分散决策下的双渠道供应链补偿策略——基于消费者渠道选择行为

为了有效解决由于对消费者的争夺从而引发的渠道之间关于定价、服务水平、利润等方面的冲突,基于消费者渠道选择行为,构建了网络直销市场与传统零售市场需求模型和双渠道供应链利润模型,运用Stackelberg模型,在制造商与零售商实施分决策时,通过制造商对零售商实施补偿激励前后的对比,分析了消费者渠道选择行为对网络直销渠道和传统零售渠道定价、制造商与零售商利润以及供应链总利润的影响,并求得最优定价及制造商的最优补偿额度和零售商的最优销售努力水平,进行了不同情况下的双渠道供应链利润的比较分析。结果表明,无论制造商是否实施补偿激励,都应随着网络消费者比例的增加而增加其网络直销价格;零售商的零售渠道价格应根据网络消费者比例的增加先降低到一定水平后再提升。当更多的消费者选择网络直销渠道时,制造商的补偿激励水平和零售商的销售努力程度均会下降。制造商应提高其补偿水平,进而激发零售商提高销售的努力水平,并使双方利润及供应链总利润最大化。研究结果为基于消费者选择行为的供应链补偿研究提供了新方法,对双渠道的供应链补偿研究有借鉴意义。     

消费者生成广告对顾客品牌选择影响的实证研究

生成广告对顾客品牌选择产生了重要的影响。基于消费者视角,调查了170位顾客,采用实证分析的方法,借鉴理性行为理论,研究了消费者生成广告对顾客品牌选择的影响。研究发现,顾客对消费者生成广告的感知效用、信任程度和主观规范都正向影响顾客对生成广告的态度,进而对顾客的品牌选择产生影响。同时也发现主观规范对顾客品牌选择意向影响不显著。根据结论提出如下启示:创造个性化的生成广告,提高感知效用;规范管理,提高信任度;合理利用生成广告,实现口碑营销。     

区域品牌认同的前因及对消费者购买意愿的影响

目前,相对于其他国家的区域品牌而言,中国区域品牌的发展缓慢,国内学者认为对区域品牌的研究非常有必要且有意义。在区域品牌领域,较少有学者以具体的研究对象分析塑造区域品牌认同的要素和区域品牌认同的作用。基于消费者视角,以自我一致性和感知质量为起点,选择天津地区的区域品牌作为研究对象,调查了共356位学生消费者,探讨研究区域品牌认同的前因变量以及其对消费者购买意愿的影响。应用结构方程模型研究发现,自我一致性和感知质量对区域品牌认同的形成都有显著的促进作用,并且区域品牌认同对消费者购买意愿具有正向的影响。根据结论提出区域品牌利益相关者如何通过提高自我一致性和感知质量构建消费者区域品牌认同的策略。     

企业家代言人的慈善行为对消费者的作用机制研究

本文从信源的角度对企业家代言人的慈善行为如何影响消费者对其代言产品的购买意向进行了实证研究。研究发现,企业家代言人的慈善行为显著影响消费者的购买意向。即:道德身份自我重要性高的消费者更倾向购买捐时间的企业家所代言的产品,因为捐时间的慈善行为让消费者感知其更有亲和力;道德身份自我重要性低的消费者更倾向购买捐钱的企业家所代言的产品,因为捐钱的慈善行为让消费者感知其有能力。本研究是对营销沟通理论的有益补充,我们探究了企业家代言人的不同类型慈善行为(捐时间和捐钱)产生作用的具体情景。该研究结论为营销实践提供了直接的指导,企业家代言人通过其慈善行为提升消费者信任度时需根据消费者的特点来选择其慈善的类型。     

浅谈服装品牌形象代言人

消费者通过代言人形象和行为所产生的情感转移是品牌代言人对品牌形象和品牌个性产生影响的作用机制。文章通过对情感转移过程的分析,探讨了服装品牌代言人在品牌形象和品牌个性上对消费者品牌感知的影响,文章认为服装品牌形象代言人的选择要注意确定品牌的目标消费者,明确品牌核心价值并选择与品牌形象相匹配的形象代言人。     

低碳大家谈

短期来看,回收再生服装在生产成本上并不占优,再加上建设回收渠道的成本,产品的循环再利用对企业并没有太多经济效益。但从长远来看,随着消费者环保意识的提高,越来越多的消费者将青睐绿色     

消费者感知的行业污名维度：一个探索实证研究

行业的污名维度是行业内的企业开展形象修复运动的重要前提。为了揭示国内消费者感知的行业污名维度,首先通过文献研究法和德尔菲法确定国内、外典型行业及消费者的污名印象;进而在大样本问卷调查的基础上,通过因子分析,探讨了消费者感知的行业污名的维度,以及消费者的行业涉入时行业污名维度感知的影响。结果显示：国内外消费者对行业污名的感知存在明显差异;国内消费者感知的行业污名维度包括：业务型行业污名和形象型行业污名。     

服装设计 何惧抄袭

为满足消费者对服装产品不断变化的需要，服装行业的设计创新层出不穷，同时也存在更多的抄袭、模仿和“山寨”，服装设计创新者通过高成本维护、降低创新成本、提高仿造成本、控制销售渠道、订单生产、建立创新声誉以获得远期合同等方式来保护创新利益。正是由于有了多种多样的利益获得渠道，服装的设计创新才得以如此活跃。     

“双碳”目标下考虑价格参照效应的双渠道绿色供应链优化决策与协调研究

绿色供应链管理是在供应链层面落实“双碳”目标的具体举措。本文构建消费者价格参照效应下由单个制造商和单个零售商组成的双渠道绿色供应链模型，在考虑消费者参照价格的基础上，研究绿色供应链在传统零售渠道和网络直销渠道上的最优渠道定价和最优产品绿色度决策，并设计二部定价契约以促进制造商和零售商实现共赢，最后，通过数值算例分析消费者价格参照效应对双渠道绿色供应链最优渠道定价和最优产品绿色度的影响。研究表明，传统零售渠道和网络直销渠道的消费者参照价格对两个渠道的最优定价和产品最优绿色度均有正向影响，而双渠道中考虑价格参照效应的产品需求价格敏感程度与最优渠道定价和产品最优绿色度存在负相关关系。通过应用二部定价契约这一协调机制可以实现双渠道绿色供应链中制造商和零售商的共赢。     

基于消费者网络接受度的双渠道供应链补偿激励研究

线上直销渠道与线下零售渠道相结合构成的双渠道供应链是众多公司选择的销售模式,但也引发了线上渠道与线下传统零售渠道之间关于在商品定价、服务投入、信息共享之间的冲突。制造商通过对零售商提供一定的补偿能够有效协调双渠道供应链中存在于上述渠道中的冲突问题。针对这一问题,以消费者的网络接受程度变化为切入点,通过对双渠道供应链中制造商对零售商补偿激励与否的比较分析,得出结论:制造商实施补偿激励的方式能够有效协调渠道之间的冲突,激励零售商增加其销售努力程度,这种情况下存在着定价的最优解;同时,消费者的网络接受程度影响着最优定价策略、补偿激励水平、销售努力程度及供应链利润水平。此项研究为公司平衡线上直销与线下零售的双渠道销售模式提供了借鉴建议。     

Channel members' relationships with the brands they sell and the organizations that own them

Relations between channel member organizations are not the only relationships of importance in channels research. Significant relationships also exist between channel members and the brands that they represent and sell. Just as in consumer brand relationships, we find that downstream agents co-create the meaning of the brand with which they form relationships. However, unlike consumer brand relationship models that often conflate brand and company, treating them as one; we find that brand relationships in a B2B setting are independent and distinct from the relationships formed between downstream agents and the owners and/or managers of the brand. These particular brand relationships are complicated by the high switching costs associated with long term investments. The findings from a four-year multi-method research project, including ethnographic and survey data, point to the salience of these brand relationships and their importance to channel management. We find that perceived stability of the corporate channel partner, as well as perceptions of overlap between the corporate identity and that of the brand, are key antecedents of the downstream channel members' relationship with the corporation.     

Risk and Return to Housing, Tenure Choice and the Value of Housing in an Asset Pricing Context

Homeowners do not diversify their risky home equity because of fixed costs of issuing securities and information costs. An asset pricing model is developed for homeowners with the undiversifiable home equity asset. Homeowner value and house value to diversified landlords are compared, and a tenure choice equation is developed. We demonstrate the existence of a rational expectations equilibrium under appropriate conditions.     

Transaction costs and capability factors in dual or indirect distribution channel selection: An empirical analysis of Japanese manufacturers

This study focuses on manufacturers' selection of dual or indirect channels. Although several previous studies based on transaction cost theory investigate transaction cost factors in choosing dual or indirect channels mainly in the United States, this study examines transaction costs and capability factors for such a choice in Japan. The relationships are tested with survey data from Japanese industrial goods manufacturers (n = 429). Compared to previous studies, this study presents three important findings. First, unlike previous studies, two transaction cost factors—asset specificity and behavioral uncertainty—do not exhibit the relationships predicted by transaction cost theory. Interestingly, asset specificity is negatively related to the use of dual channels. Second, two capability factors not assessed in prior studies—market orientation capabilities and differences in channel members' capabilities—exhibit significant positive relationships with the selection of dual channels. Third, capability factors are found to be more important than transaction cost factors in explaining dual or indirect channels in Japan. This study also discusses the influence of the Japanese channel context on the results.     

The effect of national culture on the choice between licensing and direct foreign investment

This paper argues that national differences in levels of trust impact perceptions of transactions costs and thereby influence the desirability of internalization and the choice of foreign market entry mode. The paper tests this framework on industry level data from the United States Commerce Department's Benchmark Survey of operations of U.S. -based manufacturing multinational corporations in 1977 and 1982, and shows that cultural differences in trust do influence perceptions of transaction costs and the preference for direct foreign investment across countries.     

The character of demand in mature organic food markets: Great Britain and Denmark compared

We investigate the organic food market in two selected European countries, Great Britain and Denmark, identifying main differences and similarities. We focus particularly on consumer perceptions and priorities, labelling schemes, and sales channels as a basis for assessing market stability and prospects for future growth. We employ a unique set of household panel data that includes information on stated values and concerns as well as registered purchasing behaviour. Most organic food on both markets is produced and processed by large-scale industrialised units and distributed through mainstream sales channels, consumer confidence being sustained at present by organic labelling schemes that appear to function well. However, a parallel market, based on the supply of goods through various direct sales channels to heavy users, prevails. We find that organic food purchase decisions are primarily motivated by ‘private good’ attributes such as freshness, taste and health benefits, attributes that may be perceived as being compatible with modern production and sales structure. Mature markets for organic foods nevertheless appear to be vulnerable to consumer dissatisfaction, particularly among heavy users of organic food products.     

Successful service retail channel expansions: The roles of technical and brand integration

Service retail channel (SRC) expansion is common in B2B markets, but expansions into high-tech channels involve substantial market failure risks. Successful expansions create questions about the best way to integrate new and existing channels. Should the firm use its existing brand to market the new channel, or should it develop a new brand? Should the technology for the new channel be developed in-house or outsourced? The level of integration of both marketing and technical assets determines the perceived consumer benefits and market acceptance of high-tech SRCs. Using the concepts of risk, resources, and control, this study proposes a theoretical framework, tested with data about Internet banking in the United States. The results show that integration decisions have important, counterintuitive consequences. Specifically technical integration leads to higher perceived consumer benefits and thus greater market acceptance, whereas brand integration lowers the market acceptance of a new SRC.     

Incorporating Network Externalities into the Technology Acceptance Model*

Research on network externalities has identified a number of product categories in which the market performance of an innovation (e.g., unit sales and revenues) is an increasing function of that innovation's installed base and the availability of complementary products. Innovation scholars have attributed these findings to the positive impact of network externality variables on consumer perceptions of innovation attributes. This paper provides the first empirical examination of these perceptual linkages by extending the Technology Acceptance Model to include consumer perceptions of network externality variables. The authors hypothesize that, when direct and indirect network externalities exist, consumer purchase intentions and consumer perceptions of an innovation's usefulness and ease of use will positively reflect perceptions of installed base size and the availability of complementary products. To test this reasoning, the authors developed new measures of consumer perceptions of network externality variables. These measures were incorporated into a survey that explored the attitudes in Japan of potential adopters toward digital music (DM) players at an early stage in the product life cycle. Findings reveal a direct positive relationship between ease of use and the perceived availability of digital music. The authors also find positive and significant relationships between both purchase intention and perceived usefulness and (1) the perceived size of the DM player installed base and (2) the perceived availability of digital music. An application of the Baron‐Kenny test for mediating variables reveals that (1) ease of use partially mediates the relationship between the perceived availability of digital music and perceived usefulness and (2) perceived usefulness partially mediates the relationship between the perceived availability of digital music and purchase intention. The research has important implications for future research on new product adoption and for the management of innovations that involve network externalities. The conceptual model provides a framework for testing alternative explanations of observed variations in the impact of network externalities within and across product categories. The empirical analysis provides guidance for managers who wish to manage the impact of network externalities on adoption. In addition to stimulating the size of the installed base and the variety of complementary products, executives must also manage consumer awareness of network externality variables and consumer understanding of the relationship between those variables and innovation attributes. Finally, traditional adoption models link consumer adoption decisions to perceptions of innovation attributes. The findings provided here imply that predictive accuracy of these models can be improved by including consumer perceptions of network externality variables.     

Is the Information Deficiency in Real Estate Evident in Public Market Trading?

This paper examines the summary informativeness of trading in real estate securities. Prior literature on publicly traded real estate securities suggests that the information deficiency associated with local economies and unique rent dynamics will manifest itself as severe information asymmetry. To date, most studies concerned with these issues have focused on the conventional measures of liquidity (serial correlations, bid—ask spreads, etc.). However, the conventional measures have several shortcomings as pure measures of trading information. To address this issue, we use a vector autoregressive methodology pioneered by Hasbrouck. We examine the empirical proposition that information-gathering activities are related to trade informativeness. The evidence is consistent with a theoretical model in which traders are risk-averse and the number of information gatherers is small.     

品牌与善因的匹配对善因营销的影响研究

通过文献回顾分析了企业与善因的匹配对善因营销效果的影响,结果发现,这种匹配对善因营销效果的影响不仅与消费者感知的匹配程度有关,同时还取决于消费者感知到的匹配类型（形象匹配与功能性匹配）,以及许多调节变量（产品类型、购买情境、消费者对企业和善因的涉入及熟悉程度等）的影响。进而总结了目前研究的空白和不足,为未来的研究提出了建议。