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.     

对我国上市公司内部控制信息披露的探讨

作为上市公司,除对外披露经审计的会计信息外,还须披露公司的内部控制信息,因为内部控制的完善与否和执行情况,直接影响着上市公司的经营管理业绩、财务报告质量和法律法规遵循情况。然而,我国内部控制信息披露制度还不完善,上市公司内部控制信息披露很大程度上流于形式,信息披露的自愿性不强,因此,有必要对内部控制信息披露制度加以完善。     

我国央行控制货币供给能力的分析

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政府调控强化与股市平准基金的设立

2004年至今中国股票市场出现非理性的剧烈波动，原因之一就是政府调控股市的低效率。在建设市场经济过程中，政府适当的干预是维护股票市场正常发展的必要条件，而股市平准基金作为一种有效的政府宏观调控工具，将对我国股票市场的健康发展发挥作用。     

民间信仰的社会功能及导控--构建和谐社会视角

民间信仰是构建社会主义和谐社会中不容丢弃的大众文化资源，是不可或缺的重要因素。必须正确运用民间信仰的社会功能，化解与社会主义道德相悖的东西。必须在法治视野内导控民间信仰，使之成为我国和谐社会构建中可利用的重要文化资源。     

我国农村金融风险的现状与对策

中国是一个具有典型“二元经济”特征的发展中农业大国,农村经济在国民经济中占有重要的地位,其发展离不开金融的有效支持。农村金融基于自身各种因素的影响,在我国农村金融领域也积聚了大量的风险因素,如果不对农村金融的风险进行及时有效地防范与化解,将会影响农村经济环境的稳定,从而危及到社会的稳定。本文结合我国农村经济与农村金融的实际,提出了一些控制我国农村金融风险的措施。     

论我国国有公司的治理结构问题

我国国有公司治理结构主要存在内部人控制、股东会和监事会形同虚设、董事会不能有效行使决策权、监督机制失效和激励机制不足等问题。导致这些问题产生除了发达市场经济国家所具有的一般原因外,更主要的是我国经济转轨过程中的股权结构不合理、缺乏现代公司治理观念以及政府对企业在行政上的“超强控制”和在产权上的“超弱控制”等特殊原因。     

重庆国有企业成本控制现状调查分析

根据问卷调查分析,重庆地区企业的成本管理中目标成本法的运用有待进一步改进,标准成本制度的施行有一定的难度,成本控制观念、成本控制措施和成本控制方式也较为落后简单.应完善重庆国有企业成本控制,推行有效的成本管理方法,以确立竞争优势.     

金融控股集团的内部风险控制

内部风险控制的有效性直接关系着金融控股集团发展的成败.要想有效控制金融控股集团的内部风险,需要设立专门的风险监控组织体系,建立审计稽核管理体制,建立集团内部风险预警系统和风险监控制度.     

单片机软件抗干扰方法研究

单片机系统在实际工业现场中可能遇到的各种干扰和自身的随机性故障。现场恶劣的环境有可能使计算机系统发生异常，计算机程序指针PC失控就是常见的故障之一，一旦发生PC“走飞”，计算机系统就会出现工作混乱，酿成严重事故。针对这种情况，文章介绍了单片机软件抗干扰的几种方法。