Impact of Personality on Sales Manager Leadership Style

ABSTRACT

Much research in sales management has examined the impact sales manager leadership styles have on salesperson work outcomes. What has not been investigated is what factors may lead an individual to adopt one leadership approach over an alternate. Theorists in organizational behavior posit that personality characteristics may be predictive of the leadership style an individual employs. This paper reports the results of a study that explored whether two key personality variables-extraversion and neuroticism-are related to three prominent leadership styles-laissez-faire, transaction-al, and charismatic. The findings support the overriding hypothesis that the two personality variables are strongly related to and account for a substantial portion of the variance in the three leadership styles. Implications for sales management practice and research are provided.     

代理人能力分布不均情形下首位晋升制与末位淘汰制的比较研究

在基于相对业绩比较的锦标赛激励机制中,首位晋升制与末位淘汰制是两种常见的竞赛激励机制。在代理人能力分布不均情形下,将代理人之间的拆台行为引入传统的锦标赛模型,可以研究代理人能力分布不同时首位晋升制与末位淘汰制下代理人的行为以及对委托人收益的影响。通过数理模型推导可获得以下结论:第一,首位晋升制下代理人的努力水平和拆台水平均比较高,委托人采用首位晋升制更有利,能力分布对委托人最优选择不产生影响。第二,低能力代理人占多数时,高能力代理人努力水平过高,受到的拆台也更多,高能力代理人占多数时,低能力代理人努力水平更高受到的拆台更多,能力分布对代理人的行为产生影响。     

我国税收超额负担：国际比较与优化路径

在我国税收规模连年高速增长,税收负担是否过重热议的背景下,从税收超额负担的视角对各国税收效率进行了比较,并测算了全面减税和对间接税减税两种政策的经济效应。结果表明,中国的税收超额负担处于中等水平,但仍存在减税增效的空间;对间接税减税的结构性减税政策能更好的符合稳物价、调结构的政策目标。     

新疆对中亚主要国家农产品出口：比较与促进

本文从贸易规模、产品结构、贸易便利条件和农产品贸易政策等四个方面比较新疆对中亚国家农产品出口的特征,认为新疆与中亚国家农产品贸易存在较大的国别差异,应通过不同的路径来稳定和扩大农产品出口。中国新疆应从加强出口基地建设、调整产品市场定位、开展境外投资以及加强政府间沟通等途径促进对哈萨克斯坦的农产品出口;应通过完善通道建设、开展境外加工以及加强农业技术合作与援助等途径扩大对吉尔吉斯斯坦的农产品出口。     

Study on the Method of Regional Purchasing Power Parity in China

China is a country with great territory and the price level has remarkable disparity among various regions, which affects the accuracy of many economic indexes. Using the calculating way of the purchasing power parity of the United Nations International Comparison Project （ICP）, this paper chooses 127 samples of commodities and services as comparison programs for 31 provinces and calculates purchasing power parity of every province in 2002 by taking Shanghai as a norm. The aim of this article is to study the method of regional purchasing power parity of our country.     

Comparing region-specific sustainability assessments through indicator systems: Feasible or not?

Numerous indices help us to compare country and local performance in the field of human development, globalization and sustainable development. Obvious problems arise, such as data availability and data quality. A less obvious issue is that such sets and indices do not permit the inclusion of specific characteristics or discourses that are important in a country or region. This paper investigates the possibility of comparing regional sustainability assessments in four case studies, where the indicators vary from region to region, but the method of making the assessment is similar. The concepts of weak and strong comparability were used in this analysis. Comparability of sustainable development between different regions is not an issue of rigid comparison of indicator by indicator. It should take into account regional specifics. The resulting shift from strong to weak comparability should not be seen as a lessening of the quality of the assessment and decreasing comparability. Rather than focusing on individual indicators within frameworks that do not permit inclusion of regional developments, this approach allows to look at the broader picture of regional dynamics. It reveals specific regional weaknesses that need attention, and possible areas for building alliances between regions, thus creating a more sustainable Europe.     

台湾实施技职校院教学卓越计划的启示与借鉴

通过台湾地区实施“技职校院教学卓越计划”与大陆实施“国家示范性高等职业院校建设计划骨干高职院校项目建设”的比较,提出大陆实施“国家骨干高职院校项目建设”应在提升教师专业水平、增强学生主动学习及就业竞争力、完善课程规划等方面,学习借鉴台湾实施“技职校院教学卓越计划”的先进之处。     

Cancelation efficiency: Why the effect of comparison direction strengthens with choice set size

Past research has shown that, when consumers compare two options, they pay more attention to one option (the focal option) and weigh its unique features more heavily than those of the other option. This leads to a stronger (weaker) preference for the focal option when each option has uniquely favorable (unfavorable) features. This research shows that the effect becomes more pronounced as the number of options increases. This is due to a higher efficiency in eliminating common attributes from the comparison when succeeding options are considered, which grants more extensive elaboration of the unique features of the focal option.     

中美商学院门户网站建设的比较分析

门户网站是数字校园的重要组成部分,各大高校建立门户网站之后,二级学院也相继建立自己的门户网站,实现学院教学、科研、办公的数字化。学员多样化、社会化以及与企业的密切联系等特点,商学院对高质量门户网站的需求更为强烈。综述了门户网站评价的相关研究,总结门户网站评价指标,构建了商学院门户网站评价指标体系。应用层次分析法对中美二十所商学院门户网站进行了比较分析,发现中国商学院在网站设计、网站内容以及网站功能指标上均有显著差距。中国商学院门户网站应优化站点设计,增强信息组织性,完善校友网络、企业合作网络建设。     

对我国开征环境税的探讨

本文针对开征环境税的主要难点问题进行了分析,认为我国环境税应定位于直接污染税(或排污税);环境税与排污费相比,在法律、征管、收入使用、税费负担设计等层面都具有优势,其中,法律层面和征管层面的优势是排污费改税的主要推动力;自行申报、环保核定、税务征收的环境税征收模式相对具有可行性。