The Manufacturer's Incentive to Reduce Lead Times

Although, ceteris paribus, reducing lead times may be desirable from an overall system perspective, an upstream party (e.g., a manufacturer) may have strong disincentives to offer shorter lead times, even if this came at no cost. We consider a setting in which the downstream party has the ability to exert a costly effort to increase demand (e.g., through sales promotions, advertising, etc.) during the selling season, and compare two situations: one where there is zero lead time (i.e., all demand can be satisfied after observing the demand realization), and one where orders need to be made before demand is realized. We identify two interacting effects that may inhibit shorter lead times. A so‐called “safety stock effect” can be observed when a lower risk of stocking out under short lead times induces the downstream party to alter her order quantity. A second effect, termed as “effort effect,” arises if shorter lead times impact the downstream party's optimal sales effort, and, as a consequence, lead to different order quantities. We provide a formal characterization of both effects, insight into how these effects interact, and show under which conditions the manufacturer has an incentive to offer shorter lead times.     

基于战略风险投资的融资契约设计及融资决策

初创企业融资过程中, 融资的对象以及合同的设计会对初创企业的经营状态以及社会福利水平产生重要影响.本文将融资的对象分为仅仅追求货币收益的风险投资家和同时追求货币收益及战略目标的战略投资者, 并基于此在阶段性融资背景下考察了单个投资者、多个独立投资者以及辛迪加组织这三类融资方式中融资对象的选择和融资契约的设计, 最后以社会福利水平最优为首要目标、企业预期收益最大为次要目标为企业家提供最优的融资决策.通过分析表明一个最优的融资决策应当包含最优的融资方式和最优的融资对象.关于融资方式, 辛迪加组织提供融资可行时, 企业家应寻求辛迪加组织融资且这种融资方式总是社会有效率的;辛迪加组织提供融资不可行时, 企业家应寻求多个独立的投资者融资, 但这种融资方式无法实现最优的社会福利水平.关于融资对象, 企业家应选择努力水平与一阶最优努力水平最为接近的投资者.     

释意理论视角下汉英同传简约原则的应用

汉英同传中恰当应用简约原则可以减轻译员负担，使听众更易获取源语关键信息，同时也使译语更符合目标语语言规 则。通过对一些领导人发言及译文分析，证明释意理论中脱离语言外壳、认知知识库、环境、语境及认知语境等有助于译员在 同声传译中恰当应用简约原则。脱离语言外壳可以让译员不拘泥于源语字词本身，把握源语重点信息，剔除次要信息，恰当运 用简约原则。认知知识库、环境、语境及认知语境让译员利用已有背景知识，加深对源语信息理解及预测，从而有效去繁从简， 恰当运用简约原则。     

领导高绩效期望的双面性:趋近-回避理论视角

传统观点认为,领导高绩效期望通常是激励下属、提升任务绩效的重要手段。本研究拓展了这一观点,认为领导高绩效期望的激励作用主要适用于绩效趋近目标导向这类员工;然而,对于绩效回避目标导向的员工,领导高绩效期望则会引发员工的回避行为,从而对任务绩效产生消极影响。鉴于此,本研究基于趋近-回避理论,建构了一个被调节的双中介模型来诠释领导高绩效期望的双刃剑效应。对221份三时间点的领导-员工配对数据进行路径分析,数据结果支持了本研究的设想。具体而言,对于绩效趋近目标导向的员工,领导高绩效期望会激发员工工作努力,进而提升员工任务绩效(趋近路径);对于绩效回避目标导向的员工,领导高绩效期望会导致员工回避领导,进而降低员工任务绩效(回避路径)。上述结果细化了学界对高绩效期望作用效果的认识,并对管理者实践中如何正确地传达高绩效期望有一定启示。     

不确定需求下的冷链分销商最优决策

针对新鲜产品供应链 (冷链) 中分销商, 引入保鲜努力刻画分销商投入的保鲜工作, 考虑新鲜产品到达市场的数量与质量, 分析冷链分销商的最优决策问题.与前人研究相比, 本文使用加法形式需求函数刻画市场需求, 并使用相关企业数据验证加法形式需求函数合理性, 完善了冷链分销商决策问题的相关研究.研究发现, 当保鲜努力外生时, 分销商的最优订货数量和最优零售价格只与保鲜努力有关;当零售价格外生时, 分销商的最优保鲜努力与产品实际单位成本关于保鲜努力函数的一阶最优条件有关;当订货数量外生时, 分销商制定的零售价格随保鲜努力增加而增大, 所获得的利润也随保鲜努力递增, 但边际利润随保鲜努力递减.最后, 将所得结论应用于中国500强民营企业卓尔控股有限公司旗下的小雪冷链 (武汉) 物流有限公司, 为该公司提供相应的保鲜努力投入策略.     

目标取向和过时感知能力对两类销售行为的影响

销售努力和适应性销售是两类最基本的销售行为,探寻这两种销售行为的决定因素是销售管理领域的热点研究问题.基于教育心理学和销售力管理的相关研究成果,探讨3种目标取向与两类消费行为的关系,并通过引入过时这一概念,探究不同目标取向导致不同程度的销售努力和适应性销售的内在机理.通过对9家公司160名销售人员的问卷调查,运用结构方程模型,考察销售人员的不同目标取向与销售行为和销售力过时感知能力以及销售力过时感知能力与销售行为的关系,并重点检验销售力过时感知能力对目标取向与销售行为关系的中介效应.实证研究结果表明,目标取向对销售力过时感知能力和销售行为均有显著影响,销售力过时感知能力也会显著影响销售行为,销售力过时感知能力在目标取向与销售行为的关系中起到一定的中介作用.     

O2O模式中考虑附加服务和平台营销努力的供应链合作策略研究

针对由一个线下服务商与一个线上平台组成的O2O供应链，线下服务商通过线上平台销售基本服务且通过自身实体店销售附加服务，考虑线上平台营销努力对需求的影响，构建批发模式与代理模式下的博弈模型，并对比分析不同合作模式下供应链成员的最优决策，研究了线下服务商的最优合作策略。研究表明，线下服务商的最优合作策略选择受到多种因素的联合影响，当佣金比例较高且附加服务购买比例较低时，或当佣金比例与附加服务购买比例都较高但营销努力效应较小时，线下服务商才会选择批发模式；反之，线下服务商会选择代理模式，此时附加服务会抑制线上平台提供营销努力的积极性，且线下服务商从附加服务获得的利润可能超过从基本服务获得的利润。     

考虑代销商保鲜努力的农产品委托代销策略研究

农业服务市场发展壮大推动了农产品销售服务模式创新。但是，作为经销模式有益补充的委托代销模式在我国农产品产销对接中还极少被采用。在代销商的保鲜努力影响农产品鲜度和损耗的假设条件下，构建了生产商和代销商的主从博弈模型，比较分析了支付服务费和视同买断两种委托代销方式的最优产品定价、代销期和保鲜努力水平，以及生产商和代销商的委托代销方式选择和达成委托代销协议的条件。结论表明，服务佣金和协议价是影响农产品委托代销策略的关键因素。若协议价足够高，生产商和代销商倾向于采用支付服务费委托代销方式；若协议价处于中间水平，生产商和代销商倾向于采用视同买断委托代销方式；若协议价过低，生产商和代销商不能达成委托代销协议，但是协议谈判的结果更可能向视同买断方式靠拢。此外，服务佣金契约和协议价契约不能协调农产品供应链。     

The effect of charismatic leaders on followers’ memory,error detection,persuasion and prosocial behavior: A cognitive science approach

Adopting a cognitive and follower-centric approach to charismatic leadership, we hypothesized that followers show lower levels of cognitive effort, reflected in superficial processing of factually correct information when listening to and viewing a charismatic leader. We conducted two experiments, using a 2 (charismatic versus neutral) × 2 (female versus male leader) between-subjects design and videos of trained actors delivering a speech. We examined the effects of leader charisma on (1a) followers’ ability to detect factually false information, (1b) accuracy to remember information from the leader (study 1, N = 100), (2a) the persuasiveness of factual messages, (2b) followers’ prosocial behavior and (2c) the mediating effect of the leader’s persuasiveness on followers’ prosocial behavior (study 2, N = 140). We did not find support for the effect of leader charisma on detecting false information, the persuasiveness of messages, or increased prosocial behavior among followers. We found an effect of leader charisma on memory. Participants recognized fewer messages in the charismatic compared to the neutral leader conditions. Exploratory analyses provided mixed results for an interaction effect of leader charisma and sex on detecting and remembering false information. Our studies offer first insights into the cognitive outcomes of the charismatic signaling process.     

What is the best model of grit among junior high students: Model selection,measurement invariance,and group difference

Grit is a non-cognitive construct based on personality theory that fosters individuals to perform better and achieve their goals. Previous researchers validated the psychometric properties of grit for adults and older adolescents but ignored that for early adolescents. An inappropriate measurement model may mislead researchers and teachers to misapprehend grit measures. This study aimed to identify the most appropriate grit model for early adolescents. Three factorial models (i.e., two-factor, one-factor, and bi-factor models) were evaluated and compared. Subsequently, we tested the measurement invariance (MI) and mean differences of grit across grade and gender groups. Participants were 672 junior high students (51% boys, aged 12–15) in Taiwan. The results showed that the two-factor model was the best grit model. This finding revealed that adolescents tend to comprehend grit with two distinct concepts, consistency in interest (CI) and perseverance of effort (PE), instead of a single compound. In addition, the results showed that the two-factor model retained strong invariance for grade and gender, justifying the comparison of grit scores over grade and gender groups for junior high students. Moreover, we did not find any group difference in the facets of grit by gender and grades. This result showed that grit is a stable personality for junior high students. The relationships between grit constructs and criteria, such as conscientiousness and academic achievements, were tested and discussed.