信誉、第三方标记与网上购买行为——基于淘宝网的实证研究

信誉积分和第三方标记是国内外在线零售市场经常使用的信任机制。本文通过搜索程序获取淘宝网上销售诺基亚5800手机的3060个商家的数据来验证信誉和第三方标记的作用。本文发现,在一口价而不是拍卖的情况下(1)价格对网上购买行为有负向关系,但这种影响受到信誉的调节信誉越高,价格对消费者网上购买行为的影响就越弱;(2)信誉对消费者网上购买行为有着显著的正向关系,这种关系受到保障型和慈善型第三方标记的调节这些标记越多,信誉对消费者购买行为的影响越大;(3)促销型第三方标记与购买行为有着正向关系,而便利型第三方标记与购买行为无显著关系。     

声誉与保障机制对网上交易的影响研究

本文以淘宝网为例,就信用评价、商盟及消费者保障机制对网上交易的影响进行了实证研究.研究结果表明,当基于个人声誉信任的信用评价、基于集体声誉信任的商盟和基于制度信任的消费者保障三者在网上交易中共同发挥作用时,消费者保障对促进消费者对卖方的信任和网上交易的实现影响最大,信用评价次之,商盟没有影响.该结果验证了目前网上交易中消费者保障机制和信用评价机制具有一定的互补作用.     

信誉、消费者保障机制和在线评论对网上消费者首次购买意愿的影响研究

笔者借助SEM,引入卖家信誉、消费者保障机制和消费者信任立场3个变量,验证其通过消费者初始信任信念对在线消费者首次购买意愿的影响;同时引入在线产品评论验证其对在线消费者首次购买意愿的直接影响。另外,笔者将性别和网上购买金额占平均月消费支出是否超过10%作为调节变量,验证上述5个变量在不同群组间是否存在显著差异。     

信誉的价值:基于淘宝数据对我国电子市场的特色解释

为了解释信誉在我国特色电子市场中的价值,本文基于2008年3月下旬淘宝网上三个电子产品的相关数据,分析卖方的长短期肯定信用度和否定信用度、运费、剩余时间、消费者保障服务及价格等对其销售价格、售出概率、售出数量及售出价格的影响。实证分析发现:信誉度对卖方销售及售出行为存在一定的显著影响;价格对销售等行为没有显著相关作用,而只有价格升水对售出概率存在调节作用;剩余时间会正向影响卖方的销售价格,运费却只对卖方售出概率存在负向影响,而消费者保障尚不能显著影响卖方的销售及售出行为。     

卖家声誉对消费者选择的影响——基于C2C网上交易的研究

为了解决网上交易中存在的信息不对称问题,各大交易网站都推出了信誉评价机制,以激励网上卖家诚信经商.那么,信誉评价机制会对消费者的行为产生何种影响呢?文章旨在分析声誉的价格溢出效应以及对成交率的影响.结论表明,消费者更愿意购买声誉较高的卖家的产品,并愿意为此支付更高的价格.本文指出了现行的信誉评价机制存在的问题,并给出相应的改善建议.     

国内消费者对保险代理人信任影响因素实证研究

长期以来,国内保险代理人不断发生各种不诚信行为,导致了消费者对整个保险代理人群体的不信任。怎样重建消费者对保险代理人的信任,成为当前关注的焦点。通过对国内四个城市（上海、北京、广州和重庆）548份问卷调查的数据分析,得到如下结论：第一,消费者的保险知识和代理人讨人喜欢的能力对消费者信任代理人没有显著的影响;第二,良好交易经历对消费者信任代理人的影响力最大,其次分别是代理人的专业业务能力和机会主义意图;第三,保险公司信誉对消费者信任代理人有着重要影响;第四,消费者信任倾向的影响力并不像在其他行业实证研究中那么大。     

网上销售的影响因素:利基与热门市场的对比研究

长尾理论表明,互联网更利于利基市场的发展。然而,近期有研究认为热门市场在网上更有优势。为了验证在线商家在这两类市场的不同表现,我们对淘宝网上的791家店铺的64万余种产品的销售数据进行了分析。结果表明,网上销售受到信誉、产品多样性、价格、口碑以及被推荐机会等因素的影响,并且这些影响在利基和热门市场上表现出显著的差异。其中,信誉、产品多样性、价格和口碑对利基产品销售的影响更大。基于历史数据的被推荐机会对热门产品的销售有正向影响,而对利基产品的销售有负向影响。此外,我们还发现了网上销售的后发优势。     

网站信誉认证——信息时代的新兴审计业务

随着信息时代的到来 ,电子商务作为一种新兴的商务形式 ,对社会各个层面都产生着深层次的影响。网站信誉认证作为信息时代电子商务环境下注册会计师业务的新兴审计业务 ,极大地满足了各商家及网上消费者追寻网上交易安全感的客观需求 ,同时也加速了注册会计师市场国际化步伐。网站信誉认证业务的开展 ,扩展了注册会计师业务领域 ,增强了消费者对电子商务的信心 ,使得电子商务环境更加完善。     

善因营销中顾客信任对行为意向的影响研究

善因营销的成功与否绝大程度上取决于消费者态度,本研究主要探讨了顾客信任对消费者行为意向的影响机制.研究结果表明能力表现信任以及诚实善良信任对消费者行为意向都有显著的正向影响;消费者对善因营销活动的评价在顾客信任与行为意向之间发挥中介效应;诚实善良信任对于消费者善因营销评价有着非常大的影响作用,而能力表现信任对评价没有显著影响.     

消费者网络购买行为影响因素调查研究

本文利用网络问卷调查平台设计调查问卷,调查消费者网络购买行为的主要影响因素及其影响程度.调查结果显示:商家信誉、商品质量、商品价格、物流、售后服务是影响消费者购买行为的主要影响因素.利用spss对相关因素作Friedman检验和Kendall W检验,检验结果显示:各影响因素之间存在显著差异(p＜0.01),在这些影响因素中,商家信誉(店铺信用度,网友对网店的评价)影响程度最大,其次是商品质量、商品价格、服务态度、物流.     

销售商品收入与增值税应税销售额的差异分析

从会计准则对企业销售商品收入的界定和税法对增值税应税销售额的界定的差异入手,通过比较几种销售商品方式下会计与税法的不同处理规定,分析销售商品收入与增值税应税销售额的差异.     

网络销售的发展对策

网络销售方式是伴随互联网的发展而进入销售行业的,它以其巨大的优势扮演着电子商务中的重要角色。当然,其在发展过程中也存在着诸多阻碍因素,我们须认真分析,结合我国实际,从基础设施建设、法律法规的完善、购物观念的引导、支付手段的优化等环节入手,从而确保网络销售的健康发展。     

我国银行不良资产处置方法探讨

目前我国金融资产管理公司处置银行不良资产的主要方法是债转股,借鉴国际上银行不良资产处置方法,大致有债转股、重组、证券化、销售等,应结合我国国情来运用这些方法,以使我国不良资产处置方法多样化。     

Asset ownership and market structure in oligopoly: Further results

How does the sale of assets from a small firm to a large firm affect the equilibrium price in oligopoly? Using the ‘cross-sectional differentiation’ technique introduced by Farrell and Shapiro (Rand Journal of Economics, 1990, 21, 275–292), I show that the equilibrium price rises if the common production technology is homogeneous of degree t, 0<t1.     

销售人员薪酬体系设计

针对销售人员的工作特征,从基本薪酬、可变薪酬和间接薪酬三个方面对销售人员的薪酬体系进行分析。重点设计了销售人员的可变薪酬体系,对可变薪酬的确定依据、支付水平和支付方式进行详细设计,通过短期绩效和长期绩效的平衡机制,来实现销售人员薪酬激励效应的最大化。     

Can Natural Experiments Measure Behavioral Responses to Environmental Risks?

Efforts to measure people’s responses to spatially delineated risks confront the potential for correlation between these risks and other, unobserved characteristics of these locations. The possibility of correlation arises in part because individuals observe other locational attributes that can be expected to influence the hedonic equilibrium. One response to this problem is to use events from nature to exploit both temporal and spatial variation in the behavioral responses of interest. This paper evaluates the use of hurricanes as a source of new risk information to households in coastal counties potentially subject to the effects of these storms. We study the extent to which housing prices before and after hurricane Andrew, a hurricane with unprecedented property loss, reveal how Floridians responded to the risk information provided by the storm. Two counties are selected – one without and another with damage from the hurricane. To evaluate the plausibility of using quasi-random experiments for locations not directly affected by natural events, we compare Lee County’s results to those of Dade County, where the majority of the damage occurred. Our findings suggest, after controlling for ex post storm damage and changes in insurance markets, there is a reasonably high level of consistency in a repeat sales model’s ability to estimate the effects of the risk information conveyed by the storm for both counties. Department of Economics, Williams College, Affiliated Economist, CEnREP, North Carolina State University and University Distinguished Professor, North Carolina State University, and Resources for the Future University Fellow, respectively. Senior authorship is not assigned. Thanks are due to Shelby Gerking and two anonymous reviewers for careful and constructive comments that substantially improved the paper. Michael Darden and Jaren Pope provided excellent research assistance and Alex Boutaud and Susan Hinton helped to make sense out of numerous drafts of this work. Smith’s contribution was partially supported by the United States Department of Homeland Security through the Center for Risk and Economic Analysis of Terrorism Events (CREATE), grant number EMW-2004-GR-0112. However, any opinion, findings, and conclusions or recommendations in this document are those of the author(s) and do not necessarily reflect views of the U.S. Department of Homeland Security.     

Much ado about nothing? Smoking bans and Germany's hospitality industry

Over the past years, public smoking bans have been introduced in most European countries. Unlike elsewhere, in Germany such bans were introduced at state level at different points in time, which provides important intra-country regional variation that can be exploited to identify the effects of such bans on the hospitality industry. Using monthly data from a compulsory survey carried out by the German Federal Statistical Office, we study the short-run effects that these bans had on establishments’ sales. In contrast to the largely US-based literature, we find that smoke-free policies had a negative (yet moderate) effect on establishment sales. Closure rates of businesses in the hospitality industry, however, were not significantly affected by the introduction of state smoking bans.     

Do commercial sales move coincidentally with business cycles in Japan? a dynamic two-mode regression approach

This paper examines the validity of including wholesale and retail commercial sales in the coincident index of business conditions in Japan. Specifically, we consider the movement of gross domestic product (GDP) as a reference cycle, and investigate whether commercial sales move coincidentally with GDP by applying the dynamic two-mode regression approach. The results show that wholesale commercial sales are not justified as a component of the Japanese coincident index, but that retail commercial sales may be considered a legitimate component of the Japanese coincident index.     

Sectoral determinants of foreign affiliate sales employing European data

We test theories on sectoral determinants of foreign affiliate sales employing European foreign affiliate sales statistics (FATS). On the one hand, we test hypotheses that foreign affiliate sales are less likely in sectors with complex tasks and more likely in sectors where communication with customers is important. On the other hand, we test the hypothesis that the force of gravity is stronger in more complex sectors. Employing Poisson and negative binomial estimators, we find support for the first hypotheses and contradict the second hypothesis. We show that the interaction effect between distance and complexity changes sign from negative to positive when complexity is included as a separate regressor. We propose an explanation to reconcile our findings with the basic assertion in the second hypothesis that the force of gravity is stronger in more complex sectors, based on a composition effect between horizontal and vertical affiliate sales.     

销售拜访失败的归因与行为意图研究

本研究的数据源于8家保险公司的152位个人寿险销售员,研究设计避免或尽量减小了同源数据偏差的影响。研究发现,失败的能力归因会使销售人员有意改变策略,失败的策略归因会使销售人员有意寻求协助。