and managers with a better understanding of the key role played by the simultaneous adoption of exploratory and exploitative innovation in the relationship between strategic networks and new product performance. 相似文献
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Edmond Baranes 《Applied economics》2018,50(60):6576-6587
A fundamental policy in European broadband regulation is unbundled access to the local loop of the incumbent telephone company. We present comparative static results that show as the access price decreases, the retail price decreases, the variety of plans offered by Internet service providers increases and the quantity of each variety increases when a threshold condition is met. Using data from 18 European countries from 2006 to 2012, we find empirical support for these results when Internet product variety is measured by variation in download speeds. 相似文献
18.
This article uses China’s input–output (I-O) tables in 2002, 2007, and 2012 to estimate the real energy consumption of each sector after the I-O adjustment. The relationship between the sectors is further analyzed using the utility analysis method based on ecological network analysis. The empirical results show that although the traditional energy-intensive industries are the major energy-consuming sectors from a direct energy consumption perspective, large energy consumption by energy-intensive industries is transferred to downstream industries through intermediate products after the I-O adjustment. Specifically, the building industry and service sector are the sectors with the highest real energy consumption. With the upgrading and optimization of the industrial structure, the proportion of energy-intensive sectors in China is declining. However, the development of the service sector and infrastructure construction still requires large intermediate inputs. Thus, industrial restructuring cannot significantly reduce China’s total energy consumption. 相似文献
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20.
Wiebke Pirsich 《国际粮食与农业综合企业市场学杂志》2019,31(2):150-174
Several consumer studies have shown considerable market potential for sustainable meat products, however, their markets shares are still marginal. In Germany, the sustainable aspects “organic,” “local origin,” and “animal welfare” are of special interest. To obtain a precise overview of potential target groups for these meat categories and their choice of store format, 620 German consumers were surveyed on their attitudes toward sustainable meat production and their shopping behavior. First, target groups based on consumers’ attitudes were identified by cluster analysis, taking into account possible overlaps. Consumers were also clustered by their store format choice and their preferred type of meat packaging. A cross tabulation of the results then provided insights into which store format and type of meat packaging is preferred by the target groups for sustainable meat products. Due to overlaps found in the target groups, the existence of important subgroups was shown. Amongst the target groups, only a slight preference for unpackaged meat products was found. Basically, the offer of sustainable meat products appears of interest for all store formats, with particular emphasis on supermarkets. The results of this study can support producers and retailers developing new and tailored marketing strategies for sustainable meat products. 相似文献