The Impact of Academic Research on Business Practice Experiences from Marketing

In the past four decades, academic researchers have developed a variety of concepts they claim are relevant to business practice. This article analyzes the impact of eight of these concepts from a decision-oriented perspective. Four of them – econometric models, diffusion models, causal analysis and mental accounting – have yet to exert a significant influence on business practice. In contrast, concepts like price decisions and structures, conjoint measurement, decision support systems and pricing processes – all developed to solve practical problems – have proven to be highly useful. It seems evident that overly complex methodology, abstract reasoning and the reliance on incidental data substantially hinder the success of concepts in practice. On the other hand, concepts that provide managers with economically valuable insights are well-received in business practice. The impact of practical experience on the definition of research projects has remained limited. This is due less to the reluctance of the parties involved and more to the objective obstacles such as confidentiality and the complexity of problems. Academic researchers are encouraged to more assertively seek out research guidance from business practitioners, and practitioners should more actively provide recommendations needed for relevant research.     

论现代农产品市场体系构建的现实要求

农产品市场体系与农业社会化服务体系、国家对农业的支持和保护体系一起,构成我国农村经济发展的三大体系。社会主义新农村建设必须以现代农产品市场体系构建作为切入点,本文试图从地域差异、季节变化和特色多样来分析现代农产品市场体系构建的现实要求。     

Configurable e-negotiation systems for large scale and transparent decision making

Participatory democracy is one of several conceptions of democracy which strives to create opportunities for all members of a group to contribute to the decision making process. Recent developments in information technologies in general and Internet technologies in particular are affecting the existing democratic mechanisms, hence enabling citizens and organizations to participate widely, efficiently and transparently in the decision making process and, most importantly, to arrive at better decisions faster, through negotiation. E-negotiation systems rely on such technologies to implement protocols ranging from motion raising and voting to auctions, and to make them available on the web for general use. E-negotiation systems can be used for political and societal decision making as well as business dealings within e-government and B2B settings. In order for these systems to fulfill their promise of bringing decision making opportunities to all, we need a structured approach and a configurable framework for designing, implementing and deploying them. The resulting systems should be web-based, easy to use, affordable, traceable, reliable, secure, flexible, efficient, and open for integration with other systems. This paper starts by examining leading research initiatives to devise such a framework and discussing the motivations behind them. We then introduce several design requirements derived from the expectations of e-negotiation systems providers and users. We argue that meeting these requirements fosters a more democratic and efficient decision making process. We also present our approach and vision of a configurable framework for designing, implementing and deploying e-negotiation systems.     

房地产投资决策支持系统研究

房地产是一个综合性极强的系统产业,这种复杂的决策已经很难仅凭经验正确地做出。目前我国在房地产投资方面的决策支持系统还不多,有待于进一步发展。因此,将决策支持系统技术应用到房地产投资决策是房地产投资的一项重大变革。     

基于现代信息技术的营销组合决策研究

本文以现代信息技术为主要手段,以营销组合模型的构建和应用为研究对象,通过在非价格营销因素的市场反应模型的基础上引入非价格因素的递延效应,对价格与非价格营销因素组合原理和方法进行研究;通过论述价格与非价格营销因素之间的相互影响及其组合效应,构建了价格与非价格营销因素的组合决策模型;基于已构建的市场反应模型和营销组合模型,研发了具有高度人机交互性和可操作性的营销决策支持系统,并以模拟数据验证了模型的有效性。     

Information Technology Support for Corporate Bank Lending

Decision-making in corporate bank lending occurs at both strategic and individual proposition levels. In principle, these levels will require a different type of IT support for the decisions taken therein. This article discusses the concepts of decision support systems and management information systems, in the light of recent developments in information technology, particularly those in the field of expert systems. The conclusions drawn are that a decision support system will be needed at the strategic level, while an augmented management information system will be required for dealing with individual propositions. This augmentation is seen to come from an expert system front-end’ to the information system, providing an expert management information system.     

家族制企业管理模式的优劣分析及制度选择

本文认为,家族制企业具有节省创业成本、提高决策效率、规避代理风险、降低交易费用、增强凝聚力等功能或一般合理性,这是家族制企业具有顽强生命力的内在根源,但另一方面也存在着股权结构一元化、产权制度缺陷、人力资源管理体系落后与继承人选择等诸多问题。文章提出,家族制企业在发展到一定阶段时,应建立现代产权制度,向现代公司制度转换,而转换的关键是建立家族成员退出机制。第一,通过产权稀释实现产权多元化;第二,明晰内部产权,避免内在风险;第三,推行流量股份,提高要素效益;第四,通过产权开放建立公众企业;第五,开展资本运营,促进产权流动。     

Analysis of multiple criteria decision support systems for cooperative groups

This article reviews research on multiple criteria decision support systems for cooperative groups. The systems included in this survey integrate concepts from group decision theory, multiple criteria decision methodology, and decision support system technology. Three dimensions are considered in the analysis of existing research: the multiple criteria decision technique used to generate decision alternatives or to choose from a given set; the method used to facilitate individual compromise and group consensus; and the application category, if any.     

Decision making and decision aiding: Defining the process,it representations,and support

We present a formalized account of decision making as a multistep process that involves several classes of participating entities. The purpose of this article is to lay the foundations for a conceptual framework in which decision support systems can be placed. A series of increasingly formal representations of the decision problem are developed, from a mental model conceived by the decision maker to a knowledge base that may be used in a decision support system. The reformulations of the decision problem lead us to contemplate different forms of support: for mental models, for formal models (this includes supporting measurement and representation), for solution, and for communication.     

Towards a Design Science of Ethical Decision Support

Ethical decision making involves complex emotional, cognitive, social, and philosophical challenges. Even if someone wants to be ethical, he or she may not have clearly articulated what that means, or know how to go about making a decision consistent with his or her values. Information technology may be able to help. A decision support system could offer individuals and groups some guidance, assisting them in making a decision that reflects their underlying values. The first step towards a design science of ethical decision support is to develop a theoretical base on which first-generation systems can be built. This paper brings together work in cognitive, social and moral psychology, information systems, and philosophy relevant to ethical decision making. Attributes of a system that would support ethical decision making are described.     

Technology revenue management system for customer groups in hotels

This paper discusses revenue management; a technique that focuses on decision making that will maximize profit from the sale of perishable inventory units. New technologies management plays an important role in the development of revenue management techniques. Each new advancement in technology management leads to more sophisticated revenue business capabilities. Today decision support revenue management systems and technologies management are crucial factors for the success of businesses in service industries. This paper addresses the specific case of customer groups in hotels. This paper introduces a new decision support system that sets the revenue maximization criteria for a hotel. The aforementioned system includes a set of demand forecasting methods for customers and addresses a general case considering individual guests and customer groups. The system also incorporates deterministic and stochastic mathematical programming models that help to make the best decisions. The actual revenue depends upon which reservation system the hotel uses. A simulation engine makes a comparison between different heuristics of room inventory control: the results include performance indexes such as occupancy rate, efficiency rate, and yield; it compares results and chooses one of them. The system proves its suitability for actual cases by testing against actual data and thus becoming an innovative and efficient tool in the management of hotels' reservation systems.     

A proposed cure for the information explosion

The marketing information system is intended to solve the businessman's dilemma of having too much information of the wrong kind in the wrong form. The ideal system should generate an orderly flow of pertinent data for decision making, providing instantaneous information for each management level. The author describes the steps in the construction of such a system: obtaining support; reviewing and appraising the marketing organization and its policies; organizing development; and determining the level of sophistication. More and more such systems will be established as managers recognize their contribution in utilizing the information explosion.     

Twisting Tradition: Consumers' Behavior Toward Alternative Closures

Consumer evaluations of products are not entirely based on the absolute attributes or value of the product, but rather on the discrepancy between the product's attributes and the expectations consumers have for that product. Following the Dowling and Staelin model on perceived risk, an evaluation was made of how alternative product closures interplay with consumers' situational use, subjective knowledge, level of self-confidence, and gender to influence the purchase decision.

The results provide support for the importance of such factors as situational use, the consumer's gender, level of self-confidence, and subjective knowledge, and how the style of closure affects the purchase decision. Managerial implications of the findings are mentioned.     

Cognitive hurdles in the use of decision support systems to enhance problem understanding

Computer-assisted decision support systems have been widely promoted as a means of enhancing problem understanding in crisis and noncrisis decision making. Clinical observation of actual applications of a particular category of software for interactive decisions (CONAN, DECISIONMAKER) have identified cognitive hurdles in the use of such systems. These hurdles not only pose a challenge to the development of such normative interventions in the decision process, but also an opportunity for furthering the shift to a new psychologically informed paradigm for decision making.     

Agent-Based Facilitation of Water Allocation: Case Study in the Drome River Valley

The purpose of the 1992 French Water Act is to encourage negotiation and dialogue among local stakeholders within a framework which is very similar to a patrimonial approach. Potential use of models in such post-normal approaches is analyzed. Two kinds of models are compared: one is agent-based, the other follows a more classical approach. They are compared according to their contributions as negotiation support tools. This comparison is based on a specific collective decision process dealing with water allocation at the sub-basin scale, in which authors are involved. Both are used to support collective decision processes through simulation of resource use dynamics. Agent-Based Models entail the broadening of spatial information of actors in the process, revealing inter-connected topics not taken into consideration earlier. This makes it possible to remain relevant, despite the sometimes rapidly evolving stakes. The central point of this paper is the implementation, within a practical application, of theories advocating the use of ABM as a collective decision support system. This application promotes a better understanding of the kind of support ABM provides and the way it does so. This is brought about more by re-framing the discussion and modifying the representation of the system on the part of the stakeholders than by providing specific agreements.     

浅析渠道关系

渠道关系是指渠道系统中各个成员之间的交往状态和合作深度。渠道系统内关系的类型和状态对渠道的产出效率和效果产生着重大的影响。本文探讨了目前广泛存在的四种纵向渠道关系及其优缺点 ,以求为企业的分销决策提供一些参考。     

A HYBRID TRAVEL DISTANCE APPROXIMATION FOR A GIS‐BASED DECISION SUPPORT SYSTEM

Logistics and transportation decision support systems rely on models of travel distance for evaluating scenarios and estimating costs. This paper presents a new method to model travel distances that combines the accuracy of shortest path travel with the simplicity of a distance approximation. The distance approximation was developed and tested in a geographic information system (GIS)‐based decision support system for snow removal and disposal in Montreal, Canada.     

Advanced database support facilities for CSCW systems

Computer‐supported cooperative work (CSCW) technology is becoming increasingly important as a means for organizations to achieve their goals, as it offers the ability to model, execute, and control work processes that typically involve multiple people. We discuss the impact and new requirements imposed by CSCW systems from the perspectives of data‐ and knowledge‐base modeling and design, and present an approach for addressing these requirements by extending object‐oriented database systems through an active and versatile role mechanism. We examine how such extended object‐oriented facilities can be employed to support many aspects of CSCW systems and discuss some implementation issues arising from the development of such an extended data‐ and knowledge‐management system.     

公充价值计量的估值方法和影响因素分析

建立公开的市场价格体系,优化市场资产的估价系统,使各种资产的市价很好地反映其真实价值。同时,充分发挥资产评估中中介、物价等机构应有的监管作用,建立起完善的监督、制约、平衡机制,防止利用公允价值进行造假;提高公允价值的可操作性,为公允价值全面应用提供保障。同时,加强计量理论研究,有利于公允价值在操作层面上的推广,从公充价值计量的估值方法和应用进行探讨,从而改善企业业绩,设计最优的路径。