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.     

阿莫西林克拉维酸钾片含量测定方法的改进

为解决实际应用中克拉维酸钾峰与后相邻杂质的分离度达不到要求的问题,建立了一种同时测定阿莫西林克拉维酸钾片中阿莫西林和克拉维酸钾含量的新方法,采用反相高效液相色谱法(RP-HPLC),Ultimate AQ-C_(18)色谱柱(4.6mm×250 mm,5μm),以pH值为4.4的0.05 mol/L磷酸二氢钠缓冲液为流动相,柱温为35℃,流速为1.0mL/min,检测波长为220nm。结果表明:阿莫西林和克拉维酸钾两主峰与相邻杂质得到完全基线分离,分离度大于1.5;克拉维酸钾对照品溶液质量浓度为0.050 0~0.500 1mg/mL时与峰面积的线性关系良好(r=0.999 8),平均回收率(n=9)为100.14%,RSD值为0.24%;阿莫西林对照品溶液质量浓度为0.100 0~1.000 1mg/mL时与峰面积的线性关系良好(r=0.999 9),平均回收率(n=9)为100.45%,RSD值为0.17%。与原有的《中华人民共和国药典》方法相比,新的阿莫西林克拉维酸钾片含量测定方法专属性好,准确度高,操作简便快捷,结果可靠,可作为一种质量控制方法。     

Work motivation and public service motivation: disentangling varieties of motivation and job satisfaction

Research on motivation in the public sector has used public service motivation (PSM) and self-determination theory (SDT) interchangeably. This paper compares both theories, develops hypotheses pertaining to their assumptions, and empirically tests them in two public offices in Switzerland. We then explore their relationship with job satisfaction as an indicator of predictive validity. We find that SDT and PSM display conceptual differentiation and SDT has a strongest relationship to job satisfaction. However, moderation analysis suggests that employees with high levels of PSM have more stable job satisfaction compared to their low-PSM counterparts.     

海外高层次人才创新创业政策研究:政策工具与创新创业过程视角

在全球人才流动加速的知识经济时代，中央和地方政府相继颁布了一系列鼓励海外高层次人才创新创业的政策。通过构建政策工具—创新创业过程二维框架，以浙江省“九五”至“十三五”期间颁布的海外人才政策为研究对象，采用内容分析法和扎根理论编码进行统计分析。研究发现：浙江省海外高层次人才政策数量增长迅速，从“十五”至“十三五”开局之年政策数量呈明显上升趋势;政策发文主体较多，但协调性较弱，浙江省财政厅是重要联合发文主体;从政策工具维度而言，供给类和环境类政策过溢、需求类政策偏少;创新创业准备阶段缺乏环境型政策，起步阶段缺乏供给型政策，发展阶段缺乏需求型政策。最后，提出优化海外高层次人才政策的对策建议。     

会计信息价值相关性研究:国外文献评述

全面梳理会计信息价值相关性研究文献,系统评价盈余公告反应研究和会计信息估值研究成果。得出结论:现有盈余公告反应研究的主要观点是,影响盈余公告向市场传递未预期盈余信息大小的主要因素为信息披露前的环境特征,影响盈余信息含量的主要因素为未预期盈余持续性;现有关于会计信息估值的研究主要是以财务比率对未来盈利的预测能力的质量驱动研究和主要基于具体的估值模型的价值驱动研究。未来的研究应在特殊情景、估值模型的拓展以及更新研究方法方面作出努力。     

小麦面筋含量测定影响因素分析

面筋含量是影响小麦和小麦粉品质的重要因素,面筋吸水率是小麦储存品质的重要指标。本文对小麦面筋含量测定中的关键步骤和重点环节进行了分析,探讨不同因素对试验结果造成的影响及应注意的事项,以期为各基层试验人员提供借鉴,为未来标准的修订提供参考。     

SYSTEMATIC LITERATURE REVIEW OF TOURISM GROWTH NEXUS: AN OVERVIEW OF THE LITERATURE AND A CONTENT ANALYSIS OF 100 MOST INFLUENTIAL PAPERS

This study performs the first citation-based systematic literature review of the tourism-growth nexus. The citation analysis provides a bird's eye view of this literature, which, in turn, identifies the sources of knowledge in terms of most influential journals, authors, and articles. A detailed content analysis of 100 most influential papers has been generated on the nature of the study, variables used, country of analysis, type of analysis, the methodology, and the direction of causality. In total, 284 papers were found relevant in the Scopus database using a comprehensive list of keywords. The citation analysis reveals that Tourism Management is the leading journal with a total of 2527 citation counts, whereas Tourism Economics is the leading journal with a total of 41 publications on this topic. Juan Gabriel Brida is the most prolific author, whereas Lee and Chang (2008) is recognized as the most influential paper. The content analysis reveals that 58% have applied time series, and 38% have used panel data analysis. Tourism causing growth is the leading result of both time-series and panel studies. International tourism receipts/earnings/expenditure and the number of international tourist arrivals are the most widely used variables to measure tourism.     

A gramscian perspective on field dynamics. The case of the privatization of Italian steel industry

Institutional fields are not static, they undergo times of fragmentation and times of settlement. Neo-institutional research has long explained the settlement of fields as either the effect of political manoeuvring of actors, or of discursive activity influencing cultural codes, narratives and symbols. But can these processes really be considered in isolation? In this paper, we propose to adopt a comprehensive view on fields’ dynamics, one that embraces the interaction of political and discursive manoeuvring to explain how fragmented fields manage to settle. To do so, we build on the Gramscian concept of hegemonic practices as discursive and political processes that integrate cultural equivalence among actors with political alliances based on aligned interests. Hegemonic practices align actors in a new historical bloc (a new settlement). Through this lens, we interpret the case of the Italian State steel privatization (1984–1995) and propose a process model explaining what yields fields’ dynamics from fragmentation to settlement. The model highlights the action of diffused agency in field dynamics, thus overcoming the obsolete challenger/incumbent view, and the need of becoming a historical bloc for alliances to stabilize a field.     

Standalone CSR reporting by U.S. retail companies

We investigate first-time use of standalone CSR reporting in the U.S. retail industry. We find it is limited to publicly traded companies and that environmental rather than other social disclosures are most prominent. We document that firms focus on discussing CSR initiatives and programs as opposed to providing performance data, suggesting the reports are more about image enhancement than transparent accountability. We explore impacts of the choice to disclose, and our findings suggest that standalone CSR reporting by the retail companies appears to positively influence perceptions of company reputation, and may be leading to increased appeal to socially responsible investors.