The relative importance of industrial promotion tools

This article describes a survey of the perceptions of organizational buyers regarding the extent to which their purchasing decisions are influenced by various promotional tools. The results of this survey provide some practical implications for industrial marketers regarding the relative effectiveness of various promotional tools and the relative emphasis that they should place on each of them.     

Sales force evaluation with expectancy theory

The salespeople and their sales managers of two national firms were surveyed to examine the relationships between the salespeople's effort, performance, satisfaction, and propensity to leave their job. The 399 salespeople participating in the study were evaluated by their sales managers. Research results provide insights into the problems associated with correctly measuring performance and testing expectancy theory when salespeople are not evaluated on objective performance measures.     

Vendor segmentation: An additional level of market segmentation

This article describes a new conceptual approach, called “vendor segmentation,” which will be useful to industrial marketers in making their vendor evaluation and selection procedures more customer oriented, and hence more profitable, than conventional procedures. A practical approach for doing vendor segmentation analysis is outlined as a stepwise procedure, and the potential benefits and limitations of using this approach are discussed.     

Disclosing sales force pay increase

The motivation of sales people is partly achieved by matching pay or compensation to performance. This study addresses itself to the effects of publicizing or keeping the pay raises confidential.     

Salesmen and saleswomen job satisfaction

Men and women salespeople of two National companies were found to differ in the way they view their jobs. This is contrary to other research. Implications for the practicing sales manager are presented.     

Marketing executives' perceptions of equitable salary increases

Employees' perceptions of fair and equitable salary increases is the subject of this article. Factors hypothesized to be the major determinants of the “perceived amount of pay that should be received” in Lawler's model of pay satisfaction are employed as predictor variables in a multiple regression equation context to explain the observed variation in executives' perceptions of fair and equitable salary increases. A national sample of industrial marketing executives were surveyed. A significant relationship was observed between employees perceptions of fair and equitable salary increases and a number of perceived personal job input and job demands related variables, current salary and wage history, and perceived non-monetary outcomes which are theorized in Lawler's model to be among the major determinants of the perceived amount of pay that should be received.     

A new method for routing salespersons

A new heuristic solution methodology for solving large-scale “traveling salesman” problems is presented. Significant features of the new procedure includes a rapid identification of node location and positive stopping.     

Sales management control and job performance

A national firm's salespeoples' perceptions of their management control system were related to their performance and satisfaction. Salespeople who perceived job goal clarity, control over their work, and job rewards as being based upon performance were found to be relatively higher performers and better satisfied with their job.     

Value analysis of a sales force

Has the work ethic of hard work and perseverance declined in younger salespeople? A difference in work values between younger and older salespeople could indicate the presence of a generation gap in this study of a national industrial firm.     

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.     

The industrial proposal as a promotional tool

The industrial marketer's promotional tool, the formal proposal, has been little more than an informative but relatively dull statement of supplier qualifications and technical specifications. This article outlines the phases of conventional bidding or proposal preparation, employs exploratory research findings to help identify current weaknesses, and introduces the emerging storyboarding process as a stimulus to the increased vitality of the industrial promotional atmosphere.     

保定市大学生医疗保险制度运行探析

为帮助大学生顺利完成学业,保障大学生享有基本医疗卫生服务权益,国务院于2008年年底决定将大学生纳入城镇居民基本医疗保险试点范围。制度运行两年多来取得了可喜的成绩,也暴露出许多问题。通过对保定市六所高校在校生进行问卷调查,发现问题集中表现为:大学生对制度了解较少,参保率低,学校医疗机构服务质量差、效率低,制度保障范围狭窄,转移接续难等。本文将根据分析结果,阐述问题根结所在,并试提出解决方案。目的是使大学生医疗保险制度真正能提高大学生的医疗福利水平,减轻大学生的医疗费用的负担。     

A Time Series Analysis of Private College Closures and Mergers

This study examines and explains private four-yearcollege closures and mergers in the United Statesusing time series data at the national level for theperiod 1960 to 1994. The data imply that, exceptduring the 1970s, private colleges were much lesslikely to close than businesses in general.Furthermore, the data indicate that private collegemergers occur more often than casual empiricismsuggests. Multiple regression analysis of the exit andmerger decision reveals that private college closuresand mergers are more likely when the real tuition ratedeclines and real faculty salaries rise at privatecolleges. Both the closure and merger rates are foundto be highly responsive with respect to changes inprivate tuition and faculty salaries. The empiricalresults further indicate that religiously-affiliatedcolleges are less likely to close and merge thansecular institutions and that a larger student poolleads to less closing and merging of private four-yearcolleges.     

Segmenting buyers in different types of organizations

Organizational type is presented as a potentially important company specific characteristic that affects the organizational buying process. Factor analysis and multiple discriminant analysis are utilized to demonstrate that differences in the importance associated with purchasing related factors exist among purchasing managers from commercial, non-for-profit, and government organizations. Finally, the managerial usefulness of organizational type as a macrosegmentation variable is discussed.     

An experimental approach to segmenting buyers of marketing research

Successful industrial market segmentation may often depend on the marketer's ability to identify key characteristics influencing purchase preferences. Environmental, organizational, and personal factors are all potential determinants of buyer response patterns. Recent attention to microsegmentation processes has focused interest on personal level factors and how these are modified by organizational and situational variables. Utilizing a simulated buying experiment, this study explores a simplified approach to microsegmentation that emphasizes information readily available to industrial vendor representatives.     

Communication between R&D and its customers — a study of BT Laboratories

Aspects of communications between people working in R&D laboratories and their customers in the operating divisions of a company have been analysed, based on a series of in-depth interviews with people working in British Telecommunications plc (BT) Laboratories. Formal and informal communication channels interact to some extent, and their use is affected substantially by the type of customer for a particular project. Senior managers use informal networks to a greater extent than managers at lower levels, and are more likely to communicate about process rather than project matters.     

Export attitudes of industrial manufacturers

Small and medium-sized firms in three “high-tech” manufacturing industries were analyzed, in terms of their export attitudes and behavior, in order to provide beginning exporters and export promotion agencies with guidance to avenues of export success. Based on industry differences investigated, the study finds that managers in firms involved in exporting in each industry have similar attitudes toward international marketing opportunities, but that each industry exhibits different characteristics and strategies for exporting. Help is mainly needed in the areas of international communications and service delivery. The authors propose fewer government subsidies for export financing and more emphasis on encouraging joint ventures for service delivery purposes.     

产业集聚、能源消耗与环境污染

本文从产业集聚引发的外部性出发,通过 EG 系数精确计算了中国 2000~2016 年中国 20 个制造类产业的集聚度,并构建联立方程组综合考察了产业集聚与环境污染间的关系,实证结果表明：（1）产业集聚与环境污染之间存在正U型关系,且当前绝大多数行业处于产业集聚系数转折点的左半段;（2）人均收入与环境污染间亦呈现环境库兹涅茨U型曲线,并且生活水平的提高能使人们有更强的意愿和投资来改善环境;（3）能源结构和能源强度对环境污染均有显著正影响,环境污染程度高的行业也是产业集聚度高的行业。因此应降低地方保护主义,促进企业专业化生产和鼓励各地区分工协作,改善能源消费结构和提高能源利用效率,从而优化产业结构以实现经济的可持续发展。     

Guidelines for marketing a new industrial product

This article presents an illustration of what evaluations and obstacles a new product can face in an industrial market. Guidelines are also suggested which will hopefully better prepare industrial marketers for more success in marketing new products.     

同事监督对团队绩效的影响——团队信任和努力的双中介模型

根据情境强度理论,本研究探讨了中国情境下同事监督对团队绩效的直接影响,并分析了团队信任和努力的双重中介作用。采用来自我国东部的10家企业的69个工作团队共571份调查数据,其中包括主管和团队成员两个不同来源,应用中介检验方法,结果表明：同事监督会促进团队绩效;同事监督积极影响团队信任和努力;团队信任和努力同时在同事监督对团队绩效的影响中起到部分中介作用。本研究的发现有利于拓展同事监督在中国组织情境中的作用效果研究。