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Article
Publication date: 8 February 2021

Xiaoyan Wang, Ping Li, Yi Zheng, Ling (Alice) Jiang and Zhilin Yang

Drawing on conservation of resources (COR) theory and the motivation-opportunity-ability (MOA) framework, this study examines how salespersons' self-monitoring and…

Abstract

Purpose

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.

Design/methodology/approach

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

Findings

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.

Research limitations/implications

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.

Practical implications

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.

Social implications

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.

Originality/value

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.

Details

Asia Pacific Journal of Marketing and Logistics, vol. 33 no. 9
Type: Research Article
ISSN: 1355-5855

Keywords

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Article
Publication date: 11 June 2018

Fang Jia, Zhilin Yang and Ling (Alice) Jiang

The purpose of this paper is to examine the importance of channel partners’ government relations within channel performance and explore how institutional factors interact…

Abstract

Purpose

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.

Design/methodology/approach

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

Findings

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.

Originality/value

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.

Details

Asia Pacific Journal of Marketing and Logistics, vol. 30 no. 3
Type: Research Article
ISSN: 1355-5855

Keywords

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Article
Publication date: 19 April 2013

Ling (Alice) Jiang, Zhilin Yang and Minjoon Jun

The purpose of this paper is to identify the key convenience dimensions of online shopping, as convenience has been one of the principal motivations underlying customer…

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35308

Abstract

Purpose

The purpose of this paper is to identify the key convenience dimensions of online shopping, as convenience has been one of the principal motivations underlying customer inclinations to adopt online shopping.

Design/methodology/approach

The authors first employ in‐depth focus group interviews with online consumers to identify the attributes of online shopping convenience and then develop and validate an instrument of five key dimensions to measure online shopping convenience by analyzing data collected via a Web‐based questionnaire survey.

Findings

The five dimensions of online shopping convenience are: access, search, evaluation, transaction, and possession/post‐purchase convenience.

Practical implications

Online retailers can employ the five‐factor measurement instrument to assess the degree of customer perceived online shopping convenience. This instrument can assist managers in identifying and overcoming key obstacles to the delivery of a highly convenient online shopping service to customers, and also helps them enlarge their loyal customer base.

Originality/value

This study focuses on uncovering the key dimensions of convenience and their associated sub‐dimensions specific to the context of online shopping. Theoretically, the identified dimensions and their related sub‐items comprise a validated scale for measuring Web‐based service convenience and can serve as building blocks for further studies in e‐commerce customer relationship management.

Details

Journal of Service Management, vol. 24 no. 2
Type: Research Article
ISSN: 1757-5818

Keywords

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Article
Publication date: 1 April 2001

Allan K.K. Chan and Yue‐Yuan Huang

Reports a study of 1,304 Chinese brand names of ten types of products in China. These brand names are content analyzed following a linguistic approach which the authors…

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4967

Abstract

Reports a study of 1,304 Chinese brand names of ten types of products in China. These brand names are content analyzed following a linguistic approach which the authors developed from their earlier studies. The ten types of brand names are presented in three broad categories representing the three different developing stages of the consumer product industry in China: brands of traditional products (illustrated by matches and spirits), brands of traditional products with current development (illustrated by bicycles, shoes, and toothpastes), and brands of new and modern products (illustrated by cosmetics, soft drinks, washing machines, refrigerators and TV sets). The conclusion drawn from the analysis is that one of the variables in determining how linguistic principles are being applied to Chinese brand naming is the respective stages of development of such products in the context of the Chinese market economy.

Details

Journal of Product & Brand Management, vol. 10 no. 2
Type: Research Article
ISSN: 1061-0421

Keywords

Content available
Article
Publication date: 1 January 2008

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1215

Abstract

Details

Management Research News, vol. 31 no. 1
Type: Research Article
ISSN: 0140-9174

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Article
Publication date: 3 September 2018

Mohan Liyanage, Chii Chang and Satish Narayana Srirama

The distant data centre-centric Internet of Things (IoT) systems face the latency issue especially in the real-time-based applications, such as augmented reality, traffic…

Abstract

Purpose

The distant data centre-centric Internet of Things (IoT) systems face the latency issue especially in the real-time-based applications, such as augmented reality, traffic analytics and ambient assisted living. Recently, Fog computing models have been introduced to overcome the latency issue by using the proximity-based computational resources, such as the computers co-located with the cellular base station, grid router devices or computers in local business. However, the increasing users of Fog computing servers cause bottleneck issues and consequently the latency issue arises again. This paper aims to introduce the utilisation of Mist computing (Mist) model, which exploits the computational and networking resources from the devices at the very edge of the IoT networks.

Design/methodology/approach

This paper proposes a service-oriented mobile-embedded Platform as a Service (mePaaS) framework that allows the mobile device to provide a flexible platform for proximal users to offload their computational or networking program to mePaaS-based Mist computing node.

Findings

The prototype has been tested and performance has been evaluated on the real-world devices. The evaluation results have shown the promising nature of mePaaS.

Originality/value

The proposed framework supports resource-aware autonomous service configuration that can manage the availability of the functions provided by the Mist node based on the dynamically changing hardware resource availability. In addition, the framework also supports task distribution among a group of Mist nodes.

Details

International Journal of Pervasive Computing and Communications, vol. 14 no. 3/4
Type: Research Article
ISSN: 1742-7371

Keywords

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