市场开发中如何有效控制冲窜货

冲窜货。一个在市场营销学操作中没有的概念。却在实践销售中让公司管理人员、市场销售人员头痛不已。有人说，没有窜货的销量，是不红火的销量，但事实证明：大量窜货的销量。是足可以让公司一蹶不振的危险的销量。     

中小企业应收账款管理相关问题探讨

在激烈的产品销售市场竞争中,不少企业不断创新出新的产品销售模式.不少中小企业在服务或产品的销售过程中,开始通过信用销售来提高销量,这就会产生相应的应收账款,而对于一个企业来说,应收账款与企业的现金流密切相关,是影响企业财务风险的重要因素,基于此,本文就中小企业应收账款的管理问题进行简要探讨.     

圆个“纺织强市”之梦——不断推进产业升级的绍兴纺织

以生产规模最大、产业链最完整、市场销量最大和设备最先进而闻名全国。 到2012年的目标是：销售3700亿元，年均增长12％；自营出n160亿美元，年均增长25％。     

引领国内数码新潮流

哈尔滨是纽曼MP3、MP4市场布局中非常重视的一个城市，早在2002年．纽曼就已经在哈尔滨单独设立了办事处，负责黑龙江全省及哈尔滨市的MP3、MP4销售工作。凭借强大的研发力量，完善的售后服务及先进的销售体系，纽曼占据了哈尔滨MP3、MP4市场的龙头地位，销量遥遥领先于国际及国内竞争品牌。     

如何走出淡季营销的误区

淡季销售的误区 销售队伍的松懈。在销售队伍里流传着一句话：“旺季做销量，淡季做市场。”这句话乍一听有点道理．但实际上却从侧面反映了销售人员的松懈思想。销售人员往往认为进入淡季就到休息的时侯了．造成上边疏于管理，下边形同放羊。这种现象将危害销售队伍的士气。一是进入旺季需要一定时间的预热．淡季拜访频率下降造成销售人员和客户之间的生疏，     

在区域市场如何放飞“风筝”——从联通县（市）市场看营销

现在很多企业考核一个区域市场成功与否的标志主要是看销售业绩。于是乎，在“只问结果、不问过程、销量第一”的指导思想下，销量不但更难达成，营销区域内还出现了许多令上级头痛的问题甚至是怪现象：产品越来越难卖，价格越卖越低，促销越用越多，人员怠工越来越严重，人员流动也越来越快……     

基于拓展市场条件的甲醛销售对策分析

甲醛市场长期以来一直处于稳步发展状态,主要原因是供需关系的矛盾,厂家对甲醛的需求量少以及资金紧张,因此致使甲醛市场以稳当先。而甲醛市场的拓展是一个漫长的过程,在市场条件下要正确定位自身产品的特性,并采用有效措施扩展产品市场。本文简单介绍了甲醛的销售、分析了影响甲醛销售的因素,最后基于市场条件下提出了相应的销售对策。     

巧干、苦干还是社会网络致胜——直销企业销售代表绩效影响因素研究

中国直销企业以销售为基础,存在大量销售代表,每年对销售代表投入的筛选、培训、维护费用巨大,但其产出效果并不理想。本研究旨在研究影响直销企业销售代表绩效的关键因素,并识别出销售代表个性特质与这些影响因素的关系。实证研究表明,销售代表适应性销售行为、工作勤奋度、个人社会网络和年龄对销售绩效有显著正向影响;销售代表自我监控和学习导向越强,则越能表现出适应性销售行为;适应性销售行为是自我监控和学习导向对销售绩效影响的中介变量。     

管理会计的六大误区

（一）管理会计的基点。管理会计作为企业的有机组成部分，也应与经营型管理相适应，以销售预测作为预测决策和控制的基点。然而，我国绝大多数管理会计学者把销售作为一个常量，把销售额的确定作为成本预测和控制、利润规划和控制及资金规划和控制的前提条件。在投资决策中，管理会计人员根据一定销售量测算出投资规模，投资一经形成，折旧等固定成本随即确定。企业生产能力具有相对稳定性，而产品需求量根据市场等因素会经常变化，因此产品销售量与生产能力相适应只是暂时的、个别的。针对剩余的生产能力，管理会计学者总是固守固定成本与…     

基于返点机制的大型零售商通道费作用机制研究

在零售商的通道费收费中,返点机制应用非常广泛.笔者在零售商销售努力的基础上,结合考虑其销售效率,研究了返点机制的应用对销售努力、市场价格、市场销量以及各个市场主体利益的影响.笔者分析了返点机制下通道费的影响因素及其作用机制,讨论了在制造商主导定价条件下的最优返点比例的制定,结果表明:返点机制下,通道费不是零售商和制造商之间的一种“零和博弈”,而是对大型零售商的销售激励与回报,同时并不会降低消费者福利.     

Pleasure and belief in Hume's Decision Process

Abstract

The purpose of this paper is to introduce explicitly pleasure and belief in what aims at being a Humean theory of decision, like the one developed in Diaye and Lapidus (2005a). Although we support the idea that Hume was in some way a hedonist – evidently different from Bentham's or Jevons' way – we lay emphasis less on continuity than on the specific kind of hedonism encountered in Hume's writings (chiefly the Treatise, the second Enquiry, the Dissertation, or some of his Essays). Such hedonism clearly contrasts to its standard modern inheritance, expressed by the relation between preferences and utility.

The reason for such a difference with the usual approach lies in the mental process that Hume puts to the fore in order to explain the way pleasure determines desires and volition. Whereas pleasure is primarily, in Hume's words, an impression of sensation, it takes place in the birth of passions as reflecting an idea of pleasure, whose “force and vivacity” is precisely a “belief”, transferred to the direct passions of desire or volition that come immediately before action. As a result, from a Humean point of view, “belief” deals with decision under risk or uncertainty, as well as with intertemporal decision and indiscrimination problems.

The latter are explored within a formal framework, and it is shown that the relation of pleasure is transformed by belief into a non-empty class of relations of desire, among which at least one is a preorder.     

Globalization,Neoliberalism and the attack on social security

Neoliberal political movements advocate privatization of public pension systems. Globalization imposes pressure on nations to conform to neoliberal policy views with respect to the design and structure of social insurance, including public pension systems. The paper begins with an investigation of the economic, ethical and ideological dimensions of the privatization debates in the U.S.; it argues that privatization advocates may be largely moved by ideology, since the other reasons advanced appear weak or unfounded. The second part discusses the history of Social Security, the purposes for its creation, and some of its economic effects. Differences between public and private pension systems are considered. A brief international comparison of some aspects of public pension system finance and benefit structures is presented. The final section considers the ethical, macroeconomic and distributional implications of privatization, prefunding and payroll tax funding, and argues for a pay as you go system financed with income taxes. In order to promote equity, economic security, community, and social cohesion, public pension systems should be universal in coverage. In order to reduce the inequality, income insecurity, and aged poverty generated by market economies, public pension systems ought to be progressive: benefit/contribution ratios should be inversely proportional to income, and progressive income taxes should finance the system. To promote economic growth, the systems should be financed on a pay-as-you-go basis, and should not be prefunded except for an emergency reserve. The fiscal policy recommendations partially depend upon the theory developed by Abba Lerner in the 1940s, and recently advanced by Wynne Godley and Randy Wray: Lerner's “principle of functional finance.”     

Forecasting the price of gold

This article seeks to evaluate the appropriateness of a variety of existing forecasting techniques (17 methods) at providing accurate and statistically significant forecasts for gold price. We report the results from the nine most competitive techniques. Special consideration is given to the ability of these techniques to provide forecasts which outperforms the random walk (RW) as we noticed that certain multivariate models (which included prices of silver, platinum, palladium and rhodium, besides gold) were also unable to outperform the RW in this case. Interestingly, the results show that none of the forecasting techniques are able to outperform the RW at horizons of 1 and 9 steps ahead, and on average, the exponential smoothing model is seen providing the best forecasts in terms of the lowest root mean squared error over the 24-month forecasting horizons. Moreover, we find that the univariate models used in this article are able to outperform the Bayesian autoregression and Bayesian vector autoregressive models, with exponential smoothing reporting statistically significant results in comparison with the former models, and classical autoregressive and the vector autoregressive models in most cases.     

Interest on reserves and inflation

The payment of interest on reserves has been a common practice in inflationary economies. This policy may seem paradoxical since it involves returning part of the seigniorage, generated by the inflation process, with the intention to finance the fiscal deficit. This paper argues that the motivation for this policy can be captured by the discretionary regime, where the policymaker pays interest on reserves because he is concerned with the erosion of real liquidity by inflation, which is in part beyond his control. However, this policy is an unlikely outcome in the commitment regime, where the policymaker is in full control of inflation.     

Planned adaptation in risk regulation: An initial survey of US environmental, health, and safety regulation

In principle, we want regulatory programs to be based on current realities, as reflected for example in the best knowledge of relevant experts. That would imply that old rules now on the books should be consistent with today's knowledge base, not just what was known when a rule or standard was originally set. This paper reports on a survey of US programs, examining how often existing rules are actually updated in light of better knowledge, and identifies five programs that attempt to make policy routinely adaptive. These programs exhibit what we term Planned Adaptation: they both revise rules when relevant new knowledge appears, and take steps to produce such improved knowledge. While Planned Adaptation is rare, it is used in several nationally prominent programs, including air pollution, airplane safety, and drug safety. Planned Adaptation is a policy tool that deserves more attention.     

The greenhouse effect: Damages,costs and abatement

The buildup of so-called greenhouse gases in the atmosphere — CO₂ in particular-appears to be having an adverse impact on the global climate. This paper briefly reviews current expectations with regard to physical and biological effects, their potential costs to society, and likely costs of abatement. For a worst case scenario it is impossible to assess, in economic terms, the full range of possible non-linear synergistic effects. In the most favorable (although not necessarily likely) case (of slow-paced climate change), however, it seems likely that the impacts are within the affordable range, at least in the industrialized countries of the world. In the third world the notion of affordability is of doubtful relevance, making the problem of quantitative evaluation almost impossible. We tentatively assess the lower limit of quantifiable climate-induced damages at $30 to $35 per ton of CO₂ equivalent, worldwide, with the major damages being concentrated in regions most adversely affected by sea-level rise. The non-quantifiable environmental damages are also significant and should by no means be disregarded.The costs and benefits of (1) reducing CFC use and (2) reducing fossil fuel consumption, as a means of abatement, are considered in some detail. This strategy has remarkably high indirect benefits in terms of reduced air pollution damage and even direct cost savings to consumers. The indirect benefits of reduced air pollution and its associated health and environmental effects from fossil-fuel combustion in the industrialized countries range from $20 to $60 per ton of CO₂ eliminated. In addition, there is good evidence that modest (e.g. 25%) reductions in CO₂ emissions may be achievable by the U.S. (and, by implication, for other countries) by a combination of increased energy efficiency and restructuring that would permit simultaneous direct economic benefits (savings) to energy consumers of the order of $50 per ton of CO₂ saved. A higher level of overall emissions reduction — possibly approaching 50% — could probably be achieved, at little or not net cost, by taking advantage of these savings.We suggest the use of taxes on fossil fuel extraction (or a carbon tax) as a reasonable way of inducing the structural changes that would be required to achieve significant reduction in energy use and CO₂ emissions. To minimize the economic burden (and create a political constituency in support of the approach) we suggest the substitution of resource-based taxes in general for other types of taxes (on labor, income, real estate, or trade) that are now the main sources of government revenue. While it is conceded that it would be difficult to calculate the optimal tax on extractive resources, we do not think this is a necessary prerequisite to policy-making. In fact, we note that the existing tax system has never been optimized according to theoretical principles, and is far from optimal by any reasonable criteria.During the academic year 1989–90 Dr. Ayres was at the International Institute for Applied Systems Analysis (IIASA), Laxenburg, Austria.During the summer of 1989 Mr. Walter was a member of the Young Scientists' Summer Program at IIASA.     

Bayesian estimation of duration models: An application of the multiperiod probit model

The multiperiod probit model is presented and Bayesian estimation using the Gibbs sampler with data augmentation is described. As an empirical illustration, the multiperiod probit model is then used to estimate a duration model using employment duration data for the Canadian province of New Brunswick. Bayesian estimation with unobserved heterogeneity is shown to be a simple extension of estimation of a duration model with no unobserved heterogeneity. More importantly, perhaps, some numerical problems encountered by other authors using Maximum Likelihood are avoided.I would like to thank M. Baker, G. Koop, A. Melino and D. Poirier for helpful comments and discussions. I would also like to thank M. Baker for providing his data.     

Scenarios and creativity: Thinking in new boxes

To be creative and make change happen, leaders must do more than simply ‘think outside the box’, as the traditional business manuals suggest, using the popular American expression. After all, the space outside the box is infinitely expansive. Moreover, there can be no guarantee that a solution to the problem will be found. The answer: ‘Think in new boxes.’ This requires developing the right new box; in other words, useful new models, a helpful new approach to a problem. That is the real art of practical creativity. This short article outlines the approach (Thinking in New Boxes) and its application to classic scenario planning with a few examples. The authors also present the ‘Expressway to Scenarios’, an approach that wins in impact and practicality what it loses in deep analysis, by having top executives involved in key steps.     

How chaebol restructuring after the 1997 crisis has affected corporate decision and performance in Korea: debt financing,ownership structure,and investment

ABSTRACT

Korean chaebol firms, characterized by excessive debt financing and overinvestment, experienced restructuring after the 1997 crisis. By reducing debt financing and thus overinvestment, they tried to reorganize financing structure and ownership structure. Chaebols’ debt reduction turns out to have improved performance. However, polarization between chaebol and non-chaebol firms has become more significant. Even after the crisis, firms that give higher cash flows to a controlling shareholder take more capital investment, indicating that agency problems still exist within chaebols. Chaebol-affiliated firms continue to be more active in R&D than non-chaebol firms. However, the pattern is limited to the group of top 10 chaebols after the crisis.

Abbreviations: KFTC: Korea Fair Trade Commission     

On the Role of Paradigms in Understanding Economic Globalization

Any adequate analysis of economic globalization necessarily requires fundamental understanding of the worldviews underlying the views expressed with respect to the nature and role of economic globalization. This paper is based on the premise that any worldview can be associated with one of the four basic paradigms: functionalist, interpretive, radical humanist, and radical structuralist. It argues that any view expressed with respect to economic globalization is based on one of the four paradigms or worldviews. It, therefore, discusses four views with respect to the nature and role of economic globalization which correspond to the four broad worldviews. The paper emphasizes that the four views expressed are equally scientific and informative; they look at the nature and role of economic globalization from a certain paradigmatic viewpoint. Emphasizing this example in the area of economic globalization, the paper concludes that there are opportunities for each paradigm to benefit from contributions coming from the other three paradigms.