How does sales force automation influence relationship quality and performance? The mediating roles of learning and selling behaviors

Sales force automation (SFA) technologies are increasingly used to support customer relationship management strategies. However, previous studies have reported mixed results about the performances of SFA technologies. Therefore, this study seeks to further examine the impact of SFA usage on both customer relationship quality and sales performance. Additionally, the mediating roles of learning and adaptive selling behaviors on the outcomes of SFA usage are investigated. The results highlight the mediating role of salesperson learning and adaptive selling behaviors in the SFA usage and sales performance relationship. Especially noteworthy is the impact of learning through adaptive selling on those outcome variables. Implications for SFA research and practice that may further improve our understanding of this increasingly relevant topic are also offered.     

What happened with the grandiose plans? Strategic plans and network realities in B2B interaction

Research concerned with business relationships and organizational levels, respectively, has addressed companies' difficulties in realizing their strategies. Studies of business relationships explain this through actions and reactions among business partners. Organizational studies note gaps between strategic and operational organizational levels in perceptions and goals. This paper combines these perspectives to obtain new insights into why company strategies may not materialize. The purpose of this paper is to describe and discuss how actor bonds on various organizational levels in business relationships affect strategy realization. The paper shows that actors on similar organizational levels representing different companies may actually share more understandings and activities than actors within the same company. The paper contributes to research on dyadic business relationships by highlighting differences in perspectives on various organizational levels, adds insights into research studying organizations by including a business-relationship aspect, and increases understanding of why strategic plans sometimes fail to succeed.     

构建质量管理体系的关键在于保证其有效运行

对于国内大部分企业而言,通过构建质量管理体系来规范企业经营行为,提升企业管理水平,提高企业在市场中的竞争力,不失为一个抢占市场的有效武器。但是许多企业往往会出现令人困惑的问题——新的质量体系并没有有效发挥出提升管理水平、确保产品质量、促进质量管理的作用。分别从决策层质量意识升级、慎重选择认证机构、确保质量管理体系和企业融合为一体3个角度提出解决办法,从而保证质量管理体系在企业管理中的有效运行。     

浅谈QC小组活动对石油企业人才培养的推进作用

结合国内石油企业的现状与特点,介绍了专业从事原油开采工作的采油厂在QC小组工作中取得的成绩和经验,阐述了QC小组活动对人才培养的推进作用。指出了强化宏观管理是确保QC小组出成果、出人才的关键;注重文化建设、提供活动平台,有利于促进人才的脱颖而出。     

浅谈统计技术在实验室质量管理体系中的运用

阐述了统计技术在企业质量管理中的作用,介绍了西南油气田分公司物资公司检测公司近年来统计质量控制取得的成果,指出了统计技术在实验室质量管理体系中运用时应坚持：树立以事实为基础的决策思想;抓好统计技术应用的培训;选择合适的统计技术方法;提高统计的质量,加强数据分析;应用统计技术,确定发展方向;运用统计技术对关键过程或关键质量因素进行分析。     

精细化管理在油气输送钢管制造企业中的构建与实施

论述了以＂五精四细＂为模式的精细化管理在渤海石油装备华油钢管公司内的构建和实施。详细阐述了＂五精四细＂的基本内涵,即五精之精化、五精之精髓、五精之精品、五精之精通、五精之精密、四细之细分、四细之细密、四细之细化、四细之细则。通过实施精细化管理,企业管理水平得到全方位提升     

广西基层国土资源管理所的现实困境与出路

广西基层国土资源所的发展存在机构设置、人员编制、经费、人员素质等诸多问题,提出解决这些问题的建议。     

我国商业信用信息资源开发利用模式探索

商业信用信息是商业活动开展的基础,开发利用好商业信用信息资源已经成为关系到经济正常运转与社会和谐稳定的重要课题。在界定商业信用信息范围的基础上,分析商业信用信息的市场规模与需求,总结出国内商业信用信息资源开发利用的六种主要模式。基于现阶段存在的主要困难,指出应采用“政府引导、市场化运作’’的方式,依托行业协会、商会建立全社会统一的商业信用信息开发利用机制,并给出未来实施的总体框架。     

论“公司＋农庄”现代农庄经济生产经营模式的创新

“公司＋农庄”的现代农庄经济生产经营方式为解决“三农”问题,加速农业的现代化,农村的城镇化,农民的市民化具有极为重要的现实实践意义。“公司＋农庄”现代农庄经济的生产经营方式与传统农业自给自足的生产经营方式不同,是一种生产经营方式的创新。综合来看,它对农村经济组织形式、农村土地经营权和土地功能、农村人才聚集方式、农村农业发展融资方式、现代农业产业链延长、农村社会管理组织模式等都具有创新性的重构功能,是实现整合和集聚丘陵山区高度碎片化、内耗型农村资源的最佳选择。     

企业盈余管理研究脉络述评与展里

盈余管理现象在世界范围内普遍存在,对于其经济后果的争论至今仍在继续。可以预见,盈余管理仍将是未来实务界和理论界共同关注的一个主题。从盈余管理的内涵、度量、动因、手段,以及经济后果等方面对已有研究脉络进行梳理与归纳,并进行评述和展望,希望为将来进一步研究盈余管理理清思路。