Driving organizational citizenship behaviors and salesperson in-role behavior performance: The role of management control and perceived organizational support

Interest in management control approaches and organizational factors associated with higher levels of salesperson performance is reflected in research streams concerned with behavior-based control strategies and organizational citizenship behaviors (OCBs). This study makes two distinct additions to the literature relating to control, organizational citizenship behaviors and salesperson performance. First, the study distinguishes between salesperson in-role behavior performance and outcome performance to model in-role behavior performance as a mediator between OCB and outcome performance. Second, the work supports sales manager control as an antecedent to OCB. A second model introduces perceived organizational support (POS) as an additional antecedent to salesperson OCB, and more important, as a consequence of sales manager control. This construct has not been included in prior salesperson OCB studies. Results show sales manage control has a stronger impact on OCB through POS, than directly, and POS has a strong impact on salesperson OCB. Nigel F. Piercy (Nigel.Piercy@wbs.ac.uk) is a professor of marketing in the Warwick Business School at the University of Warwick, United Kingdom. He holds a Ph.D. from the University of Wales and a higher doctorate (D.Litt) from Heriot-Watt University, Edinburgh. His current research interests focus on strategic sales and account management. His work has been published in many journals including theJournal of Marketing, theJournal of International Marketing, and theJournal of the Academy of Marketing Science. He is coauthor to David Cravens onStrategic Marketing (8th ed., Irwin/McGraw-Hill, 2006). David W. Cravens (D.Cravens@tcu.edu) holds the Eunice and James L. West Chair of American Enterprise Studies and is a professor of marketing in the M. J. Neeley School of Business at Texas Christian University, Fort Worth, Texas. He has a doctorate in business administration from Indiana University. His areas of specialization include marketing strategy and planning, sales management, and new product planning. His research has been published in a wide range of journals including theJournal of Marketing, theJournal of Marketing Research, the Journal of the Academy of Marketing Science, and theInternational Journal of Marketing. Nikala Lane (Nikala.Lane@wbs.ac.uk) is a senior lecturer in marketing in the Warwick Business School at the University of Warwick, United Kingdom. She holds a Ph.D. from the University of Wales and was previously a senior research associate at Cardiff University. Her research interests are focused on gender and ethics issues in sales and marketing management. Her work has been published widely in the international literature and includes articles in theJournal of Management Studies, theBritish Journal of Management, the Journal of Business Ethics, and theJournal of Personal Selling & Sales Management. Douglas W. Vorhies (dvorhies@bus.olemiss.edu) is an assistant professor of marketing in the School of Business Administration at the University of Mississippi. His primary research interests are in the areas of marketing strategy, marketing resources and capabilities, the links between innovation, strategic market management and performance, and professional selling and sales management. His other work has been published in many journals including theJournal of Marketing, Decision Sciences, theJournal of Product Innovation Management, theEuropean Journal of Marketing, and theJournal of Personal Selling and Sales Management.     

Corollaries of the collective: The influence of organizational culture and memory development on perceived decision-making context

The market-focused learning organization continues to attract attention in the marketing literature. Two central and interrelated aspects of collective learning are organizational culture and memory. The relationship between culture and performance has been demonstrated both theoretically and empirically. This study investigates the influence of culture and organizational memory development on perceptions of managers’ decision-making context. Findings suggest that both organizational culture and memory influence marketing managers’ perceptions of decision-making context. Specifically, managers in externally focused cultures tend to perceive a relatively higher proportion of strategic problems than managers in internally focused cultures, and managers in organic process cultures tend to perceive a relatively higher proportion of unstructured problems than managers in mechanistic cultures. The implications for managerial practice are discussed and avenues for future research outlined. Pierre Berthon is a professor of marketing at the School of Management, University of Bath, United Kingdom. Prior to taking up his present position, he was adjunct professor of marketing at Columbia Business School, University of Columbia, New York. His research interests are eclectic but focus mainly on the areas of management decision making, strategic modes of organization, electronic commerce, and interactive marketing. His work has been published in a wide range of journals, includingSloan Management Review, California Management Review, Journal of Business Research, Journal of Advertising Research, Business Horizons, Omega, andTechnological Forecasting and Social Change. He is coauthor of a textbook on electronic commerce (Electronic Commerce: The Strategic Perspective, published by Dryden). Leyland F. Pitt is a professor in the School of Marketing at Curtin University of Technology in Perth, Western Australia. He has also taught executive programs at the University of Chicago, Columbia University, and the London Business School. His current research focuses on marketing strategy and the marketing/technology interface. His work has been accepted for publication in such academic and practitioner journals as theCalifornia Management Review, Sloan Management Review, Columbia Journal of World Business, Communications of the ACM, theJournal of Advertising Research, theJournal of Business Research, andMIS Quarterly, of which he is also an associate editor. Michael T. Ewing is an associate professor in the School of Marketing at Curtin University of Technology. Before that, he worked for Ford Motor Company. He has taught in Australia, Hong Kong, Singapore, Malaysia, the Czech Republic, South Africa, and England. His research and teaching interests include marketing communications, E-commerce, and international advertising. Among others, his work has appeared in theAsian Journal of Marketing, Business Horizons, theJournal of Advertising Research, theJournal of Business Research, theJournal of Marketing Communications, and theInternational Journal of Advertising. He serves on the editorial review board of theJournal of Advertising Research.     

企业社会责任研究的前沿评述

随着企业内部与企业外部相关各方对企业履行社会责任的日益重视,学术界对于企业社会责任的研究也在不同的方向展开。第一个阶段主要讨论了企业是否应该承担社会责任和企业应该承担什么样的社会责任,第二个阶段主要讨论CSR对企业的作用,包括企业承担社会责任的效果和企业应该如何承担社会责任。     

The role of corporate social responsibility in strengthening multiple stakeholder relationships: A field experiment

This research relied on a field experiment involving a real-world instance of corporate philanthropy to shed light on both the scope and limitations of the strategic returns to corporate social responsibility (CSR). In particular, the authors demonstrate that the impact of CSR in the real world is not only less pervasive than has been previously acknowledged but also more multifaceted than has been previously conceptualized. The findings indicated that contingent on CSR awareness, which was rather low, stakeholders did react positively to the focal company not only in the consumption domain but in the employment and investment domains as well. Stakeholder attributions regarding the genuineness of the company’s motives moderated these effects. Sankar Sen (sankar_sen@baruch.cuny.edu) is a professor of marketing at the Zicklin School of Business, Baruch College, City University of New York. He received his Ph.D. in marketing in 1993 from the Wharton School, University of Pennsylvania. His research focuses on consumer decision making. He is interested, more specifically, in consumer reactions to company actions, particularly in the domain of CSR. His research has appeared inCalifornia Management Review, Journal of Consumer Research, Journal of Marketing, Journal of Marketing Research, Journal of Economic Theory, and others. C. B. Bhattacharya (cb@bu.edu) received his Ph.D. in marketing from the Wharton School of the University of Pennsylvania in 1993 and his M.B.A. from the Indian Institute of Management in 1984. Prior to joining Boston University, he was on the faculty at the Goizueta Business School, Emory University. His specific expertise is in the areas of customer retention and the roles of CSR and organizational identification in designing marketing strategy. He served on the editorial review board of theJournal of Marketing from 2002 to 2005 and has published in journals such as theJournal of Marketing Research, theJournal of Marketing, Journal of Applied Psychology, andOrganization Science. He speaks frequently at many academic and business forums and won the William Novelli Best Paper Award at the Social Marketing Conference in 1997. Dr. Bhattacharya received the 2001 Broderick Prize for Research Excellence at Boston University and the Emory Williams Distinguished Teaching Award in 1995, the highest teaching award at Emory University. He is also part of the select group of faculty members onBusiness Week’s Outstanding Faculty list. Prior to his Ph.D., he worked for 3 years as a product manager for Reckitt Benkiser PLC. He has consulted for organizations such as the Hitachi Corporation, Procter & Gamble Company, Bell South, The Prudential Bank, Information Resources Inc., Airwick Industries, Silo Inc., and the High Museum of Art. Daniel Korschun (danielk@bu.edu) is a doctoral candidate in marketing at Boston University. His current research interests include brand management, CSR, and interorganizational relationships.     

企业社会责任信息披露充分性研究

企业基于多重原因披露社会责任信息,而为保证自身利益,会有选择地传递有利信息并隐藏不利信息。这种行为使得利益相关者获得的信息不充分、不准确,导致其错误的判断和决策。因此,针对完善社会责任信息披露制度和保证社会责任信息质量进行研究有重要的理论和实际意义。通过对2012年-2014年深圳证券交易所和上海证券交易所上市公司社会责任信息披露内容进行统计分析,探究企业社会责任信息披露不足的现状及政策完善途径,为我国企业社会责任信息披露机制构建提供参考。     

论企业的社会责任

企业社会责任的本质是在经济全球化背景下企业对其自身经济行为的道德约束,它既是企业的宗旨和经营理念,又是企业用来约束企业内部包括供应商生产经营行为的一套管理和评估体系。企业在追求利润最优化、充分考虑利益相关者的利益的同时,必须从整体上考虑“价值更大化”的问题,“价值更大化”应是企业发展的总目标,更应是企业共同的信念和追求。     

Corporate social responsibility and marketing: An integrative framework

This article introduces a conceptualization of corporate social responsibility (CSR) that emphasizes the role and potential contribution of the marketing discipline. The proposed framework first depicts CSR initiatives as the actions undertaken to display conformity to both organizational and stakeholder norms. Then, the article discusses the managerial processes needed to monitor, meet, and even exceed, stakeholder norms. Finally, the analysis explains how CSR initiatives can generate increased stakeholder support. Isabelle Maignan (imaignan@feweb.vu.nl) is an assistant professor of marketing at the Vrije Universiteit in Amsterdam in the Netherlands. Her research focuses on corporate social responsibility and its marketing dimensions in an international setting. Her work has appeared in theJournal of the Academy of Marketing Science, theJournal of International Business Studies, theJournal of Business Research, theJournal of Advertising, among other journals and conference proceedings. O. C. Ferrell (oc.ferrell@colostate.edu) is chair and a professor of marketing at Colorado State University. His research focuses on marketing ethics and corporate social responsibility. His work has appeared in theJournal of Marketing, theJournal of Marketing Research, theJournal of the Academy of Marketing Science, theJournal of Public Policy and Marketing, as well as other leading journals. In addition, he is the coauthor ofMarketing: Concepts and Strategies, Business Ethics: Ethical Decision Making and Cases, Business and Society: A Strategic Approach to Corporate Citizenship, Marketing Strategy, and other textbooks.     

Institutional pressures and marketing ethics initiatives: the focal role of organizational identity

Institutional theory implies that normative societal expectations create pressures for organizations to respond acceptably to important institutional constituents. Although the role of the institutional environment on marketing has been studied, the organizational mechanisms by which firms respond to societal pressures remain under-investigated. We suggest that an important determining factor involves organizational identity, which drives firm response to societal norms and facilitates its quest for legitimacy. Accordingly, this study contributes to organizational theory in marketing by casting identity as the focal mechanism in the firm’s response to the institutional environment. Marketing ethics and CSR issues frame this research given natural synergies with institutional and organizational identity theories and evidence that increasingly, firms must respond to societal expectations involving ethics in their marketing practices. Using game theoretical models and economic experiments, we find that the influence of the institutional environment emerges through firm identity, affecting resource allocation to ethical product augmentation.     

马来西亚华商的价值观、经营模式与社会义务

以杂货店为研究对象,研究马来西亚华商的价值观,探讨从清代以在马来西亚的传统华人杂货商,致富成功与企业价值观、经营模式的最初渊源,提炼出传统儒家价值观、忠、信、义对其成功致富的意义.     

The impact of market conditions on the organizational structure and effectiveness of firms operating in Italy

In the past decade, several organization theorists have begun to examine the organization—environmental interface in the functioning of complex organizations and have argued that an organization's internal structural arrangement is contingent upon the demands of the external environment. The purpose of this article is to further examine the validity of the findings of these theorists with reference to firms operating in Italy. The variables studied consisted of: a) Market conditions—which was divided into the two categories of high and low competition. b) Decentralization of decision-making, and c) Organization effectiveness. To investigate the impact of decentralization on the organization effectiveness of firms under differing market conditions the statistical techniques of a Mann-Whitney U Test and Kendall's Tau Measure of Correlation were used to compute the scores. The resulting computations provide some support for the contingency theory of organization, but also indicates areas of disagreement.     

工程腐败道德治理模式下的责任伦理研究

道德治理是一种对工程腐败伦理风险的复合型、整体性的治理模式.它以制度治理在先确立为前提条件,归结于对风险事实回应和担当的责任伦理.在伦理规范的意义上,道德治理模式下的责任伦理是前瞻性责任、过程责任和事后责任的统一,体现了当代中国社会在反腐败巨大挑战面前所应有的一种精神需求与精神气质,这尤其凝聚在“为人民服务”的责任践行中.“为人民服务”构成责任伦理的核心原则.     

基于过程视角的企业社会责任评价指标体系

在分析、评价国内外现有企业社会责任评价体系的基础上,从企业承担社会责任的过程出发,提炼出CSR认知、CSR行为、CSR管理和CSR绩效四个过程构成要素,构建一个完整的企业社会责任管理的理论模型.将四个构成要素作为二级指标,选取22个定量和定性指标作为三级指标,构成过程视角的企业社会责任的指标评价体系,并利用层次分析法设置指标相应权重,为评价我国企业社会责任管理水平提供一种思路与方法.     

Institutionalization of ethics and its consequences: a survey of marketing professionals

Because of increasing ethical problems in business, organizations have tried to control these problems by institutionalizing ethics, such as by creating new ethics positions and formulating codes of ethics. In this study, the authors develop a scale for measuring the institutionalization of ethics in organizations and assess it for dimensionality, reliability and validity. Two separate studies are conducted, both using samples drawn from an American Marketing Association practitioner population. In Study 1, using a sample of 126 marketing practitioners, we performed exploratory factor analysis on 44 institutionalization items resulting in two separate dimensions of the institutionalization of ethics construct: implicit and explicit institutionalization. Using a national sample of 306 marketing practitioners in Study 2, we performed confirmatory factor analysis on these two dimensions and investigated the effects of these dimensions on perceived importance of ethics, job satisfaction, esprit de corps and organizational commitment. Implicit institutionalization had a significant direct affect on all four of these constructs. On the other hand, explicit institutionalization significantly influenced only the perceived importance of ethics.     

社会资本视角下的农村公共产品分类与供给主体责任研究

公共产品分类研究是明确其供给责任的前提,分类研究不足是我国公共产品供给责任不清的重要原因.对公共产品分类研究不仅从理论上全面明确反映了公共产品的内容与特征,而且在一定程度上确定了公共产品供给的主体责任.     

建立健全社会保障制度的重要性

随着我国经济体制改革的不断深入和市场经济体制的确立,建立和健全完善的社会保障制度尤为重要.我国传统的社会保障制度是计划经济的产物,存在着"无法克服的缺陷",不能适应市场经济的需要.现代社会保障制度可以保障市场经济的正常运作和健康发展,保障改革的深入进行和社会的稳定.     

Corporate social responsibility: attributions,loyalty, and the mediating role of trust

This study investigates whether consumers’ perceptions of motives influence their evaluation of corporate social responsibility (CSR) efforts. The study reveals the mediating role of consumer trust in CSR evaluation frameworks; managers should monitor consumer trust, which seems to be an important subprocess regulating the effect of consumer attributions on patronage and recommendation intentions. Further, managers may allay the negative effects of profit-motivated giving by doing well on service quality perceptions. On the other hand, appropriately motivated giving continues to positively affect trust regardless of the performance of the firm on service quality provision.     

Coping with organizational role stress: Intrinsic motivational orientation,perceived role benefits,and psychological withdrawal

Researchers have long recognized that individuals in stressful marketing roles find ways to cope with organizational role stress. This study examines the effects of three psychological coping strategies—intrinsic motivational orientation, perceived role benefits, and psychological withdrawal—in a model of organizational role stress. Results indicate that intrinsic motivational orientations reduce perceptions of role conflict and role ambiguity, and increase job satisfaction; that perceived role benefits positively influence job satisfaction; and that job dissatisfaction is the primary cause of psychological withdrawal. The study supports the importance of coping efforts in models of organizational role stress among marketing personnel. Dr. Keaveney’s research interests focus on retailing issues including retail buyer behavior, retail store image, and retail price promotions. Dr. Keaveney has also published in the areas of marketing organizational behavior, services marketing, and international marketing. She is co-author with Philip R. Cateora ofMarketing: An International Perspective, which has been published both in English and in Japanese. Dr. Keaveney has published articles in theJournal of the Academy of Marketing Science, Journal of Retailing, Journal of Promotion Management, Journal of Marketing Channels, andJournal of Volunteer Administration. Dr. Nelson’s research interests include topics in marketing research, consumer behavior, and advertising. He has published in theJournal of Marketing, Journal of Advertising, Journal of Business Research, Journal of Marketing Research, and serves as occasional reviewer to these publications as well as to theJournal of the Academy of Marketing Science. He teaches courses in marketing management, marketing research, and multivariate statistics.     

儒家法家预防犯罪教育思想及其对现阶段社会犯罪治理的重要意义

中国古代儒家和法家分别提出了利用道德教育和法律教育来预防犯罪的思想，其虽然各有局限性，但经后世各朝将二结合，对预防犯罪起了较大作用，总结儒家、法家预防犯罪教育思想，借鉴我国各朝代预防犯罪教育的经验，对预防和治理我国现阶段的社会犯罪具有重要的意义。     

企业社会责任会计的国际比较及借鉴设想

企业社会责任会计作为会计学的一个新分支,已越来越受到人们的重视。对国外企业社会责任会计的概念、内容、计量及披露等进行比较分析,结合我国企业社会责任会计的发展现状及发展设想进行研究,以探求可资借鉴之经验。     

The role of institutional and reputational factors in the voluntary adoption of corporate social responsibility reporting standards

Firms are uncertain about the value of corporate social responsibility (CSR) reporting, which may involve significant costs. What makes them embark on the initiative? This is the first study to explore the voluntary adoption by companies of the world’s most widespread framework of CSR reporting—the Global Reporting Initiative (GRI). The GRI case is impressive because it achieved its status in mere 10 years. The inquiry focuses on the role of the firm’s institutional environment and identity communicators as drivers of the adoption of the GRI principles as a reputation management tool. The authors use a duration model to test hypotheses with data on 600 top global companies. The findings indicate that competitive and media pressures together with a company’s CSR media visibility and CSR publicity efforts are important determinants of GRI adoption. Also, as the GRI framework becomes more institutionalized, companies pick up more information from prior adopters.