非正式控制对销售人员绩效和客户关系质量的影响

正式控制的局限性、企业对客户关系的重视以及销售人员素质的提高,使得企业越发重视销售人员的非正式控制,但是关于非正式控制对销售人员绩效和客户关系质量影响的研究还较少,非正式控制时销售人员绩效和客户关系质量的作用机制与作用效果还没有得到有效验证.本文在理论分析的基础上,建立了非正式控制影响销售人员绩效和客户关系质量的概念模型和研究假设,并进行了实证检验.结果表明:非正式控制对绩效既有直接影响,也有间接影响,其中间接影响的中介变量为角色明晰性:非正式控制只能通过角色明晰性和情感性承诺对客户关系质量产生间接影响,而对客户关系质量的直接影响不显著.非正式控制对角色明晰性、情感性承诺、绩效、客户关系质量影响的总效应分别为0.38、0.51、0.48、0.48.实证研究结果为企业强化销售人员的非正式控制提供了理论支撑,对其他员工管理控制的研究与实践也具有借鉴意义.     

Why good practice of OR is not enough—Ethical challenges for the OR practitioner

This paper develops the idea that following rules of good OR practice is necessary, but not sufficient for ethical OR. Several challenges of introducing ethical aspects into OR are discussed, evidencing difficulties and ambiguities in the relationship to be established between the OR practitioner and his/her clients, decision-makers or stakeholders. It shows that neither analysis nor modelling work nor the choice of analytical tools is entirely ethically neutral; incomparability, incommensurability and incertitude must be dealt with. The purpose of this article is to detail several difficulties or dilemmas an OR practitioner may be confronted with in the course of his or her assignment. In such situations, following rules of good practice may not be sufficient to indicate how to act in a morally good way. This paper aims at stimulating reflection by structuring the debate; it may leave the reader unsettled—unsettlement being a result and even aim of many discussions in moral philosophy.     

基于创新过程的中小企业创新能力评价研究

构建了基于创新过程的中小企业创新能力评价体系,通过对我国东北地区235家中小企业的实证研究,分析我国中小企业的创新能力结构,并对其创新能力指标进行测算.对"创新绩效"和"创新过程"2类视角的企业创新能力评价研究进行了比较分析,认为定性指标和"创新过程"类评价方法更适用于中小企业的创新能力评价.构建了基于"创新过程"的中小企业创新能力评价体系,通过探测性因子分析,明确我国中小企业创新能力的结构为创新实现能力、创新推广能力和创新发起能力,构建了中小企业创新能力的评价模型.最后,应用因子分析模型测算中小企业的创新能力评价指标.     

Development and Validation of a Multidimensional Measure of Family Supportive Supervisor Behaviors (FSSB)

Due to growing work-family demands, supervisors need to effectively exhibit family supportive supervisor behaviors (FSSB). Drawing on social support theory and using data from two samples of lower wage workers, the authors develop and validate a measure of FSSB, defined as behaviors exhibited by supervisors that are supportive of families. FSSB is conceptualized as a multidimensional superordinate construct with four subordinate dimensions: emotional support, instrumental support, role modeling behaviors, and creative work-family management. Results from multilevel confirmatory factor analyses and multilevel regression analyses provide evidence of construct, criterion-related, and incremental validity. The authors found FSSB to be significantly related to work-family conflict, work-family positive spillover, job satisfaction, and turnover intentions over and above measures of general supervisor support.     

Are Economic Development and Education Improvement Associated with Participation in Transnational Terrorism?

Using transnational terrorism data from 1980 to 2000, this study empirically examines the relationships between frequency of participation in transnational terrorism acts and economic development and education improvement. We find an inverse U‐shaped association between the frequency of various nationals acting as perpetrators in transnational terrorism acts and per capita income in their respective home countries. As per capita incomes increase from relatively low levels, frequencies of participation in transnational terrorism increase. However, at sufficiently higher levels of per capita income, further increase in per capita income is negatively associated with the rate of participation in transnational terrorism. Education improvement from elementary to secondary is positively correlated with frequency of participation in transnational terrorism events, whereas further improvement from secondary to tertiary level is negatively correlated with participation in transnational terrorism. We also find that citizens of countries with greater openness to international trade, lower degree of income inequality, greater economic freedom, larger proportion of population with tertiary education, and less religious prevalence participate in transnational terrorism events less frequently.     

Transparency in Europe: A Quantitative Study

In recent years, European pharmaceutical regulators have increasingly committed to heightening access to raw safety‐related data as part of a wave of transparency initiatives (e.g., providing public Internet‐mediated access to clinical trials data). Yet, the regulators—who are under significant pressure—have not yet benefited from a systematic review of this new policy. In seeking to inject much needed evidence, this article explores the effects of new transparency policies designed to promote meaningful communication of risks and benefits to patients. Results of a cross‐national European survey with respondents from Great Britain, the Netherlands, Spain, France, Germany, and Sweden (N = 5,648) shed light on how patients and the public are likely to react to the regulators’ new transparency policies. The findings demonstrate clear national variations in how European citizens are likely to react and emphasize the need to develop evidence‐based, reasoned transparency policies that integrate benefit‐risk communication. The authors conclude by providing six specific recommendations, informed by the study, that seek to improve the European transparency model both within the medical field and across health, safety, and environmental policy domains.     

Entry and Exit in OTC Derivatives Markets

We develop a parsimonious model to study the equilibrium and socially optimal decisions of banks to enter, trade in, and possibly exit, an OTC market. Although we endow all banks with the same trading technology, banks' optimal entry and trading decisions endogenously lead to a realistic market structure composed of dealers and customers with distinct trading patterns. We decompose banks' entry incentives into incentives to hedge risk and incentives to make intermediation profits. We show that dealer banks enter more than is socially optimal. In the face of large negative shocks, they may also exit more than is socially optimal when markets are not perfectly resilient.     

Estimation of Nonparametric Models With Simultaneity

We introduce methods for estimating nonparametric, nonadditive models with simultaneity. The methods are developed by directly connecting the elements of the structural system to be estimated with features of the density of the observable variables, such as ratios of derivatives or averages of products of derivatives of this density. The estimators are therefore easily computed functionals of a nonparametric estimator of the density of the observable variables. We consider in detail a model where to each structural equation there corresponds an exclusive regressor and a model with one equation of interest and one instrument that is included in a second equation. For both models, we provide new characterizations of observational equivalence on a set, in terms of the density of the observable variables and derivatives of the structural functions. Based on those characterizations, we develop two estimation methods. In the first method, the estimators of the structural derivatives are calculated by a simple matrix inversion and matrix multiplication, analogous to a standard least squares estimator, but with the elements of the matrices being averages of products of derivatives of nonparametric density estimators. In the second method, the estimators of the structural derivatives are calculated in two steps. In a first step, values of the instrument are found at which the density of the observable variables satisfies some properties. In the second step, the estimators are calculated directly from the values of derivatives of the density of the observable variables evaluated at the found values of the instrument. We show that both pointwise estimators are consistent and asymptotically normal.     

Scientization Under Pressure—The Problematic Role of Expert Bodies During the Handling of the COVID-19 Pandemic

Public Organization Review - This article focuses on the role of experts in the Norwegian decision-making process in central government during the crisis management of the COVID-19 pandemic. It is...