Organizational antecedents to and consequences of service business orientations in manufacturing companies

Although various manufacturing companies have developed into total solution providers, no research addresses their service orientations. Building on the literature on organizational service climate, this study explores the organizational parameters and service business orientations that explain relative product sales and service volume of manufacturing companies. Following an exploratory study involving in-depth interviews, the authors conducted an empirical survey of 137 companies in The Netherlands, Belgium, and Denmark. The study assesses the effects of organizational parameters on the implementation of service business orientations and validates the important distinction between services in support of the client’s actions (SSC) and services in the support of the product (SSP). The findings demonstrate that services in support of the client’s action leverage relative product sales, while services in support of the product generate service volume. In addition to the main effects, the moderating effects of the organizational parameters are discussed.

网络商务声誉博弈——基于网络欺诈模型的数理分析

网络商务声誉的研究对于现代商务交易的繁荣和进步具有紧迫性和战略性的意义。文章试图建立一个基于网络商务欺诈动机条件的数理模型,并通过该模型的分析,定量给出一种临界条件,以确保在线销售者不会出现欺诈而始终保证诚信行为,同时利用这种较好的声誉获取更高的利润,进而促使互联网在线交易商得以获取较好的战略声誉博弈结果。     

名特优水产苗种经营中的销售服务

本文通过对名特优水产苗种经营中的销售行为进行分析，阐述了销售服务的重要性，指出了服务在销售过程中的作用，为水产苗种企业在经营管理中如何赢得客户、赢得市场提供了必要的参考。     

Critical sales events and salesforce attitudes

A new family of explanatory variables — critical sales events (CSEs) — is described. The impact of CSEs and past performance on the satisfaction and loyalty of industrial sales reps is explored. Controlling for sales experience and gender, performance, and two types of recent events (loss of a major customer and success at making a big sale) were generally significantly linked to salesforce satisfaction (with pay, advancement, the work itself corporate performance, and the sales manager) and to loyalty (affective organizational commitment and intentions to stay). The results suggest the value of understanding the effect of critical sales events for both sales management theory and practice.     

创意的网络广告给促销带来的影响

世界已经进入信息时代,以国际互联网络为基础的信息技术正在改变着我们的生活方式、工作方式和商务方式。从万维网到电子邮件,正逐渐成为广告媒体用以接触消费者,向消费者传递信息的强有力的工具。互联网络的前景正在以前所未有的速度在全球范围内普及开来。在适当的时间向人们传递适当的广告,能给商家带来不可预测的促销影响,能产生更大的经济效益。     

电子商务环境下的渠道冲突与共赢管理

电子商务环境下,制造商采用直销渠道使自身既成为供应者又成为转售商的直接竞争者,从而引发渠道冲突。所以要建立渠道决策中制造商与转售商的博弈模型,通过对模型的求解与对局中人赢得的分析与比较,部分变量的选择可以在同时采用直销渠道与传统渠道条件下达成双方的共赢,实现电子商务环境下制造商与转售商的渠道共赢管理。     

中国出口品牌建设的实证研究

出口品牌建设关系到我国出口贸易的可持续发展和国家竞争力的提高。企业研发设计、境外广告宣传、境外展览、境外的营销机构以及售后服务的数量、有形资产、无形资产、出口退税等都对出口收入有着不同程度的影响,其中境外营销机构和售后服务单位数、境外展览、境外广告宣传和无形资产的影响较大,有形资产和出口退税的影响较小。     

销售人员有效激励方式的探索性研究

本文以激励理论为指导、以问卷调查的方式为手段、以南昌零售销售员为样本，探索了有效激励销售人员的激励方式组合，指出在对销售人员进行激励时要将经济性激励与非经济性激励相结合，分清其需要的主次，针对个体差异实行差异化激励，并随时代、环境的变化进行动态化激励，以满足其个性化需要。     

石油企业服务营销策略研究

随着石油销售市场竞争日趋激烈,服务营销逐步成为石油销售企业的竞争利器。本文对石油销售企业服务营销现状进行了分析,指出了目前石油销售企业实施服务营销过程中存在的诸多问题。结合石油销售企业特色,提出相应策略,以期望通过对石油销售企业服务营销策略的提升,提高企业的核心竞争力,使企业在未来的竞争中处于优势地位。