Processes underlying the development and evolution of salespersonsõ job satisfaction/dissatisfaction: a conceptual framework

A conceptual framework of salesperson satisfaction/dissatisfaction is presented and is used to develop several research propositions. Drawing from organizational behaviour and sales management research, the model incorporates various theories of motivation and emphasizes the role of intervening variables thought to be especially important in the context of sales occupations. Finally, the model draws attention to the dynamic nature of the relationships between salespersons' efforts, performance, intrinsic and extrinsic rewards, and job satisfaction/dissatisfaction. Copyright © 2011 ASAC. Published by John Wiley & Sons, Ltd.     

Strategic and organisational determinants of sophistication in deployed sales force automation systems within three industry sectors in the UK

Abstract

This paper investigates strategic and organisational context determinants of the sophistication of adopted sales force automation (SFA) systems in three UK industries: financial services, pharmaceuticals, and building/construction. Sophistication of adopted systems is associated with the organisation placing greater emphasis on information orientation, which is itself driven by an increased integration of IT and sales coupled with increased organisational slack. Increased integration of IT and sales is itself driven by increased strategic importance of sales coupled with increased use of internal communication networks. Importantly, a firm's marketing orientation, although also driven by the strategic importance of sales, has no impact on either information orientation or SFA sophistication. We discuss the implications of our findings to aid understanding of SFA implementation failure.     

A practical solution to the problem of ultimate ruin probability

Abstract

It was the Swiss actuary Chr. Moser who, in lectures at Bern University at the turn of the century, gave the name “self-renewing aggregate” to what Vajda (1947) has called the “unstationary community” of lives, namely where deaths at any epoch are immediately replaced by an equivalent number of births. It was Moser too (1926) who coined the expression “steady state” for the stationary community in which the age distribution at any time follows the life table (King, 1887). With such a distinguished actuarial history, excellently summarized by Saxer (1958, Ch. IV), it behoves every actuary to know at least the definitions and modus operandi of today's so-called renewal (point), or recurrent event, processes.     

创建学习型组织中学习力的核心问题研究

通过对《比狼学得快》的故事的阐述,引出学习型组织的基本概念及五项修炼的基本内涵,剖析了现代企业管理中对五项修炼理论的运用,提出了提升企业竞争力的核心是学习力的问题,优势的建立就是要比竞争对手学习得更快。     

当前我国劳动力市场的典型特征及其原因分析

劳动力转移的长期性与劳动力短缺的长期性是目前我国劳动力市场的典型特征，再加上劳动力短缺造成了劳动力工资面临较大的上涨压力，使得我国劳动力市场的形势异常严峻。文章分析了这些特征背后的原因，并指出了在此基础上我国劳动力市场未来可能会遭遇的问题，提出了相应的对策。     

地下人防工程结构内力计算的特点

简要介绍了人防结构的设计特点,分析了关于等效静荷载的设计概念,并探讨几种人防结构构件上的荷载取值方法。     

中国经济长期高速增长的主要动力——从消费的作用谈起

随着我国经济的发展以及金融危机的影响,消费问题日益重要和突出。本文通过深入研究马克思消费理论和分析现实发展情况,从理论依据和现实依据出发,论证消费是中国经济长期高速增长的主要动力,并对未来消费的发展提出几点建议。     

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.