基于委托代理模型的销售人员报酬激励机制分析

以委托代理理论为基础,建立了销售人员激励的委托代理模型,通过推导,得出销售人员努力程度可以观测和不可观测下的最优激励合同,分析了销售人员激励程度的影响因素,具体探讨了企业外部环境不确定性、企业的销售管理水平和品牌影响力、销售人员的经验、能力和风险规避程度等因素对销售人员报酬激励机制设计的影响.     

Determinants of reverse marketing knowledge transfer potential from emerging market subsidiaries to multinational enterprises’ headquarters

Emerging markets (EM) are becoming increasingly important for multinational enterprises because of their high growth potential and future prospects. The unique circumstances in EM lead to increased pressure to offer creative marketing solutions that can be leveraged across the multinational network. Setting up subsidiaries to tap into these markets offers companies the opportunity to integrate in the local community and access its knowledge-base for local and global innovations. Literature, however, reveals that EM subsidiaries have been largely ignored concerning their potential for reverse knowledge transfer (RKT), and marketing initiatives are expected to be developed in mature, developed markets. Our paper fills this gap in research and contributes to extant literature by identifying factors at unit, relationship and knowledge levels influencing RKT potential specific to marketing knowledge from EM subsidiaries. The conceptual discussion leads to study propositions and conceptual framework.     

基于区域合作的无障碍旅游机制构建

我国旅游业已进入区域协同与跨区域竞争的时代,其发展趋势是实现区域旅游合作。旅游业区域合作的目标就是在一定区域范围内构建无障碍旅游机制,实现一体化,使区域旅游要素可以实现最大限度的自由流动,实现旅游资源的最优配置。     

品牌关系中消费者心理契约的感知与测度

本文将组织行为学中心理契约的概念引入品牌关系研究,探寻品牌关系中消费者的心理契约感知,通过实证分析证实了消费者对心理契约感知比较关注的5个指标,确定了各指标的被关注程度,并考察了人口统计学因素对消费者心理契约的影响。     

基于多元结构的旅游供应链协调机制研究

根据组织协作观点与步骤选取了合适的协作者、协作要素；摒弃了旧有的供应链的唯一机制，运用包含服务、资料、金钱、知识的多样化机制合理地调整了旅游供应链；鉴于旅行社与政府在调整供应链上存在的不足，给出了微观与宏观相融合的协调机制；在分析当前旅游供应链中常见的折扣价格合约制度后，建立了全新的收入分配体系，目的在于鼓励提供旅游产品的供应者；在分析旅游供应链利得产品驱动模型后，给出了产品的推拉协调一致的模型。     

Analysing the effect of excess cash accumulation on financial decisions

In this current moment of crisis it is very important for firms to hold a suitable amount of cash. But it is also very important to analyse how this amount of cash affects firm value. Here an in-depth study is made of the determination of firm value centring our attention on the problem of excess cash accumulation. This article adds important value to the existing literature since, employing the panel data methodology in the sample of Spanish nonfinancial firms, it identifies whether excess cash holding affects firm value in general, and investment, financing and dividend decisions in particular. The results show how asymmetric information among the economic agents of the firm affects the cash reserves. In particular, shareholders could penalize the investment made by these firms and consider the positive effect that the debt in particular and the dividend policies exert on the firm. Moreover, the results reveal the importance of financial flexibility as opposed to the arguments provided by agency theory.     

Understanding Business Relationship Management in China： A Power and Leverage Perspective

This paper examines whether a power and leverage perspective, successfully applied to analyse extended buyer-supplier relationships in a western context, can be used to analyse business relationships in China. A single embedded case study is presented in this paper and a power and leverage approach is used to analyse business relationships. The power and leverage perspective is applicable for investigating buyer-supplier relationships in a Chinese cultural context. However, in this context using power as coercion is an extremely counterproductive relationship management strategy, which can draw both buyers and suppliers in to a ＂no-win＂ or negative sum situation. The findings are based upon a single case, which makes drawing generalisable conclusions more difficult. In addition, although every effort was made to limit the subjectivity of the power and relationship analysis, researcher interpretation of the data was required. In the Chinese business context, it may not be advisable to manage any relationships in an arms-length manner. Chinese business networks are centred on less explicit or formal power relationships and therefore companies that have learnt the rules of the game of exchange in the west need to modify their approach in China. This work extends the understanding of buyer-supplier relationships and provides additional empirical evidence validating a power and leverage perspective. In addition, the paper provides the first assessment of whether this approach can be used in a non-western context without significant modification.     

Re-examining the link between fairness and commitment in buyer-supplier relationships

By re-examining the link between fairness and commitment in supply chain relationships, this study elaborates on the existing theory that views fairness only as an antecedent. It proposes that commitment can also precede perceived fairness, thus redefining the link between the concepts as bidirectional in buyer–supplier relationships. The study examines both the buyer and supplier perspectives. Based on interviews at 24 technology industry firms in Finland, this empirical study demonstrates that buyer commitment has a positive impact on how suppliers perceive distributive fairness in the relationship. In turn, this effect is reciprocated by the suppliers through a commitment in the form of relationship-specific investments and continuous improvements that are perceived as fair by the buyer. As a managerial implication the study emphasizes the importance of fairness evaluation to the relationship parties.     

The relationship between private investors and small firms: an agency theory approach

Many small firms in Sweden are characterized by a lack of equity capital. For several years measures to increase the equity capital have been discussed. In this discussion the private investors' market has received virtually no attention. This study presents some preliminary results of the private investors in Sweden.

The research in small firms financing is characterized by a lack of theoretical framework. One basic assumption in the study is that agency theory can provide an essential framework to explain the interaction between the private investor and entrepreneur. Twenty-five hypotheses generated from agency theory are formulated and tested on 62 small unlisted firms in Sweden. Multiple regression analysis is used for the causal analyses.

The empirical results in the study show inter alia that the geographic distance and the private investor's knowledge about the portfolio firm's transformation process seem to be the most influential factors for determining the private investor's involvement in the portfolio firms. It is also interesting to notice that none of the variables, frequency of contacts and the private investor's operational work in the portfolio firm affect the performance of the firm. Contrary to conventional wisdom, private investors do not add value to their portfolio firms through their interaction with the entrepreneurs.

The theoretical conclusion is that agency theory does not provide any satisfactory framework to explain the private investor - entrepreneur relationship. Some of the basic assumptions in agency theory seem to be invalid. A model for the relationship between private investors and entrepreneurs is developed in which four interaction strategies are identified. The model gives implications on two levels: the portfolio level and the individual case level.     

Brand relationships through brand reputation and brand tribalism

The academic research on branding of consumer products and services is increasingly considering the degree of connectedness between consumers and brands as a key issue of investigation. The literature in this area investigates the nature and the strength of the relationship that consumers develop with brands, as well as the trend of joining brand tribes or brand communities in order to demonstrate and share with others their feelings towards and preference to brands. However, the impact of the overall perceptions of the brands in the form of its reputation and brand tribalism on brand relationships is so far unexplored in the existing literature. Using data collected from 912 respondents, this paper explores the importance of the long term brand reputation and brand tribalism on the strength of brand relationships. The findings suggest that brand tribalism is a better predictor of the strength of brand relationships than the long term brand reputation itself.