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.     

河南省城镇化时空格局及驱动力分析

[目的]通过分析城镇化时空格局及其驱动力用来表现河南省城镇化近10年状态,并通过驱动力分析其主要影响因素。[方法]文章选取人均GDP、财政收入、第三产业生产总值、全社会固定资产投资、在岗职工平均工资、各市参加医疗保险人口、天然气用气人口、各市普通高中毕业生、废水排放量、生活垃圾处理量、固体废物处理量、道路清扫保洁面积等12个指标构建综合指标体系,运用SPSS因子分析确定权重,测算2005~2015年河南省城镇化发展水平并分析其时空演变特征,在此基础上利用灰色关联度分析城镇化发展驱动力。[结果]河南省城镇化水平在时间维度上呈上升趋势,空间上表现为高城镇化水平集中在河南省西北部地区,有向东北部发展的趋势;低水平城镇化地区集中在河南省中南部地区且数量逐渐减少;中等水平的城镇化地区集中在河南省周边的地级市,数量逐渐增多,且有向高等城镇化水平发展的趋势;就驱动力影响力而言,市场机制高居第一,其次是政府作用、自身发展、外商投资。[结论]河南省城镇化水平空间差异显著,并受多种驱动力共同影响。     

Steering the Sales Force for New Product Selling: Why Is it Different,and How Can Firms Motivate Different Sales Reps?

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.     

山东省耕地后备资源变化及驱动因素分析

[目的]揭示耕地后备资源变化规律及其驱动因素是进行耕地后备资源合理保护、开发利用的重要基础,但目前对于耕地后备资源变化及驱动因素的研究较为匮乏。[方法]文章以山东省为例,基于2003年和2015年两期耕地后备资源数据库,在分析耕地后备资源时空变化的基础上,采用空间回归模型分析了其变化的驱动因素。[结果]2003~2015年期间,山东省集中连片耕地后备资源减少了30.81万hm~2,其中可开垦土地减少24.97万hm~2,可复垦土地减少5.84万hm~2。[结论]总人口、文盲率、农民人均纯收入、建设用地扩张速度、第一产业产值占总产值比重等是山东省耕地后备资源变化的显著性驱动因素,并且总人口和建设用地扩张的驱动作用最大,受教育程度和产业结构调整的作用次之,农民人均纯收入变化对耕地后备资源变化的影响最小。"宏观统筹协调,异地代补"是解决"耕地后备资源空间分布不均衡、供需不匹配",实现耕地占补平衡、高效合理的开发利用耕地后备资源的必经之路。但异地代补的数量比例和质量应严格控制,并注重对补充耕地地区的经济补偿和政策倾斜,逐步缩小与发达地区之间的差距。     

Labor force participation of women left behind in Tajikistan

This paper examines the impact of male migration on the labor force participation of the women left behind in Tajikistan. Studies from many countries show that when men migrate, female labor force participation decreases and this is largely explained by the income effect from remittances. Our study challenges this finding. Using panel data from 2007, 2009 and 2011, we find that, in Tajikistan, migration has no significant effect on the number of hours that women work. We use panel data which allow us to control for unobservable heterogeneity, rather than the cross-sectional data used by others. We analyze several countervailing factors that may have neutralized the income effect, such as the need to substitute for the missing labor in the household. We also find that women work more when the household has a farm, regardless of the presence of a migrant in the household.     

基于数字图像处理技术的再生混凝土数值模拟

为了研究骨料形态对再生混凝土材料力学性能的影响,基于势能原理的基面力元法,利用图像处理技术和MATLAB软件,建立了再生混凝土真实骨料细观模型。应用FORTRAN分析软件对再生混凝土试件进行单轴拉伸试验的数值模拟,研究了真实骨料细观模型再生混凝土宏观应力-应变曲线变化规律和试件的破坏形态。结果显示,真实骨料模型得到的宏观应力-应变曲线和试验曲线吻合度较高,骨料形状对试件的破坏形态影响较小。模型可真实地模拟再生混凝土在单轴拉伸作用下的损伤破坏过程,准确地反映试件的实际骨料形态。     

CHILD CARE PRICES AND MATERNAL EMPLOYMENT: A META‐ANALYSIS

The literature estimates for labor force participation elasticity with regard to child care prices are extensive and varying. While some estimates imply substantial gains from child care subsidies, others find insignificant effects. To determine the causes of the variance, this paper reviews and analyzes the elasticity sizes using estimates from 36 peer‐reviewed articles and working papers in the literature. We start by reviewing the theoretical and empirical aspects related to participation elasticity with regard to child care costs, paying special attention to sample characteristics, methodological aspects, and macro level factors. We conclude by providing a meta‐regression using control variables based on our review of the literature to explain some of the differences between the estimates. As research builds on and improves the methods and assumptions in prior works, elasticity estimates have become smaller over time. This decline might also be partially explained by changes in labor market characteristics. In countries with high rates of part‐time work and very high or very low rates of female labor force participation, we find elasticity rates to be smaller.     

Childcare Costs and Migrant and Local Mothers' Labor Force Participation in Urban China

ABSTRACT

This study empirically analyzes the impact of childcare costs on the labor force participation (LFP) and childcare utilization of migrant and local mothers of preschool-age children in urban China, using data from the 2010 National Dynamic Monitoring Survey of Floating Populations. The estimates show that childcare costs have a strong negative effect on the LFP and childcare utilization of migrant and local mothers. Compared to local mothers, the LFP and childcare utilization rate of migrant mothers are, respectively, more and less sensitive to changes in childcare costs. The analysis indicates that the LFP and childcare choices of migrant mothers are more constrained by the lack of access to affordable childcare than are local mothers in China.     

基于新知识生产函数的青海高新技术企业创新驱动力研究

基于新经济增长模型,通过岭回归实证检验,分析了青海省高新技术企业创新产出的影响因素。实证结果显示企业内部研发投入和人力资本对创新产出有积极作用,集聚知识溢出水平对创新产出的贡献较大,政府支持力度对创新产出的作用不稳定。最后,结合高新技术企业调研现状和实证结果提出了高新技术企业提高创新产出的对策建议。     

Fertility and the puzzle of female employment in the Middle East and North Africa

Female labour force participation rates across the Middle East and North Africa (MENA) region have remained low for over four decades even though, in the same period, women's education rapidly increased and fertility rates substantially decreased. This study provides a better understanding of this surprising phenomenon by testing whether the number of children affects the mother's labour supply (using twins at first birth as an instrumental variable.) Despite a strong first stage, it does not find statistically significant effects in the second stage, even in the combined sample of over 100,000 observations. This non‐result, however, does not rule out that fertility affects women's employment in these countries. But it rejects impacts larger than 0.09. Similar twin‐studies in the United States found effects between 0.12 and 0.31. The paper discusses the implications of this result in understanding the puzzle of female participation in MENA and in designing policies to increase women's employment.