Perceived Impact of Promotional Support: Issues and Scale

Abstract

The purpose of this study is to come up with a scale for a new construct, perceived impact of promotional support (PIPS) and link it with sales performance through the mediators, sales effort and salesmanship skills. This paper involved three studies. In study 1, the authors came up with a new scale and in study 2 they tested it on a student sample. In study 3, they tested the scale on a sample of pharma salespersons (n?=?202) and also tested the conceptual model. The paper employed standard scale development procedures, tested the model with SEM and showed that the new scale was reliable and valid. Further, PIPS was found to impact sales performance through salesmanship skills. While PIPS impacted sales effort, the latter surprisingly did not affect sales performance. For the practitioner, our work suggests that promotional support is critical, not just for motivating salespersons to put in more effort, but also to enhance their salesmanship skills, which in turn improves their performance. Moreover, it demonstrates the positive effect of sales effort on salesmanship skills.     

体育与健康课程教学对学生多元智能发展作用的研究

本文运用问卷调查法和座谈法对海南省部分大学、中学从事体育研究及教学工作的教师进行了调研,从新课程理论实施的可行性入手,旨在了解体育新课程教学对培养学生多元智能发展的作用。     

The emerging growth company status on IPO: Auditor Effort,Valuation, and underpricing

The Securities Act of 1933 governs the going public process and the accompanying registration statement submissions to the Securities and Exchange Commission (SEC). The Jumpstart Our Business Start-ups (JOBS) Act of 2012 created several accommodations under the SEC securities laws for a new group of companies referred to as “emerging growth companies” (EGCs). We examine the associations between auditor effort, initial public offering (IPO) offer prices, and investors’ perceptions of the registrants’ intrinsic value (underpricing) and EGCs’ registration statements utilizing accommodations to reduce financial statement information disclosure. Our finding that auditor effort is reduced suggests that the potential for increased auditor risk for EGCs future financial statements could be higher because of issues related to financial statements not included in the registration statements. We also find a negative (positive) association between EGC filing and IPO offer prices (underpricing). Our results suggest potential unintended consequences associated with EGCs and that auditor effort might not be sufficient to reduce the possibility of future financial statement failures.     

案例教学中的学生行为分析

案例教学是教与学的双边活动,教是途径,学是目的,教师的教学组织活动只有通过学生自身内因的作用才能达到最终的教学目的。案例教学强化了学生的主体地位,也要求学生有更积极的态度和行动参与其中,包括思想上认识到自己的主体地位、掌握一定的案例材料阅读方法、参与案例的讨论等,最终才能达到其应有的教学目的。     

政府间转移支付对国定扶贫县财政收入行为研究——基于592个国定扶贫县的实证分析

本文以国定扶贫县为研究对象,分析政府间转移支付对这一特殊群体财政收入行为的变化。文章从国定扶贫县财政收入规模的变化、税负的变化以及财政努力度的变化,分析转移支付与财政收入行为的关系。从实证结果来看,政府间转移支付的确对国定扶贫县的财政收入产生了负向作用,地方政府并没有因为转移支付的增加而积极组织自有财政收入。因此,为了更好地发挥转移支付的作用,必须调整转移支付结构,完善转移支付激励机制,减少地方政府的“投机”行为。     

加强贫困大学生思想政治教育的探讨

当前贫困大学生思想政治教育存在教育体系不够完善,教育手段陈旧,综合素质有待提高等的问题。深入解决贫困大学生的思想问题,已成为高校思想教育工作的重要内容。加强贫困生思想政治教育,应从提高贫困生自身修养,培育贫困生积极人生态度,帮助贫困生形成健全人格,改善贫困生生存环境等方面入手。     

政府间纵向财政分配与地方财政努力——基于中国省级面板数据的研究

利用省级面板数据,全面考察了我国中央和地方财政利益与责任分配对地方财政努力的影响。实证结果表明,无论在财政包干制时期还是分税制时期,地方政府的收入留成比例对于其财政努力度均产生了显著的正影响,只是在分税制时期这种影响有所降低。支出责任的分配同样是一个不可忽视的因素,并且对地方政府征集收入的积极性起到了很大的促进作用,但是,我国的转移支付制度却很明显地抑制了这种积极性。     

Joint determination of inventory replenishment and sales effort with uncertain market responses

An optimal joint operational and marketing decision is crucial for robust supply chain management. This paper addresses concurrent determination of inventory replenishment and sales effort decisions such as price, incentives to salesforce, and short-term promotions, or a combination of them. Market responses to sales efforts are typically highly uncertain, and demand in each period has its distribution dependent on the selected sales effort. In each period a replenishment order may be issued, which incurs both fixed and variable ordering costs, and at the same time the sales effort is also determined, the execution of which may incur costs. For such a model, the previously developed methods which are used for the joint inventory-pricing models become inadequate. A computational procedure for obtaining an optimal joint policy is addressed, and the conditions for the optimality of that policy are identified.