How does sales force automation influence relationship quality and performance? The mediating roles of learning and selling behaviors

Sales force automation (SFA) technologies are increasingly used to support customer relationship management strategies. However, previous studies have reported mixed results about the performances of SFA technologies. Therefore, this study seeks to further examine the impact of SFA usage on both customer relationship quality and sales performance. Additionally, the mediating roles of learning and adaptive selling behaviors on the outcomes of SFA usage are investigated. The results highlight the mediating role of salesperson learning and adaptive selling behaviors in the SFA usage and sales performance relationship. Especially noteworthy is the impact of learning through adaptive selling on those outcome variables. Implications for SFA research and practice that may further improve our understanding of this increasingly relevant topic are also offered.     

城乡统筹背景的空间发展:村落衰退与重构

在现阶段全面建设小康社会和社会主义新农村背景下,我国的乡村发展进入加速重构的关键期。应结合乡村发展的特殊性,以村落重构为切入点,系统分析村落重构的类型、特征及原因,在城乡统筹发展前提下对重构村落进行改造或引导其合理消失。     

公路改建工程设计实践体会

文章对公路改建工程设计的几个主要问题提出了设计原则和解决方法,并分别结合参与的省道S209的设计成果进行说明,具有一定的理论和实践价值。     

产业政策与信贷资金配置效率

基于上市公司逐笔银行贷款合约数据,本文考察了产业政策对信贷资金配置效率的影响。研究发现,当上市公司处于国家产业政策支持的行业时,公司所拥有的政企关系对银行贷款合约制定的积极作用会更大,全要素生产率对银行贷款合约制定的积极作用会更小,基于分省产业政策以及上市公司全部贷款数据的分析进一步确认了上述结论。从影响因素来看,当上市公司为国有企业、所在省份固定资产投资增速越高、法治环境越差时,产业政策的影响会越明显。本文的证据表明,通过加强法治建设、为不同所有制企业提供公平的竞争环境、改善产业政策的制定与实施,能够提升产业政策指导下的信贷资金配置效率。     

绩效管理与薪酬管理探析

本论文通过分析薪酬管理、绩效管理、二者近年来的发展趋势以及二者之间的关系,提出与传统的人事管理比较,现代的人力资源管理更具有战略性,人们从观念上也越来越认识到企业获取竞争力的最主要资源之一是人力资源,而作为人力资源重要战略管理工具的绩效管理和薪酬管理,在与企业战略联结、激发员工积极性、培植企业文化和发展员工能力等方面开始发挥日益重要的作用。     

客户关系与现代商业银行资产负债管理

现代商业银行资产负债管理的基本理念是以客户为中心,在不影响客户关系的基础上实现资产负债管理的目标,提出利用金融工程的剥离技术,将利率风险和部分信用风险从银行资产负债组合中剥离出来,运用套期保值技术协调风险控制和客户关系.本文指出传统商业银行资产负债管理的最大缺陷并论证了客户关系在现代商业银行资产负债管理中的重要地位.     

Concerning trust and information

Communication and the associated information exchanges are key drivers of the development of relationships and of the trust embedded within them. This paper considers the development of business relationships in terms of the continuing co-evolution of trust and information exchange and the issues associated with researching these processes. The interconnections of trust and information exchange are examined in a survey of business relationships involving information exchange (n = 355). Analysis of variance shows few, if any, of the aspects of the standard conceptualizations of information exchange are associated with increased levels of trust. It is information exchange norms that have the greatest (positive) association with the level of trust. These norms emerge as part of the long term co-production of the relationship itself. This has important managerial implications. We conclude there are few managerial actions involving managing communication that can “manufacture” trust and improve or develop relationships in the short term. The paper concludes with a discussion of alternative ways of envisaging communication and relationship management and the nature and future of research into the evolution of business relationships.     

What's next in key account management research? Building the bridge between the academic literature and the practitioners' priorities

This research contrasts the academic literature on key account management (KAM) with the topics in this subject that are most critical to practitioners. Sixty four academic articles published in 17 journals, and ninety practitioners' articles appearing in the Velocity Magazine — published by the Strategic Account Management Association — were content analyzed and classified under ten ‘topic’ categories. Similarities and differences in the results for academics and practitioners are discussed. In addition, two specific topics were identified as being extremely important to managers but still under-researched by academics: the role of senior management in KAM, and the importance of internal alignment in determining KAM success.     

Effect of supervisor–subordinate guanxi on supervisory decisions in China: an empirical investigation

As China is becoming an important market and there are a lot of foreign ventures operating there, different lines of research have been providing useful information for foreign ventures to manage effectively in China. In this paper, we discuss one of the critical factors leading to successful management of Chinese subordinates, i.e. building and maintaining good guanxi (i.e., interpersonal connection) with them. We conducted an empirical investigation to illustrate (1) the supervisor-subordinate guanxi concept is different and unique when compared to other similar concepts in the Western literature such as leader-member exchange (LMX) and commitment to supervisor; (2) the supervisor-subordinate guanxi will affect the Chinese supervisor's administrative decisions; (3) guanxi can be measured by concrete behaviour/activities. Data on 189 supervisor-subordinate dyads were collected in the People's Republic of China (PRC). Results indicated that supervisor-subordinate guanxi is a distinct concept from LMX and commitment to supervisor. It also has additional explanatory power over supervisory decisions on promotion and bonus allocation after controlling for performance. Implications for foreign ventures and expatriates are discussed.     

金融危机下的企业供应链重构战略研究

本文针对当前国际性金融危机对供应链企业产生的不良影响,提出了企业进行供应链重构的必要性和紧迫性,分析了适应当前环境的企业供应链重构战略,并提出了有效的解决措施,将对金融危机下企业供应链的发展起到良好的借鉴作用,具有较好的研究价值和实用价值。