Does salesperson's customer orientation create value in B2B relationships? Empirical evidence from India

Although value creation in business relationships has taken an important position in the literature, yet scant attention has been paid to the precise nature of creation or destruction of value in b2b customer-oriented selling. Moreover, very few empirical studies in the b2b customer value research have focused on emerging markets, especially the BRIC countries. This study carried out in the context of small and medium sized firms in India, empirically examines from the SOCO perspective (Saxe and Weitz, 1982), value creation in customer-oriented selling, and value destruction in sales-oriented strategies. We model value creation, relationship development, and customer satisfaction as direct and indirect consequences of salesperson's customer orientation. Based on a sample of 249 small and medium sized Indian firms, we show that salesperson's customer orientation directly leads to value creation and relationship development with customers. On the other hand, a sales orientation destroys value, although it may lead to relationship development in the short-term. We also found that customer satisfaction was unrelated to both types of salesperson's orientations. Our study has considerable impact for small and medium sized businesses in emerging BRIC markets such as India, as it throws light on how supplier firms can leverage their salesforce to create value creation with their customers.     

高职服装专业英语课程教学改革的实践与研究

高职服装专业英语课程的设置,应当以"就业为导向",根据企业对掌握服装英语人才的实际能力需求,进一步明确其在服装专业课程中的定位和设计思路,并以项目为载体对课程内容进行重组,通过多种方式创新教学模式,达到该课程的改革目的和教育教学目标。     

基于时空维度的城市滨水区的开发导向

滨水区因其开阔的水面、开放的空间,成为当地居民和外地游客休闲游憩的首选场所;同时也因其良好的区位条件和土地资源,成为众多城市增长和城市更新的首要关注对象,由此产生不同导向的城市滨水开发方式。在回顾国内外大量相关文献的基础上,从时空维度梳理和归纳了城市滨水区开发模式的五种导向,即交通水道导向、住区品质导向、边缘新城导向、遗产飞地导向与复合开发导向,并重点分析了五种导向的功能内涵和开发空间特点。据此进一步提出城市滨水区开发星座模型,且将各个导向的开发模式空间特征、主导功能和典型形式做了比较性总结,并对城市滨水区的开发提出了具有针对性与操作性的建议。     

以企业文化为导向的人力资源培训研究

以企业文化为导向的人力资源培训重在发挥企业文化的作用,让企业文化引领战略培训建立以企业文化为导向的人力资源培训体系是一项重要的工作,该体系包括培训需求分析、培训计划制订、培训实施、培训评估四个板块。以企业文化为导向进行人力资源培训,能为培训打下更为坚实的基础,促进培训在人力资源管理中的作用。     

社会化媒体背景下的定位理论演化趋势分析

在过去的数十年中,特劳特先生开创的定位理论成功地指导了大量企业的品牌建设,积累了许多经典的成功实践,成为品牌领域最重要的基础理论之一。而社会化媒体时代的到来,颠覆了传统的传播模式,由此带来的消费者信息渠道和心智模式发生重大改变,传统的定位理论受到重大挑战,"定位理论"必须被赋予新的内涵。     

我国大学生创业教育问题及其对策探讨

我国创业教育始于20世纪90年代末,存在着创业教育体系不完善,创业教育课程体系不灵活、创业文化氛围不浓等问题,政府、学校、社会共同合作要营造良好的大学生创业环境、完善创业课程体系和扶持政策、培养创业导师等来加强大学创业教育。     

浅析如何提高高职院校创业的成功率

党的十七大报告提出了就业工作的新策略,"创业来带动就业"是缓解就业问题的重要途径。高职院校对创业教育师资队伍建设、创业教育的内容、途径和方法,直接影响着创业教育的质量。因此,创业教育课程和建设与改革值得思考和研究。     

Network embeddedness,headquarters entrepreneurial orientation,and MNE international performance

The aim of this paper is to examine the role played by external and internal network embeddedness in the headquarters entrepreneurial orientation of multinational enterprises (MNEs), and the role of the latter in MNE performance. Drawing on responses from CEOs in a sample of 143 European MNEs, our study offers evidence for the antecedent role of network embeddedness on headquarters entrepreneurial orientation on the one hand, and for the positive impact of headquarters entrepreneurial orientation on international performance on the other. Our findings contribute to the network view of MNEs in the international business and international entrepreneurship literature by disentangling the complex phenomenon of entrepreneurship in MNEs, partly explained by its multiple embeddedness in external and internal networks, and by studying its impact on international performance.     

经营能力、融资行为与返乡农民工创业绩效——基于县城与乡村的对比分析

采用有序Probit模型,利用鄂皖大别山地区返乡农民工创业的实地调查数据,并将其分为县城和乡村两个类别,分别分析经营能力、融资行为对返乡农民工创业绩效的影响。结果显示:无论在县城还是乡村创业,经营能力中的管理能力、销售能力以及融资行为中的融资可获得性对创业短期绩效产生显著正向影响,但融资行为中的实际融资渠道对创业短期绩效影响不显著;经营能力、融资行为对创业长期绩效均产生显著正向影响。相较于乡村,在县城创业,提高管理能力对创业绩效作用更大,且适当增加负债有利于创业长期绩效;相较于县城,在乡村创业,提高销售能力更有利于创业绩效,且降低负债有利于创业短期绩效。不同性别、年龄、婚姻状况、受教育程度、政府支持力度等对创业绩效的影响也有差异。同时,融资行为在不同类别的经营能力与返乡农民工创业绩效之间存在部分中介效应。