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.     

制约我国科技创新的环境因素研究

走科技创新之路是我国今后中长期的战略决策.然而,目前我国科技创新的硬环境和软环境基础相对都比较薄弱.基于全国科技工作者的调查数据,我们分析了目前影响我国科技工作创新的主要环境因素.结果表明:创新管理体制和运行机制、国家资金支持力度、组织制度和创新氛围以及我国传统文化因素等是制约科技创新的主要因素.在讨论的基础上提出了相应的对策.     

经济伦理与经济发展

经济发展不仅是一个要素投入与资源配置的过程 ,同时也蕴含着深刻的伦理规定 ,是一个价值选择和道德协调的过程。经济伦理对经济发展起着重要的影响作用 :在微观层面上 ,它是一种人力资本 ;在中观层面上 ,它是一种无形资产 ;在宏观层面上 ,它是一种社会资本。经济伦理通过降低交易成本 ,创造合作效益 ,促进资源的优化配置和社会经济的健康发展。同时 ,经济伦理作为一种特殊的经济资源 ,对经济发展的作用性质和方式具有特殊性 ,需要具体地去认识和把握。     

学习型组织--西方学者研究综述

文章对西方学者有关学习型组织的研究进行了总结 ,以便于学者的进一步研究及其在管理实践中的应用 ,内容主要包括学习型组织的界定、个体学习与组织学习以及创建有效的学习型组织等问题     

高职院校教学效能管理的思考

提高学校教学效能管理是现代教育管理的核心目标，是提高现代教育管理水平，实现学校效能的有效途径。本文分析了目前教学管理存在的问题以及教学效能管理研究的现状，归纳总结现代教学效能管理的特点，并对提高教学管理效能进行了深入思考。     

三洋电机公司重构案例--全球化进程中的重构

本文主要以定期的报告(如年报)、公开发表文章、公司手册等提供的事实、资料为依据,以公司重构理论为指导设计调研提纲对三洋电机进行案例研究。试图分析作为日本跨国公司的三洋电机围绕选择与集中、发掘新领域而进行全球业务调整、组织紧缩、财务重构的特点。     

简述PHC管桩的发展态势

通过对桩基常用施工方法的比较，阐述了预应力高强度混凝土管桩的优点和静压法沉桩施工工艺的先进性。特别对人们关注的可靠性和经济性等问题作了较全面的分析，认为在诸多型式的桩基中预应力高强度混凝土管桩将独占鳌头。     

Corporate social responsibility committees and the use of corporate social responsibility assurance services

This study examines whether corporate social responsibility (CSR) committees associate with the external assurance of CSR reports. Specifically, we consider the presence and effectiveness of CSR committees. Using a sample of Australian firms over the period 2004–2016, we show the mere presence of a CSR committee is not related to the external assurance of CSR. However, CSR committee effectiveness is positively related. In addition, firms with higher CSR committee effectiveness are more likely to seek external assurance provided by the Big4 accountancy firms and acquire financial audit and CSR assurance services from the same provider. Taken together, CSR committee effectiveness plays an active role in CSR assurance services. Our results are particularly relevant to those with interests in understanding the demand and choice of external CSR assurance services, as well as the impact of corporate governance mechanisms on these services.     

个人主动性:21世纪的新型工作模式

当前，对组织中雇员积极行为的研究，是人力资源管理领域的一个新的潮流。而个人主动性作为一种积极的工作模式，正是其中的一个焦点。本文系统地介绍了个人主动性的内涵、维度（自发性、前瞻性和克服困难）及其行动系列。在此基础上，本文探讨了个人主动性对于个人、组织绩效的重要意义，并提出了提升个人主动性的有效策略。     

基于组织域视角对创业企业集群创新机制的研究——以高科技园区为例

创业企业集群是企业家的聚集区域，创业者是推动创业企业集群“点——线——面——群”成长和升级的关键因素。文章应用组织社会学中的新制度学派观点，从“组织域”层面解释创业企业集群的发育机理，对以高科技园区为代表的创业企业集群、群内企业以及集群环境进行分析，并提出高科技园区发展的政策建议。