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161.
162.
Silke Lennerts Martin Eisend Theo Lieven Sven Molner Tim Oliver Brexendorf Torsten Tomczak 《商对商营销杂志》2013,20(3):235-251
ABSTRACTPurpose: Retailers often challenge manufacturers through aggressive store brand policies and severe listing constraints. This study investigates manufacturer innovativeness as a managerial lever to shift the power balance between manufacturers and retailers.Methodology/approach: Using data from 277 senior managers of Swiss and German consumer goods manufacturers and analyzing these data with structural equation modelling, the authors test hypotheses about the impact of manufacturer innovativeness on manufacturer–retailer relationship characteristics (i.e., retailer dependency, store brand aggressiveness, and listing constraints).Findings: The study demonstrates that manufacturer innovativeness enhances retailer dependency, which in turn positively affects overall manufacturer performance. This relationship can be explained further: By increasing retailer dependency, manufacturers suppress retailers’ store brand aggressiveness and attenuate retailers’ listing constraints. Store brand aggressiveness affects overall manufacturer performance through listing constraints.Research implications: Identifying levers such as innovativeness that assist manufacturers in fostering their power over retailers provides a new mode for understanding how manufacturers can influence the balance of power between manufacturers and retailers. The study provides support for the approach/inhibition theory of power on the inter-organizational level. Organizations with increased power are assumed to have approach-related tendencies and act in goal-consistent manner, whereas organizations with reduced power are assumed to develop the tendency to pursue inhibition-related actions, e.g., attending to threats. Furthermore, this study identifies channel relationship characteristics such as retailer dependency as a mediating path between manufacturer innovativeness and performance.Practical implications: Managers need to strengthen the firm’s innovative capacity to enhance the performance of their companies. By developing the capability to provide radical innovations, manufacturers are able to enhance their performance not only directly but also indirectly by strengthening the manufacturer’s position with regard to retailers. This study underscores the relevance of innovativeness for strengthening the manufacturer’s position in its relationship with retailers that avoids problems with aggressive store brands and constrained listing conditions.Originality/value/contribution: This study proposes manufacturer innovativeness as a managerial lever to shift the power balance between manufacturers and retailers. 相似文献
163.
Multi-unit ascending auctions allow for equilibria in which bidders strategically reduce their demand and split the market at low prices. At the same time, they allow for preemptive bidding by incumbent bidders in a coordinated attempt to exclude entrants from the market. We consider an environment where both demand reduction and preemptive bidding are supported as equilibrium phenomena of the ascending auction. In a series of experiments, we compare its performance to that of the discriminatory auction. Strategic demand reduction is quite prevalent in the ascending auction even when entry imposes a (large) negative externality on incumbents. As a result, the ascending auction performs worse than the discriminatory auction both in terms of revenue and efficiency, while entrants’ chances are similar across the two formats. 相似文献
164.
Theo de Bruijn Peter Groenewegen Jesper Grolin 《Business Strategy and the Environment》1997,6(4):173-184
This introductory article summarizes the discussions and results of the Fifth Annual Greening of Industry Conference, Global Restructuring—A Place for Ecology?, held in Heidelberg, Germany, November 25–27, 1997. The Greening of Industry Network is concerned with the transition of industry towards sustainable production as an essential part of achieving a sustainable society. The Network conferences, held at different locations around the world, promote this goal by bringing together participants from different regions and with different backgrounds (academia, industry, governments and NGOs). The conferences are venues for information exchange, learning and dialogue about different aspects of the greening of industry and possible pathways to a sustainable society. © 1997 John Wiley & Sons, Ltd and ERP Environment. 相似文献
165.
Theo J. Bastiaens Wim J. Nijhof Jan N. Streumer Harmen J. Abma 《International Journal of Training and Development》1997,1(1):72-78
In this study the effectiveness of electronic performance support systems (EPSS) is reported. Some of the expected advantages of EPSS, such as an increase in productivity and improved learning are evaluated with insurance agents using laptop computers. Theoretical statements, research design and hypotheses are presented. The conclusion is that EPSS was cheaper than classroom training and had some benefits for learners, but did not produce the expected benefit of an increase in productivity. 相似文献