失败学习对失败归因与再创业意愿关系的影响研究

基于成败归因与经验学习理论,构建失败学习调节下失败归因对再创业意愿的影响模型.通过珠三角区域155份有创业失败经历创业者的一手数据实证研究发现:创业失败的内部性归因、可控性归因对再创业意愿有显著正向影响,稳定性归因对再创业意愿无显著影响.失败学习作为调节变量,加强了稳定性归因对再创业意愿的影响,但削弱了可控性归因与内部性归因对再创业意愿的正向促进.相应的管理启示对创业者的进一步创业实践具有参考价值.     

高校教师归因方式、自我效能感与工作绩效的关系研究

每位高校教师在教学实践中都会遇到成功或者失败,教师对教学成败不同的归因方式会直接影响其自我效能感的增加或降低,并进而对工作绩效水平产生不同程度的影响。自心理学家海德提出归因理论之后,不同学者从不同领域对归因展开了研究,但是对教师教学活动的归因方式研究甚少。基于此,文章以来自河南省部分高校的300名教师为研究对象,采用问卷调查的方法,并对所获数据用SPSS19.0进行实证分析研究归因方式、自我效能感与工作绩效三者之间的相互关系,研究结果显示正确、积极的归因有利于自我效能感的增加,并进而提高其绩效水平;反之则不利于自我效能感的形成,造成绩效水平降低;自我效能感在归因方式和工作绩效之间起中介作用。     

谈中小企业销售人员管理中存在的问题及对策

中小企业自身特点使其对销售人员管理存在诸多问题,文分析了中小企业销售人员管理存在的问题,提出了改革中小企业销售人员管理的策略。     

服务失败时消费情绪对顾客满意的影响分析

研究验证了Smith ＆ Ellsworth按照归因类型划分消极情绪的观点，发现消极情绪对顾客满意的影响与产生情绪的归因类型有关。服务失败时，顾客的积极情绪、外在归因的消极情绪和内在归因的消极情绪都对顾客满意有显著的影响，顾客满意与外在归因的消极情绪负相关，而与积极情绪和内在归因的消极情绪正相关。     

在线服务失败类型对平台卖家声誉的影响研究北大核心CSSCI

随着平台型电商的快速发展,买家经历的服务失败也日益增多,在线服务失败不但给平台卖家声誉造成负向影响,且不同服务失败类型对平台卖家声誉的影响效应有所不同。本文通过在线服务失败相关研究的梳理,将在线服务失败类型划分为未达到平台规则和未达到卖家承诺两种,并采用实验法探讨了在线服务失败类型对平台卖家声誉的影响以及外部归因的中介作用,在此基础上进一步考察了卖家评分(高评分vs.低评分)和平台型电商声誉(高声誉vs.低声誉)的调节作用。实验结果显示:较之未达到平台规则,平台卖家所提供的商品/服务未达到卖家承诺时,买家对平台卖家声誉的评价更低;买家的外部归因可以中介在线服务失败类型与平台卖家声誉之间的关系;对于高评分卖家来说,外部归因的中介效应更为显著;对于高声誉平台型电商,外部归因在在线服务失败类型和平台卖家声誉之间的中介效应更为显著。本文的研究结论为平台卖家的声誉管理和在线服务失败补救提供了有益的经验借鉴,也丰富了网络消费者行为的相关研究。     

基于信任关系的销售人员管理控制策略

关系营销的产生和发展,对企业销售人员管理控制也提出了新的要求。但是,以前对销售人员管理控制问题的研究多是从交易导向来分析的,关于信任关系的销售人员管理控制问题研究不多。本文以关系营销理论为基础,分析了企业、销售人员、客户的关系结构及其各种关系结构的稳定性,最后提出了4种基于信任关系的销售人员管理控制策略。     

服务失败的顾客归因及其启示

顾客对服务失败之归因结果影响并决定着顾客行为。本文在解析顾客对服务失败之归因过程的基础上，探讨了归因结果对顾客行为动机的影响，并据此提出几点改善服务补救工作的启示。     

直销绩效影响因素的实证研究

本文旨在研究直销人员人格特质、销售行为与销售绩效之间的关系。基于问卷调查的数据收集和PLS的模型建构方法,研究发现直销人员的人格特质、适应性销售行为和罐装销售行为都会对销售绩效产生影响。     

基于信任关系的销售人员管理控制策略

关系营销的产生和发展,对企业销售人员管理控制也提出了新的要求.但是,以前对销售人员管理控制问题的研究多是从交易导向来分析的,关于信任关系的销售人员管理控制问题研究不多.本文以关系营销理论为基础,分析了企业、辅售人员、客房的关系结构及其各种关系结构的稳定性,最后提出了4种基于信任关系的销售人员管理控制策略.     

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。     

巧干、苦干还是社会网络致胜——直销企业销售代表绩效影响因素研究

中国直销企业以销售为基础,存在大量销售代表,每年对销售代表投入的筛选、培训、维护费用巨大,但其产出效果并不理想。本研究旨在研究影响直销企业销售代表绩效的关键因素,并识别出销售代表个性特质与这些影响因素的关系。实证研究表明,销售代表适应性销售行为、工作勤奋度、个人社会网络和年龄对销售绩效有显著正向影响;销售代表自我监控和学习导向越强,则越能表现出适应性销售行为;适应性销售行为是自我监控和学习导向对销售绩效影响的中介变量。     

The housing market in Beijing and delays in sales: A fractional polynomial survival model

This paper analyzes housing sales delay in Beijing, China. In the housing market, new properties sometimes experience delays before they are sold. Such delays reflect the preferences of buyers with regard to the characteristics of the housing. Therefore, it is important for managerial purposes to identify the causes of housing sales delays. It is concluded that delays are largely explained by the dwellings' characteristics and location. Policy implications of the research findings, particularly those related to means of shortening the delays, are discussed.     

Housing sales in urban Beijing

In the housing market, new properties sometimes experience delays before they are sold. Such delays reflect the preferences of buyers in respect of the homes’ characteristics. Therefore, it is important for managerial purposes to identify the causes of housing sales delays. After analysing the delays in sales of housing in Beijing City, China, the principal finding of this study is that delays are largely explained by the dwellings’ characteristics and location. Policy implications of the research findings, particularly those related to means of reducing the delays, are discussed.     

The effects of state and federal background checks on state-level gun-related murder rates

The purpose of the present study was to determine whether firearm background checks are significantly related to gun-related murder rates. The present study differs from prior research in several ways. First, a large longitudinal data-set is used; data for 50 states for the period 1980–2011 are examined. Second, the effects of both federal and state background checks, including state-mandated private sales background checks, are estimated. Finally, a fixed effects model that controls for both state-level and year-specific effects is used. Results suggest that states that require dealer background checks have lower gun-related murder rates than other states. In addition, after implementation of the Brady Act, gun-related murder rates fell. However, the results also suggest that, for the entire period in question, states with private sales background checks had higher gun-related murder rates than states with no such background checks. If one only looks the Brady Act period, however, then the private sales background check variable is insignificant. These results for private sales background checks are novel and contrary to the results of much prior research in this area.     

THE EFFECT OF CASINO PROXIMITY ON LOTTERY SALES: EVIDENCE FROM MARYLAND

The continued expansion of the casino industry has caused increasing concern regarding the cannibalization of other industries, and in particular, state lotteries. For example, Maryland Lottery sales flattened shortly after casinos began opening in the state. Although previous papers have found that casinos and lotteries have a negative relationship with each other, no previous research has analyzed the impact of casino proximity on lottery sales or has examined the relationship between casinos and different types of lottery games. In this paper, we examine ZIP code‐level monthly lottery sales data from Maryland between July 2009 and February 2014, in order to test the impact of casino proximity on lottery sales, by type of game. Our findings indicate that aggregate lottery sales decline more in closer proximity to casinos, but that casinos affect different lottery products differently. We discuss the consumer behavior and public finance implications of the findings. (JEL H27, H4, L83)     

Is Business Performance Related to the Adoption of Quality and Environmental-Related Standards?

We investigate the relationship between French firms’ business performance and registration of quality (QS) and environmental-related standards (ES). Using a propensity score matching method, we found that QS/ES registered firms report higher sales. However, registration is not significantly related to firms’ profits and EBITDA. Our findings also point out the possible synergy between ES and QS, that is, when implemented together, quality and environmental-related standards are more likely to be related to higher sales, profits and EBITDA than when only one of these standards is implemented.     

上市公司管理层业绩归因倾向研究回顾与评析

系统回顾了国内外关于管理层业绩归因的概念、理论基础、影响因素等方面的研究成果,并按横纵方向对研究成果进行综述,明确了在我国上市公司中也存在管理层业绩归因自利性倾向,对今后归因倾向的研究具有一定的理论和实践意义。     

Stress and coping in nurse managers: two decades of research

An integrative literature review was undertaken to examine the research related to stress and coping in nurse managers. Key gaps in the literature were identified with implications for research presented.     

大客户选择:战略框架与组合矩阵

大客户是指对企业在长期发展和利润贡献上有着重要意义的客户,与大客户建立长期关系是在激烈的市场竞争中立于不败之地的关键。选择好目标大客户是大客户管理成功的第一步,文章在厘清大客户和大客户管理内涵的基础上,重点探讨大客户选择的评估标准、战略框架与组合策略     

Examining the link between plan evaluation and implementation

The study investigates evaluation and implementation during planning — determining how evaluation and implementation tactics join to produce successful and less successful outcomes. The tactics managers, acting as plan sponsors, used to evaluate and implement were uncovered from an appraisal of planning practices found in nearly 400 projects. The findings indicate that implementation has more influence on success than evaluation. Considering social and political issues early in the planning process frames the process with implementation concerns and allows foresight, visualizing innovative ideas. When implementation tactics lead planning in this way either intervention or participation tactics are employed. Both tactics improve success dramatically. However, in three of four projects studied implementation was positioned at the end of a planning process. This concentrates on installation behaviors and employs evaluation to find arguments that support a preferred plan. The choice of implementation tactics was limited to persuasion or edict. Both are failure prone. The best evaluation tactics (analysis and participation) improve success somewhat for the best implementation tactics (intervention and participation), but do not overcome the difficulties created by implementing with persuasion or edict.