SOCO's impact on individual sales performance: The integration of selling skills as a missing link

Conventional wisdom suggests that a customer orientation is a vital cornerstone upon which the success of salespeople is predicated in terms of serving their customers and prospects. However, at a pragmatic level, not all salespeople practice a customer-oriented philosophy in their day-to-day selling. In fact, decades of sales research provide largely inconclusive results with respect to individual salespersons' customer orientation and performance outcomes. We argue that for customer orientation to be a predictor of sales performance, specific selling skills must be present. Furthermore, we empirically demonstrate that without these requisite selling skills, salespeople are better off utilizing a sales orientation approach, as opposed to a customer orientation approach. More provocatively, this research shows that a “missing link” in the long standing body of research on the SOCO (sales orientation/customer orientation) perspective is that specific selling skills can impact sales performance directly as well as moderate the impact that both a “sales orientation” and a “customer orientation” ultimately have on sales performance.     

Concentrated supply chain membership and financial performance: Chain- and firm-level perspectives

This study reports evidence that concentrated 3-firm supply chains achieve superior financial performance, and that supply chains’ financial performance varies systematically with measures of chain concentration and chain duration. Results from firm-level analyses suggest that the profitability benefits of supply chain relationships are captured predominantly by downstream chain members, whereas cash cycle benefits are realized throughout the supply chain. Firm-level tests also reveal that chain members’ financial performance varies systematically with measures of downstream bargaining power, downstream relationship duration, and degree of supply consolidation. The study's chain- and firm-level analyses employ data extracted from sample firms’ publicly available financial reports, including their major customer disclosures under Statement of Financial Accounting Standards Nos. 131 (1997) and 14 (1976).     

基于会计信息化的销售单据核销处理

ERP-U8是用友公司近年推出的针对中小型企业的最新企业管理软件,本文根据会计电算化实务操作的体会,对运用用友软件销售单据核销处理的几种情况进行了阐述,供实务工作者参考。     

The contagion effect of foreclosed properties

Although previous research shows that prices of homes in neighborhoods with foreclosures are lower than those in neighborhoods without foreclosures, it remains unclear whether the lower prices are the result of a general decline in neighborhood values or whether foreclosures reduce the prices of nearby non-distressed sales through a contagion effect. We provide robust evidence of a contagion discount by simultaneously estimating the local price trend and the incremental price impact of nearby foreclosures. At its peak, the discount is roughly 1% per nearby foreclosed property. The discount diminishes rapidly as the distance to the distressed property increases. The contagion discount grows from the onset of distress through the foreclosure sale and then stabilizes. This pattern is consistent with the contagion effect being the visual externality associated with deferred maintenance and neglect.     

Household Consumption of Catfish in Louisiana by Product Type

Catfish is the leading aquacultural species produced in the United States. This article addresses the consumption patterns for catfish by product type: fillet, whole and nugget. Each catfish product type has a unique market which has changed over time. Implications are that these markets need to be disaggregated and monitored over time since they are dynamic.     

出口转内销战略可行性分析

出口转内销是我国产业转型和外向型企业发展转型的重要战略选择,但该战略的现实可行性如何呢?在文献回顾基础上,本文对取自于东莞178家企业的调研数据和相关二手数据予以结合分析,发现:出口转内销的面临的内部制约和外部制约呈现较强刚性,内销战略因缺乏外部环境和企业内部能力的必要支撑从而不可行。     

Sales force automation systems: An analysis of factors underpinning the sophistication of deployed systems in the UK financial services industry

This study investigates organizational and strategic context variables that are linked to the sophistication of sales force automation systems in UK financial services firms. We find that increasing sophistication in SFA deployment, evaluated as a count of the number of types of results of sales campaigns that are measured, is driven directly by the information orientation of the host firm. We also find that the “sophistication” of deployed systems is, in fact, limited — the information held on the systems cannot underpin the strategic goals of the sales/marketing managers. We theorise that adoption of SFA systems is driven by managerial imperatives and that these have resulted in sales force resistance — shown by the paucity of information held on adopted SFA systems.     

Sales associate's appearance: Links to consumers’ emotions, store image, and purchases

Within the context of S–O–R framework, we examined whether consumers linked aspects of sales associate's appearance to their emotions, to the store's image, and to their purchases. Data was collected from undergraduates (n=65). Participants were asked to complete a questionnaire immediately after completing a shopping trip for apparel, shoes, or accessories in a specialty or department store. Participants noted being influenced by associate's appearance as reflected in their appearance-oriented comments and their evaluative comments. Associate appearance cues referenced by participants varied depending on whether participants were asked about their emotions, store image, or their purchases.     

The effects of private equity and venture capital on sales and employment growth in small and medium-sized businesses

We study the effects private equity (PE) and venture capital (VC) financing have on small and mid-sized single entity business establishments from 1995 to 2009. We focus on single entity establishments to cleanly examine the impact of PE and VC financing on establishments’ organic growth. This study reveals that PE and VC financing have positive impacts on single entity business establishments’ net sales and employment growth. The impact of PE financing on establishments’ growth is slower and smaller than VC financing. However, we find that the benefit of PE financing lasts longer than VC financing. We also find that ethnic minority, female, and foreign business owners are less likely to receive PE and VC financing. Finally, we find evidence that although establishments with government contracts are more likely to receive PE and VC financing, those contracts fail to produce marginal post-funding growth and employment benefits.     

Considerations of a retail forecasting practitioner

Forecasts can be used in an extraordinarily diverse range of ways across many domains in which forecasting practitioners work continuously towards improving their forecasts. Each of these domains may require the analysis of different kinds of inputs and special considerations. Even within a given domain, such as retail, there may be many similar use cases of the same kind of forecast, which can lead to practitioners making different decisions. This paper discusses several of the important decision points that practitioners must work through and uses item-level sales forecasting in the retail domain as leveraged by pricing and inventory management as examples of the different paths that may be taken. It considers how each use can lead to a different forecasting objective, and a corresponding focus on different error metrics. In addition, there are several tradeoffs in the forecasting methods that are used to meet each of the objectives best, including the kinds of models used, the running time speed, and forecast accuracy requirements.