An empirical test of trust-building processes and outcomes in sales manager-salesperson relationships

This study examines three trust-building processes and outcomes in sales manager-salesperson relationships. This study, based on a sample of more than 400 business-to-business salespeoples from a variety of industries, shows two trust-building processes (predictive and identification) to be significantly related to salesperson trust in the sales manager. Interpersonal trust was found to be most strongly related to shared values and respect. Trust was directly related to job satisfaction and relationalism, and indirectly related to organizational commitment and turnover intention. Thomas G. Brashear (brashear@mktg.umass.edu) (Ph.D., Georgia State University) is an assistant professor of marketing in the Isenberg School of Management at the University of Massachusetts-Amherst. James S. Boles (jboles@gsu.edu) (Ph.D., Louisiana State University) is an associate professor of marketing in the Robinson College of Business at Georgia State University. His research has appeared in a variety of journals, including theJournal of Marketing, theJournal of Business Research, theJournal of the Academy of Marketing Science, theJournal of Retailing, theJournal of Personal Selling and Sales Management, and theJournal of Applied Psychology. His areas of research interest include personal selling, sales management, key and strategic account management, and business relationships. Danny N. Bellenger (mktdnb@langate.gsu.edu) (Ph.D., University of Alabama) is currently chairman of the Marketing Department in the Robinson College of Business at Georgia State University. His research has appeared in a number of academic journals including theJournal of Marketing Research, theJournal of Marketing, theJournal of Advertising Research, theCalifornia Management Review, theJournal of Retailing, theJournal of Personal Selling and Sales Management, Industrial Marketing Management, and theJournal of Business Research. He has authored four monographs and four textbooks on marketing research, sales, and retailing. Charles M. Brooks (brooks@quinnipiac.edu) (Ph.D., Georgia State University) is an associate professor and chair of the Department of Marketing and Advertising at Quinnipiac University. His research has appeared in theJournal of Business Research, theJournal of Retailing, Marketing Theory, and theJournal of Marketing Theory and Practice.     

新时代国有煤炭企业“互联网+党建”工作研究与实践

煤炭行业类的传统产业需要对"互联网+党建"的重要性和必然趋势有一定的认知。在新时代的转型发展过程中,抓住信息化大数据,将传统党建工作的"不变"和技术创新的"变"进行有机结合,运用"互联网+"使党建工作更便捷高效、更有深度力度。同时,党建工作在新机遇下也面临着新挑战,信息管理存在着很大的难度。因此,论文就新时代煤炭企业如何做好"互联网+党建"工作进行了探讨。     

探究“新零销售”模式下影响销售量的相关因素

在新零销售模式的推动下,客户越来越倾向于消费个性化的商品。为了精准预测客户的消费需求,论文以单款单色产品为研究对象,通过建立多元回归分析的数学模型,来探究影响商品销售量的相关因素。经过分析发现,除了一些定性因素外,定量因素对销售量也产生了一定的影响,其中实际花费总金额、实际销售单价、库存数等定量因素对销售量的影响较大,且各个变量之间具有相关性,所以电商平台应特别关注这三个变量的影响。     

风险预控管理体系在煤矿安全管理中的作用

当前我国的煤矿行业迈入了转型发展的重要时期,国家对煤矿行业的安全生产管理提出了越来越高的要求,安全生产标准化成为煤矿企业的重点工作。煤矿生产作业的特殊性决定了在各项生产作业中存在各种安全风险,作业流程的繁多性、要素的多样性加大了煤矿安全管理的难度。煤矿行业现代化的发展趋势下,风险预控管理体系的构建为煤矿安全生产目标的实现提供了保障。     

区域医药产业技术创新及合作营销模式研究——以浙江省金华市为例

虽然区域医药企业技术创新的模式有其固定的模式可循,但是创新的产品如何推向市场却没有固定的模式。基于技术创新的区域医药企业合作营销模式重点探讨区域医药创新产品推向市场的一种营销模式;同时本文探讨了一套对该营销模式进行评价的指标体系。     

煤炭企业跨区投资进入模式的影响因素分析——基于东中部煤炭企业实践

本文在总结国内外影响外部企业跨区投资进入模式选择主要因素的基础上．结合煤炭行业的特征，以我国东中部国有重点煤炭企业的实践为例，分析影响煤炭企业跨区投资进入模式的关键因素。     

遏制煤矿事故构建和谐社会

近几年，煤炭企业的伤亡事故频频发生，成为建设和谐社会不能承受之重。我国煤矿事故多发的直接原因是利益的驱动，煤矿事故多发的深层次原因是经济增长方式落后，旧的生产模式遗留的恶果。要以科学发展观指导，建立和完善煤矿安全生产指标及控制体系，提高科学技术水平。遏制煤矿事故，促进社会主义和谐。     

煤炭物流系统体系结构的研究

结合煤炭物流实际,在分析了煤炭物流系统结构及特点的基础上,构建了煤炭物流系统的研究体系,为促进煤炭工业的可持续发展奠定了基础。     

旅游业与资源型产业之间的和谐发展——兼论山西省煤炭和旅游和谐发展

旅游业是一个和谐的产业,和谐旅游是推动和谐社会建设的重要力量,而和谐旅游的实施难点在于很好地处理旅游业与资源型产业之间的摩擦.文章以山西省为案例研究了旅游与煤炭的和谐发展,总结了煤旅关系的五个本质特点和煤旅矛盾的五种表现方式,找到了煤旅和谐发展的亮点,提出了煤旅和谐发展的四种思路,认为大力发展煤炭工业和大力发展旅游产业都是山西经济发展的重中之重,发展煤炭工业可以实现社会经济的跨跃式发展,发展旅游产业可以实现经济增长方式的转变,推进社会和谐发展和可持续发展.     

Managerial judgment and forecast combination: An experimental study

This paper examines the role of managerial judgment in forming a final forecast, or judging the achievability of a critical level of sales, when multiple forecasts or opinions are available to the decision maker. Several factors that can help improve the quality of human intervention are identified and incorporated in a decision aid. Experimental results show that aided combination can help the decision maker exploit her relevant private information and mitigate the generally observed negative effects of human intervention. Further, the results suggest that emphasizing expected sales, even when the organization is primarily interested in go/no-go decisions, helps improve performance. Several suggestions for future research are presented.

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