Substructural dimensions of interorganizational relations in marketing channels

Indicants of the four primary dimensions of interorganizational relations (i.e. degree of formalization, degree of intensity, degree of reciprocity, and degree of standardization) were classified as either substructural or superstructural elements of interorganizational networks. Marketing channels of distribution were described as interorganizational systems of sellers and resellers. Types of marketing channels were categorized according to their degree of formalization. Relationships between this element of interorganizational network substructure and the other three dimensions of substructure were hypothesized. In general, as the degree of formalization among marketing channel members increases, the degree of intensity, the degree of reciprocity, and the degree of standardization are also expected to increase.     

行为经济学述评

对行为经济学的产生、发展、现状、主要理论基础、基本观点和方法进行阐述,并加以评析。认为,行为经济学的研究重点是对人的非理性行为的研究,它将心理学与经济科学结合起来,打破了主流经济学的界限及视域,对主流经济学的基本理论前提既提出了挑战,也进行了拓展。     

行为决策理论研究综述

通过查阅国内外研究行为决策理论的文献,比较行为决策理论与传统理性决策理论的不同之处,梳理了行为决策理论的发展脉络,然后重点综述了国内外运用行为决策理论研究投资组合的成果,同时也考虑了政府行为、消费行为等;在此基础上总结本主题内容和方法的研究动态,尤其是结合中国实际,展望了此主题应开展的实用性研究.本文可为后续研究提供参考依据.     

Relationship marketing and distribution channels

The interest of practitioners and academics in channel relationship management has shifted from corporate channel structures and relationships in conventional channels governed by use of power to relationships between independent firms involving contractual and normative control mechanisms. In this article, we identify several factors leading to this change of interest, propose a scheme for classifying channel relationship research based on control mechanisms, and suggest areas for future research involving the use of contractual and normative control mechanisms in conventional channel relationships. He is the former editor of theJournal of Marketing Research, an academic trustee of the Marketing Science Institute, and a member of the Direct Selling Education Foundation Board of Directors. His research on channel and sales management issues and personal selling effectiveness has been published in theJournal of Marketing Research, Journal of Marketing, Journal of Consumer Research, Marketing Science, andAdministrative Science Quarterly. He is the co-author of three textbooks,Retailing Management, Essentials of Retailing, andPersonal Selling: Building Partnerships. She received her Ph.D. from the University of Florida. Her research interests are in the area of channel relationship management, particularly decision-making processes, coordination, and relationship dynamics.     

国外行为财务理论述评

行为财务学以心理学为依据,以人的实际决策心理为出发点讨论投资者的投资决策对市场价格的影响。行为财务理论从人的角度解释市场行为,充分考虑市场参与者心理因素的作用,为人们理解财务市场提供了一个新视角。     

Organizing and managing channels of distribution

During the past three decades, tremendous strides have been made in our understanding of how firms should organize and manage their channels of distribution. Still, we have barely touched the surface of all the managerial issues that need to be addressed. A variety of research needs still exist regarding constructs and issues examined in prior channels research. Furthermore, many issues of managerial importance relating to the organization and management of channels of distribution have received no attention in empirical research. The purpose of this article is to provide a perspective on how channels research should proceed in the future to promote the most progress. It is hoped that the article will help to shape the future direction of marketing thought with regard to channels of distribution and its fundamental domain. Gary L. Frazier, Ph.D., holds an endowed chair appointment as the Richard and Jarda Hurd Professor of Distribution Management in the Marshall School of Business Administration at the University of Southern California (USC), Los Angeles. His research interests have focused on the structuring and management of channels of distribution around the world. He is especially interested in how channel relationships can be efficiently and effectively coordinated to create value for the channel’s customers. He has conducted research studies on channels of distribution in Europe and India, as well as in the United States. He has edited 10 books and proceedings, and has published more than 40 research article, including 15 in theJournal of Marketing and theJournal of Marketing Research. He heads the Program in Distribution Management at USC, supported by distributors with more than $10 billion in annual sales. He has won several awards for his teaching. He also has had the opportunity to consult and teach for a number of major corporations.     

行为金融述评:渊源、定位与在中国的研究

由于标准金融学的理性人假设和有效市场假说的缺陷,行为金融以心理学和行为学为基础,提出有限理性和非有效市场,来解释金融市场的异象,这是对标准金融学的强有力挑战。标准金融学和行为金融学之间的差异是研究目标不同。标准金融学描述经济个体的最优决策行为,而行为金融描述的是真实决策行为。文章综合了国内外的研究文献,对行为金融的渊源和定位作出综述,并提出目前行为金融的研究框架内容和在中国的研究展望。     

Exchange relationships and interfirm power in channels of distribution

Conclusion The article by Weitz and Jap in this volume makes a significant contribution to the marketing literature, as it enhances our understanding of relationship marketing in channels of distribution. Our commentary was designed to elaborate on important issues raised by Weitz and Jap. We hope it generates interest in channel relationships that are in trouble, leads channel researchers to consider alternative channel contexts when formulating and testing theory, and motivates a more open and positive view of interfirm power and its use. His research, teaching, and consulting efforts focus on the structuring and management of channels of distribution. He is a frequent contributor to leading research journals and has won several awards for his teaching. He has consulted for such companies as AT&T, Carnation, General Electric, General Motors, Hewlett-Packard, Honeywell, IBM, Intel, Merck, 3M, Northrop, TRW, and Weyerhaeuser. Before joining USC in 1984, he served on the faculty at the University of Illinois. His research and teaching interests focus on the structure and coordination of channels of distribution and on services marketing. Prior to his admittance in the doctoral program, Kersi worked in India for Software Research Corporation as a software developer and at Citibank. His dissertation proposal has just been awarded a grant by the University of Pittsburgh’s Center for Research on Contracts and the Structure of Enterprise.     

行为金融理论回顾及其前沿研究

自20世纪80年代以来,行为金融理论一直是资本市场前沿研究的热点之一。近年来,介绍该领域研究成果的国内文献层出不穷。但由于行为金融学的自身还未构建起令人信服的理论体系,所以要对其作一个完整、系统的理论回顾存在相当的困难。因此,本文拟从行为金融学的两大理论基石(投资者心态分析理论和有限套利理论)入手,重点介绍心理账户模型、噪声交易模型和专业套利模型,期望能将行为金融理论的基本框架及其最新成果呈现出来,并揭示出其对现代金融市场中投资者行为研究的意义和价值。     

行为金融理论对有效市场假说的反思

有效市场假说是传统金融理论的基石，它有三个逐渐放松的基本假定：一是投资者是理性的：二是如果投资者并非完全理性，证券市场仍然是有效的；三是即使一些非理性投资者具有相同的行为方式，证券市场依然是有效的。20世纪90年代在西方国家兴起的行为金融理论，从心理学角度对投资者行为做了深入研究，并对有效市场假说进行了全面反思，认为投资者行为并非是理性的，证券市场也并非是有效的。     

Ethnodomination in the channels of distribution of third world nations

Ethnodomination refers to the predominance of a particular ethnic group in a channel of distribution. While ethnodomination has been virtually ignored in the marketing literature, it is a fact of life in many third world marketing systems. Overseas Chinese dominate the trade of rice and pineapples in the Philippines, Hindu Sikhs dominate the trade of cloth in Afghanistan, the Otavalo Indians dominate the trade of handwoven textiles in Ecuador, and so on. International marketers need to be aware of ethnodomination for several reasons. First, ethnic marketers can offer costeffective communication and distribution skills for use in cooperative marketing programs. In return, international marketers can ofter them access to marketing management information systems and alternative sources of finance. Also, ethnic marketers are often subject to political and legal harassment which may make them more risky partners. Finally, they may have cultural practices that are quite different from the cultural practices of the rest of their host country.     

Bilateral monopoly, identical distributors, and game-theoretic analyses of distribution channels

Game-theoretic analyses of distribution channels have generated six widely held beliefs (we call them Channel Hypotheses) whose universal soundness has not been examined. To assess the validity of these Hypotheses, we develop a general, linear-demand model in which distributors face heterogeneity in demand, heterogeneity in costs, and any degree of intensity of inter-distributor competition. For ease of comparison, we nest the bilateral-monopoly model and the identical-distributors model within our general model. Our analysis reveals that the Channel Hypotheses do not generalize beyond the specific game-theoretic models from which they were derived. This lack of generality is critical, because these beliefs have led to intuitively appealing (but inadvertently misleading) strategic advice for managers and modeling advice for game theorists. From our general, linear-demand model, we derive six Channel Propositions that correct these accumulated errors of conceptualization and that generate a richer, more broadly applicable set of managerial and modeling implications. We also present a Channel-Modeling Proposition that we believe will help modelers avoid the errors of conceptualization described in this paper. Electronic supplementary material  Supplementary material is available for this article at doi: and is accessible to authorized user.

论股利政策理论行为学研究视角的演进路径

标准金融学视角下的＂股利之谜＂在学界一直存在不同的实证结论,依旧悬而未决,然而行为金融学对认知和偏好的关注为股利政策的理论研究开辟了新视角,在市场不完善的情况下迎合理论、预期理论、后悔厌恶、心理账户、自我控制等对股利政策进行了一定的解释,但仍需不断系统化并用于解释中国上市公司的股利行为。     

Strategic integration in industrial distribution channels: Managing the interfirm relationship as a strategic asset

This study investigates the strategic role of interfirm relationships through the concept of strategic integration. Following the conceptual development of strategic integration, the author reports a study of its antecedents and performance outcomes. Uncertainty was expected to have contextual effects in the development and outcomes of strategic integration in industrial distribution channels. A survey of industrial equipment distributors revealed that dependence, flexibility, continuity expectations, and relationship age encouraged the distributor's strategic integration of its supplier relationship. In addition, strategic integration enhanced distributor financial performance. However, uncertainty did not play a role in the distributors' strategic integration of their supplier relationships nor its effect on performance. Jean L. Johnson is an associate professor in the Department of Marketing, Washington State University     

Two sides to attitudinal commitment: The effect of calculative and loyalty commitment on enforcement mechanisms in distribution channels

Previous conceptualizations of attitudinal commitment are extended by considering two very different components of a manufacturer's attachment to an independent channel intermediary. Relying on commitment theory, a model is developed that describes how attitudinal commitment may reside in either the instrumental or the social strain of a manufacturer's relationship with its distributor. For each strain, the developmental role played by key facets of the channel setting—relative dependence, pledges, and trust—are shown. Furthermore, the nature of the attachment bond is posited to motivate very different governance mechanisms as the distribution agreement is enforced by either social or contractual means. Empirical support for the model demonstrates that an expanded view of attitudinal commitment is important in understanding the complex nature of attachment in channel relationships. David I. Gilliland is an assistant professor of marketing at Colorado State University. He received his Ph.D. in marketing from Georgia State University. He has published articles on governance and control of domestic and international channel relationships in the Journal of Marketing, Industrial Marketing Management, and other journals. Daniel C. Bello is the Round Table Research Professor of Marketing at Georgia State University. His research interests include distribution strategy in domestic and international channel systems. He has published widely in professional journals and currently serves on the editorial boards of the Journal of Marketing, the Journal of International Marketing, the Journal of Business Research, and the Journal of Marketing Management (United Kingdom).     

行为金融学的理论基础及其贡献

行为金融学产生于20世纪80年代。它的诞生,带来了对传统金融理论的重要变革:首先,心理学的有关研究成果被引入到行为金融学的研究领域,成为行为金融学的重要研究内容之一;其次,证券市场上长期存在的不能为传统金融理论所解释的“未解之谜”,行为金融理论都能对其进行较为合理的解释。当然,作为一个新的研究领域,行为金融学还存在较大的发展空间。     

隆丰公司羊剪绒产品国内渠道改进对策

作为中外合资企业,隆丰公司主要从事羊剪绒产品的出口加工贸易。随着国内市场需求的增加,隆丰公司于2004年成立国内销售部。虽然该公司的国内销售业绩稳步上升,但也存在渠道不稳、冲突加剧、渠道分化、利润下降等诸多问题。优化产品和品牌结构、渠道差异化、加强渠道管理和提高流通能力利用率等系统化解决方案,是提高隆丰公司羊剪绒产品国内渠道整体绩效的可取良策。     

"行为财务":两种理论范式的比较和辨析

起步于1980年代的行为财务学被誉为财务学领域里的"显学",经过20多年的发展虽成就斐然但却深陷窘境.理论上的缺陷再加上实验环境与现实生活的较大差异,使得行为财务学在体系上缺乏一致性的同时.也为它的反对者预留了广阔的空间.走出窘境的可能路径乃是关注并加强行为财务理论范式的研究.本文比较行为财务研究的两种理论范式而提出的奥地利范式,对未来行为财务理论的演进无疑具有一定的启示作用.