An Exploratory Assessment of Sales Culture Variables: Strategic Implications Within the Banking Industry

Growing, or even simply sustaining, profitability in today's rapidly changing environment is a daunting task. Today's firm must contend with increasing competition, changing customer requirements, and unprecedented technological change. Further, changing government regulations, such as the recent wave of deregulation, have dramatically changed the way business has traditionally been done in certain industries. In such a turbulent environment many firms have discovered that a total organizational sales effort is necessary. For many firms, this means a paradigm shift that involves strengthening their sales culture.

The purpose of this study is to empirically examine the sales culture (SC) concept and discuss its importance in contemporary business strategy. First, we will discuss market orientation from a corporate culture perspective. Second, the sales culture component of a market orientation will be defined and examined. Third, an exploratory investigation of constructs associated with sales culture will be investigated using an example taken from an industry that is experiencing rapid change, the banking industry. Finally, strategic implications, limitations and suggestions for future research will be shared.     

略论“延续性医德教育”模式的内涵与构建

目前医德教育在教育时间与教育手段等方面缺乏延续性。通过对医德教育的特点和规律以及传统医德教育存在的弊病、医疗领域不正之风的负面影响等问题的分析,提出应着手构建在校医学生—实习生—在职医务人员"三位一体"的"延续性医德教育"模式,实现"第一课堂与第二课堂"、"系统医德理论与实践"、"被动性与自主性"医德教育三结合。     

Job Satisfaction as a Mediator of the Relationship Between Job Stressors and Affective, Continuance, and Normative Commitment: A Path Analytical Approach

This article investigates the potential mediating role of job satisfaction between job stressors—namely, role overload-quantitative, role overload-qualitative, and lack of career development—as sources of stress on the one hand, and various facets of organizational commitment—namely, affective, continuance, and normative—on the other hand. A sample of 361 employees in a number of organizations in the United Arab Emirates (UAE) was used. Path analysis revealed that role overload-quantitative directly and negatively influences both job satisfaction and affective commitment and that lack of career development as a source of stress directly and negatively influences job satisfaction. Findings also suggest that job satisfaction mediates the influences of role overload-quantitative on various facets of organizational commitment. Implications, future lines of research, and limitations are discussed.     

组织承诺研究的进展与展望

该文采取多测度分析的方法,从理论基础,概念性定义和操作定义,量表的信度、效度和影响变量等方面对组织承诺的已有研究进行回顾和分析。发现现有的组织承诺概念比较冗余,需要进行有效的整合,现有组织承诺量表需要在内容效度、汇聚效度和区分效度等指标上进行深入探索;目前关于组织承诺的研究多从离职/留职意向的角度进行探讨,缺乏从雇佣关系的角度进行的系统研究;需要进行纵向研究以获得组织承诺和其他一些员工态度变量之间的因果关系;后续研究可以从中介变量和调节变量的角度,详细考察组织承诺的不同维度的交互作用。     

Organizational identification and organizational commitment: Distinct aspects of two related concepts

The conceptual differences between organizational commitment and identification are discussed theoretically and examined empirically. The present study is based on data of 450 employees of five different organizations in Nepal. A revised eight-item scale was designed out of Cheney's Organizational Identification Questionnaire to assess the core aspects of organizational identification. In confirmatory factor analyses, identification was found to be distinguishable from four related commitment concepts (i.e. affective, continuance, normative, and attitudinal commitment).     

试论科学发展观下的新经济公平与效率观

有什么样的发展观 ,就会有什么样的公平观与效率观。在传统的发展观下 ,经济公平与经济效率之间的冲突是矛盾的主要方面 ,“效率优先、兼顾公平”的政策主张明显地带有“追求生产性效率”的倾向。科学发展观下的“经济效率”立足于经济 ,但又超越经济 ,它在内涵上把经济效益与社会效益、经济发展与人类自身发展、人的近期需求与长远需求统一了起来。遵循科学发展观 ,经济效率与经济公平之间就会日益协调与相容。这有利于整个社会经济的持续、快速、协调发展 ;有利于消解人与人 ,人与自然关系的紧张 ,促进人类文明。     

The high-performance work system and commitment of the Portuguese Navy personnel

This study evaluates the relationship between the high-performance work system (HPWS) as perceived by the Portuguese Navy military and their affective (AC), normative (NC), and continuance commitment (CC). The sample is representative and composed of 1,003 individuals (officers, warrant/petty officers, and seamen—as a reference, these last two categories are called ratings in the British Royal Navy, and enlisted in the United States Navy) from different naval units. A structural models analysis was carried out, and the results showed, as expected, that the perception of an HPWS was positively related to the commitment of the military personnel, in both its affective and normative dimensions. Nevertheless, contrary to our expectations, we also observed that the perception of an HPWS was positively related to the continuance commitment as well. On the other hand, we examined the moderator role played by the professional category—the relationship between the perception of the HPWS and the AC was stronger in commissioned officers and seamen than in warrant and petty officers—and by the contractual relationship. In the latter, the relationship between the HPWS and the AC and the CC was stronger in the individuals having a fixed-term contract than in those with a permanent position. The theoretical and practical implications of these results will be discussed.     

动词的延续性特征及瞬时时间副词对时间转换事件表征的影响

为考察语篇阅读中,汉语动词的延续性特征以及瞬时时间副词对时间转换事件表征的影响,采用探测-判断的语篇实时阅读技术分别进行了两个实验。实验1的结果表明,当描述转换前事件的动词是延续性动词时,短时转换句与瞬时转换句的阅读时间无显著差异;而当描述转换前事件的动词是短暂性动词时,短时转换句的阅读时间明显长于瞬时转换句的阅读时间。实验2的结果表明,当不在时间转换句前添加瞬时时间副词时,长时与短时转换句前探测词的再认时间存在显著差异;而当在时间转换句前添加瞬时时间副词时,长时与短时转换句前探测词的再认时间无显著差异。两个实验结果分别说明,动词的延续性特征和时间转换短句的结合影响了时间转换事件的表征,在长时转换句的前面添加瞬时时间副词缩短了长时转换事件的表征时间。     

A focus on commitment: the roles of transformational and transactional leadership and self-regulatory focus in fostering organizational and safety commitment

The concept of employees’ commitment is one of the most challenging concepts in the management, organizational behaviour and human resource management literatures and research. The current study focuses on the construct of commitment as an emotional attitude, and expands the concept of general organizational commitment to a new more specific form of commitment, commitment to safety. Furthermore, commitment theorists commonly identify leadership as an important contributing factor to the development of organizational commitment. We aim to explain an underlying motivational mechanism, self-regulatory foci, through which leadership styles foster followers’ commitment. Results of three studies that used different methods (field and experimental), within different samples, demonstrated that transformational leadership was positively associated with followers’ promotion focus, which in turn was positively associated with both followers’ general and affective commitment to safety. Prevention focus mediated the positive relationship between a transactional active leadership style and both followers’ general and continuance commitment to safety. The implications of the findings for theory and practice are further discussed.     

感知价值、满意度与继续使用意向—基于3G用户的实证研究

本文考察感知价值、满意度对继续使用意向的作用机理。基于相关理论与实证研究,我们首先提出3G用户继续使用意向概念模型与研究假设,然后通过实证研究对假设进行检验。研究结果表明感知价值和满意度决定继续使用意向。满意度是继续使用意向最强的预测因子。感知有用性和感知使用成本既直接作用于继续使用意向,也通过满意度间接作用于继续使用意向。感知易用性和感知形象提升直接作用于继续使用意向,而不需要通过满意度的中介作用。