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91.
Ashraf M. Attia Author Vitae Earl D. Honeycutt Jr. Author Vitae M. Asri Jantan Author Vitae 《Industrial Marketing Management》2008,37(2):181-190
This study proposes a framework that identifies and explains the relationships of input, mediating, and output variables for global sales training programs. Input or antecedent variables include high-quality: determination of sales training needs, objective setting, designing/implementing the training program, and evaluating training outcomes. The mediating variable culture is measured by a latent indicator: managers' perceived importance/perceived adequacy. The output or consequence variable is the quantitative improvement a firm measures in sales force performance that results from global sales training in the form of increases in sales revenue, profitability, decreased customer complaints, and/or reduced selling expenses. This framework is an initial attempt to synthesize existing knowledge about how to conduct effective sales training programs in cross-cultural settings. The article also offers research propositions that can be tested to advance our understanding of global sales training, discusses managerial implications, identifies limitations encountered by global sales training practitioners, and suggests future study opportunities for researchers. 相似文献
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Earl L. Taylor David A. Bessler Mark L. Waller M. Edward Rister 《Agricultural Economics》1996,14(2):123-133
Relationships between the United States Department of Agriculture's (USDA) estimated World Market Price, the Thai milled rice price, US transportation-adjusted cash rough rice price, and the Chicago Rice and Cotton Exchange rough rice futures price are examined for the 1987–1991 marketing years. Specifically, a cointegration analysis is used to address the pricing and informational efficiency of the respective markets. Testing indicates the system is described by two cointegrating vectors. The analysis preformed herein provides insight into the pricing performance of several world rice markets. 相似文献
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This paper first shows that, in the absence of long-term production commitments, time-consistent monopolistic sellers of a wasting natural resource will underconserve their resource. Since the present values of the profits of these uncommitted monopolists are generally much lower than under competition, the only rational explanation for the persistent recurrence of such monopolies in the oil industry is the high profits to current generations of oil buyers, who unite to establish such a producer monopoly. The victims of such a monopolistic cartel, besides future generations of consumers, are the producers who must involuntarily expand their current productive capacities in order to benefit the cartel leaders, who stand to benefit from the higher future prices. OPEC, rather than being a monopolistic cartel, is an excess-capacity cartel, one that has been induced by current generations of buyers to supply sufficient excess capacity to efficiently accommodate their prospective future emergencies. 相似文献
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Afirm's corporate culture and human resource management (HRM) policies have an important impact upon the success of that organization's supply chain management strategy. A model that examines the relationship between organizational culture, HRM policies, and the firm's transaction/relationship orientation toward its employees and the impact of these factors on its choice of supply chain partners is presented. The paper then discusses four different HRM/logistics strategies a firm can implement and examines the degree of cultural fit that is likely to develop in each of these four strategies. Finally, managers are provided with a list of questions that allow an assessment of the fit between the firm's human resource and logistics management strategies. 相似文献
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This paper begins by exploring four different possible formsof relationship between economics and psychology, which havedifferent connotations in terms of the relative status of thetwo disciplines. It then focuses on the future for one of these,psychological economics. After setting out the hardcore axiomsand positive and negative heuristics of a research programmein psychological economics, it explores institutional and psychologicalbarriers to the success of such a research programme in thecontext of both research and teaching. 相似文献
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Data from a cross‐section of 438 Russian consumers were collected and analyzed to evaluate consumer preference for ten product types—five consumables and five durables. Results indicate that when Russian consumers consider purchasing a consumable product, consumer ethnocentrism levels and product characteristics reinforce each other, resulting in a strong domestic bias; however, these variables conflict with each other when consumers consider durable products, resulting in consumers exhibiting an inclination for imported durables. This indicates that product characteristics may influence product preference (domestic versus imported) more than consumer ethnocentrism levels. © 2006 Wiley Periodicals, Inc. 相似文献
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In this investigation estimated relationships of resource markets for United States agriculture are used in a simulation model to study resource demand and farm income under three conditions: (a) those actually prevailing, including the historic mix of agricultural policies, (b) with technical change in agriculture only half the rate realized, and (c) with a free market. The results indicate that compared with “actual” conditions the environment of slow technical change would have modest effects in slowing the demand for farm machinery and the migration of labor from agriculture. It also would result in greater net farm income in the 1960's. A free market would be accompanied by increased investment in farm machinery and a greater exodus of family and hired labor from agriculture. It also would result in a smaller farm building investment and a considerable reduction of farm income. Since economic conditions are so similar in both countries, the implications of these findings are related to Canadian agriculture on the assumption the same model would show the same outcomes for Canada. Dans cette étude, des rapports estimés des marchés des ressources pour ?agriculture des Etats-Uns sont employés dans un modéle de simulation afin ?étudier la demande des ressources et le revenu agricol net sous trois conditions: (a) celle qui régne réellement, incluant le mélange historique de politiques agricoles; (b) celle qui ne montre le changement technique de ?agriculture qti à la moitié du train realise; et (c) celle qui profite ?un marché libre. Les résultats indiquent que ?enrironnement du changement technique modéré, quand il est compareé avec les conditions réelles, produirait des effets modestes en diminuant la demande pour des machines agricoles et en ralentissant ?exode de la main-?oeuvre de ?agriculture. En outre, cet environment aurait pour résultat un revenu agricole net plus fort dans les années de 1060 à 1970. Vne marché libre serait accompangne de placements augmentés dans les machines agricoles et ?un plus grand exode de la main ?oeuvre familiale et salariée de ?agriculture. Aussi, ceci aboutirait à un investissement moindre dans la construction rurale et à une réduction considérable du revenu agricole. Puisque les conditions économiques des deux pays sont si ressemblantes, les implications de ces conclusions sont rattachées à?agriculture cana-dienne en supposant que le même modéle montrerait les mêmes résultats pour le Canada. 相似文献