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The purpose of this paper is to examine the importance of channel partners’ government relations within channel performance and explore how institutional factors interact to influence channel performance. A theoretical framework, inclusive of hypotheses, is proposed to demonstrate the interaction of government relations and institutional environments on firm performance. Drawing on an institutional perspective, this paper suggests that the effect of partner’s government relations on firm performance is moderated by institutional environment factors, such as government interference, legal protection, and the importance of guanxi.

This study conducted a questionnaire survey and collected data from 393 Chinese manufacturer managers in China.

Partner’s government relations increase focal firm’s performance and this effect is moderated by different levels of legal protection. Partner’s government relations increase firm performance only in the context of high-legal protection; whereas, when legal protection is low, partner’s government relations decrease focal firm performance. As for the interaction of institutional factors, legal protection and importance of guanxi, all three moderate the negative effect of government interference on firm performance.

This paper provides insights on how channel partner’s government relations, representing a key institutional capital, interact with institutional environment factors to influence channel performance.

Drawing on conservation of resources (COR) theory and the motivation-opportunity-ability (MOA) framework, this study examines how salespersons' self-monitoring and psychological capital influence sales performance.

This study uses survey data from 293 salespersons employed in China and their archival sales performance to test the hypotheses posited.

The results show that both salespersons' self-monitoring and psychological capital enhance sales performance via adaptive selling. However, these elements are primarily substitutes in influencing adaptive selling. In addition, by dividing social capital into two types (i.e. family-based social capital and customer-based social capital), the results reveal that salespersons' self-monitoring enhances family-based social capital, but not customer-based social capital. Finally, customer-based social capital, but not family-based capital, improves sales performance.

This paper extends the literature on sales force management, which examines various psychological traits and their influences on sales performance. While self-monitoring and psychological capital have been investigated separately, this research simultaneously examines these two factors by drawing on resource conservation theory. Furthermore, it explores how these psychological traits impact salespersons' ability development (i.e. adaptive selling) and capital accumulation (i.e., family-based social capital and customer-based social capital), which, in turn, affect sales performance.

The results offer managerial insights into sales force selection and management. In particular, managers should encourage salespersons to obtain greater customer-based social capital, which is more valuable than family-based social capital in boosting sales performance.

The present research is also beneficial for employee psychological health management, as it seeks to illuminate the role of psychological traits, ability development and capital accumulation. It offers insights into sociological research on social capital by categorizing it into family-based and customer-based capital.

This paper extends the literature on salespersons' psychological traits, selling abilities and social capital by examining the impacts of self-monitoring and psychological capital on adaptive selling and social capital. Specifically, this study examines the interplay between self-monitoring and psychological capital from the perspective of resources conservation theory.

This paper gathers tourism digital footprint from online travel platforms, choosing social network analysis method to learn the structure of destination networks and to probe into the features of tourist flow network structure and flow characteristics in Guilin of China.

The digital footprint of tourists can be applied to study the behaviors and laws of digital footprint. This research contributes to improving the understanding of demand-driven network relationships among tourist attractions in a destination.

(1) Yulong River, Yangshuo West Street, Longji Terraced Fields, Silver Rock and Four Lakes are the divergent and agglomerative centers of tourist flow, which are the top tourist attractions for transiting tourists. (2) The core-periphery structure of the network is clearly stratified. More specifically, the core nodes in the network are prominent and the core area of the network has weak interaction with the peripheral area. (3) There are eight cohesive subgroups in the network structure, which contains certain differences in the radiation effects.

This research aims at exploring the spatial network structure characteristics of tourism flows in Guilin by analyzing the online footprints of tourists. It takes a good try to analyze the application of network footprint with the research of tourism flow characteristics, and also provides a theoretical reference for the design of tourist routes and the cooperative marketing among various attractions.

From an environmental psychology perspective, we aim to uncover the role that app discoverability facilitators play in enabling the various perceived values (e.g. social, information and hedonic) necessary for app adoption.

A survey study was conducted and data was analyzed using partial least squares structural equation modeling (PLS-SEM).

Results show that certain consumer review elements (i.e. review quality, review quantity and app ranking), peer influence and app developers' reputation — to varying degrees — influence the three perceived values, which subsequently affect users' app adoption intention. The three perceived values mediate the relationship between app discoverability facilitators and users' app adoption intention.

App store managers and developers should make a greater effort to effectively optimize discoverability and product differentiation.

Guided by environmental psychology, we confirm the importance of app discoverability facilitators regarding their influence on users' general perceptions of an app (e.g. the three perceived values). We also uncover the differentiated effect of the three perceived values on app adoption intention.

A strong relationship exists in many cultures between ethnic identity and educational success. This study was conducted at a teacher training university in Southwest China in 1997. It examines how ethnic minority students, through a series of micro-level interactions, construct “scholar selves” within their families, villages, and schools. The study also looks at how macro-level structural supports, built into the Chinese education system, help minority students overcome obstacles to academic success. These supports include special schools and classes for ethnic students, training teachers for nationality areas, financial support for minority education and additional points awarded on national examinations. The chapter suggests what scholars and practitioners might learn from an educational system that demonstrates the characteristics of flexibility, inclusiveness and cohesiveness.

This article aims to introduce the special issue of the journal Facilities on “World Heritage cities management”, together with the respective articles.

This introduction addresses the topic of world Heritage cities management and its relevance to science and society. In so doing, it indirectly points to the emerging field of cultural heritage management within facilities management.

Even though the management of cultural heritage assets is nothing new for facilities managers, cultural heritage management as a field of research can be considered at a younger stage of development than other related studies, such as the discipline of architectural conservation, which originated in the nineteenth century with the advent of modernity. The application of management practices to immovable cultural heritage assets emerged as recently as the 1990s. At a time in which the role of culture and heritage in processes of sustainable development is gaining more ground, this special issue can be seen as the first of more contributions to come, which aim to enhance the conservation and management of cultural heritage assets for the benefit of present and future generations.

This paper aims to make a contribution to the growing field of cultural heritage management and is of use to facilities managers, scholars and consultants who have responsibilities but limited knowledge in this field.

This study seeks to focus on the following: discovering consumer preferences regarding package tours to China; revealing differences among consumers' cognition related to these package tours, travel advertisements on web sites and search engine results; identifying the similarities among travel agency web sites; and establishing a consumer cognitive structure to assist marketers in designing written content for display in search engine results.

The study adopted means‐end chain theory as a theoretical basis and used the written content of tourism web sites displayed in search engine results as an empirical object. By comparing the contents of tourism web sites and the search engine results, the researchers could analyse and compare similarities and differences among web site content, search results and consumer cognition.

Using the utility score of each attribute level to calculate the total utility can uncover the customers' preferred attribute level portfolio. The calculation results identified the most preferred tour package. The study found that the greater the variety of package tours to China provided by the web sites of a particular travel agent, the higher the possibility of that agent providing discount incentives. Furthermore, the text content of each web site provides more attribute information regarding package tours and less information about the consequences of travelling and value satisfaction.

This is one of the first studies to provide a methodology integrating conjoint analysis and the means‐end chain approach. Understanding the written content of web sites preferred by Chinese people can help marketers and web site designers design web sites attractive to this market.

Services marketing, hotel management, branding, and promotion management.

Undergraduate business and management; MBA/MA management courses.

Banyan Tree Hotels and Resorts had become a leading player in the luxury resorts and spa market in Asia. As part of its growth strategy, Banyan Tree had launched new brands and brand extensions that included resorts, spas, retail outlets, and even museum shops. Now, the company had to contemplate how to manage its brand portfolio and expand its business while preserving the distinctive identity and strong brand image of Banyan Tree, its flagship brand.

This case illustrates how a powerful service brand can be built even with little advertising. It also exemplifies how pro-environmental business practices can co-exist with a firm's profit objectives. Set in a service context, the case may be used in discussions on services marketing, hotel management, branding, and promotion management.

Teaching notes

While the importance of interorganizational learning (IOL) as a resource for strategic renewal has been acknowledged in research, limited attention has been placed on exploring IOL in complex networks or ecosystems. This paper aims to bridge this gap in literature through conceptualizing IOL in the tourism industry at the micro, meso and macro levels of the ecosystem.

This paper applies a narrative literature review to explore the tourism industry and IOL. Through insights which evolved from literature, exploratory typologies and propositions were developed forming the basis of the multi-level typology of interorganizational learning in the tourism industry.

Based on the multi-level typology of interorganizational learning in the tourism industry, market actors may develop in isolation, in clusters or networks, with the aggregate output of these formations constituting the basis of the tourism ecosystem. Within the multi-layers of the tourism ecosystem, IOL may be subdivided into seven distinct typologies, with learning ranging from active, passive, interactive to asymmetric. Each typology of IOL is subsequently influenced by relational ties, which may range from collaborative to competitive, and power distribution, which may lead to symmetric or asymmetric relationships.

The novelty of this paper lies in an ecosystem perspective of IOL in the tourism industry, outlining the multi-level nature of IOL in a destination.