Business-to-business selling in the post-COVID-19 era: Developing an adaptive sales force

The COVID-19 pandemic has changed how salespeople interact with customers and with business-to-business (B2B) organizations. Organizations must confront the shifts in how their salespeople operate. Recent research recommends firms develop an adaptive sales force to address disruptions like a pandemic and be prepared to meet such challenges in the future. Based on interviews with marketing and sales executives, we explore how firms have responded to these interconnected changes during the COVID-19 pandemic and offer insight into best practices deployed across industries.     

德国零售巨头阿尔迪经营战略分析

随着经济全球化的发展,科学技术日新月异,人们的消费结构和消费习惯也在不断地改变,传统的零售业面临着巨大的挑战,但德国阿尔迪依旧在当下保持着零售巨头的称号。论文对德国零售巨头阿尔迪的经营战略进行分析,并结合阿尔迪的经营策略为中国零售业提出建议和启示。     

老旧小区改造模式化推广探究--西安碑林区老旧小区改造为例

在我国社会建设与发展中,对于城镇老旧小区的改造是一项重大的民生工程以及发展工程,可以有效满足社会人民群众对于美好生活的需要,全面推进惠民生、扩内需,助推城市的更新以及开发建设方式的转型,可以促使我国民生工程取得更加良好的成效。文章首先探讨与分析老旧小区改造的重要意义,老旧小区模式化推广的必要性,文中通过实际案例分析,最后提出相应的建议,希望可以为相关企业老旧小区改造工程全面推进贡献出绵薄之力。     

The legacy of state socialism on attitudes toward immigration

Does the politico–economic system affect preferences for immigration? In this study, I show that individuals exposed to life under state socialism have formed and persistently hold different attitudes toward immigration. By exploiting the division and reunification of Germany, I estimate the influence of state socialism on attitudes toward immigration. Drawing on rich individual panel data, I find that East Germans who lived under state socialism, are 15 percent more likely to oppose immigration than West Germans who spent their entire life in a democratic, capitalist country. This difference in attitudes toward immigration is persistent over time and across space, and largest for cohorts born and raised under state socialism. This gap in attitudes can be traced back to a longer-term deterioration in trust. Evidence from members of a group that opposed the authoritarian system highlights the importance of state socialist ideology for attitude formation.     

Banking sector reactions to COVID-19: The role of bank-specific factors and government policy responses

This paper examines the impact of bank-specific factors and variations in the context of stringency of government policy responses on bank stock returns because of the COVID-19 pandemic. A sample of 1,927 publicly listed banks from 110 countries is used for the period of the first major wave of COVID-19, that is, January to May 2020. Our findings indicate that stock returns of banks with higher capitalization and deposits, more diversification, lower non-performing loans, and larger size are more resilient to the pandemic. While banks’ environment and governance scores do not have a significant impact, higher social and corporate social responsibility strategy scores intensify the negative stock price reaction to COVID-19. We further observe that the pandemic-induced reduction in bank stock prices is mitigated as the strictness of government policy responses increases, mainly through economic responses such as income support, debt and contract relief, and fiscal measures from governments.     

Technological character,function type,and the longevity of standardized knowledge

This study seeks to determine the validity of the current de jure standards management system. The de jure standard is an important tool for innovation policy. However, its review interval has been fixed in the management system and maintained without the use of empirical analysis to guide its development. Therefore, this study (1) examines the factors that affect the longevity of the standards, and (2) outlines methods for improving how the de jure standards are managed. Results indicate that design and mark standards influence the longevity of standardized knowledge. This is notable, given that design for innovation is an emerging area of research that is commonly studied through the analysis of design patent data. Taken together, this study’s major findings are twofold. First, different technological categories have significantly different effects on longevity. Because the longevity of some technological sectors is naturally longer than others, there exists a need for a more flexible interval system. Second, the longevity of the mark and design standard is longer than the longevity of other types of standards. Both developing and developed countries utilize the de jure standard, so the policy implications of these findings are widely applicable.     

女性高管对企业研发创新的影响：一个有调节的中介模型

企业创新是企业持续发展的内在动力,也是推动国家产业升级、建设创新型国家的重要举措.近年来女性高管比重不断提高,学术界开始关注女性高管对企业研发创新的影响.以沪深两市2010—2018年A股上市公司为研究样本,实证检验女性高管对企业研发创新投入的影响.结果表明:女性高管负向影响企业研发创新投入;其负向作用以风险承担为中介实现;企业所有制调节了中介过程的后半段路径.     

Cross-national differences in stakeholder management: Applying institutional theory and comparative capitalism framework

Drawing upon the research in institutional theory and comparative capitalism, the present study investigates how cross-national differences in the political, business, and economic institutional contexts of the United States, Italy, and Japan are associated with the ways in which companies in each of these countries prioritize and engage in their stakeholder engagement activities (SEAs). Using Porter and Kramer's framework, which classifies corporate social responsibility (CSR) activities as falling into four categories (good citizenship, mitigating harm from value chain, transforming value chain activities, and strategic philanthropy), we investigate how companies in the United States, Japan, and Italy prioritize and engage in these four SEAs. An analysis of data collected from 340 companies across these countries reveals that while companies in each of these three countries undertake the four types of SEAs, the prioritization and prevalence of the four types of SEAs vary from one country to the other, in ways that align with the prevailing institutional contexts of each country. The results contribute to a more nuanced understanding of why and how companies' approaches to CSR differ across countries. From a practitioner's perspective, the findings highlight the cultural specificity of CSR, implying that despite the global nature of CSR, the implementation of CSR needs to be tailored to a country's context.     

Exploring the links among corporate social responsibility,reputation, and performance from a multi-dimensional perspective

This study examines the links among corporate social responsibility (CSR), reputation, and performance in hotel companies from a multidimensional perspective. Data were collected from 322 hotels in China and partial least squares equation modelling (PLS-SEM) was employed for a causal-predictive analysis. Study results reveal that CSR practices influence hotel reputation as seen from both international and local perspectives. CSR and reputation influence performance dimensions (accounting-based performance, market-based performance, and non-financial performance) differently. The research findings offer specific theoretical and practical implications for hotel managers.     

External pressure or internal culture? An innovation diffusion theory account of small retail businesses’ social media use

COVID-19 put unprecedented external pressure on small businesses to adopt or increase use of social media while not all small businesses are internally ready for this rapid change. This study investigated the roles of external pressures and organizational culture of openness and learning in driving small retail business owners'/managers' social media use decisions by impacting their perceived usefulness and barriers, based on the innovation-decision process model from the diffusion of innovations theory and the theory of reasoned action. An online survey with structured measurements was administered to 411 U.S. small retail business owners/managers. Results from structural equation modeling revealed that external pressures positively influenced small business owners'/managers’ perceived usefulness and barriers and social media use intention. In addition, the culture of openness and learning positively influenced the perceived usefulness while mitigating the perceived barriers, thereby directly and indirectly influencing the social media use intention. Theoretical and managerial implications are discussed.