Expanding the sales professional's role: A strategic re-orientation?

Based in social exchange theory, this study empirically examines a model of salesperson participation in strategic communication activities. Results show that performance of sales professionals often stems from roles and activities that extend beyond the traditional selling function. Findings indicate that managers' orientation toward change, the firm's selling strategy, and salesperson's trust in their manager all play an important role in the salesperson's likelihood to engage in greater strategic communication activity. Participation in these activities is linked to individual selling performance. Thus, the study provides evidence that expanding the salesperson's role beyond the selling function can add firm value.     

Dispersion of influence between Marketing and Sales: Its effects on superior customer value and market performance

In this study the authors investigate how dispersion of influence between Marketing and Sales (DIMS) affects the creation of superior customer value and the firm's market performance. Hypotheses are tested on a sample of 326 strategic business units using structural equation modelling analysis. Three main results emerge which contribute to the understanding of the consequences of DIMS within companies. First, DIMS increases interaction and collaboration between Marketing and Sales, without blurring their respective goals, roles and responsibilities. Second, DIMS contributes to the diffusion of a customer oriented-culture across the organization. Third, the findings of this study clarify how and why DIMS affects organizational performance by showing simultaneously that superior customer value mediates the effects of DIMS on market performance, and that Marketing–Sales interface and customer-oriented culture mediate the effects of DIMS on superior customer value. The authors discuss the study's theoretical contributions and offer directions for future research. Overall, this study provides a new and broader perspective to managers responsible for the allocation of decision making influence between Marketing and Sales over a range of market-related issues.     

论利率与储蓄率对国际短期资本流动的影响

影响短期资本流动的因素很多,文章主要从利率与储蓄率的角度,对影响国际短期资本流动的因素进行分析,并在此基础上研究利率与储蓄率的正比例关系及其对国际短期资本流动的交互影响。     

对外资企业实行超国民待遇的政策选择

发展中国家在争夺外资的过程中,对外资企业实行超国民待遇的做法愈演愈烈,不同程度地损害了自身利益。对超国民待遇的原因和影响分析表明,超国民待遇吸引了更多的外资,但恶性竞争的超国民待遇也造成对东道国的利益损害,应结合经济发展情况在引资过程中规范并逐步取消超国民待遇。     

消费者品牌忠诚影响因素实证分析

伴随着激烈的市场竞争,消费者品牌转换行为日趋频繁,迫使企业寻找影响消费者品牌忠诚的关键因素。本文以北京市消费者为研究对象,对消费者品牌忠诚的影响因素进行了实证分析,得出了驱动品牌忠诚的若干因素,以期为企业做出正确的营销决策提供参考。     

基于CFD模拟的台风“山竹”对深圳市 园林树木影响研究

中国是世界上受台风影响最为严重的国家之一,研 究台风对园林树木的影响具有重要意义。目前,国内外对台风 影响园林树木的灾前预测模型研究和灾后统计分析研究的成果 较为丰富,但关于灾时台风对园林树木的影响研究较少涉及。 以深圳大学后海校区为研究范围,采用Phoenics软件进行 CFD模拟,探索灾时台风对园林树木的影响。研究发现受损 树木的分布与风速的强弱分布具有空间上的一致性。风速、树 木高度及冠幅与受损树木比例显著相关。根据分析结果,从植 物配置、立地条件改善、树木养护与管理等方面提出相应对策 建议,以期为今后园林树木抗风灾影响研究提供经验。     

中国“一带一路”沿线地区绿色发展的空间特征与影响因素研究

以"一带一路"中国沿线区为典型样本,运用2012—2018年的相关数据构建了综合绿色发展指标,并采用加入非期望产出的超效率SBM模型测度各个目标省份的绿色发展效率水平,以测算值为基础通过空间自相关探求各省份绿色发展在空间上的集聚、分异特征,再利用Tobit模型提炼影响绿色发展效率的因素。研究表明,随着"一带一路"倡议的推进,研究区内绿色发展效率有所提升,东部地区高于其他地区,同时各地区间差距整体已降低。还发现绿色发展空间格局分化明显,高值区域从散点到呈"U"型分布再到连片分布,冷热点区域发生分化。城市化、第三产业发展、科研投入及污染治理投资等都对提升绿色发展水平有正向的作用,但东北和中西部地区除了需要提高研发和生产的工艺水平外,更要打造"培育—吸引—留住"的人才体系以稳定发展。     

试论人才使用标准的导向作用及对高等教育的影响

人才 ,基本分为“知识型”或“智能型”两大类 ,人才的教育和培养方法及其使用标准 ,也是如此。重用何种人才 ,人才是否有效使用 ,不仅对用人单位本身 ,而且对整个社会 ,对人才的教育和培养过程 ,对人才的教育和培养机构 ,甚至对我们民族的生存心态 ,都会产生极强的导向作用     

Judgements of significant influence by financial controllers

This study examines the judgement processes of New Zealand financial controllers when determining whether an investor is capable of exercising significant influence over an investee. The results of this study provide evidence that the “20% interest” threshold is the most important factor in these judgement processes. Further, the results indicate a high degree of inter-subject consensus and intra-subject consistency and self-insight which could be attributed to the high weight given to the “20% interest” threshold. Although the “20% interest” threshold is often criticised for being arbitrary, the results of this study suggest that the use of this cut-off as a judgement cue may help achieve greater consistency and comparability in financial reporting.     

Strategic leadership and executive innovation influence: an international multi‐cluster comparative study

This study investigates the relationship of strategic leadership behaviors with executive innovation influence and the moderating effects of top management team (TMT)'s tenure heterogeneity and social culture on that relationship. Using survey data from six countries comprising three social cultures, strategic leadership behaviors were found to have a strong positive relationship with executive influence on both product–market and administrative innovations. In addition, TMT tenure heterogeneity moderated the relationship of strategic leadership behaviors with executive innovation influence for both types of innovation, while social culture moderated that relationship only in the case of administrative innovation. Copyright © 2005 John Wiley & Sons, Ltd.