Sales technology within the salesperson's relationships: A research agenda

The average cost of a sales call has declined approximately 15% over the past decade, while average salesperson compensation has doubled. These statistics illustrate an important benefit of technology: salespeople are more productive. To better understand the impact technology has played on sales and sales management, this paper examines the impact of sales technology from four perspectives: the salesperson, the field sales manager, the sales executive, and the customer. Noting that the needs and evaluations of technology vary, depending upon the functional position and viewpoint, a research agenda is offered that reflects these various perspectives.     

Moving beyond the direct effect of SFA adoption on salesperson performance: training and support as key moderating factors

To our knowledge, this research is the first to focus on the critical moderating role that user training and support play on the relationship between the use of sales force automation tools and salesperson performance (i.e., effectiveness: percent-to-quota and efficiency: average number of calls per day). Hypotheses are tested using survey data from a sample of 108 salespeople in a business-to-business context and archival sales performance information. Moderated regression analysis results indicate that the use of sales force automation tools only enhances salesperson efficiency and effectiveness under conditions of adequate user support and training. In fact, under low levels of user training and support, the use of sales force automation tools was found to reduce salesperson efficiency and effectiveness. These findings have important implications for IT and sales managers since the results show that only under certain conditions will companies realize a return on their investment in SFA tools. Limitations and future directions for research are then discussed.     

SCI收录河北科技大学学术论文的统计分析(2003-2007年)

SCI是衡量一个机构学术水平和科研能力的重要因素,尤其能反映自然科学基础研究的学术水平。笔者以美国ISI公司的Web of Knowledge网络数据库为依据,对2003-2007年间以河北科技大学为著者署名单位被SCI收录及引用的科技论文进行了统计分析,最后提出了增加中国科技论文被收录数和被引用率的一些建议。     

工业化进程中不同阶段的品牌战略

在工业化发展水平比较高的时期,品牌是同质商品差异化的决定因素之一.然而,由于工业化发展的不平衡,品牌在工业化不同的时期所呈现出的作用各不相同.本文按照工业化进程中不同时期生产与消费的特征,将其分为数量时代、质量时代与和谐时代三个时期,分析了品牌在各个时代中所扮演的角色,并针对甘肃省工业化进程不均衡的省情,提出了定位地区形象、整合品牌元素、培养城市个性及联系城市品牌和支柱产业的四项发展战略.     

中国农村人口迁移模型探索——一个对"民工荒"现象新的解释

本文构造了一个理论模型,得出了人口流动均衡条件,从而对“民工荒”现象做出了新的解释。本文的结论是迁移成本和就业概率决定了迁移人口的规模;农村工业部门的发展不仅分担城市就业压力,还缩小农民流动规模;农产品价格波动表示的农业剩余波动使得劳动力无限供给神话提前破灭,但并不意味着二元经济的终结。     

贸易溢出、人力资本与经济增长--基于中国数据的经验分析

按照Muzumdar和Baldwin的观点,贸易通过促进资本积累来促进进口国的经济增长,而根据Helpman等人的观点,贸易通过其内生的技术溢出对经济增长的影响更为持久,而技术溢出的效果则与贸易结构相关,并且需要一定的人力资本存量相结合,通过结合中国的数据分析发现:人力资本结构和分布状况对贸易溢出产生显著影响,人力资本水平的提高将增加贸易对经济增长的贡献,即贸易通过人力资本发生的技术溢出对经济增长会产生持久影响。     

是否存在出口外溢的结构性差异——多部门外溢模型及实证

通过拓展Feder两部门外溢模型,本文构建了一个多部门外溢模型来考察出口商品结构变动对技术外溢效果的影响.采用1991-2003年我国30个省市的面板数据,实证结果发现东部地区工业制成品出口存在显著的技术外溢,中部地区技术外溢则集中在初级产品出口部门,同时西部地区出口贸易技术外溢作用不显著.本文进一步检验了各类技术吸收能力对技术外溢效果的影响,结果表明国内企业的研发能力、人力资本积累水平均是影响技术吸收的重要变量,同时金融发展水平的作用还不明显.     

东亚信息技术产业的区内与区外贸易模式实证分析

东亚IT产业发展的贸易模式有如下特点：第一,东亚IT产业的技术来源于美国。通过承接美国计算机企业的“外包”业务,东亚在IT硬件设备制造领域建立了完整的生产体系。第二,东亚与美国的IT产品贸易主要集中在集成电路与电子部件。反映了美国企业将IT中间产品“外包”到东亚区域以降低生产成本,推动了全球IT产品的国际外包浪潮。第三,东亚区域内贸易模式不同于东亚-美国之间的贸易特征．日本、韩国和东盟通过向我国出口集成电路及其电子零部件获得了巨额的贸易顺差,而我国则将进口的集成电路和电子零部件装配成电子产品出口到美国和世界各地。     

农村金融机构双重目标绩效评价及影响因素研究

基于熵权法测算我国2004-2017年30个省市科技金融和经济高质量发展水平,并运用空间滞后（SAR）模型实证分析科技金融对区域经济高质量发展的空间溢出效应。结果表明：科技金融与经济高质量发展整体水平较低,区域差异显著,随着时间变化二者上升幅度明显,差异有所改善;科技金融与经济高质量具有显著的空间集聚效应,二者在经济发达地区有高—高集聚现象,在经济欠发地区有低—低集聚现象;科技金融对全国和区域经济高质量发展有显著正向空间溢出效应,且对经济发达地区正向空间效应更为显著,控制变量中产业结构升级、技术创新、城市基础设施、人力资本水平对全国经济高质量发展具有显著空间效应,对区域经济高质量发展的影响具有差异性。     

Academic entrepreneurial hybrids: Accounting and accountability in the case of MegaRide

The current paper focuses on how multiple values shape accounting and accountability practices in hybrid organizations. It concentrates on the complex domain of academic spin-offs, more fully described as hybrid knowledge-intensive organizations, aiming to understand how accounting and accountability practices can be constitutive of hybrid academic entrepreneurial logics and identities and how these, in turn, favor the development of accounting and accountability practices. The study employs a theoretically informed in-depth single case study of the academic spin-off MegaRide of the University of Naples Federico II (Italy) for the period January to May 2021. The findings show how, in MegaRide, hybrid academic entrepreneurial identities emerged at both the individual and organizational levels, leading to successful technology transfer, with an undeniable impact on the local context and society.