Designing sales force satisfying selling positions: a conjoint measurement approach

To design selling positions that appeal to both new and incumbent salespersons, management needs to understand salespersons' preferences for job characteristics. The study reported here exemplifies an effort to operationalize salespersons' preferences for job and task characteristics that takes account of both career stage and gender. Findings indicate that salespeople in the sample prefer salary-based compensation and that female salespeople prefer sales jobs that are fixed in location.     

跨国公司对我国汽车合资企业控制分析

跨国汽车公司以国际直接投资(FDI)方式建立合资企业是我国汽车产业利用外资的主要形式.在实际运行中,股权比例的安排并不等于实际控制权的分配,合资企业对合资双方相关资源依赖性的强弱决定了合资双方的实际控制权.跨国汽车公司借助技术垄断优势,通过双方合资时的约定或日后实际运作中的设计安排,以非股权约束的方式来实现对合资企业的实际控制.     

个人理财市场细分及客户群差异性分析

目前我国商业银行个人理财业务尚处于初级阶段,个人理财市场的细分还很简单,尚没有进行更深入的、多层次的分析。针对这一情况,本文借鉴“家庭生命周期”的分析思路,选取人口统计变量和家庭生命周期变量等综合指标作为客户细分变量,对给定的调查样本实施市场细分。为此,本文利用方差分析探讨了一般客户、重要客户、未来潜力客户和战略客户4组客户理财个性的差异性以及对银行理财服务质量期望的差异性。同时,还分析这组客户对主要理财工具、理财产品的需求特点,并在市场细分的基础上制定出4差异化的、有针对性的营销策略。     

Efficiency in the provision of social care for older people. A three-stage Data Envelopment Analysis using self-reported quality of life

Using a three-stage data envelopment analysis approach, this paper explores efficiency in the provision of social care for older people in 148 English Councils in 2009/10. Departing from D'Amico and Fernández (2012) [31] our measure of efficiency is inscribed within the production of welfare framework and based on self-reported quality of life of recipients of the services. Our results indicate a high level of efficiency, but once we control for the effects of a number of environmental variables, we found that more stringent eligibility criteria and higher assessment costs are negatively associated with the efficiency in the provision of social services.     

Barriers to the investment in the Concentrated Solar Power sector in Morocco: A foresight approach using the Cross Impact Analysis for a large number of events

The Scenario Analysis methods have often been used by policy makers as an instrument to manage uncertainty and to support the shaping of long-term economy policies. In this research, we apply Scenario Analysis in order to identify the barriers affecting the decision to invest in the Concentrated Solar Power (CSP) sector in Morocco. Our results aim at facilitating the process of defining different paths in strategic political and policy actions. Using data from a survey on a panel of experts, the Cross Impact Analysis (CIA) and the Cross Impact Matrix System (SMIC) techniques are applied. The advantage of these techniques is that they allow including in the analysis the interlinkages between the events that will define the future scenarios. However, their limitation is that the number of events analyzed cannot be too high since the information collected from the experts increases exponentially according to the number of events introduced. We thus expand our analysis with a new methodological approach, combining the use of prospective and statistics techniques. This approach allows addressing the mentioned limitation and applying these techniques, initially restricted to 6 events in its common application, to a large number of events. The results show that uncertainty and informality would be key factors in promoting the arrival of companies in this sector. Additionally, regarding companies that already have a presence in Morocco’s renewable energy sector, an increase in activity would be achieved through improvements in the easing of financial and legal barriers.     

DETERMINANTS OF SOVEREIGN BONDS RATINGS: A ROBUSTNESS ANALYSIS

Several studies have attempted to deduce the determinants of sovereign bond ratings. In this study, Extreme Bounds Analysis is applied to approximately 30 factors proposed by the literature in order to assess their robustness with a focus on the relative importance that economic and political variables receive in the shaping of the ratings. We find that policies that constrain the public sector are among the most robust. Variables such as rule of law, openness to economic flows, central bank independence, and market friendly policies are found to be more robustly correlated with the ratings than foreign reserves, fiscal deficit, sovereign bond yields, and economic growth.     

Health and cosmetics: Investigating consumers’ values for buying organic personal care products

In investigating consumers’ intentions to re-purchase organic personal care products (PCP), this study extends the theory of planned behaviour by including perceived value dimensions as the antecedents of attitude in the model. The findings revealed that most of the hypothesised relationships linking the consumer perceived value constructs (namely, health, safety, hedonic and environmental) with attitude towards the rebuying of organic PCP, were supported. Also, better product knowledge about organic PCP would lead to more positive attitudes towards re-purchasing the product. In contrast, social value was not important in predicting attitude. Similarly, the influence of subjective norm on rebuying intention was not supported. In terms of ranking of importance with regards to prediction of re-purchasing intention, attitude was the most important predictor followed by perceived behavioural control, product knowledge, hedonic value, environmental value and safety value.     

我国行政审批制度改革的力场分析与突破策略

行政审批是政府对市场和社会资源进行配置的前置性管理手段。为了与社会主义市场经济体制相匹配,我国在行政审批改革中设立了减少审批项目、规范审批行为、实现制度创新和推进依法行政的改革目标。但根据力场分析理论,在行政审批制度改革过程中由于对相关主体利益的重新分配造成改革力场中存在驱动力和制约力。通过研究改革中决策者、执行者、受规制者和消费者的利益取向,可以获知驱动力和制约力的强弱,并推算出制度变迁的方向。为了使行政审批制度改革能够顺利推行,还需进一步分析制约力存在的方式并寻求相应的突破策略。     

农业创业情境下商业模式设计的影响机制研究——基于模糊集定性比较分析

农业创业者如何通过整合与管理资源与能力，设计新颖型商业模式创造更多价值，是实现乡村振兴战略的关键措施。文章基于资源编排、商业模式理论，以央视《致富经》栏目40个案例为样本，运用模糊集定性比较分析（fsQCA）方法，剖析资源编排、机会能力、创业学习所构成的前因变量组态对农业创业活动中商业模式设计的影响机制。研究发现，资源编排在农业创业活动中发挥不可或缺的关键作用；相较于资源结构化和资源捆绑，资源利用在新颖型商业模式设计中的作用更为突出；机会能力须与资源编排共同作用，方可实现新颖型商业模式设计；在资源编排作用缺乏时，创业学习的发挥有助于新颖型商业模式设计的形成。研究成果诠释了农业创业情境下资源编排、机会能力与创业学习对商业模式设计的影响机制，为开展农业创业活动提供指导。