浅析网上书店的客户关系管理

本文以Amazon、BolChina及当当网上书店为例,从营销管理、销售管理和服务与技术支持三个方面进行CRM技术分析。相关的比较分析表明:CRM系统是网上书店提升客户满意度和忠诚度,增加企业利润和竞争力的关键所在。其CRM系统的理念、功能,对类似的网络零售业有极强的借鉴和启发作用。     

浅谈项目利润管理在销售与运作计划中的作用

目前,很多制造企业为了应对不确定的市场产品需求,加快供货速度、减少库存积压,纷纷采用S＆OP运作模式,以期达到供需平衡。如何在S＆OP运作的数据收集和评审、销售规划、供应规划、合作关系会议、高层会议等环节中预估成本、预估利润,使产品交付、销售利润最大化,是迫切需要关注和实施的问题。     

市场框架下的反垄断主体

从利润的角度看,为什么要反垄断和应该由谁来反垄断?——尽管垄断可能造成社会总体福利损失,对个人而言,这种损失微不足道。如果反垄断的成本高于收益,那么可以推断许多反垄断措施不会实行。从成本收益角度分析,反垄断存在着规模问题。因此,对不同程度和情形的垄断,由个人、组织、政府来执行反垄断存在不同的效率。     

我国制造企业的供应链分析和管理对策

按制造企业的供应链，对供应商，制造商，分销商零售商和最终用户四个环节进行了现状分析。提出了管理对策．实施供应链管理，与供应商、分销商和零售商进行合作，外包非核心业务。提高企业核心能力。     

Safety margins versus profit maximization

Under uncertainty, firms risk bankruptcy. We ask, in symmetric duopoly with stochastic demand, what happens when one firm minimizes the probability of negative profits while the other maximizes expected profits. When fixed costs are small, a firm can reduce the likelihood of negative profits. However, under a large fixed cost, the chance of negative profits increases upon deviation from a profit‐maximizing strategy. In any event, if one firm adopts a safety‐first strategy, the other firm has higher profits and a better survival chance by maximizing expected profit. Finally, we compare a profit maximizing to a safety‐first strategy in relation to ownership and control in firms.     

Reverse Pricing and Revenue Sharing in a Vertical Market

Advancing in information technology has empowered firms with unprecedented flexibility when interacting with each other. We compare welfare results in a vertical market (e.g., manufacturers and retailers) for several types of pricing strategies depending upon the following: (1) which side (retailers or manufacturers) chooses retail prices; and (2) whether there is revenue sharing or linear pricing between the two sides. Our results are as follows. Under revenue sharing, retail prices (and thus industry profits) are higher if and only if they are chosen by the side featuring less competition. Under linear pricing, however, retail prices are higher if they are chosen by the side featuring more competition (for linear demand functions). Relative to linear pricing, revenue sharing always leads to lower retail prices, higher consumer surplus and social surplus. However, the comparison on industry profits depends on the demand elasticity ratios. Revenue sharing raises industry profits when the elasticity ratios are small, but the results are reversed when the elasticity ratios are large. Copyright © 2014 John Wiley & Sons, Ltd.     

Noncompete agreements,training, and wage competition

We study the effects of noncompete agreements in an environment where firms invest in training junior workers. After obtaining employer-provided training, trained workers can choose whether to remain loyal to their initial employer or switch to the competing employer. We evaluate the effects of noncompete agreements on wages, employment, investment in training, production, profits, and total welfare. Firms earn higher profits and pay lower average wage when they require workers to sign noncompete agreements.     

Notes and debate paper: Should merchandising and sourcing be worlds apart? The opportunity for more integrated strategic sourcing research

Whereas retailers are some of the biggest buyers that have some of the highest percentages of external spend as a share of revenue, they are not typically included in strategic sourcing research. Strategic sourcing research originated with a focus on supplies for manufacturing. But the strategic sourcing of merchandise by retailers is not as commonly studied. Merchandise sourcing is often approached very differently from manufacturing sourcing and often different teams of buyers with different roles and responsibilities are involved. Leveraging author industry experience and interviews with strategic sourcing executives in manufacturing and merchandise sourcing this notes and debate paper compares strategic sourcing across these domains and identifies fruitful research opportunities for developing a more comprehensive supply chain approach to strategic sourcing research.     

The temporary shutdown decision: Lessons from the Great Recession

The temporary shutdown condition provides guidance on dealing with a serious transitory downturn in demand. The traditional condition says managers should stop production when revenues fall below avoidable costs. This condition is flawed because it ignores how lost human capital and reputational damage harm future profits. As a consequence, firms may optimally operate with losses far larger than stipulated by the traditional condition. We provide the first broad empirical analysis of the temporary shutdown decision, focusing on the Great Recession. We show that large operating losses were common and temporary shutdowns were exceedingly rare, even among very small public firms.     

Investment behavior under Knightian uncertainty – An evolutionary approach

The ‘as if ’ view of economic rationality defends the profit maximization hypothesis by pointing out that only those firms who act as if they maximize profits can survive in the long run. Recently, the problem of arriving at a logically consistent definition of rational behavior in games has shown that one must sometimes study explicitly the evolutionary processes that form the basis of this view. The purpose of this paper is to investigate the usefulness of genetic programming as a tool for generating hypotheses about rational behavior in situations where explicit maximization is not well defined. We use an investment decision problem with Knightian uncertainty as a borderline test case, and show that when the artificial agents receive the same information about the unknown probability distributions, they develop behavior rules as if they were expected utility maximizers with Bayesian learning rules.     

Profit sharing regulation and repeated bargaining with a shut-down option

We analyze the behavior of a firm where workers share profits with shareholders by using a model cast in an Aoki framework. There are two sorts of uncertainties: one relates to the market price, assumed to follow a random path in continuous time, while the other concerns internal organization, i.e. the share of profits to be distributed between workers and shareholders. In the institutional setting we adopt the firm is flexible, since it has the possibility of shutting down, by paying laid off workers a bonus, which represents a sunk cost. The distributive share is determined in the firm's internal labor market through a bargaining that takes place at two occasions: at the beginning of the firm's life and when profits reach a threshold level. The second bargaining is endogenized according to a procedure imposed upon shareholders and workers by a regulator who may use profit distribution as a way to intervene in the firm's internal labor market. Specificities make this market highly imperfect. Different share parameter patterns result, owing to a shut down option, according to whether (a) the regulator calls for renegotiation when profits are increasing or decreasing, (b) the regulator's rule is announced in advance or is discretionally set.     

Profitability under an Open versus a Closed System

This paper explores the conditions under which a monopolist selling a system consisting of a main component and differentiated secondary components can increase profits by allowing competition in the aftermarket for the secondary components. Opening the system in this fashion can increase profits by giving consumers an added incentive to incur the setup cost of purchasing the main component. This paper extends the second-sourcing literature by showing the explicit effects of various parameters of demand on the decision to open the system. The results show that an open system is likely to be more profitable than a closed one when demand for the system is more elastic, when secondary-component variety is more valued, and when the share of the main component in the total system budget of the consumer is high.     

浅析信息商品效用价值论的命运

文章简单分析了信息商品效用价值论,指出了此种价值论的局限性,提出了劳动价值论适合于信息商品的观点。从而得出了信息商品效用价值论最终会被劳动价值论代替的结论。     

Preliminary Injunctions and Damage Rules in Patent Law

This paper shows that preliminary injunctions may be sought in patent cases to obtain market power during the period of the injunction and are likely to be sought only where there is a small probability that the patent will be ultimately found valid. Both patentee and alleged infringer benefit from a preliminary injunction. This is an artifact of the asymmetry of current damage rules. Altering the rules so that an innovator who wins a preliminary injunction on a patent ultimately declared invalid pays both lost profits to the imitator and a fine equal to lost consumer surplus creates efficient incentives.     

Occupational health: offering a spectrum of services

Hospitals must continue to explore ways in which to meet the needs of the employer market. As health care costs (workers' compensation and otherwise) account for a larger portion of a company's total expense dollars, the employer will continue to have a greater voice in how those dollars are expended. Hospitals and occupational health programs that recognize this fact will not only survive, they will prosper.     

Loyalty Rewards Facilitate Tacit Collusion

Using a dynamic overlapping‐generations model, we show that loyalty rewards robustly facilitate tacit collusion. We compare the sustainability of tacit collusion when uniform prices are used, when loyal customers are rewarded without using commitment, and when loyalty rewards are implemented by committing to offering customers either lower fixed repeat‐purchase prices or fixed repeat‐purchase discounts. We find that, relative to uniform prices, rewarding loyalty without using commitment on the equilibrium path makes tacit collusion easier to sustain, because a deviating firm is unable to steal one period of industry profit before losing all future profits. When loyalty rewards are offered by firms committing to repeat‐purchase prices, collusion is even easier to sustain, because a deviating firm cannot renege on its discounted price for repeat‐purchase customers. When firms commit to repeat‐purchase discounts, they also commit to lowering the price for their repeat‐purchase customers if they undercut the regular price, rendering tacit collusion to be even more readily sustainable. Our results hold whether products are homogeneous or horizontally differentiated as in a Hotelling model.     

A vintage model of urban growth

This paper develops a vintage model of residential housing for an open city, where the utility level of residents is given by an exogenous function of time. Producers behave myopically in that they believe the future price per unit of housing services will equal the current price. Demolition occurs when the expected present value of profits from continuing to operate an existing structure equals the expected present value of profits from redevelopment. The model is analyzed under the assumption of Cobb-Douglas utility and production functions and constant rates of growth for income, commuting cost, the utility level, and the prices of non-land capital and agricultural land. Computer simulation provides a concrete example of a city which grows according to the model.     

细节决定成败——谈施工现场管理

在施工过程中,许多设计中考察欠缺,或是同实际情况有出入的问题都会一一凸现出来,甚至同以后使用维护相关的问题也会有所暴露,值得重视。因此,对于项目的现场施工管理,必须百分之百的重视、投入,项目的成败将是细节的成败,项目的施工管理只有注意细节,在每一个细节上做足功夫,建立细节优势,才能保证基业长青。     

Computerization of intraocular lens consignment

Consignments can save a tremendous amount of time and reduce ordering costs when they are managed effectively. To special order the over 5,000 lenses used by BPEI in a year would require a much greater expenditure of time and dollars. Although consignment is a widely used method for maintaining inventories of IOLs, many problems such as obsolescence, shortages, and billing discrepancies can occur if close attention is not given to them. Based on the volume and variety of lenses used in a particular organization, computerization of consignments may be of great value.     

CEO强制变更与公司业绩的相关性研究 ——基于国有上市公司数据

以2000年至2012年沪深两地A股国有上市公司为研究样本,探讨在国有上市公司存在多重目标的情况下公司业绩与CEO强制变更之间的相关性,实证结果表明:当国有上市公司处于亏损状态时,公司业绩和CEO强制变更之间显著负相关;对于经营状况良好的国有上市公司来说,公司业绩和CEO强制变更之间不存在显著的相关关系。进一步研究发现,CEO强制变更后,亏损公司的业绩会得到显著性改善,而盈利公司的业绩则没有显著变化。