Product portfolio analysis and market share objectives: An exposition of certain underlying relationships

Market share plays a central role in a number of portfolio planning models. This article presents an exposition of the underlying relationship between market share, market size, market growth rate, product sales volume and product sales growth rate. Three constructs—the market share multiplier, the physical volume multiplier, and the dollar volume multiplier—which aid in the strategic analysis of the product portfolio are proposed. The linkages between inter-related growth constructs such as the volumetric and dollar sales growth rate, and the nominal and real dollar sales growth rate are discussed. Certain generalizations regarding market share and its sensitivity to various environmental conditions are highlighted.     

Managing culturally diverse buyer-seller relationships: The role of intercultural disposition and adaptive selling in developing intercultural communication competence

Given the increase in cultural diversity within marketing organizations as well as within current and potential customer bases, possessing the appropriate communication skills becomes crucial to success in managing culturally diverse relationships. Although marketing researchers have recognized the importance of adaptive selling behavior for successful buyer-seller relationships, the exploration of the intercultural aspects of these relationships has only recently begun. This article examines how adaptive selling behaviors and intercultural dispositions of marketing executives contribute to their perceived intercultural communication competence. Results show that in addition to being adaptive, the intercultural disposition of a marketer is of key importance in developing intercultural communication competence. Theoretical and practical implications for incorporating intercultural communication into the development of successful buyer-seller relationships are discussed. Victoria D. Bush (Ph.D., University of Memphis) is an associate professor of marketing at the University of Mississippi. Her research has appeared in such journals as theJournal of Advertising, theJournal of Advertising Research, Industrial Marketing Management, theJournal of Public Policy and Marketing, theJournal of Business Ethics, and theJournal of Services Marketing. Her research interests are in diversity, advertising, and ethics. Gregory M. Rose (Ph.D., University of Oregon) is an associate professor of marketing at the University of Mississippi. His research interests include consumer socialization and cross-cultural consumer behavior. He has published or has forthcoming articles in theJournal of Consumer Research, theJournal of the Academy of Marketing Science, theJournal of Business Research, theJournal of Consumer Psychology, theJournal of Advertising, theJournal of Marketing, and other journals and proceedings. Faye Gilbert (Ph.D., University of North Texas) is an associate professor of marketing at the University of Mississippi. She has published in theJournal of Business Research, Psychology and Marketing, theJournal of Health Care Marketing, theJournal of Research in Pharmaceutical Economics, theJournal of Applied Business Research, theJournal of Marketing Management, theJournal of Marketing Theory and Practice, and theJournal of Marketing Education, among others. Her work emphasizes the application of consumer behavior theory to health care and to channel relationships. Thomas N. Ingram (Ph.D., Georgia State University) is a professor of marketing at Colorado State University. He has been honored as the Marketing Educator of the Year by Sales and Marketing Executives International (SMEI) and as a recipient of the Mu Kappa Tau National Marketing Honor Society Recognition Award for Outstanding Scholarly Contributions to the Sales Discipline. He has served as the editor of theJournal of Personal Selling and Sales Management and is the current editor of theJournal of Marketing Theory and Practice. His primary research is in personal selling and sales management. His work has appeared in theJournal of Marketing, theJournal of Marketing Research, theJournal of Personal Selling and Sales Management, and theJournal of the Academy of Marketing Science, among others. He is the coauthor of three textbooks:Professional Selling: A Trust-Based Approach, Sales Management: Analysis and Decision Making, andMarketing: Principles and Perspectives.     

论知识人员的管理

基于科学管理原理的管理理论在上个世纪将体力工人的生产率提高了50倍,而采用同样方式进行管理的知识人员的生产率却十分低下,本认为其原因在于基于体力工人的管理理论不能直接移植到知识人员的管理上去,因为知识人员与体力工人存在着许多不同。本分析了知识人员管理的特点,认为提高其生产率和加强对知识人员的管理是企业管理的首要任务。     

未来的市场是卖方市场--解析创造需求理念

本文分别从哲学、经济学、心理学和企业能力理论的角度对创造需求这一命题的内涵进行分析,并从产品(技术、服务)创新和需求引导两个层面阐述了创造需求的内在机制,提出创造需求理念的核心思想在于:通过满足消费者不断变化的个性化和多元化的需求以达到企业在消费者心理上的持久认同。     

浅论物流成本管理

近年来，全球物流业方兴未艾。与此同时，电子商务的迅猛发展，向物流业提出了新的挑战。在新的经济形势下，探索物流成本管理显得尤其意义重大。本文先从思想领域入手，提出培养现代物流成本意识的意义。之后．分别从运作模式与财务角度简要分析了物流成本管理的方法。     

An unexplored international market—The art market

The international art market, largely ignored by scholars, is defined and described in economic terms. A brief review of literature on the subject is presented, followed by a discussion of the economic structure of this market. It has been found to be an example of oligopolistic competition, and when market performance was examined, it was found to be fairly efficient and generally equitable. Several factors have hampered research in this area, namely, the guarding of price information and the inability to monitor price fluctuations over time. Hence, several attempts have been made to create art price indexes; these are reviewed, along with the reasons why they are inoperative. Finally, directions for present and future research efforts are suggested.     

战略管理会计研究

战略管理会计是战略管理的新式武器。它是协助企业管理部门制定战略目标,实施战略规划,评价战略管理业绩,专为企业战略管理服务的管理会计。本文通过对传统管理会计与战略管理会计的比较,看战略管理会计的新与存在的必要。     

试论网络营销

电子商务目前在国内外呈现出蓬勃发展的势头。虽然Ｂｔｏ Ｂ是电子商务的主体,其实际应用规模要大于ＢｔｏＣ电子商务,但是,ＢｔｏＣ电子商务即网络销售的发展正受到生产企业和商业企业的重视,因为网络销售与传统经营模式相比,具有很大的优势,有可能带来商业领域的革命 。     

传统期刊栏目互动性的运作思考

在“数字化”浪潮的冲击下,传统期刊互动栏目已成为时下期刊人最为关注的问题,也是难点问题。传统期刊如何有效互动,文章从改变观念,从思想上重视互动;打造品牌,办特色栏目;借用“数字化”技术,扩大互动空间等三个方面进行了运作思考。     

应用数据挖掘进行客户关系管理

客户关系管理(CRM)是当前商务成功重要环节，数据挖掘技术在客户关系管理中扮演着至关重要的角色。本文介绍了数据挖掘技术在客户关系管理中如何帮助企业管理客户生命周期的各个阶段，阐述了有效的客户关系管理中数据挖掘的基本步骤。     

企业无形资产管理探讨

无形资产是企业客观存在的资源要素。我国企业无形资产管理现状与市场经济发展极不适应,必须根据无形资产的特点,树立意识,制定合理的计量规则,完善管理制度,加强管理与经营。     

Managing channel conflict through channel development

It is generally argued that channel conflict should not be unmanaged. However, the actual practice of handling conflict remains a problem. This article discusses Channel Development as a fresh approach to channel management.     

论图书馆人力资源的管理

本文针对现代图书馆人力资源的现状与加强人力资源管理的必要性,从引进人性管理、按岗设位与完善激励机制三个方面。具体阐述加强图书馆人力资源管理的方法,从而激励图书馆馆员发挥自己的智慧,建设图书馆,使图书馆馆员与图书馆组织共同发展,实现“双赢”.     

Managing rewards to enhance relational worth

In this study, cognitive evaluation theory illustrates how the controlling aspects of reward redemption policy (stringent versus flexible) interact with the type of offered reward (social versus economic) to influence relational program effectiveness. We look at effectiveness by defining and measuring relational worth, the non-financial value of consumers to organizations. The hypotheses are empirically tested with a sample of season ticket holders of a professional sports team (n = 373) and then replicated in a second study with experimental data using scenarios in a hotel reward program context. Results indicate that perceived social rewards lead to affective commitment, while perceived economic rewards lead to continuance commitment. Involvement is a significant determinant in how reward type and policy influence commitment types; specifically, low-involvement consumers are more influenced by reward program signals than high-involvement consumers. Affective commitment produces the most relationally valuable consumer to an organization in terms of relational worth. Controlling policies have an undermining effect on all commitment types, regardless of reward type.     

我国证券市场试点做市商制度的若干设想

指令驱动交易制度是我国证券市场交易的主导制度,而做市商制度在我国证券市场上只能是一种辅助性的交易制度,但这并不表明证券的场外交易市场不重要。研究发展建立类似NASDAQ的做市商制度是具有现实意义的。     

银行间债券市场的做市商制度研究

我国在2000年建立银行间债券市场的双边报价商制度，构建了初步意义上的中国债券市场做市商制度；在接下来的几年中，这一制度在提高市场流动性、活跃市场方面发挥了积极的作用。但从2003年下半年开始，债券市场行情持续走低的情况下．双边报价商制度可以说名存实亡。针对这一新情况的出现，本文进行了详尽的问题分析，并提出政策建议来解决做市商的做市动力以及如何更好地发挥做市商做市效果两方面的问题。     

Managing corporate identity: An internal perspective

Management plays a key role in the development and maintenance of corporate identity, including paying particular attention to the internal and controllable aspects of the process. The progression of research that examines corporate identity is contingent on clarification of the scope of corporate identity management (CIM) and development of generalizable and applicable measures of the construct. This study develops an interdisciplinary measure of the CIM construct by drawing on the literature and primary data, such as exploratory research, a survey, and a follow-up phase. Overall, CIM involves (1) the endorsement of consistent behavior through the diffusion of a company’s mission, values, and goals; (2) the expression and pursuit of brand and image consistency in the organization’s symbols and forms of communication; and (3) the implementation, support, and maintenance of visual systems. The results suggest that CIM includes the dissemination of mission and values, consistent image implementation, and visual identity implementation.     

医院应收款项的成因及管理对策

公立医疗机构一直以来以＂社会效益第一＂作为医院财务管理的一贯目标,但是市场化转轨增加了医院的财务风险和经营风险。在市场经济环境和实行医疗改革的今天,如何在坚持社会效益第一的前提的同时做好医院的财务管理工作,是当前医院必须考虑的问题。本文就医院应收款项问题进行了成因分析,并提出了相关对策。     

依法治档与以德治档

依法治国与以德治国是我国进入新世纪后实施的基本治国方略,也是党的三代领导人的智慧结晶.实施依法治档与以德治档是干部人事档案工作贯彻依法治国与以德治国方略的具体体现.干部人事档案工作是党的干部工作的一部分,干部人事档案工作要把握新世纪脉搏,不断开拓科学的管理方法,为新世纪干部工作和国家建设做出应有的贡献.     

无形资产减值的会计处理

无形资产是一种非货币性长期资产，能为企业带来经济利益，如果无形资产将来为企业创造的经济利益还不足以补偿无形资产成本（或摊余成本），则说明无形资产发生了减值。这也是《企业会计准则》对会计实务的要求。