Sales Training in a Dynamic Market

Abstract

The Singaporean hotel industry is examined, with particular emphasis on me differences between global and local sales force training. Empirical evidence indicates that there is a wide divergence between global and local practices. It appears that global firms perceive that sales training leads to greater sales force performance and view sales training as being part of their strategic marketing plan. Global firms also employ a more formal training curriculum, focus on “soft” competencies, and have an established training culture. Conversely, local firms rely upon “on-the-job training (OJT)” and appear not to understand that sales training programs can be a source of competitive advantage. Managerial implications and suggestions for future research are presented.     

Instructional skills for on‐the‐job training and experiential learning: an empirical study of Japanese firms

Despite the effectiveness of on‐the‐job training (OJT), few systematic empirical studies have been conducted on how OJT trainers instruct trainees in firms. The primary goal of this study was to investigate the characteristics of the trainer's instructional skills for OJT using survey data collected from 715 employees covering 22 firms. Results indicate that excellent OJT trainers use four types of instructional skills: (1) stretching trainee objectives, (2) monitoring their progress, (3) providing positive feedback, and (4) promoting reflection on results. The findings suggest that excellent OJT trainers facilitate trainees' experiential learning by promoting deliberate practice and reflective practice. Theoretical and managerial implications are also discussed.     

高职院校教师在职培训考核发证控制

加强高职院校教师在职培训考核发证控制的力度是质量控制体系高效运作的重要保证,因此,文章论述了考核机构建立、考核内容、标准和程序的制定和考核发证权限的限定等方面实现有效的高职院校教师在职培训考核发证控制。     

On-the-job Search in Italian Labor Markets: An Empirical Analysis

This paper analyzes the determinants of on-the-job search activities of Italian workers. Using several waves of the Bank of Italy Survey on Household Income and Wealth (SHIW), a Probit model is used to estimate how individual socio-demographic characteristics and economic variables affect the probability of on-the-job search. We find that the probability of being engaged in job search activities is higher for low wage earners, for workers with low tenure and higher levels of education, for males, and for residents in large cities. Moreover, we find significant differences in the determinants of on-the-job search activities across sectors. Public sector employees show a considerably lower probability of on-the-job search compared to private sector workers. White collar workers and teachers search much less than blue collar workers. Results suggest that, even controlling for wage levels, the attractiveness of jobs varies considerably.     

In Our Opinion

Abstract

Over a million supervisors in industry, government, and business have taken the ten-hour J.I.T. program. Its influence upon effective training procedures on-the-job, therefore is likely to be great. The implication of this program for vocational business education are made evident in this article.     

外商直接投资与发展中国家的人力资本发展

人力资本不仅仅影响一国内部经济增长,同时也和外部经济交往比如外商直接投资(FDI)存在互为补充的关系。FDI能够对东道国的人力资本发展起到重要作用,主要通过影响东道国的正规教育和在职培训提升东道国的人力资本水平;发展中国家要加大本国的教育投资;鼓励跨国公司的培训活动和实施吸引人才的制度;实现FDI、人力资本和技术外溢的良性循环。     

Impression Management, Fairness, and the Employment Interview

This paper contends that impression management is not inherently a threat to fairness in employment interviews. Rather, regarding impression management as unfair is based on an outdated, narrow view of impression management as conscious, manipulative, and deceptive. A broader, expansive model of impression management is described which sees these behaviors as falling on a continuum from deceptive and manipulative on the one hand, to accurate, positive and beneficial on the other. While organizations may want to eliminate or discount the negative aspect of the impression management continuum, the ability to positively 'sell' oneself is often a desirable attribute both in the employment interview and in later on-the-job settings. This expansive view of impression management contends that organizations can make employment interviews more fair by: viewing impression management as a skill and not a deficit, training interviewers to be wary of manipulative and deceptive impression management, reducing the ambiguity and uncertainty of interview settings and increasing the verifiability of candidate responses by focusing the interview on a candidate's long-term identities and accomplishments rather than their short-term, spur-of-the-moment attempts to please the interviewer.     

农民工人力资本回报率差异：年龄与类型--基于城市农民工调查数据的实证分析

本文基于城市农民工调查数据,通过修正的Mincer收入方程,分析人力资本投资类型及年龄对农民工收入的影响。研究结果表明,职业培训的收入回报率高于受教育年限的收入回报率,职业培训对较年轻农民工群体收入的影响更为显著。促进农民工的人力资本投资,应首先唤醒农民工对基础义务教育的重视,激励企业加大对年轻农民工群体的职业培训投入,搭建更加多元化、开放化的职业培训平台,为农民工提高职业技能提供支持。     

The Evolution and Structure of Industrial Clusters in Japan

This paper focuses on two aspects of the evolution and structure of clusters in Japan, namely, what gives rise to clusters and what benefits are acquired by small firms from participating in clusters. The determinants of clustering are discussed by way of a review of the history of 14 industrial clusters which cover a wide range of industries and locations in Japan. It is noted that different factors dominate in different cases. Among the more important ones are the existence of leading large firms, the availability of a pooled labor market, and the presence of public research and testing facilities. The four most important benefits from clusters reported by small firms are : (i) specialization; (ii) ease of procurement; (iii) diffusion of technology, and (iv) public policy support. Access to skilled workers is not reported to be a significant benefit. This may be explained by the fact that the dominant source of skills acquisition among Japanese workers is on-the-job training and such skills may be too firm-specific to be useful to others, even within a geographically concentrated cluster.     

Knowledge transfer and human resource development practices: Japanese firms in Brazil and Mexico

This paper is based on case studies from the subsidiaries of Japanese manufacturing firms in Brazil and Mexico. It presents empirical findings on the influence of human resource development (HRD) in knowledge transfer, using the case studies in an attempt to delineate appropriate emphases in HRD practices that enhance the transfer of knowledge. The paper examines the proposition that the provision of both on-the-job and off-the-job training constitutes best practice to enhance knowledge transfer. The findings are related to the theory of human capital as a basis for refining the research framework.     

Medical Error Disclosure Training: Evidence for Values-Based Ethical Environments

Disclosure of medical and errors to patients has been increasingly mandated in the U.S. and Canada. Thus, some health systems are developing formal disclosure policies. The present study examines how disclosure training may impact staff and the organization. We argue that organizations that support “disclose and apologize” activities, as opposed to “deny and defend,” are demonstrating values-based ethics. Specifically, we hypothesized that when health care clinicians are trained and supported in error disclosure, this may signal a values-based ethical environment, and staff may be more committed to the organization. We surveyed 325 clinical care providers employed by a large hospital that had recently begun implementing disclosure policies and training. Disclosure training explained significant variance in perceptions of the ethical environment, and the ethical environment mediated the relationship between disclosure training and organizational commitment. Although this study explored disclosure of medical errors, organizational support for error disclosure is a concept that could be relevant for many types of organizations.     

Entrepreneurship and Start-Ups in the Boston Region: Factors Differentiating High-Growth Ventures from Micro-Ventures

The use of entrepreneurship to stimulate economic growth in lagging regions of the world has grown over the last decade. The type of business needed for job creation is a new venture rather than a micro-business. The experience of a major program in the U.S., empowerment zones, has failed to produce many jobs, mostly because the program has stimulated micro-businesses rather than growth ventures. This paper analyzed the factors differentiating between the formation of high-growth ventures and micro businesses, and discussed how these factors may best influence the activities of organizations that either nurture ventures or create government policies for regional development. The data consisted of ninety business plans submitted to a business plan competition in Boston. The results showed that founders of high-growth ventures have work experience or advanced training in their technologies, and teams rather than individuals created the plans. The results suggest that a combination of exogenous and endogenous approaches may be needed to stimulate a lagging region's economic growth.     

The relationship between training and innovation activities in enterprises

We examine the relationship between enterprises’ use of employee training (or education) as a method to stimulate new ideas or creativity among their staff and enterprises’ innovation activities. A data set of 5204 Norwegian enterprises is used. Based on correlation coefficients, we find a positive relationship between enterprises’ use of employee training and their innovation activities. This relationship is not found significant for innovative enterprises that developed the innovations mainly by themselves or together with external partners if we control for enterprises’ use of brainstorming sessions and/or work teams to stimulate new ideas or creativity among their staff. Training can, however, be argued to be indirectly related to innovation strategies, as it is combined with other human resource practices.     

Dealing with Swindlers and Devils: Literature and Business Ethics

Part of the value of stories is moral, in that understanding them, and the characters within them, is one way in which we seek to make moral sense of life. Arguably, it has become quite common to use stories in order to make moral sense of business life. Case method is the standard teaching method in top business schools, and so-called “war stories” are customary for on-the-job training. Shakespeare is a trendy purveyor of leadership education. Several books and articles have been written on the intersection between literature and business and/or business ethics. Still, it is one thing to claim that literature can contribute to our understanding of business conduct, but yet another to claim that literature can contribute to␣the related goal of improving moral conduct in business. Supporters of the claims tend to presume they go together, while skeptics and detractors often discard them as a package. These claims warrant further investigation if they are to be perceived by business scholarship and practice as worthy of serious attention, not just a quaint search for lowbrow moral fables or a vain pursuit of highbrow poetry. One instrumental function of literature is to imitate life, thereby expanding our vision beyond our parochial interests; to see literature merely as a didactic instrument to serve business interests misses the point that literature should expand understanding, our sense of what in addition to business is interesting and valuable.     

Imperfect information and labor market bias against small and medium-sized enterprises: a Korean case

We examine the labor market’s bias against small and medium-sized enterprises focusing on the Seoul Digital Industrial Complex case. We adopt Heckman’s approach to control selection bias, and use primary data from questionnaire surveys conducted at both firm and employee levels. We find that conventional firm-specific factors, such as wages, fringe benefits, and weekly work hours, primarily explain the labor market bias, but imperfect information is also positively associated with the bias. For example, a firm’s inadequate ability to identify a pool of potential employee candidates or to provide them comprehensive firm- or job-specific information tends to worsen labor shortages, and an employee’s ex-ante incomplete knowledge of on-the-job training or education opportunities tends to increase ex-post turnover intentions. Our results suggest that reducing the market bias requires improving imperfect information as well as conventional firm-specific conditions.     

The effects of offshoring on employer-provided training

This study examines how offshoring affects employers’ investment in training. Departing from the standard assumption in the literature that low-skilled jobs are transferred to developing countries while high-skilled jobs are still performed in the Home Country, we argue that whether a productive activity is offshored depends on whether its associated occupation is offshorable, regardless of its skill content. Our theoretical model suggests that the offshoring of productive activities involving offshorable occupations raises the wage rate for non-offshorable occupations in the Home Country, and thus reduces the incentive for firms to provide training in non-offshorable occupations. The effects of offshoring on training for offshorable occupations, however, are ambiguous. Based on two new measures of offshoring and data from the National Longitudinal Survey of Youth 1979 (1989–2004), we empirically investigate the relationship between offshoring and employer-provided training in the United States. For non-offshorable occupations, we find that offshoring has a significant negative relationship with the incidence of training, but does not have much, if any, significant relationship with the intensity of training. For offshorable occupations, offshoring does not have any significant relationship with either the incidence or the intensity of employer-provided training. These findings are in line with our theoretical model.     

贸易自由化对工资差距的影响及作用机制--基于中国制造业企业的实证研究

本文利用世界银行的中国企业调查数据分析贸易自由化对工资差距的影响,结果表明贸易自由化显著提升企业内工资差距。企业进口投入品的行为使其内部普通员工的最高与最低工资之比提高约50％,总经理与中层经理的工资比提高约30％,中层经理与普通员工的工资比提高约12％－20％。进一步分析表明,自由贸易使企业对高技能劳动力的需求更大,更倾向于采用绩效工资、进行研发投资、提供员工培训和使用计算机,这些因素均导致工资差距的上升。     

实际控制人控股多家上市公司与超额在职消费

文章基于委托代理理论,从实际控制人监督职能角度,研究实际控制人同时控股多家上市公司,对管理者超额在职消费的影响。研究发现,当上市公司所属实际控制人同时控股多家上市公司时,其超额在职消费水平显著高于其它上市公司。进一步研究表明,产权性质和外部治理环境能够对二者关系产生显著影响：民营企业和分析师关注度较高企业,控股多家上市公司对其超额在职消费不存在显著影响;媒体监督较高企业和十八大之后,控股多家上市公司对其超额在职消费的促进作用受到显著抑制。文章研究不仅丰富了实际控制人监督和超额在职消费领域的相关文献,同时对实际控制人如何有效治理公司具有重要的实践意义。     

Human capital and exports: A micro-level analysis of transition countries

ABSTRACT

This paper investigates the impact of human capital endowments on export intensity employing firm-level data for 29 transition economies. A particular focus is placed on comparing and contrasting Central and Eastern Europe countries (CEECs) with those from the former Soviet Union, the Commonwealth of Independent States (CIS). The impact of the share of employees with higher education, provision of on-the-job training, years of experience of the top manager and labour cost on export intensity is assessed. To test these relationships, Tobit and Fractional Logit approaches are adopted. The estimation results suggest that, overall, having a more educated workforce exerts a positive impact on the export intensity of firms in transition economies, the magnitude being larger for CEECs. Average labour cost, as an alternative measure, also turns out to exert a positive but stronger impact. Insufficient evidence is found of a role for training programmes and years of experience of the top manager.     

Taking marketing strategy risks with seemingly no expected gains

This paper investigates the competitive rationale for firms to invest in marketing activities aiming to enhance valuation and achieve differentiation and competitive advantage, while carrying the strategic risks of causing unintended negative consequences. We build a stylized theoretical model where firms offering similar (homogenous) products are competing by determining their marketing strategy and pricing. Each firm must choose between several marketing activities that have different potentials of enhancing consumers’ product valuations while carrying some risk of lowering consumer valuation if unintended negative outcomes occur. The stochastic nature of marketing implies that (1) even when both firms invest the same amount of money aiming to enhance product valuations by the same level, there will be a variety of (posterior) vertical differentiation scenarios where the consumers could value either firm’s product as better as or worse than the rival’s. (2) The firms may employ marketing activities that do not even lead to gains in consumer product valuation in expectation. The duopoly model analysis indicates that associated with strategic pricing, even such stochastic marketing activities may constitute desirable strategies for two a priori symmetric firms in order to avoid a Bertrand type competition as the benefit from differentiation is found to be significant enough to offset the unintended negative outcomes. The oligopoly model analysis indicates that there is an increased incentive to take marketing risk when there is a greater level of competitive intensity in the marketplace. Preliminary experimental evidence is presented to support the main findings from theoretical model analyses. The paper thus provides important managerial implications for firms contemplating investment in seemingly risky marketing activities.