Digitization of selling activity and sales force performance: An empirical investigation

Firms are creating a digitized selling capability by developing Web sites designed to provide information and conduct transactions with customers, replacing many routine sales force activities. The authors use the motivationability framework to shape a conceptual model that examines the effects of the digitization of selling activity on two salesperson outcomes: salesperson effectiveness and salesperson job-insecurity. Using data from salespeople in 168 firms, they assess the moderating effects of environmental-level motivational factors and firm-level ability factors on the impact of digitization of selling activity on salesperson effectiveness and job insecurity. The results reveal that digitization has the paradoxical effect of improving salesperson effectiveness and heightening job insecurity concerns, and also that managers can improve the technology-enabled multichannel capabilities of the firm by giving priority attention to human capital improvement, sales force control systems, and communication of the digitization strategy. Devon S. Johnson (Ph.D., London Business School, dj@devonjohnson.com) is currently an assistant professor of marketing at Northeastern University, Boston. Previously, he was an assistant rofessor of marketing in the Giozueta Business School at Emory University. His research interests are the role of social capital in relational exchange and technology consumption and implementation. Sundar Bharadwaj (Sundar_Bharadwaj@bus.Emory.edu) is an associate professor of marketing in the Goizueta Business School at Emory University. His general research interests focus on marketing strategy and performance and risk. His research has been published in theJournla of Marketing, Management Science, and theJournal of the Academy of Marketing Science, among others.     

Alliance orientation: Conceptualization, measurement, and impact on market performance

Interfirm collaborations have inspired a rich literature in marketing and strategy during the past two decades. Building on this extant work, the authors developed a new construct, alliance orientation, and explored its influence on firms’ alliance network performance and market performance. The authors drew on data collected from 182 U.S. firms with extensive experience informing, developing, and managing strategic alliances in marketing, new product development, distribution, technology, and manufacturing projects. Using structural equations modeling, the authors demonstrate that alliance orientation significantly affects alliance network performance, which in turn enhances market performance. The findings also suggest that market turbulence exerts a significant moderating influence on the relationship between alliance orientation and alliance network performance, whereas the moderating role of technological turbulence on that relationship does not appear to be significant. The study provides evidence that firms’ alliance orientations positively affect their performance in strengthening their alliance network relationships and in managing conflicts with their alliance partners. Destan Kandemir (kandemir@msn.edu) is a research associate in Center for International Business Education and Research at Michigan State University. She earned her PhD in marketing and international business from Michigan State University. Her articles have appeared in theJournal of Business and Industrial Marketing, Industrial Marketing Management, theJournal of International Marketing, and theJournal of Management. Her research interests include firm resources and capabilities, market-oriented knowledge management, and global alliance management. Attila Yaprak (attila.yaprak@wayne.edu) is a professor of marketing and international business at Wayne State University. He received his PhD from Georgia State University. His research interests include cross-national consumer behavior, global marketing strategy, and international alliances. His research has appeared in theJournal of International Business Studies, theJournal of International Marketing, theJournal of Business Research, andPolitical Psychology, among others. S. Tamer Cavusgil (cavusgil@msu.edu) is University Distinguished Faculty and the John W. Byington Endowed Chair in Global Marketing in the Department of Marketing and Supply Chain Management, Eli Broad Graduate School of Management, Michigan State University.     

跨国公司进入的产业组织分析:一个关于主导厂商的模型

跨国公司进入中国会产生许多正负效应，从而引发人们的诸多思考。本文在理论分析的基础上，运 用有竞争性从属部分的主导厂商模型，分析跨国公司进入对东道国市场结构及其产出绩效影响的实质，并结 合文中的理论分析，对症下药，给出了相应的对策性建议。     

组织学习导向与企业并购整合绩效的关系研究

探讨了组织学习导向、核心能力与企业并购整合绩效之间的关系,并对组织学习导向、核心能力与企业并购整合绩效的关系进行实证研究。研究表明,组织学习导向与核心能力之间存在显著的相关关系,而且核心能力对企业并购整合绩效也有显著的直接正向影响。     

The effects of downsizing on organizational buying behavior: An empirical investigation

To survive in today’s highly competitive markets, many firms are initiating fundamental changes in organizational form and practice. These restructuring efforts are having significant effects on the organization and management of work within customer firms. However, these important changes have been largely ignored in the extant marketing literature. The research presented in this article first describes a general theory of the effects of organizational downsizing. Then, it examines the potential effects of downsizing on buying center structure and purchase participant characteristics. Findings support several of the hypotheses related to the proposed effects of organizational downsizing on the outcome variables of interest. Jeffrey E. Lewin (Ph.D., Georgia State University) is an assistant professor and Chair, Department of Marketing at Western Carolina University. His research interests include business-to-business marketing, relationship marketing, personal selling and sales management, and organizational buying behavior. His work has been published in theJournal of Business Research, theJournal of Business & Industrial Marketing, Advances in Business Marketing and Purchasing, and other publications. He serves on the editorial review boards of theJournal of Business Research and theJournal of Business & Industrial Marketing and is a reviewer for theJournal of Business-to-Business Marketing, theJournal of Personal Selling and Sales Management, andIndustrial Marketing Management.     

心理契约对组织绩效影响的实证研究

通过对105位员工访谈和306份有效问卷的数据进行分析后表明,心理契约可分为交易型和关系型两个维度,且两者相互独立,交易型和关系型心理契约分别对团队绩效和组织绩效有正向作用.此外,团队绩效和组织绩效正相关,且心理契约与组织绩效的相关性部分是通过团队绩效起中介作用的.     

资本市场:山西省上市公司情况分析

从中国证券市场的情况看 ,以国有控股公司为主体的上市公司 ,基本上代表了我国产业结构的发展水平。因此 ,抓住上市公司 ,实际上也就抓住了山西产业结构调整的关键。为此 ,我们以统计数据为基础 ,用实证研究的方法 ,对山西省上市公司的情况进行了分析 ,将对山西经济结构的调整产生重要作用。     

Attributions and behavioral intentions of inexperienced salespersons to failure: An empirical investigation

The goal of this research was to determine how inexperienced sales representatives (rookies) interpret and respond to their sales failure situations. The authors studied 296 rookie financial services sales representatives'performance attributions for a previous unsuccessful sales interaction and their intended behaviors for a future, similar selling situation. This provided the authors the opportunity to compare their results with Dixon, Spiro and Jamil's (2001) findings for experienced sales representatives (veterans). In the event of a sales failure, rookies'responses do not parallel those of veterans. The results suggest that rookies are likely to engage in several inappropriate behaviors in response to failed sales encounters. Implications for managers and directions for future research are discussed. Andrea L. Dixon (Andrea. Dixon@uc.edu) (Ph.D., Indiana University) is an assistant professor of marketing at the University of Cincinnati. Her research focuses on selling behaviors, team selling, integrating technology and personal selling, and the role of developmental relationships in enhancing creativity and productivity in the sales division. The primary focus of her research is improving the performance of sales representatives and the sales organization or unit. She has published in theJournal of the Academy of Marketing Science, theJournal of Marketing, and theJournal of Personal Selling and Sales Management. She currently serves on the editorial review boards of theJournal of the Academy of Marketing Science and theJournal of Personal Selling and Sales Management. Dixon is the vice chair for conference programming of the Selling and Sales Management Special Interest Group of the American Marketing Association. Rosann L. Spiro (spiro@ indiana.edu), Ph. D., is a professor of marketing and chairperson of the Marketing Department at Indiana University in Bloomington, Indiana, where she teaches Sales Management, Personal Selling, International Marketing, Business-to-Business Marketing Strategy, and Managerial Research in Marketing. Her research interests focus on sales strategy, sales management, and personal selling. Her work has appeared in numerous publications, including theJournal of Marketing Research, theJournal of Marketing, theJournal of Consumer Research, theJournal of Business, and theJournal of Personal Selling and Sales Management. She currently serves on the editorial review boards of theJournal of Personal Selling and Sales Management andMarketing Management. She is also a coauthor of a leading sales management text,Management of a Sales Force (11 th ed.). She formerly served as the chairperson of the Board of the American Marketing Association. Curtently she serves on an Advisory Board for the Univted States Bureau of Census and is the chair of the Selling and Sales Management Special Interest Group of the American Marketing Association. Lukas P. Forbes (Lukas.Forbes@wku.edu) is an assistant professor of marketing in the Gordon Ford College of Business at Western Kentucky University. He received his B.S. from the United States Military Academy at West Point, his M.B.A. from worcester Polytechnic Institute, and is completing his Ph.D. at the University of Kentucky. His research interests include personal selling, services, and product development. He has previously published in the American Marketing Association Educators and Frontiers in Services conference proceedings.     

An exploratory investigation of user involvement in new service development

Due to major structural changes in the service sector, many service managers are recognizing the need to continually develop new services that are timely and responsive to user needs. Thus, user input and involvement in new service development are an important area of inquiry. Although there has been a resurgence of academic and practitioner interest in new service development, there is a dearth of research on how users are involved in new service development. This study first combines insights from extant literature and exploratory interviews with practitioners to identify four key elements of user involvement, including objectives, stages, intensity, and modes of involvement, and then investigates these four elements in 12 service firms. Based on the findings, the author develops an inventory of activities that needs to be carried out in involving users in a new service development project. Intekhab (Ian) Alam is an assistant professor of marketing in the Jones School of Business, State University of New York (SUNY) at Geneseo. He received his Ph.D. from the University of Southern Queensland in Australia and a master's of business in marketing (by research) from the Queensland University of Technology in Brisbane, Australia. He conducts research in the area of new product and service development and international marketing. His research has been published (or is forthcoming) in theJournal of International Marketing and Exporting, Journal of Services Marketing, American Marketing Association— Marketing Educator's Conference Proceedings, and several other international conference proceedings. He also has extensive consulting experience in the areas of new product/service development.     

企业电子商务实施战略--基于湖北省企业的实证研究

通过实证调查分析，调查了解湖北省电子商务现阶段发展现状况以及湖北省企业对电子商务的实施效果、开展动机，总结湖北省企业电子商务开展的特点以及面对的主要困难，并提出一些建议，为其他企业开展电子商务提供借鉴。     

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.     

非营利组织市场导向的研究现状与度量

对非营利组织市场导向的研究已引起学术界强烈的兴趣,一些非营利组织的经营者也开始思考怎样通过市场手段来提高组织的绩效。西方一些学者早在十九世纪就开始将测量市场导向度的工具MARKOR量表应用到非营利领域,从而测量非营利组织市场导向化程度,并进而指导非营利组织的经营实践。     

基于产权分析的中国机械产业绩效研究

本文利用中国机械产业四位数代码行业的数据,实证地比较了产权、市场竞争对产业绩效的相对重要性。研究结果显示,在转轨经济中,至少就中国机械行业而言,产权与竞争都是影响产业绩效的重要因素,其中产权似乎更为重要。     

零售行业绩效的影响因素分析——基于宏观微观双重视角

随着我国国民收入的不断提高和经济水平的高速发展,我国的零售业得到了空前的发展,成为与国民生活息息相关的重要行业。文章采用多元回归分析法以及SPSS统计分析软件,从宏观角度出发,分析了2010—2012年的物价指数和银行同业拆借利率对零售行业的股价指数及市场绩效的影响,再从微观角度,运用一些财务指标对我国60家上市公司的净利润增长率及财务绩效进行了影响分析。     

An investigation of team information processing in service teams: Exploring the link between teams and customers

In an effort to satisfy the needs of increasingly knowledgeable and demanding customers, many organizations are implementing teams in customer contact positions. Unfortunately, stifled information flows and poor communication often impede their effectiveness. To help managers build more effective teams, the authors develop and test a model of team information processing that includes both antecedents (information acquisition, team norms, team size, and team longevity) and outcomes (customer satisfaction with service). Data collected from 61 health care teams, as well as from 1,598 patients served by these teams, are used to investigate the hypothesized relationships between variables. Partial support for the model is provided. Based on these findings, implications for researchers and practitioners are offered. Current knowledge is the life blood of knowledge work, and the ability to transfer it is a key differentiating characteristic between effective and ineffective knowledge work teams.-Fisher and Fisher (1998:174) Dawn R. Deeter-Schmelz (deeter-s@ohio.edu) (Ph.D., University of South Florida) is an associate professor of marketing at Ohio University. Her research interests include customer contact teams, business-to-business electronic commerce, sales management, and scale development. She has published in theJournal of Personal Selling & Sales Management, Industrial Marketing Management, theJournal of Marketing Education, theJournal of Marketing Theory and Practice, and theJournal of Business Logistics, among others. Rosemary P. Ramsey (rosemary.ramsey@wright.edu) (Ph.D., University of Cincinnati) is associate dean in the Raj Sain College of Business at Wright State University. Her research interests include relationship management and measurement. Prior to pursuing her doctorate, she held marketing and sales positions for NCR Corporation. She has published in theJournal of the Academy of Marketing Science, theJournal of Retailing, theJournal of Business Research, theJournal of Personal Selling & Sales Management, and theJournal of Marketing Education, among others.     

Cluster analysis versus Q-type factor analysis as a disaggregation method in hybrid conjoint modeling: An empirical investigation

The author compares the predictive performance of cluster analysis and Q-type factor analysis as disaggregation methods in hybrid conjoint modeling. The results indicate that cluster- and Q-type-factor-based models perform about equally well in predictive validity terms. The paper, however, suggests the need for more empirical research.     

An RSM investigation of the profit potential of customer service variables in physical distribution

This paper presents a methodology for examining the profit-generating potential of customer service variables. Through the use of a case study, the proposed methodology is shown to provide a means for estimating the optimum customer service mix and assessing the sensitivity of the profit-customer service relationship. Results of the investigation indicate that service levels can be adjusted so as to enhance the profit performance of the firm.     

嵌入性与中介服务业的市场绩效：中国省份面板数据的实证研究

将产业发展过程中经济网络与社会网络的嵌入区分为选择性嵌入和必需性嵌入两类,利用我国31个省份的面板数据,实证检验了嵌入性对我国中介服务业市场绩效的影响,结果表明,由于转轨时期中介组织的高度机会主义行为倾向和中介服务与政府的密切联系,中介服务交易很大程度上被局限在中介组织的社会网络中,这种必需性嵌入通过扭曲市场竞争机制制约了我国中介服务业市场绩效的提升。发展我国的中介服务业,必需打破必需性嵌入。     

中国汽车产业:SCP范式的分析

由哈佛学派创立的以新古典经济学的价格理论为基础的产业组织理论,以实证研究为手段,构建了一个既能深入具体环节又有系统逻辑体系的"市场结构--市场行为--市场绩效"的分析框架。在中国宏观经济新一轮增长的背景下,采用这一分析框架对作为新增消费热点的汽车产业进行考察,将为中国汽车产业的发展以适应国际汽车产业的竞争潮流提供积极的思路。     

The transmission of the financial crisis in 1907: an empirical investigation

Using an extensive high-frequency data set, we investigate the transmission of financial crisis specifically focusing on the Panic of 1907, the final severe panic of the National Banking Era (1863–1913). We trace the transmission of the crisis from New York City trust companies to the New York City national banks through direct and indirect interconnections. Trust companies held cash balances at national banks and these balances were liquidated as trust companies suffered depositor runs. Secondly, trust companies and national banks were notable creditors to the New York Stock Exchange; when trusts were suffering runs, the call loan market on the stock exchange seized. The crisis spread to the interior banks after the New York Clearing House banks restricted the convertibility of deposits into cash. Bond returns were sharply negative in the 2 weeks following the suspension. The suspension of convertibility produced a currency premium, which in turn attracted gold imports from Europe. The New York Clearing House had only limited capability to fight the panic through its use of clearing house loan certificates. The gold imports ultimately restored liquidity to financial markets.