Salary increases for the marketing executive

This article discusses how marketing executives view their pay raise. A study of 491 marketing executives examined their views on what is a meaningful salary increase and the reasons why their companies give pay raises.     

油气田开发项目平均投资利润率和利税率的确定

行业平均投资利润率和行业平均投资利税率是投资者进行投资机会选择的主要参考依据之一，是投资者对其投资项目收益的最低期望要求。从投资者角度来讲，恰当地确定平均投资利润率和行业平均投资利税率是一个相当重要而又比较棘手的问题。文章主要讨论了如何确定油气田勘探开发项目经济评价中平均投资利润率和行业平均投资利税率的一种简单方法。     

战略性新兴产业集群创新网络形成机制研究——基于灰靶双边匹配的决策方法

战略性新兴产业的发展对国民经济和社会发展具有重要的战略意义,目前中国战略性新兴产业仍面临着“高端产业,低端技术”的发展困境,如何突破产业关键技术促进产业健康、可持续发展已成为亟待解决的问题。战略性新兴产业集群创新网络的形成是突破产业关键技术、共性技术及前瞻性技术的核心环节,中国正在兴起的产业技术研究院、航空高技术产业园等跨组织知识集成平台为培育和发展战略性新兴产业集群创新网络提供了重要的支撑平台。本文依托跨组织知识集成平台探究了战略性新兴产业集群创新网络的形成机制,构建了创新主体间的灰靶双边匹配模型,并采用平衡计分法建立了以创新能力为重要衡量标准的综合评价指标体系,最后通过案例进行了分析,证明了其有效性和实用性,可为促进战略性新兴产业集群创新网络的形成提供理论指导。     

Risk in product development stages

Risk perceptions have an important bearing on the product-development process. The product-development literature reports risk-level and cost increases as a project advances in the R&D pipeline, but no quantification of these concepts is available. Data are provided on how people involved in the product-development process view the relationship between cost and risk escalation. The results are discussed in terms of how companies manage risk and uncertainty in product development.     

Soliciting and evaluating bids for a complex big ticket item

This article reports on a procurement situation where a competitive bidding strategy is usually used. The situation is analyzed and described from the point of view of the procurement organization and not as it is usually done in the literature from the point of view of the bidders. After a brief section on the background, the article concentrates on the design of the procurement process and the actual procurement, concluding with an evaluation of the decision-making process.     

International management of R&D: The Swedish Experience

This paper summarizes the results of in-depth case studies of international R&D management in four Swedish multinational corporations. The results suggest that foreign volumes and shares of R&D expenditures are rapidly increasing. Through a rapidly increasing number of foreign acquisitions, foreign R&D laboratories have been added. As part of international rationalization of production, foreign units have been given global product mandates with responsibility both for manufacturing and R&D. In maturing foreign subsidiaries, routine technical activities have often evolved into proper R&D. Tight labour market conditions for engineers in Sweden have made it increasingly necessary to exploit existing technical capacity, regardless of location.
Concurrently, companies face new pressures for international coordination and control of R&D. Coordination is required to reduce product differentiation, to facilitate technology transfer and to ensure the technical and market compatibility of products and components developed at different locations but sold as part of total systems. Drawing on the experience in the four investigated companies, the paper discusses how systems and procedures can be developed to meet the need for coordinated international R&D management.     

Small business purchasing of capital equipment

This article concerns the results of a study employing consumer brand-choice methodology to explain the evaluation and buying decisions for light excavators by individual entrepreneurs. First, the purchasing of industrial products by small businesses is briefly discussed conceptually. Second, the buying decisions of Finnish contractors for light excavators were investigated with a multiattribute choice model. The results indicate that buying decisions are based on product attributes that differ from one excavator model to another. The usefulness of the selection model is evaluated, and a framework model describing factors affecting an individual entrepreneur's excavator buying process is suggested together with certain implications for marketers.     

政产学合作绿色技术创新的演化博弈分析

本文将大学视为政府投入对企业绿色技术创新影响的中介方,构建企业绿色技术创新与政府投入的演化博弈模型,进行5种情形下的ESS演化趋势的数值仿真模拟。研究结果表明,政府委托大学的研发投入达到某个临界值方可促使企业进行绿色技术创新,然而三者难以自发实现均衡状态,需一定的约束条件方可实现良性互动。     

Evaluating market segmentation approaches

This article is concerned with managing and monitoring industrial market segmentation. The economics of market segmentation are overviewed, and an attempt is made to relate the segmentation tool to costs incurred. It is recommended that managers employ more economical methods of segmentation before using more costly parts of the marketing mix. A monitoring scheme is presented with two components that helps managers assess how well their segmentation strategy converts customers to the firm, meets market needs, and represents an efficient allocation of resources.     

人民币升值影响我国企业竞争力实证研究

2005年7月汇率改革以来,人民币持续升值,对我国外向型企业的进出口有较大影响。尤其是对作为国民经济支柱产业的汽车行业影响深远,而汽车零部件的进出口额远远多于汽车整车,因此本文选择41家汽车零部件上市公司作为研究对象,通过对相关的面板数据进行检验和回归分析,从而研究人民币升值对于企业竞争力的影响。研究结论表明,人民币升值对企业盈利能力以及营运能力有显著正影响,而对企业成长能力没有显著影响。     

俄罗斯能源外交战略与中俄油气合作

近年来，俄罗斯作为唯一油气净出口的世界性大国，不断推进能源外交战略；中国作为与之比邻而居的世界第二大石油消费国，却正在实施石油供应安全的国际化战略。然而。目前理论上显示的中俄能源合作的广阔前景，面对的却是双方能源贸易量微不足道的现实。对于中国石油安全来说，如何应对俄罗斯能源外交战略及其影响，实现中俄油气领域大规模合作，确保国家能源安全和经济安全。是一个迫切需要深入思考和研究的战略问题。     

Forecasting Market Size and Market Growth Rates for New Products

How many times is a forecast of a technological development correct? According to many experienced managers, it almost never is. Then what good is a forecast? A forecast helps make important innovation decisions, according to Brian C. Twiss. He argues that precision in forecasting a technological development is seldom needed for purposes of long-term planning and that any innovation so marginal that small errors in forecasting will make a big difference should not be considered anyway. Twiss suggests that technology forecasting can be of real value once it is accepted that it is essentially concerned with modeling human behavior. This is the unexpected viewpoint that Twiss presents in this article. He explains how to develop and how to use a technology forecast in long-range planning.     

Selecting Winning New Product Projects: Using the NewProd System

Separating probable winners from probable losers is the goal of the new product screening task, and Professor Robert G. Cooper has developed a model that does this with remarkable success. In this article, he reviews various approaches to new product screening and then presents the basics of the NewProd model. NewProd now has a history of use in industry that seems to be fulfilling its original research promise. Professor Cooper shows how managers can build their own screening models and outlines how such models can contribute in an important way to better new product selection decisions. Over the years, Professor Cooper has conducted a series of major research projects that have aimed at improvements in the new product process. Their hallmark has been managerial relevance and a sound theoretical foundation. This article, the third that Professor Cooper has published in JPIM , is in the same tradition.     

Coopetition-based business models: The case of Amazon.com

Coopetition (collaboration between competing firms) is a phenomenon that has recently captured a great deal of attention due to its increasing relevance to business practice. However, current research on coopetition is still short on explaining how the potential advantages of coopetition can be realized over time as part of an individual firm's business model. In order to gain insights into this, we conduct a longitudinal, in-depth case study on the coopetition-based business models of Amazon.com. We find evidence of three distinct coopetition-based business models: (1) Amazon Marketplace, (2) Amazon Services and Web Services, and (3) the collaboration between Apple and Amazon on digital text platforms. We conclude by forwarding several propositions on how value can be created and captured by involving competitors in a firm's business model. As a whole, the results contribute to the current understanding of how firms – as well as their stakeholders – can better benefit from coopetition.     

Developing better industrial advertising

This paper reports on various factors that should be applied by industrial advertisers in order to improve their advertising effort. Topics on setting objectives, developing copy, designing the layout, and selecting media are covered in an applications-oriented way. The result is a concise approach of how industrial advertising can be more effective.     

Compensation plans that link management and salesman's objectives

In many companies, sales management pursues several objectives through the sales force compensation scheme, some of them qualitative and long-run. On the other hand, salesmen within the same sales force are likely to display heterogeneous preference patterns for compensation formulae. In this frequent occurrence, a jointly optimal compensation plan is not likely to be found (or even to exist), and a sales manager can only hope to find one of the best possible compromises between management's and salesmen's objectives. This paper proposes a seven-step procedure for finding such a compromise. An actual application is reported, and operational procedures are discussed.     

研发与市场结构:基于成本视角的分析

本文从成本入手，探讨了研发与市场结构的关系。通过对平均成本、固定成本及知识特性的综合分析，认为由于技术复杂度的不断提高及研发带来的规模经济，在多数产业研发会导致市场集中度逐渐提高。通过对研发沉没成本的分析表明，在专利保护与许可证制度下，当研发导致的沉没成本比较小时，厂商数量较多的竞争性市场的福利好于寡占或垄断市场，因为其研发速度更快；反之，寡占或垄断市场的福利更好，因为研发的沉没成本得到了节约。在理论分析的基础上，本文就如何通过优化市场结构，提升我国企业研发能力，应对经济全球化的挑战，提出了三点对策。     

Social influence effects and managerial compensation evidence from Germany

I extend existing theories of social influence effects on executive compensation while at the same time showing the context dependence of these effects. Using original data on German firms and a longitudinal design, results of this study suggest that the operating of social influence mechanisms depends on demographic and social similarity between CEOs and board chairs. The findings reconcile previous mixed findings on the role of CEO human capital factors such as education and tenure and furthermore show that board vigilance is conditional on board compensation and the presence of major shareholders with an incentive to monitor board behavior. Finally, the study contributes to compensation and corporate governance research by providing evidence on how social influence effects operate outside the United States. Copyright © 2006 John Wiley & Sons, Ltd.     

Criteria for screening new industrial products

Screening new industrial product ideas—the initial GO/NO GO decision in the new product process—is a critical decision. This article reports the results of an extensive investigation into what criteria managers use in their screening decisions, and how these criteria are weighted and combined.     

Marketing versus public relations in selling nuclear power

All too often, the terminology and practices of public relations are used when marketing is what is really needed. This misapplication appears most often when a concept, an idea, or an intangible product is involved. Webster defines public relations as: relations with the general public through publicity; those functions of a corporation, organization, branch of military service, etc., concerned with informing the public of its activities, policies, etc., and attempting to create favorable public opinion.This definition implies a general, ongoing effort to supply information supporting the image of an organization. There is, however, a considerable difference between this kind of activity and the specific, overt process of marketing. This difference has been particularly apparent in attempts of public utilities to “sell” nuclear power plants. Utilities, of course, are monopoly suppliers and, as such, must seek a favorable image in the community. Thus, when public opposition to nuclear power plants mounted, many utilities responded with stepped-up public relations programs; the method they knew best. This article examines the experience of several utilities in locating nuclear plants and suggests how marketing techniques might be used in selling this intangible product.