Search

Your search keyword '"Yao, Shanji"' showing total 9 results
Start Over Author "Yao, Shanji" Search Limiters Peer Reviewed
9 results on '"Yao, Shanji"'

4. An FsQCA Exploration of Multiple Paths to Sales Performance: Evidence from China.

Author

Yao, Shanji, Sun, Lushun, Liu, Dewen, and Han, Xueyuan

Subjects
*INSTITUTIONAL environment, *ORGANIZATIONAL change, *FUZZY sets, *INNOVATIONS in business, *ORGANIZATIONAL performance
Abstract

Sales performance is one of the critical roles in boosting firm performance, making motivating salespeople a concern for many managers. However, few existing studies on sales performance improvement from the holistic perspective exist. Based on triadic reciprocal determinism, this paper explores the combinations of the factors that may influence sales performance. Based on matching questionnaires from 154 salespeople and their supervisors, this paper employs fuzzy set qualitative comparative analysis (fsQCA) to delve into the inherent complexity of factors influencing sales performance. The results revealed that a combination of personal (family motivation, challenge stress and hindrance stress), behavioral (adaptive selling behavior) and environmental factors (organizational innovation climate and business environment) determine sales performance. Specifically, three paths lead to high sales performance, and one path leads to non-high sales performance. Significantly, the path with an organizational innovation climate can explain high sales performance more effectively than other paths. This paper makes a valuable contribution to the literature on B2B sales literature by exploring triadic reciprocal determinism. To the best of our knowledge, this is the first fsQCA attempt to address sales performance based on Chinese samples. This paper offers an essential basis for sales managers to plan sales strategies. The sales managers could refer to the three paths leading to high sales performance to achieve sales targets. Further, the one path leading to non-high sales performance should be avoided in strategy decision-making. The paper examines different approaches to achieving high and non-high sales performance using the fsQCA method, which offers a unique and relevant perspective on B2B sales literature. [ABSTRACT FROM AUTHOR]

Published
2024
Full Text
View/download PDF

6. Sense of virtual community, commitment and knowledge contribution: an empirical research based on MI community

Author

Yao, Shanji, Zheng, Xinnuo, and Liu, Dewen

Abstract

Purpose: The purpose of this paper is to find a way to encourage community members to actively create content and contribute knowledge through the study of the relationship between virtual community awareness, commitment and knowledge contribution, so as to make virtual community revitalize and provide a better platform for enterprises to carry out network marketing. Design/methodology/approach: This study establishes a theoretical model that member knowledge contribution’s prepositive impact in virtual community. SOVC is an independent variable, commitment is a mediating variable and knowledge contribution is a dependent variable. Through 139 valid questionnaires from MI community, relationships among sense of virtual community (SOVC), commitment and knowledge contribution are deeply discussed. Findings: Empirical results show that, as three dimensions of SOVC, membership, influence and immersion can all drive commitment and knowledge contribution in different degrees. In the two-dimensional division of commitment, only affective commitment can drive knowledge contribution. Affective commitment and calculative commitment can play a mediating role in the impact of SOVC on knowledge contribution. Originality/value: Empirical research that the academia has done on important issues such as the impact of SOVC and commitment on knowledge contribution is deficient. Furthermore, those researches which have explored the mediating effect of commitment in the impact of SOVC on knowledge contribution remain merely on theoretical deduction level, and empirical studies based on Chinese background are also rare. In China, MI community is the typical representative of virtual community that runs successfully, and choosing it to conduct research can not only provide representatives on sample but also duplicate on the result popularity. Thus, this paper chooses MI community as the empirical object to explore the relationships among SOVC, commitment and knowledge contribution.

Published
2020
Full Text
View/download PDF

Catalog

Books, media, physical & digital resources
See catalog results