基于人力资本的高层管理团队认知能力对战略一致性的影响探析

战略一致性由外部一致性和内部一致性构成,认知能力可分为认知辨识能力和认知调适能力,前者作用于战略决策前期,后者作用于战略决策后期。文章提出的辨识能力和调适能力的二维组合描述了高端团队的认知能力的不同程度。这四种不同的状态对战略一致性的影响是不同的。文章在描述失调、贫缺、失随、协调四种状态的基础上探讨了这四种状态对战略一致性的影响。     

销售人员胜任力模型的构建

销售人员的能力素质直接关系到销售企业的"命脉",然而提高销售人员能力和素质的关键就是提高销售人员的胜任能力,销售人员胜任力的提升有利于业绩的增长,高效完成企业目标,实现企业使命。本文根据胜任力模型的构建流程,设计出销售人员胜任力模型,从而为销售人员的招聘、培训、绩效考核和薪酬管理提供基础和依据。     

临时雇员的黄金期

由于市场竞争的日趋激励，保拉·格雷斯所在组织的战略要进行转型，转向实时销售战略，于是，公司的销售培训也要随之进行改造，从而能够与组织战略相匹配。保拉担任这个组织的培训部的经理，负责改造公司销售结构，包括销售人员的角色，销售流程、程序和销售体系等所有方面。     

浅析商业银行如何实现网点转型

商业银行对发展战略、客户战略、服务战略的转型,带来了销售渠道的转型,即网点转型。网点转型的成功与否,关系到商业银行价值创造能力与核心竞争力的高低。文章通过对网点转型的背景、当前商业银行网点转型的探索与实践进行分析,在此基础上提出了实现网点转型的几点策略措施。     

政府转型时期公务员心理调适能力建设研究

政府转型时期,公务员能力建设被提上日程。在公务员的能力体系中,心理调适能力终于得到关注。在研究心理调适能力理论的基础上,分析公务员心理困境产生的原因,对公务员心理调适能力进行完善,从而提高公务员的心理调适能力。     

青海省国有企业销售人员薪酬体系分析

薪酬是企业激励销售人员的主要手段之一,企业销售战略规划与销售人员的薪酬方案之间有着密切的联系。通过对薪酬体系理论的阐述以及对青海省企业销售人员现行薪酬体系的现状和存在问题的分析,提出相关对策性思考,希望对企业建立良好的销售人员薪酬体系有一定的现实意义。     

如何选拔销售人员?——何青女士演讲摘录

正如陈为博士曾经说过销售人员的潜质不可改变一样,何青女士根据多年的经验,将销售人员划分出了疯狗性、专家型、农夫型等类别。本次论坛中,她强调了正确认识销售人员、销售人员的"群众路线"和具体选拔时的策略三个主题。     

基于组织—环境匹配性的企业战略风险形成过程

以环境变量为战略风险的主导逻辑,从组织与环境关系的角度,构建了战略风险形成的识别框架,分析了战略风险生成的二类前因,认为环境不确定性和组织调适的结构惰性及其调适的非均衡机制是战略风险融发的根本动因。     

浅谈销售人员考核的基本指标

随着我国经济的迅速增长综合国力不断的增强,企业在日常管理的过程中,销售人员的管理,不仅是企业整体管理的核心,同时也是企业经济效益的核心所在。因此,企业在销售人员管理的过程中,销售人员考核的基本指标,不仅是企业管理的基本依据,同时也是销售人员自我能力的基本体现。在此,本文针对销售人员考核的基本指标中的相关问题,作以下论述。     

长江三角洲地区销售人员薪酬激励实证分析

薪酬是对销售人员进行激励的一个关键因素,其高低不仅仅代表了他们的满意程度,更重要的是代表了销售人员工作业绩与能力得到认可,代表了社会对他们人力资本价值的承认,这对提高销售人员的工作满意度和激发他们积极性、主动性和创造性,以及培养他们为企业献身的精神都具有不可或缺的作用。通过对长江三角洲地区销售人员薪酬激励的调查分析与研究显示,在市场竞争日益激烈的今天,改变我国目前销售人员薪酬激励的现实状况显得尤其迫切。     

Do farmers get a greater return from selling their agricultural products through e-commerce?

E-commerce allows farmers to cut out intermediaries and sell agricultural products to consumers directly. This raises the question of whether farmers get a greater return when they use e-commerce to sell their products than when they use conventional marketing channels (i.e., intermediaries). To answer this question, we collected rural household data on sales of agricultural products from Zhejiang and Shandong provinces, in which we selected pairs of villages where e-commerce was advanced and villages where e-commerce was less advanced and households in each village that used or did not use e-commerce. We employed a fixed effects model to investigate the impacts of e-commerce on the selling prices and marketing costs of agricultural products. The model results revealed that compared with the conventional marketing channel through intermediaries, the marketing costs through the e-commerce channel significantly increased, but the selling price increases much more, which results in increases in gross returns for farmers. The increases in selling prices and marketing costs using e-commerce varied among agricultural products and between different qualities of the same product. It has important policy implications for improving farmers’ incomes and agricultural marketing channels in developing countries.     

谈商业橱窗陈列设计视觉营销效应

20世纪末以来,产品、消费同战略性的设计布局相生相伴。销售场所演变至今,已经发展到一个超越传统销售功能的阶段,转变成为支撑产品与品牌不可替代的重要工具。电商的进入使得市场变得更加绚烂缤纷,而实体店仍具有不可替代的一面。橱窗陈列又被称之为"视觉营销",它融合了视觉艺术、心理学、营销学等多门学科知识,在销售场所规划设计中的地位对于品牌的营销与推广显得尤为重要,也是服装企业"决胜网络终端"的重要营销手段之一。     

Predatory Short Sales and Bailouts

This paper extends the literature on predatory short selling and bailouts through a joint analysis of the two. We consider a model with informed short sales, as well as uninformed predatory short sales, which can trigger the inefficient liquidation of a firm. We obtain several novel results: A government commitment to bail out insolvent firms with positive probability can increase welfare because it selectively deters predatory short selling without hampering desirable informed short sales. Contrasting a common view, bailouts can be optimal ex ante but undesirable ex post. Furthermore, bailouts in our model are a better policy tool than short selling restrictions. Welfare gains from the bailout policy are unevenly distributed: shareholders gain while taxpayers lose. Bailout taxes allow ex ante Pareto improvements.     

The role of short selling threat in corporate environmental disclosure strategies: Evidence from China

Using staggered deregulation of short sales constraints in the Chinese capital market, this study investigates how short selling threat related to corporate environmental disclosure strategies. Our study finds that pilot firms experience a larger increase in hard disclosures, and a larger decrease in soft disclosures after short selling deregulation. Specifically, the increase in hard disclosure is found primarily at good environmental performers, whereas the decrease in soft disclosure is primarily found at poor environmental performers. Further analysis shows that the increase in hard disclosure and the decrease in soft disclosure is significantly more pronounced at firms that are covered by small number of media and analysts, with low institutional ownership and stock liquidity. Overall, our findings suggest that firms might change the type of environmental disclosure to mitigate their exposures to short selling threat, and provide evidence of the disciplining effect of short sales on environmental disclosures.     

Price-setting and economic slack: Evidence from firm-level survey data

Economic slack plays an important role for inflation dynamics in conventional macroeconomic models. Some have argued that this relationship, known as the Phillips curve, has broken down in recent years. However, due to the endogenous response of monetary policy, identification of the aggregate Phillips curve is fraught with uncertainty. To deal with some of these issues, this paper relies on a novel survey data set for firms in the retail trade sector in Sweden to explore the relationship between firms price-setting and firm-level measures of economic slack, namely firms’ perception of their sales situation, profitability, labor shortages and goods in stock. The results suggest that firms’ selling prices are more likely to increase if they perceive the sales situation to be good, rather than satisfactory or poor, and if they expect aggregate inflation to be rising. Firms’ assessment of their profitability, labor shortages or goods in stock are however only weakly correlated with selling prices, if at all.     

销售管理层级制度的扁平化变革与演变模式——以大区经理制为例

因信息科技的发展及市场竞争环境的变化，销售管理的扁平化是必然趋势。传统的销售管理层级制度——大区经理制存在管理层级多、职责重叠等问题，需要进行变革。销售管理层级制度未来有三大演变模式：大区营销经理制、省区营销经理制和省区销售经理制。     

Asymmetric promotion and strike effects in an oligopolistic service industry

The effects of promotion and selling expenses as well as the impact of striks on the sales of two major airlines in an oilgopolistic service industry are investigated through simultaneous and recursive multiple regression modelling. Results indicate that the independent variables asymmetrically affect the respective sales of the duopolists. Additionally, there is evidence that the two firms appear to have adopted a form of competitive response model regarding their promotional expenditures which may be questionable given the results of this study.     

Liquidity and Liquidation

The manager of a firm that is selling an illiquid asset has discretion as to the sale price: if he chooses a high (low) selling price, early sale is unlikely (likely). If the manager has the option to default on the debt that is collateralized by the illiquid asset, the optimal selling price depends on whether the manager acts in the interests of owners or creditors. We model the former case. In equilibrium the owner will always offer the illiquid asset for sale at a strictly higher price than he paid, and will default if he fails to sell. As a result, upon successful sales the illiquid asset changes hands at successively higher prices. We also consider a generalization of the model which permits sellers to finance sales using either debt or preferred stock, or both. This allows derivation of an optimal capital structure. We are indebted to seminar participants at the University of California, Los Angeles; University of California, Santa Barbara; Utah State University; University of Miami; Federal Reserve Bank of Atlanta; Federal Reserve Bank of San Francisco and Federal Reserve Bank of Kansas City. We have received helpful comments from Tom Cooley.     

Modelling the effects of promotion expenditures on sales of pharmaceuticals

The successful innovation of pharmaceuticals requires a substantial amount of marketing support, despite concerns about the effects of these marketing efforts. This study considers prior findings that indicate that higher marketing expenditures for a brand reduce its price elasticity of demand, which may lead to higher prices, in the context of the Dutch pharmaceutical market. The authors find that parameters are heterogeneous across brands, and that marketing effects differ across product life cycle stages. They propose a separate analysis of established and new brands. For established brands, marketing efforts neither have a positive effect on sales, nor do they affect the price elasticity. For new brands, several proposed models might capture their diffusion pattern; the diffusion-of-innovation models provide the best results. Marketing accelerates the rate of diffusion and leads to a higher baseline level of sales.     

National Border Effects: Location, Not Nationality, Matters

A recent literature documents the downward impact of national borders on trade. This paper probes the relative importance of two potential sources of border effects: (1) pure locational factors, such as transport costs and tariffs; and (2) an inherent disadvantage for a firm selling in a foreign market. I am able to make this decomposition by using data on the local sales of foreign affiliates of US multinational enterprises, on US bilateral exports, and on domestic sales by host‐country firms. The “border effect” arises almost entirely from locational factors. If a firm establishes and sells from a subsidiary located in the foreign country, its local sales are about on a par with those of domestic firms in that market.