To Justify or Not to Justify: The Role of Anticipated Regret on Consumers’ Decisions to Upgrade Technological Innovations

Prior research suggests that adoption decisions are primarily based on product features and experiential opportunities, like trial and observation. Our research follows inquiries that identify anticipated regret (AR) as an emotion integral to consumer decision making. Prior research and current retailing practice assume that AR can be alleviated by compelling product attribute-based rationales for immediate purchase. These rationales often take the form of direct attribute comparisons between the current best and the future technologies. Counter-intuitively, we find that giving consumers attribute-based justifications for immediate purchase produces a uniform level of AR and purchase delay regardless of the perceived rate of innovation (PRI). However, under conditions of low PRI and no justification, AR decreases significantly. A clear implication of our findings is that firms marketing current technology should not rush to provide consumers with justifications for immediate upgrade since such communications will remind consumers of what they might miss if they adopt now, resulting in increased AR and purchase delays. Instead, we suggest that retailers focus promotional efforts on highlighting the hedonic benefits consumers experience by adopting today.     

华北油田冀中电网输配电线路存在的主要问题及应对措施

本文论述了华北油田冀中电网输电线路存在的老化、线路下方违章建筑物、树木顶线、杆塔缺土、施工车辆、挖掘机、吊车误碰导线跳闸等情况,并提出了应对措施。     

干部经历会影响农户选择电商销售渠道吗?——基于荔枝种植户的实证分析

基于印记理论,选取2020年广东和广西两省荔枝主产区的964户种植户作为调研对象,运用logit模型进行实证分析,探索干部经历对农户选择电商销售渠道的影响。结果显示:干部经历对荔枝种植户采用电商销售具有显著的正向影响,而农户自身具有的销售渠道资源也是荔枝种植户选择电商销售的动力之一,其与干部经历带有的政治资本共同推动种植户选择电商销售。因此,要发挥具有干部经历的农户在农产品电商发展中的带头人作用,培育当地的销售服务团队与提供更多的销售渠道资源,并联合社会多方力量加大对农产品电商销售的培训力度。     

Analysis of Employee Performance during Cross-cultural Service Encounters at Luxury Hotels in Hawaii,London and Florida

Globalization has motivated managers and scholars in the tourism industry to focus more attention on the problems and characteristics of the cross-cultural service encounter. During these interactions, differing cultural norms and values often create misunderstanding and conflict, which can result in an unhappy customer, a frustrated service provider and lost business. Therefore, the focus of this study was to analyze the effect of intercultural sensitivity on tourism employee performance in cross-cultural service encounters in three similar, but distinct service-dependent markets: the Hawaiian Islands, Greater London (UK) and the state of Florida. The results indicate that tourism employees with high intercultural sensitivity generally scored significantly (p < 0.05) higher than employees with low intercultural sensitivity in terms of service attentiveness, revenue contribution, interpersonal skills, job satisfaction and social satisfaction as they relate to cross-cultural encounters. There was no significant difference in results for motivation to work, tenure (years at present organization) and primary rewards (compensation, recognition, etc.). Implications of the findings are discussed.     

詹姆斯·乔伊斯《偶遇》中的矛盾冲突

在《偶遇》中,乔·迪伦不是一个可有可无的人物,他是所有冲突的开始。他是一个伏笔。对于这些教会私立学校的学生来说,其行为规范全包括在巴特勒神父所说的那些话当中,就是说,他们始终处于某种压制之下。他从某种意义上可以看作促成＂我＂寻找冒险动机的一个重要因素。我计划并终于开始了我的冒险：拜访鸽子房,不过最终没能达成,意味着一个表面的冒险的受阻和未完成。不过正是这个中断,才促成另外一个冒险,也就是真正冒险的开始——偶遇。这个过程体现了各种各样的冲突：＂我＂和马赫尼,我和所处社会都柏林以及自我和本我的冲突等。     

发挥综合竞争优势 建设国际顶级金融保险集团

加强系统资源整合工作是中国人寿实现集团化经营战略的重要举措,也是中国人寿打造国际顶级金融保险集团的重大战略步骤。资源整合工作专业性强,其复杂性与挑战性决定了在推动工作的过程中必须要有创新思维,在工作中真正做到以科学的理论为指导,以科学的方法为工具,形式多样,多举并重,持续推动系统资源优化整合工作向纵深发展。     

How does sales force automation influence relationship quality and performance? The mediating roles of learning and selling behaviors

Sales force automation (SFA) technologies are increasingly used to support customer relationship management strategies. However, previous studies have reported mixed results about the performances of SFA technologies. Therefore, this study seeks to further examine the impact of SFA usage on both customer relationship quality and sales performance. Additionally, the mediating roles of learning and adaptive selling behaviors on the outcomes of SFA usage are investigated. The results highlight the mediating role of salesperson learning and adaptive selling behaviors in the SFA usage and sales performance relationship. Especially noteworthy is the impact of learning through adaptive selling on those outcome variables. Implications for SFA research and practice that may further improve our understanding of this increasingly relevant topic are also offered.     

追风洗发水营销策略浅析

随着中国经济的发展,日用品行业尤其是洗发水行业的竞争相当激烈。洗发水品牌中去屑功能比较优秀的产品有海飞丝、雨洁、清扬、飘柔、拉芳、沙宣等,据调查,在中国洗发水的市场年消费总额高达200亿,其中50%以上的就是以去屑洗发水为主。追风洗发水是由霸王国际集团全新推出的＂中药去屑＂类洗发水,作为霸王中药世家旗下的全新产品,面对市场上众多的去屑产品,追风如何做好自身的品牌营销是重中之重。     

晶圆代工厂基于Oracle EBS的销售收款模块应用研究

半导体行业由于机台设备昂贵,产品生产环节较多,导致大部分晶圆代工厂在经营模式的选择上会比较倾向于Turnkey型的一站式服务.这种经营模式有利于代工企业及时回笼资金,但不利于管理系统合理匹配产品生产各阶段的收入与费用.本文重点研究ERP系统在半导体代工行业销售收款循环的应用特色.首先分析了晶圆代工行业中ERP系统销售收费计价方面的特点,归纳出ERP系统在晶圆代工企业实施中要关注的问题以及要进行客制化开发的内容,进而提出可能的经营模式、计价方案、解决措施,引导企业在实施ERP时正确选择解决方案.     

Going the extra mile: Antecedents of salespeople's discretionary effort

Many sales organizations are scrambling for success in today's intensely competitive environment. An increasing number of firms are finding that tried and true traditional selling strategies are less effective, or not effective at all. Moreover, companies are discovering that what has been an acceptable level of performance no longer is adequate for maintaining or gaining competitive advantage. Consequently, managers need to focus on alternative means through which the organization can be successful. One alternative is for sales forces to engage in discretionary effort-work activities that entail going beyond the call of duty. This paper develops propositions regarding antecedents of salesperson discretionary effort, which provide managerial direction should the propositions be confirmed.