The Impact of Salesperson Perception of Firm Market Orientation on Behaviors and Consulting Effectiveness

The purpose of this study was to study market orientation as an antecedent of salespersons' behaviors that should, in turn, influence the ability of the salesperson to add value to the product or service. There have been many studies of personal antecedents of salespersons behaviors and performance, with little predictive success. But there are few studies of firm-level influences on salesperson behaviors and their outcomes. A survey was sent to non-retail salespeople utilizing previously validated scales for all constructs of interest. The survey responses were analyzed using structural equation modeling to test hypotheses. Results suggest that market orientation has an indirect influence on salesperson consulting through adaptive selling and active listening behaviors. Active listening fully mediates the relationship between customer orientation and salesperson consulting, while salesperson consulting fully mediates the relationship between active listening and consulting effectiveness. Half of the influence of market orientation on salesperson consulting effectiveness is direct, while the other half of its influence is indirect through those salesperson behaviors. The author provides explanations for these results and implications for managers and researchers.     

Emergent Internet Technology Applications for Relationship Marketing

Abstract

In this paper we bring together the concepts of Relationship Marketing (RM) in the marketing literature and Customer Relationship Management (CRM) in Information Systems (IS) literature to identify and assess emergent Internet-based Information Technologies (IT) that add value for consumers. We focus on the customer's perspective by identifying the key benefits consumers seek when they enter into IT-mediated interactions with sellers. We review the IS-CRM literature and identify 8 critical IT categories that have the potential for changing how buyers and sellers establish and maintain relationships in the Internet era. Subsequently, we introduce a conceptual model, which considers the nature of the consumer's involvement with sellers through emergent Internet-based technologies in juxtaposition to potential technology-based benefits to consumers. We then discuss the implications of this proposed direction. Finally, we discuss a future research agenda, which considers the use of IT in relationship management.     

基于改进BBV模型的原料药产业互联供需网演化机制研究

原料药产业互联供需网是数字经济时代背景下互联网技术与原料药产业深度融合的新模式.针对BBV模型真实刻画原料药产业互联供需网演化过程所存在的局限性,在分析网络结构及演化规律的基础上,取节点强度、资源匹配度和技术创新性作为择优连接指标,构建基于改进BB V模型的原料药产业互联供需网演化模型.通过模拟网络动态演化过程,得出如下结论:原料药产业互联供需网的度分布近似符合幂律分布,具有小世界特征,模型相关参数对度分布有一定影响.该研究工作为原料药上下游企业真实构建产业互联供需网提供了理论依据,对现实中保护关键企业节点、稳定供需关系、防范突发失效风险、探测风险传播路径有一定的参考价值.     

基于盲分离的单通道LFM引信欺骗干扰抑制

针对单通道LFM引信欺骗干扰抑制问题,提出了一种基于时频解耦盲分离（TFD-BSS）的干扰抑制算法。该方法首先通过Stretch变换将时频混叠的LFM信号转化为两差频信号,然后利用自适应滤波技术滤出干扰差频信号,并对其进行二次Stretch变换将干扰差频转化为欺骗信号以构造虚拟通道,从而将欠定盲分离转化为非欠定问题,最后通过延时差量法将干扰滤除。实验仿真表明,回波和干扰延时相差5 ns以上即可取得良好的分离效果。该方法不仅可为引信抗欺骗干扰提供借鉴,也是单通道盲分离算法的理论扩展。     

基于 Visual C++ ActiveX 控件的船舶界面设计简

为了对工业控制类软件中采集的大量数据进行图形化显示,针对目前组态软件WinCC自带的控件在工程中应用的局限性,介绍了扩充组态软件功能的方法,即通过在组态软件WinCC中调用以VisualC＋＋编写的ActiveX控件,来满足用户的需求。实验表明,该船舶界面显示控件性能好、可重用、易组合、使用方便,具有较高的工程应用价值。     

浅谈数字化变电站中的光电互感器

对数字化变电站中光电互感器的工作原理、结构上的特点和优点进行简单分析,同时阐述光电互感器的应用对电能计量方面的影响。     

信息系统的网络安全管理与维护

任何信息系统正常稳定的运行都离不开工作人员及时的维护和管理,除了对硬件设施的管理,软件的管理更为突出重要。现在信息网络基本遍及了社会生活的各个系统和部门,其安全性是不能忽视的,因此,文章对网络设备的维护和软件管理做了简要介绍。     

0907号热带风暴“天鹅”预报服务经验分析

受热带风暴＂天鹅＂的影响,广西北海市出现了连续几天的降雨和海面强风。文章详述了北海市气象局应对热带风暴＂天鹅＂的具体预报及服务工作,为相关气象预报工作提供经验借鉴。     

直接序列扩频系统多音扫频干扰性能分析

为有效干扰直接扩频通信系统,通过分析扫频信号及多音信号在干扰直扩通信系统时 存在的优缺点,提出了一种针对直扩通信系统的多音扫频干扰技术。该方法将直扩通信系统 的频谱划分为若干个子频谱,针对每个子频谱采用扫频信号进行干扰。理论分析和仿真验证 表明,该方法可以明显改善扫频干扰直扩通信系统时扫频时间过长以及多音干扰依赖音调位 置的缺点,具有良好的干扰效果。     

‘It Doesn't Matter How Big or Small You Are…There's a Position For You’: Body Image Among Female Tackle Football Players

The purpose of this study was explore the body image experiences of women who play tackle football. Data included semi-structured interviews with 15 players on a women's tackle football team in Western Canada. Data were analyzed thematically and objectification theory was used to interpret the findings. Themes that emerged included: a) improved body image through physical change, appreciation of function over appearance and shifting ideals of beauty; b) importance of a social atmosphere that celebrated diverse bodies; and c) negotiation of body image on and off the field. Research has documented a connection between body image and physically active leisure, but much about the nature of the relationship is still unclear. The findings of this study provide insight into elements of physically active leisure (e.g., social atmosphere or nature of the activity) which can be used to promote positive body image, health, and wellness in leisure settings.