Philosophical Foundations of Eminent Hong Kong Chinese CEOs’ Leadership

Cheung, Chau‐kiu; Chan, Anca Ka Chun

doi:10.1007/s10551-005-2366-7

Cited by 96 publications

(77 citation statements)

References 44 publications

(57 reference statements)

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“…Based on aggregation of the 268 studies in our dataset, we constructed a pooled correlation matrix through pairwise deletion (e.g., Brown and Peterson 1993;Premack and Hunter 1988). The advantage of pairwise deletion is that the pooled correlation matrix includes all available studies (Cheung and Chan 2005). As is common in meta-analyses, the pooled correlation matrix included many cells for which we found no or only few observations.…”

Section: Multivariate Causal Model Analysismentioning

confidence: 99%

Drivers of sales performance: a contemporary meta-analysis. Have salespeople become knowledge brokers?

Verbeke

Dietz

Verwaal

2010

J. of the Acad. Mark. Sci.

464

423

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It has been 25 years since the publication of a comprehensive review of the full spectrum of salesperformance drivers. This study takes stock of the contemporary field and synthesizes empirical evidence from the period . The authors revise the classification scheme for sales performance determinants devised by Walker et al. (1977) and estimate both the predictive validity of its sub-categories and the impact of a range of moderators on determinant-sales performance relationships. Based on multivariate causal model analysis, the results make two major observations: (1) Five sub-categories demonstrate significant relationships with sales performance: selling-related knowledge (β=.28), degree of adaptiveness (β=.27), role ambiguity (β=−.25), cognitive aptitude (β=.23) and work engagement (β=.23). (2) These sub-categories are moderated by measurement method, research context, and salestype variables. The authors identify managerial implications of the results and offer suggestions for further research, including the conjecture that as the world is moving toward a knowledge-intensive economy, salespeople could be functioning as knowledge-brokers. The results seem to back this supposition and indicate how it might inspire future research in the field of personal selling.Keywords Sales performance . Salespeople . Meta-analysis . Knowledge-economy . Knowledge-brokering An understanding of the factors that drive sales performance and how these vary across different contexts is essential for both managers and researchers in sales and marketing. Twenty-five years ago Churchill et al. (1985) published a seminal paper on the antecedents of sales performance that has shaped academic and managerial thinking on sales management and become one of the most cited articles in marketing research (Leigh et al. 2001). Applying a classification scheme of antecedents of sales performance developed previously by Walker et al. (1977), Churchill et al. (1985) found six predictive categories to explain marginal variance in sales performance (in order of predictive validity): role perceptions, skill levels, aptitude, motivation, personal characteristics, and organizational/ environmental variables. In addition, their meta-analysis demonstrated that the type of products sold moderated the predictive power of these categories for sales performance. Most empirical research thus far had been looking at enduring personal characteristics as determinants for sales performance. The basic message of this meta-analysis was that these variables were not the most important predictors (Churchill et al. 1985, p. 117). Instead, Churchill et al. (1985 suggested that researchers should investigate "influenceable" determinants of sales performance. Another key focus they proposed was the dynamic nature of the sales Mark. Sci. (2011) 39:407-428 DOI 10.1007 conversation that indeed has become a crucial research topic (p. 116). This call sparked a plethora of new research streams on the determinants of sales performance. Twentyfive years have passed ...

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Section: Multivariate Causal Model Analysismentioning

confidence: 99%

Drivers of sales performance: a contemporary meta-analysis. Have salespeople become knowledge brokers?

Verbeke

Dietz

Verwaal

2010

J. of the Acad. Mark. Sci.

464

423

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“…The term ''weighted'' in the formation of guanxi here refers to a similar to qualitative changing and fermentative reaction in chemistry. In Confucianism, guanxi is a kind of cultural logic, that is, considering guanxi as the performance of Confucian cultural essence and seeing this logic as the cultural essence of Chinese society in Greater China, including Mainland China, Taiwan, Hong Kong, Singapore, and so on (Cheung and Chan, 2005).…”

Section: Confucianism and Guanximentioning

confidence: 99%

Cultural and Organizational Antecedents of Guanxi: The Chinese Cases

Lin

2010

J Bus Ethics

103

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“…Tang (2008) explains how UA affects people's contribution to the public well-being and Singhapakdi et al (2001) , 1998;Nebenzahl et al, 2001;Peterson et al, 2010;Zgheib, 2005) observed the association between UA and ethics. Nine articles found relationships between UA and advertising (Fam & Waller, 2003), business education (Lämsä et al, 2000), corruption (Schwartz, 2009), deception within the workplace (Sims, 2002), leadership (Cheung & Chan, 2005), paternalism (Erben & Güneșer, 2008), peer group relations (Sotto & Kohls, 1990), regulation policy (Jing & Graham, 2008) and whistle-blowing (MacNab & Worthley, 2008).…”

Section: Definition Articlesmentioning

confidence: 99%

Examining the Use of Hofstede’s Uncertainty Avoidance Construct as a Definition or Brief Comparison in Ethics Research

Davis¹,

Bernardi²,

Bosco³

2012

IBR

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This research focuses on studies in the Journal of Business Ethics (hereafter JoBE) that used Hofstede's uncertainty avoidance construct. The JoBE is the foremost outlet for ethics research for most academic disciplines. We included research from the International Journal of Value Based Management (hereafter IJoVBM) and Teaching Business Ethics (hereafter TBE), which merged with the JoBE in 2004. There were 84 studies that used Hofstede's uncertainty avoidance construct as a definition or brief comparison. Understanding how uncertainty avoidance has already been used could provide opportunities for future research to further increase our understanding of differences in international behavior and/or perceptions.

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Philosophical Foundations of Eminent Hong Kong Chinese CEOs’ Leadership

Cited by 96 publications

References 44 publications

Drivers of sales performance: a contemporary meta-analysis. Have salespeople become knowledge brokers?

Drivers of sales performance: a contemporary meta-analysis. Have salespeople become knowledge brokers?

Cultural and Organizational Antecedents of Guanxi: The Chinese Cases

Examining the Use of Hofstede’s Uncertainty Avoidance Construct as a Definition or Brief Comparison in Ethics Research

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