The adaptive consequences of pride in personal selling

This study examines the adaptive consequences of pride in personal selling and its self-regulation with colleagues and customers. Study 1 investigates the effects of experiencing pride, where two benefits were found. First, pride increases salespersons’ performance-related motivations. Specifically, it promotes the use of adaptive selling strategies, greater effort, and self-efficacy. Second, pride positively affects organizational citizenship behaviors. Study 2 takes an emotion-process point of view and compares excessive pride (hubris) with positive pride. The results show that salespeople are capable of self-regulating the expression of these emotions differently toward colleagues and customers via anticipated feelings of fear, shame, and regret. Salespeople, in other words, are affected by their emotions, but they also are capable of controlling them to their advantage. Willem Verbeke (verbeke@few.eur.nl) is a chaired professor of sales and account management at Erasmus University in Rotterdam, the Netherlands. He received his Ph.D. from the University of Pennsylvania. His research has appeared in a number of academic journals, including theJournal of Marketing, theInternational Journal of Research in Marketing, theJournal of Management, theJournal of Organizational Behavior, and theJournal of Applied Psychology. His area of research interests includes personal selling, sales management, emotions and emotion regulation, social capital, and knowledge management. Frank Belschak (belschak@few.eur.nl) is an assistant professor of marketing and organizational behavior at Erasmus University in Rotterdam, the Netherlands. He received his Ph.D. in organizational behavior from the University of Cologne in Germany. His current research interests include emotions and emotion regulation in organizations and across cultures, as well as social capital and networks. Richard P. Bagozzi (bagozzi@rice.edu) is the J. Hugh Liedtke Professor of Management in the Jesse H. Jones Graduate School of Management and a professor of psychology at Rice University in Houston, Texas. He conducts research on human emotions, the theory of action, goal setting and goal striving, and structural equation methods.     

食品行业的社会责任及法治监管

食品安全是重大民生问题和发展问题,也是民众呼声最高的社会问题之一。无论是从形式上看,还是从内容上看,我国食品安全立法已非常完善,食品监管执法不力和食品企业社会责任缺失是导致我国食品安全危机的主要原因。我国食品监管执法缺陷表现在执法理念落后、监管体制混乱、执法不严、问责不力等方面。加强我国食品安全监管要破除执法运动主义,实现食品安全监管常态化、日常化;要严格执法,落实责任,强化监督,加强问责;要发挥国家和社会的作用,落实食品企业社会责任。     

Does self-regulation work? Experimental evidence of the reputational incentives of Self-Regulatory Organizations

Self-regulation (SR) is a common way of enforcing quality in markets (such as banking, financial services and several professions) and in a variety of public and private organizations. We provide experimental evidence of the reputational incentives of self-regulatory organizations (SROs) to publicly disclose versus cover-up fraud in an incomplete information environment. We find that observed behaviour is generally consistent with Bayesian equilibrium when subjects are informed about the relative likelihood of fraud detection by a ‘vigilant’ versus a ‘lax’ SRO type. In particular, a fraud disclosure equilibrium is supported when subjects are informed that the ‘vigilant’ SRO is more likely to detect fraud; otherwise, a cover-up equilibrium is supported. However, when subjects are not informed about the relative likelihood of fraud detection by the SRO types (as expected in real SR situations), no equilibrium is strongly supported. Our results suggest that in practice, the reputation-based incentives for effective SR may be inherently ambiguous and weak.     

Understanding the Ethical Cost of Organizational Goal-Setting: A Review and Theory Development

Goal-setting has become a popular and effective motivational tool, utilized by practitioners and substantiated with decades of empirical research. However, the potential for goal-setting to enhance performance may come at the cost of ethical behavior. I propose a theoretical model linking attributes of goals and goal-setting practices to unethical behavior through two psychological mechanisms – ethical recognition and moral disengagement; and addressing the moderating role of individual differences (e.g., goal-commitment and conscientiousness), as well as the broader organizational ethical context.     

Book Review

The Global Nomad: Backpacker Travel in Theory and Practice. G. Richards and J. Wilson (eds). Clevedon: Channel View Publications, 2004. 1-873150-76-8     

小型哺乳动物种群调节探讨

种群调节是种群生态学的一个核心问题;有两类假说试图对小型哺乳动物种群的低数量期问题进行解释;一类强调外部因子对种群数量的调节作用,称为外因调节假说;另一类假说强调个体的异质性及形态、生理和生态的适应性,称为自我调节假说。     

数控机床交流伺服装置

交流伺服装置是数控机床的执行环节,其性能在很大程度上影响机床进给系统的品质。本文介绍一种新的脉宽调制及自动调节的方法即把正弦波信号转换成脉冲宽度变化的调制波去驱动交流伺服电机,利用闭环系统自动调节输出交流伺服电机的电压,稳定转速,提高机床的加工精度。     

守望学术良知,爱护学术生态——论学术失范语境下高校社科学报的自律与发展

保持自律,恪守学术道德是学术期刊编辑的职责所在,更是高校社科学报构建良好学术生态系统的关键所在。在当前我国学术生态环境的部分恶化的语境下,面对批评与困境,增强高校社科学报的自律,提高学报编辑的综合素质,实现学术个体、学术群体与社会全体的联动机制,是提高高校社科学报的质量,促进其健康成长,营造和谐学术生态环境的不二选择。     

交易所改制对自律监管的挑战与新思考

市场竞争的压力与交易所自身发展的需要,使得交易所公司制改造已成为交易所发展的国际趋势。面对交易所改制所引发的交易所商业利益和公共利益失衡、监管权力滥用、自我上市的利益冲突、滋生金融风险等一系列问题,证券监管机关应当立足本国国情,借鉴成功经验,做出相应制度安排,采取限制交易所所有权取得、转移交易所监管功能等措施,完善内部治理与强化外部监管并重,从而有效消除利益冲突,发挥公司制交易所的组织结构优势。     

产业声誉自治中的困境及治理

产业声誉是近年来我国许多行业面临的现实热点问题,其无形性、公共性的特征导致“产业声誉出现公地悲剧,难以得到维护”,但是传统的“有形公地”的解决方案（产权私有化、政府管制）难以有效解决产业声誉悲剧。作为一种可行的解决方案,产业自治受到了理论界和实践界的关注,但在产业声誉自治中存在“社会合作困境”,其制约了自治作用的发挥。文章在对社会合作困境分析的基础上,提出了三种解决思路：经济性激励解决方案、选择性激励解决方案、非经济性激励解决方案,并对每种方案的作用机理进行了详细的阐述。以期促进该领域的理论发展,并推进现实产业声誉的治理。