Driving organizational citizenship behaviors and salesperson in-role behavior performance: The role of management control and perceived organizational support

Interest in management control approaches and organizational factors associated with higher levels of salesperson performance is reflected in research streams concerned with behavior-based control strategies and organizational citizenship behaviors (OCBs). This study makes two distinct additions to the literature relating to control, organizational citizenship behaviors and salesperson performance. First, the study distinguishes between salesperson in-role behavior performance and outcome performance to model in-role behavior performance as a mediator between OCB and outcome performance. Second, the work supports sales manager control as an antecedent to OCB. A second model introduces perceived organizational support (POS) as an additional antecedent to salesperson OCB, and more important, as a consequence of sales manager control. This construct has not been included in prior salesperson OCB studies. Results show sales manage control has a stronger impact on OCB through POS, than directly, and POS has a strong impact on salesperson OCB. Nigel F. Piercy (Nigel.Piercy@wbs.ac.uk) is a professor of marketing in the Warwick Business School at the University of Warwick, United Kingdom. He holds a Ph.D. from the University of Wales and a higher doctorate (D.Litt) from Heriot-Watt University, Edinburgh. His current research interests focus on strategic sales and account management. His work has been published in many journals including theJournal of Marketing, theJournal of International Marketing, and theJournal of the Academy of Marketing Science. He is coauthor to David Cravens onStrategic Marketing (8th ed., Irwin/McGraw-Hill, 2006). David W. Cravens (D.Cravens@tcu.edu) holds the Eunice and James L. West Chair of American Enterprise Studies and is a professor of marketing in the M. J. Neeley School of Business at Texas Christian University, Fort Worth, Texas. He has a doctorate in business administration from Indiana University. His areas of specialization include marketing strategy and planning, sales management, and new product planning. His research has been published in a wide range of journals including theJournal of Marketing, theJournal of Marketing Research, the Journal of the Academy of Marketing Science, and theInternational Journal of Marketing. Nikala Lane (Nikala.Lane@wbs.ac.uk) is a senior lecturer in marketing in the Warwick Business School at the University of Warwick, United Kingdom. She holds a Ph.D. from the University of Wales and was previously a senior research associate at Cardiff University. Her research interests are focused on gender and ethics issues in sales and marketing management. Her work has been published widely in the international literature and includes articles in theJournal of Management Studies, theBritish Journal of Management, the Journal of Business Ethics, and theJournal of Personal Selling & Sales Management. Douglas W. Vorhies (dvorhies@bus.olemiss.edu) is an assistant professor of marketing in the School of Business Administration at the University of Mississippi. His primary research interests are in the areas of marketing strategy, marketing resources and capabilities, the links between innovation, strategic market management and performance, and professional selling and sales management. His other work has been published in many journals including theJournal of Marketing, Decision Sciences, theJournal of Product Innovation Management, theEuropean Journal of Marketing, and theJournal of Personal Selling and Sales Management.     

羧甲基壳聚糖/海藻酸钠水凝胶pH值对溶胀行为的影响

以CaCl2为交联剂制备了一系列羧甲基壳聚糖/海藻酸钠水凝胶。研究了羧甲基壳聚糖与海藻酸钠溶液的配比、交联剂的用量以及pH值对水凝胶溶胀率的影响,并分析了不同pH值时水凝胶的红外谱图。结果表明,pH=1.0、3.0时,水凝胶收缩,而pH=5.0、7.4、9.0、13.0时,水凝胶溶胀随pH值增高,其溶胀率增大。当两者配比为1:3,pH 9.0时溶涨率最大。同时,红外谱图证明,水凝胶的pH敏感行为是氨基和羧基基团结构的变化所引起的。     

品牌之死——基于品牌经济学视角的分析

基于品牌经济学视角对品牌之死的研究表明：品牌之死有自然死亡、突然死亡和长寿品牌3种基本类型；品牌之死即为需求之死；品牌的品类、品类度和品牌策略决定了品牌生命；因而延长品牌生命也应从这3方面制定相应的策略。     

强化对抽象行政行为的监督是加强廉政建设的必要途径

抽象行政行为是当今世界各国实施行政管理的重要基础性手段之一。它直接关系到行政行为的公平、公正和效率。分析了当前我国在抽象行政行为监督方面存在的问题 ;论述了强化对抽象行政行为监督的现实意义及主要途径。     

新儒商思想对商业行为的影响

新儒商思想作为一种商业思想并在现阶段条件下提出，具有鲜明的时代特征和重要的现实意义。从我国古代、近代、现代的部分商业思想理论入手，结合儒学的有关发展史，对新儒商思想作一简单的论述。．长期以来儒学作为封建统治的工具，在政策上表现为重农抑商，然而这并不足以说明儒学在根本上是否认商业行为的，从某种意义上说，可作为一种哲学能够有效地指导、规范我们目前的商业经济行为。     

区位品牌的形成与维护

区位品牌是创造区域产业竞争优势的重要途径,对推动区域经济发展具有重要意义。文章给出了区位品牌的含义,分析了区位品牌形成的三种主要途径,探讨了区位品牌形象容易受损的原因,提出了区位品牌维护的对策。     

Brands matter: An empirical demonstration of the creation of shareholder value through branding

This research responds to the attendant need for empirical evidence pertaining to how marketing affects firm performance. Using the Fama-French method, common in finance, and a leading marketplace measure of a brand’s financial equity value, the authors provide empirical evidence for the branding-shareholder value creation link. The results extend previous research by showing that strong brands not only deliver greater returns to stockholders than does a relevant benchmark but do so with less risk This finding holds even when market share and firm size are considered. Barclays Global Investors Thomas J. Madden is a professor of marketing and director of the Professional MBA/Executive International MBA programs at the Moore School of Business, University of South Carolina. His research focuses on the measurement of brand meaning, marketing metrics, and value-based marketing strategies. His research has appeared in theJournal of Marketing Research, theJournal of Marketing, and theJournal of Consumer Behavior. Frank Fehle (frank.fehle@barclaysglobal.com) is the head of Europe Equity Research at Barclays Global Investors in London, United Kingdom. Previously, he was an assistant professor of finance at the University of South Carolina. His research focuses on empirical asset pricing, market microstructure, risk management, and derivatives. His work has appeared in theJournal of Financial Economics, theJournal of Futures Markets, theJournal of Economics and Business, theReview of Quantitative Finance and Accounting, among other journals and conference proceedings. Susan Fournier is an associate professor of marketing at Boston University. Her research focuses on branding and brand relationship marketing. Current projects explore person-brands, resonance as a moderator of the brand meaning → brand strength connection, the types of relationships consumers form with brands, and dynamic processes of relationship development and evolution. She served for 9 years on the Harvard Business School faculty and 2 years as a visitor at Dartmouth College. She consults with a range of companies to inform her teaching, case development, and research.     

高校品牌竞争优势及其法则

学校品牌竞争的目标是社会满意最大化,品牌忠诚最大化。高校的教育服务产品面临学生的就学市场、社会人才市场的选择和竞争,高等教育产品的市场竞争类型是垄断竞争市场。要确认本校的竞争优势并选择相对竞争优势,采取定位准确的品牌市场竞争法则,制订并实施学校、专业、课程营销组合策略。     

民营企业劳资冲突的形式及其原因分析

该文基于对36家民营企业的调查数据，对引起民营企业劳资冲突的原因和职工在劳资冲突中的行为方式进行分析，并从微观层面提出缓和民营企业劳资冲突的建议。     

陕西特色农产品的品牌经营战略研究

陕西具有发展特色农业的良好条件，但由于受自然经济传统约束，广大农民缺乏市场经营意识和经营经验，加之缺乏有效的农业合作组织，缺少辐射带动能力强的龙头企业，导致特色农产品的品牌化经营程度低，现有特色农产品的品牌知名度和美誉度不高，市场影响力有限。要创建陕西特色农产品品牌，必须提高特色农产品的生产者、经营者和地方政府的市场意识、品牌意识，组织专业协会，发展龙头企业，完善特色农产品技术服务支持体系，推行标准化生产，加强产后商品化处理，建立和完善农产品品牌质量认证体系，加强对农产品品牌的宣传推广力度。