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Purpose– The purpose of this paper is to evaluate the effect of learning climate on customer-oriented behaviors by incorporating salespeople's customer knowledge in the banks. It also explores the mediating role of customer knowledge between learning climate and customer-oriented behaviors.Design/methodology/approach– A conceptual two-level model that links learning climate to customer-oriented behaviors was developed and tested using data collected from salespeople and customers in banks in Taiwan. Data from 444 customers involving 92 salespeople was collected via a questionnaire and analyzed using hierarchical linear modeling.Findings– The results show that learning climate encourages salespeople to develop customer knowledge and customer-oriented behaviors, and that salespeople's customer knowledge positively influences customer-oriented behaviors. This study also provides empirical support for the hypotheses that learning climate helps salespeople increase customer-oriented behaviors through improving salespeople's customer knowledge.Research limitations/implications– The findings highlight the importance of enhancing learning climate and customer knowledge to enable banks to improve salespeople's customer-oriented behaviors. This research also points to customer knowledge as mediating mechanisms that can explain the association between learning climate and customer-oriented behaviors in the sales context.Originality/value– By integrating knowledge management with organizational learning research, this study evaluates the effect of learning climate on salespeople's customer-oriented behaviors by incorporating their customer knowledge. In addition, the present study points to salespeople's customer knowledge as one of several mediating mechanisms that explains the association between learning climate and customer-oriented behaviors.

This book considers the key sectors of China's health care system after its entrance into the WTO, including the pharmaceutical industry, health insurance services, and hospitals in terms of policies, legal framework and market potential. It offers a critical analysis of the impact of the WTO and globalization on China's health care

This research explores the linking mechanisms and conditional processes underlying the relationship between psychological voice climate and individual change readiness. In accordance with the social identity theory, we argued that normative commitment would mediate the relationship between psychological voice climate and individual change readiness; furthermore, work engagement would moderate the proposed indirect effect. Two-wave survey data were collected from 187 full-time employees in a government-owned institute of research and development and were adopted for moderated mediation analysis. The results showed that normative commitment mediates the relationship between psychological voice climate and individual change readiness. Furthermore, work engagement strengthens the effect of psychological voice climate on individual change readiness in an indirect manner via normative commitment. Based on the findings, the theoretical implications and practical suggestions were discussed.

AbstractThis study examines the dynamic interaction between outward foreign direct investment (OFDI) and home industrial upgrading in China by using a panel vector autoregressive model over the period 2004–2017. To investigate regional differences, the 30 Chinese provinces were divided into 3 regions. To investigate regional differences, 30 Chinese provinces were divided into region 1, region 2, and 3 regions, which represent economically developed regions, comparatively economically developed regions, and economically less developed regions. The empirical results show that OFDI significantly promotes industrial upgrading across the whole sample, while the reverse is not significant. Further, considering the heterogeneity of regional economic development levels, the results show that the OFDI from region 1 and industrial upgrading promote each other, while the opposite is true for region 3. In region 2, industrial upgrading has an incentive effect on OFDI, but not significantly affected by OFDI. In addition, to supplement our analysis, impulse response function and variance decomposition are used to demonstrate the interaction process between OFDI and industrial upgrading of the home country. Therefore, to achieve industrial upgrading, Chinese governments should adhere to the long‐term national policy of "going global," enhance the strength of OFDI, and formulate development strategies according to local conditions.