大学生学科问题类比迁移的实验研究

考察了单个和两个源问题条件下大学生学科问题类比迁移的情况。实验1考察表面特性对学科问题迁移成绩的影响,以及个体的时间控制、解题策略。实验2考察两个源问题表面相似关系和思路归纳关系对迁移成绩的影响。结果表明：1)表面相似性对迁移成绩影响显著,同领域学科问题之间更容易迁移;2)依据表面和依据结构来激活源问题都是有效策略．源问题学习时间与迁移效果之间不存在显著关系;3)思路归纳对迁移成绩影响显著。     

Drivers and outcomes of salespersons’ value opportunity recognition competence in solution selling

Abstract

In B2B markets, firms seek to provide customer solutions instead of merely selling goods or services. As boundary-spanners, salespeople are pivotal for implementing this strategic shift. Yet, extant literature provides limited insights into salesperson’s resources and competencies required for customer solutions, particularly in the early phases of solution selling. This research focuses on salesperson’s value opportunity recognition competence (VOR), which is a central requirement for salespeople to be able to navigate the early phases of solution selling. Analyzing large-scale, multi-level data of 799 salespeople and their respective sales managers in 29 sales organizations, the authors investigate the role of different salesperson resources and work environment characteristics for strengthening their VOR. The authors find that salespeople need both customer and technical knowledge, but customer knowledge is more important. Salespeople also can substitute individual technical knowledge with strong internal relations, but strong customer relations are no substitute for individual knowledge about customers’ business models and processes. Formalization turned out to be a double-edged sword in the context of VOR development, while transformational leadership has positive effects only. The findings bear concrete implications for improving the selection, training, and work environment of solution salespeople.