2001-2002年山东省农药工业回顾

本文在广泛调查与深入分析的基础上 ,对山东省近两年的农药生产、科研、销售和应用情况进行了综述。为企业及有关部门提供了详实可靠的资料。     

高效的营销系统模型在竞争市场环境中的理论应用

目前绝大多数营销活动的预测都只能定性的做一些粗略的估计，还不能做到定量分析与管理，这给正确的销售规划带来了困难。本文根据市场运行的规律分析一个销售方和竞争对手的销量函数关系，指出影响销量的因素分为三类：市场因素、本方因素、对手因素，对连续型的数量关系用解微分方程组的方法推导出结论．对离散型数据关系也类推出数学表达式。给出了来源于实际的两个例子。该数学模型的特点是构造市场运动的结构关系，不需要大量的统计数据，简洁实用，可操作性强，准确性高，适应性强。从而为理论界以及销售管理者实施管理提供了一个定量、合理、高效的管理工具。     

现代企业销售团队建设浅议

现代企业的研究开发能力和市场营销能力，被喻为知识经济时代企业的双翼，只有这两只翅膀不断地壮大，企业才能展翅高飞，而营销队伍建设则是现代企业提升市场营销能力，实现营销目标，并最终赢得利润的有力武器。如何打造优秀高效的营销团队是一项系统工程，它不仅需要以领袖型的销售主管作为团队核心，也需要科学的选拔培训制度作为保障，还包括制定明确的团队目标、培养团队精神、塑造团队文化、建立科学可行的绩效考核机制、薪酬制度以及激励等诸方面的措施。     

商业银行公司金融产品组合营销深化研究

我国商业银行的竞争模式正在从简单的产品扩张向提供深入服务的方向转化，对组合营销这种有效的竞争手段的深化将大大有利于商业银行提升营销层次，提高自身竞争力。作者在总结分析的基础上，提出了公司金融产品进行组合营销深化的基本理念、基本方法和基本策略，以及基于RAROC的组合营销风险考虑方法。本文在分析了阻碍我国商业银行进行组合营销深化的基本因素后，对进一步实施组合营销的深化提出了建议。     

Measuring the shopper's attitude toward the point of sale display: Scale development and validation

In Europe alone, marketers invest several hundred million of Euros in marketing activities at the point of sale every year. A prominent role is assigned to display promotions. However, despite their large practical importance, surprisingly, there is no measure to pre-evaluate different displays and their design facets so that the display which reached the best pre-evaluation results may be identified and, if poor rated facets were found, those may be altered before production and rollout of the display in question. Therefore, this paper develops and validates a scale to measure the shopper's attitude toward a point of sale display reflecting all relevant facets of a display from the shopper's point of view. Examination of the scale led to satisfactory results in terms of reliability, validity, and its predictive power for purchase intention. Summarizing, the scale can help to improve display designs prior to rollout, thus, enhancing the efficiency of display promotions.     

Protection for sale under monopolistic competition: Beyond the CES

We extend the protection for sale model of Grossman and Helpman (1994) by introducing a general model of monopolistic competition with variable markups and incomplete pass-through. We show that the structure of protection emerging in the political equilibrium not only depends on the weight attached by the government to consumer welfare when making its policy decision, but also on the degree of market power of firms and on the terms-of-trade variations due to the degree of pass-through. Our results highlight the importance of preferences in shaping the structure of protection and are consistent with the occurring of protectionism also in unorganized industries.     

农牧户生计资本对农畜产品销售渠道选择影响研究

[目的]优化农畜产品销售渠道,提高农牧民收入,是乡村振兴战略不可或缺的实施路径。文章通过对内蒙古农牧户生计资本进行测算与分析,探究不同生计类型农牧户生计资本与其农畜产品销售渠道选择间的互馈关系,精准识别不同类型农牧户选择销售渠道的影响因素,旨在优化民族地区乡村农畜产品流通渠道,助力民族地区乡村振兴。[方法]文章基于可持续生计理论(DFID),以微观农牧户视角,从自然资本、人力资本、物质资本、金融资本、社会资本5个维度,运用农牧户生计量化法和模糊层次分析法(FAHP)、Multivariate Logistic模型、多元线性回归实证研究。[结果](1)不同类型农牧户生计资本存量具有显著差异,生计资本由高到低排序为:半农半牧户纯农户纯牧户;(2)农牧户对农畜产品销售渠道选择比例由高到低排序为:中间商、批发市场、零售市场、合作社、订单销售、超市直供,传统卖给中间商依然是内蒙古地区农畜产品流通渠道的主要模式,且不同销售渠道之间存在互补与竞争关系;(3)农牧户生计资本对其选择销售渠道具有显著影响,影响力由高到低排序为:人力资本自然资本金融资本社会资本物质资本;(4)不同维度生计资本对不同类型农牧户的农畜产品销售渠道的选择影响程度具有显著差异,影响农牧户选择销售渠道的首要因子是人力资本,影响牧户选择的首要因子是金融资本,影响半农半牧户选择的首要因子是社会资本与人力资本。[结论]该文提出基于农牧户生计资本视角的民族地区乡村农畜产品销售渠道优化对策与建议,一定程度上破解了不同类型农牧户在农畜产品销售渠道选择时遇到的困境。     

Markets for information: Of inefficient firewalls and efficient monopolies

In this paper we study market environments where information is costly to acquire and is also useful to potential competitors. Agents may sell, or buy, reports over the information acquired and choose their trades in the market on the basis of what they learnt. Reports are unverifiable – cheap talk messages – hence the quality of the information transmitted depends on the conflicts of interest faced by the senders. We find that, when information has a prevalent horizontal differentiation component, in equilibrium information is acquired when its costs are not too high and in that case it is also sold, though reports are typically noisy. The market for information is in most cases a monopoly, and there is underinvestment in information acquisition. We also show that regulatory interventions, in the form of firewalls, only make the inefficiency worse. Efficiency can be attained with a monopolist selling differentiated information, provided entry is blocked.     

捆绑销售浅析

捆绑销售作为一种有效的促销方式,无论对经营者还是消费者,都有积极的作用。但它也存在明 显的不足和弊端。在实际应用过程中,只有严格遵循基本原则,才能收到理想效果。     

成品油销售综合经营指标三级预警机制探索--中国石油陕西销售公司的经营实践

2018年以来,中国石油陕西销售公司采用"红橙黄"经营指标三级预警机制,把复杂的量价关系、促销经营和费用成本管控,通过指标量化。一是以经营活动分析为基础,围绕业务指标、财务指标及支撑体系,建立了综合经营指标长效预警机制。二是通过大数据平台,形成业务运行数据每日监控,实现对月度指标的跟踪预警。中国石油陕西销售公司以"红橙黄"经营指标三级预警为抓手,将综合指标评价理念贯穿到经营全过程中,为生产经营活动提供了直观的决策依据,实现了提质增效的目标。