Proactive behavior has been indirectly linked to effective selling, an assertion underpinned by a logic, which states that in a world of high competition and choice, the passive, reactive seller is unlikely to do as well as his or her more proactive counterpart. Yet, little direct empirical evidence exists to substantiate this link. In this paper, we address this knowledge gap by describing a study that assesses the effect of proactive behavior on the performance of an industrial sales force. The paper explores the issue of salesperson performance and the construct of proactive behavior (or proactiveness). Using the Proactive Personality (PP) Scale to measure proactiveness and the line manager's subjective evaluation to indicate salesperson performance, it was found that a small but significant relationship exists. The results are discussed, with areas for future research delineated and implications for practitioners explored. 相似文献
Es frecuente achacar los malos resultados del mercado laboral a los costos del despido y a las normas que rigen las relaciones de trabajo. Ahora bien, las investigaciones acerca de las consecuencias económicas de los despidos prestan muy poca atención a la calidad y la precisión de las mediciones, y no arrojan indicaciones concluyentes. Después de pasar revista a los métodos actuales de medición, el autor sostiene que es muy conveniente usar métodos cuantitativos directos a fin de complementar las mediciones indirectas habituales. Para ilustrar esta afirmación se vale de una encuesta efectuada recientemente en Australia. 相似文献
Growing dissatisfaction with the prevailing dispersed urban form and its generalized reliance on the automobile has resulted in the formulation of planning models seeking to substitute dispersed development with recentralization. A survey of 301 planning documents with a metropolitan focus, originating from the 58 US and Canadian urban regions with a population exceeding one million, reveals widespread support for urban recentralization. But interviews with 55 planners, involved in the preparation of these plans and/or the implementation of their proposals, highlight actual and foreseen barriers to the implementation of recentralization strategies. The article interprets the popularity of recentralization in planning documents as the outcome of planners' attempts to reconcile their commitment to sustainable development with societal factors affecting planning possibilities. Still, we anticipate serious problems in achieving large‐scale recentralization due to urban development path dependencies emanating from the prevailing urban form and dynamics, institutional structures, and from the limited urban transformative potential afforded by neoliberalism. 相似文献
Variability in regulatory frameworks, industrial policy, physician/pharmacy autonomy, brand/generic distinctions, and the practice of medicine contribute to ambiguous interpretations of cross-country pharmaceutical cost comparisons. Here, we report cross-country comparisons that: (i) focus on ten therapeutic classes experiencing patent expiration and loss of exclusivity 2004–2010 in eight industrialized countries; (ii) convert revenues and unit sales to cost per day of treatment and number patient days treated using the World Health Organization’s Defined Daily Dosage metrics; (iii) compare patterns in costs per day of treatment with price index measures based on average price per day of treatment for each molecule computed over all molecule versions; (iv) utilizing econometric methods, model and quantify various factors affecting variations in daily treatment price indexes such as national regulatory and reimbursement policy changes, physician/pharmacy autonomy, and other factors; and (v) simulate changes in expenditures by country and therapeutic class had counterfactual policies been implemented. 相似文献
This article explores the economic efficiency of a horizontally and vertically coordinated industry where upstream producers are atomised, but downstream processors are few, explicitly considering participation incentives and allowing the coordinated industry to exert market power towards buyers. The model offers insight into the probable social impacts of the government‐sanctioned supply control scheme in place in the French Comté cheese market, suggesting it falls short of constituting a Pareto‐improvement compared with a laissez‐faire situation. More generally, our theoretical model provides guidance to identify instances where encouraging industry coordination may be socially desirable. We formally introduce the concept of ‘seller‐equivalent degree of overall market power’ of the separated industry, a market characteristic comprised of measurable or inferable parameters, the value of which is shown to determine the potential for Pareto improvements through industry integration.相似文献
The Australian subsidiary of Dutch multi-national enterprise Philips came under secret service surveillance and faced risk of government takeover as enemy property during World War II. It was also excluded from Australian government contracts for war-related communications equipment at a time when it was forced to reduce civilian production. These threats to its assets and operations required the firm to develop an adaptive corporate strategy in order to respond to the political imperatives it faced; not just minimising political risk, but also taking advantage of the opportunities that war-related production offered during the war years and after. 相似文献
Purpose: The aim of this article is to elucidate the state of B-to-B marketing research in France by conducting a review of theoretical and empirical studies in this field that have been published over the last three decades.
Methodology/approach: Authors identified relevant literature sources, and proceeded with classifying the publications according to their main theme of study (as determined by reviewing the topic, the abstract, and/or keywords). To extract the main articles, authors explored multiple electronic databases, including Source Premier (EBSCO), Elsevier Science Direct, Google Scholar, and Cairn.info. This methodology has allowed comparisons both in time and in relation to similar works done in other countries. The analysis focuses on the main contributions of French literature in the B-to-B domain and establishes that progress has been made in understanding the issues of B-to-B marketing in France, as well as in the development of the theory in this field.
Findings: The review shows that B-to-B marketing research in France, although under-represented in relation to its B-to-C counterparts, is gradually emerging from the shadows and covers important topics that are increasingly diverse and varied. By identifying the main topics studied by French B-to-B marketing researchers, this work advances this academic discipline while also providing valuable information.
Originality/value: This study is the first attempt to conduct an in-depth examination of the state of B-to-B marketing research in France. Findings yielded by this literature review would be beneficial to both B-to-B marketing researchers and practitioners and promotes this research field. 相似文献
This study looks at international competitiveness of agriculture in the European Union and the United States. The most intuitive concept is that of price competitiveness. We calculate relative prices for 11 member states of the European Union and the United States for the period 1973–2002. We assume that markets are perfectly competitive and in long‐run equilibrium, so that the observed price always equals average total cost, as measured by the cost dual to the production function. This assumption is used in our calculation of relative competitiveness and productivity gaps between the European Union and the United States and in our decomposition of relative price movements between changes in relative input prices and changes in relative productivity levels. 相似文献
Many environmental problems are due to damage caused by pollutants that accumulate with a time lag following their emission. In this study, we focus on nitrates used in agriculture, which can pollute groundwater many years after their initial application. A dynamic optimal control problem with heterogeneous farmers is proposed. The usual structural parameters such as the discount rate, the natural clearing rate and the lagged time interval between the occurrence of soil‐level pollution and the impact on groundwater are taken into account. We also examine pollution as caused by a continuous set of farms characterised by their individual performance index and by their individual marginal contribution to the pollution. The issue is further investigated by taking account of change in the information context, successively related to perfect information and to asymmetric information. As a result, when the delay between the spreading of N‐fertilizer and the impact on the aquifer increases, that is, the longer the lag, the steady‐state pollution stock and the steady‐state shadow price of the stock both increase. Moreover, we show that the optimal regulation may require a decreasing amount of fertilizer over time, even in the case of initial underpollution. 相似文献