Moving beyond the direct effect of SFA adoption on salesperson performance: training and support as key moderating factors

To our knowledge, this research is the first to focus on the critical moderating role that user training and support play on the relationship between the use of sales force automation tools and salesperson performance (i.e., effectiveness: percent-to-quota and efficiency: average number of calls per day). Hypotheses are tested using survey data from a sample of 108 salespeople in a business-to-business context and archival sales performance information. Moderated regression analysis results indicate that the use of sales force automation tools only enhances salesperson efficiency and effectiveness under conditions of adequate user support and training. In fact, under low levels of user training and support, the use of sales force automation tools was found to reduce salesperson efficiency and effectiveness. These findings have important implications for IT and sales managers since the results show that only under certain conditions will companies realize a return on their investment in SFA tools. Limitations and future directions for research are then discussed.     

Revisiting the Miles and Snow strategic framework: uncovering interrelationships between strategic types,capabilities, environmental uncertainty,and firm performance

The Miles and Snow strategic type framework is re‐examined with respect to interrelationships with several theoretically relevant batteries of variables, including SBU strategic capabilities, environmental uncertainty, and performance. A newly developed constrained, multi‐objective, classification methodology is modified to empirically derive an alternative quantitative typology using survey data obtained from 709 firms in three countries (China, Japan, United States). We compare the Miles and Snow typology to the classification empirically derived utilizing this combinatorial optimization clustering procedure. With respect to both variable battery associations and objective statistical criteria, we show that the empirically derived solution clearly dominates the traditional P‐A‐D‐R typology of Miles and Snow. Implications and directions for future research are provided. Copyright © 2004 John Wiley & Sons, Ltd.     

Benefiting from network position: firm capabilities,structural holes,and performance

While strategy scholars primarily focus on internal firm capabilities and network scholars typically examine network structure, we posit that firms with superior network structures may be better able to exploit their internal capabilities and thus enhance their performance. We examine how innovative capabilities—both those of focal firms and those they access through their networks—influence the performance of Canadian mutual fund companies. We find that a firm's innovative capabilities and its network structure both enhance firm performance, while the innovativeness of its contacts does not do so directly. Innovative firms that also bridge structural holes get a further performance boost, suggesting that firms need to develop network‐enabled capabilities—capabilities accruing to innovative firms that bridge structural holes. Copyright © 2005 John Wiley & Sons, Ltd.     

股权制衡、非国有股东委派董事与公司绩效

从公司治理层面完善国有控股企业的股权制衡是国企混合所有制改革的重点和难点,以往学者仅仅研究了股权制衡与公司绩效之间的关系,很少研究两者关系的作用路径和影响机理.因此,引入非国有股东委派董事这一概念,研究非国有股东委派董事在股权制衡与公司绩效之间发挥的中介效应.结果表明:股权制衡有利于公司绩效的提升,非国有股东委派董事在股权制衡与公司绩效两者之间发挥了中介效应.     

Communicating risk for issues that involve ‘uncertainty bias’: what can the Israeli case of water fluoridation teach us?

Water fluoridation is a controversial issue in public health. Despite the uncertainty regarding its efficacy and safety, health officials continue to communicate it as ‘unequivocally’ safe and effective. Our focus is on how health officials and policy-makers in Israel frame the issue of water fluoridation in terms of certainty while promoting a mandatory fluoridation policy. According to van Asselt and Vos, the uncertainty paradox describes situations in which uncertainty is acknowledged, but the role of science is framed as providing certainty. Our study is an analysis of documents and media articles emphasizing the paradoxical language used by official representatives on the controversial topic of fluoridation. A central contribution of this study is that we coin the term ‘uncertainty bias,’ in which policy-makers do exactly what they accuse laypeople of doing, framing uncertainty in biased terms. We found that in order to establish mandatory regulation, health ministry officials expressed information in an unbalanced format, promoting the topic of fluoridation by framing it in exclusively positive terms. This study does not focus on the practice of water fluoridation per se, and is not intended to decide for or against it, but rather, to explore how the debate regarding it is communicated. Understanding this particular case can shed light on how other controversial topics are transformed into health policy that is characterized in equivocal terms.     

Can Foreigners Improve the Profitability of Emerging Market Banks? Evidence from the Vietnamese Strategic Partner Program

Foreign ownership and foreign management are often assumed to improve the efficiency of emerging market banks. Our article examines this relationship for the Vietnamese strategic partner program, where foreign banks have been allowed to take minority stakes in local banks. We add to the existing literature by distinguishing between ownership by foreign strategic and non-strategic investors, and between foreign management sent by the strategic partner and independent foreign executives. We show that only the presence of independent foreign executives has a positive impact on banks. We interpret these results as the consequence of conflicts of interest and power struggles between local shareholders and the strategic partner, which prevent efficiency in enhancing technology transfer.     

Whither seniority? Career progression and performance orientation in South Korea

Framed by institutional theory, this study reassesses the influence of seniority on (HRM) in South Korea today. We analyze first the overall influence of seniority in business, second its significance for career progression (i.e. promotion), and third its relation to individual performance orientation. By conducting in-depth interviews among local and expatriate managers, we find that the role of seniority is still pronounced. Seniority-based promotion remains significant, and individual performance evaluation systems, as are typically found in Western countries, hardly fit the cultural environment and tend to be ineffective. By contributing to the extant theories on institutional dynamics and the convergence–divergence–hybridization debate alike, our results strengthen the culturalist approaches, holding that informal institutions persist and do not disappear quickly. Further, rather than moving towards global convergence, we see the Korean HRM system as being in a state of hybridization caused by coercive isomorphism resulting from experimentation with foreign best-practice systems. As a result, some HRM practices are dysfunctional. We recommend that firms should reinterpret their valuation of individual performance towards team achievements and pay more attention to the optimal team composition.     

企业数字化转型能否提高创新绩效？来自上市公司的经验证据

随着信息技术的快速发展,企业数字化转型已成为推动创新与竞争力提升的关键。该研究基于2007-2022 年中国上市公司的大规模数据样本,采用最小二乘法线性回归和中介效应模型等统计方法,探讨了企业数字化与创新绩效之间的关系,以期揭示数字化背景下企业如何通过技术应用与管理创新提升创新能力,为企业数字化转型实践提供理论指导和决策参考。研究发现,数字化转型显著提升了企业的运营创新绩效和市场创新绩效,其中不仅直接影响显著,还通过管理赋能、投资赋能、营运赋能和劳动赋能等多重内在机制间接促进了创新绩效的提升。该研究发现不仅为理论研究提供了新的视角,同时也为实践中企业数字化战略的制定提供了有力的策略建议。     

高管激励对企业绩效的影响研究 ——基于中小板上市企业的经验数据

公司绩效是企业价值最直观的表现,提高企业绩效是公司发展的重要目标,在提高公司绩效过程中,管理层扮演着重要的角色.高管人员是企业众多的人力成本当中最重要的,他们是公司的决策层,企业运营的核心人物,制定着公司的发展战略,执行董事会的目标,一定程度上决定了公司未来的发展方向,优秀的高级管理人员是企业核心竞争力的重要构成因素....     

大型散粮储运项目控制系统扩建和性能提升

随着粮食储运规模的不断扩大,大型散粮储运新建或扩建工程日益增多.技术人员在开发和设计自动控制系统时,常面临工艺复杂、流程控制繁琐、控制点多、控制网络节点分散、扩建工程与前期工程存在不同程度工艺交互、各期控制系统数据交互和系统融和以及为后期工程预留扩展接口等问题.本文主要总结大型散粮储运项目新建和扩建的实践经验,在流程作...