Changes in trade and domestic distortions affecting China’s agriculture

This paper assesses the implications of China’s trade and domestic policies for incentives to producers in China. It uses a price comparison methodology (nominal rates of assistance—at the border and the farmgate), with adjustments for exchange rate distortions in the first part of the sample period (1981–1994). On average, distortions to agricultural incentives have been reduced. In the early 1980s, on average, China’s domestic prices were far below international prices. There were substantial variations, however, between imported (which were being protected) and exported goods. During the 1980s and 1990s the gap between domestic and international prices for both imports and exports narrowed initially mainly due to the elimination of domestic policy distortions. Between the mid-1990s and 2004, trade liberalization policy furthered narrowed the gap between world and China farmgate prices. By the mid-2000s, China’s agriculture was operating with only small price distortions.     

Industrial salespeople's views on motivation

Much has been written on the subject of motivation but, until now, no one has conducted a survey of industrial salespeople to ask them what motivates them. This article reports the results of such a survey and offers recommendations.     

Evaluating and comparing salesmen's performance

The measurement and evaluation of the performance of salesmen is complicated in most firms by the situational, environmental, and personal variables involved. This complexity is further increased when management attempts performance comparisons among several salesmen or among an entire sales force. Territorial differences, multiplicity of products, and differences in backgrounds among salesmen are just a few of the factors of variability that compound management's performance measurement and evaluation tasks.In spite of these difficulties, the management process requires that the performance of salesmen be measured and compared to predetermined standards. Subjective judgements have frequently taken the place of objective analysis, particularly as to the overall or composite performance of salesmen, because of the difficulties sales managers encounter in the determination of composite measures of performance. Many have discussed the determination and use of objectives or quotas for salesmen, and some have been concerned with the development of composite measures of salesmen performance. However, most have suggested methods that require quantitative skills not possessed by many sales managers and salesmen. The application of computers to the quantitative methods that have been suggested does alleviate the computational problem but not the equally important understanding requirement. Sales personnel, particularly field managers and their salesmen, should thoroughly understand and accept the methods by which standards of sales performance are determined, in addition to the standards or quotas themselves if they are to accept evaluation against these standards [1].The purpose of this article is to discuss the various determinants of salesmen's performance and to present a practical analytical method for calculating and evaluating the overall performance of salesmen that will permit cross-comparison among all members of the sales force irrespective of differences in assignments and objectives. A hypothetical example is then presented utilizing a tabular analysis format equally appropriate for use by home office analysts or by field sales managers and their salesmen.     

Buying behavior in Ireland's public sector

While conceptually somewhat similar to consumer buying behavior, public sector industrial buying is concerned with a number of additional dimensions which are discussed below. In this study, industrial buying is examined from the perspective of the government or public sector buying departments in Ireland.     

Increase salespeople's prestige with a new title

The public tends to view sales occupations as relatively low in prestige. The authors present the findings of their study that alternative job titles enhance the prestige awarded sales occupations and suggest how sales titles should be changed.     

Purchasing agent's influence in the buying process

As in previous studies the role of the purchasing agent can here been seen to vary throughout the buying process. The results both support and reject previous findings. This study finds that while purchasing agents are heavily involved in some buying stages, such as the selection of an order routine as suggested by previous studies, they may not be heavily involved in such other buying stages as post-sale performance feedback. This is contrary to previous findings. This study was conducted in the commercial construction industry.     

Managing a capital equipment business's market share

Several factors are investigated as possible contributors to market share for capital equipment business: product quality, service quality, a business's image for quality, and marketing communications. Cross-lagged correlations with PIMS data imply that product quality and image for quality influence market share, marketing communication influences image, and service quality results from all of these sources of influence.     

中国地方炼厂进口原油采购策略优化

中国进口原油政策放开后,地方炼厂在参与国际原油采购的过程中逐渐摸索并形成了独具特点的进口原油采购策略:一是偏好低硫中轻质资源,二是偏好现货采购模式,三是偏好采用布伦特原油期货计价,四是偏好目的港船上交货,而且原油到港后主要依靠汽车运输.未来,地方炼厂在优化进口原油采购策略方面,一是要把握不同基准价的价差变化,择优选择计价油种;二是要关注市场结构变化,顺应市场形势主动调整采购节奏;三是要加大套期保值工具的使用,灵活运用“点、锁、换”三种套保方案.采购模式逐渐向“现货+长约”转变.同时加大原油的管道运输,降低物流成本和风险.     

Japan's policy on monopoly and competition in telecommunications

Telecommunications policy in Japan is about to undergo a significant change in the field of domestic telecommunications services. A monopolistic policy has long been maintained - monopoly by the government for the first 80 years and monopoly by the NTT, a domestic common carrier, for the past 30 years. Now, however, a policy of competition is required to meet the needs of citizens and companies when confronted with the age of the information society. This article analyses the trend of past, present and future telecommunications policy in Japan in relation to monopoly and competition.     

Purchasing's role in computer buying: A comparative study

The sale of Electronic Data Processing (EDP) equipment represents a large and growing market both in number of dollars and products. This article analyzes the purchaser's perceived role in the EDP acquisition process from both public and private sector perspectives. Major public and private sector purchasing differences are discussed in terms of their implications for improving EDP marketing success. Differences discussed include: purchaser influence in the EDP decision process, necessity of seller-buyer interface, method of purchase, and purchasing's organization structure for buying EDP equipment.     

The U.S. industrial marketer's position in international trade

The purpose of this article is to examine some of the interests served by international trade and several of the factors that will affect the environment in which the marketing manager will operate in the next decade. The diverse forces that influence foreign trade are of increasing importance to marketing strategy. Although salesmen are still counseled to “sell-like-hell”, senior marketing people need to have a perspective that permits them to anticipate the threats and oppurtunities these forces create. We will suggest some of the trends and issues to which the marketer must be alert. While our analysis will be most appropriate for American companies, this approach is also applicable for firms based in other countries.The article is divided into five parts. In the first part we examine the importance and motives for U.S. international trade. We then explore U.S. patterns of imports and exports. In the third section we consider the role of technology in trade. Next we consider some of the trends that seem to apply for the next decade. Finally we raise some issues that will probably demand the marketer's attention in the future.     

Mother’s nutritional label use and children’s body weight

In spite of a growing body of literature studying the determinants of children’s obesity, relatively little is known about the association between parental nutritional label use and children’s body weight. To bridge this gap, this study examines the effect of mother’s nutritional label use on children’s body mass index and overweight. Using data from the 2001 National Health Interview Survey in Taiwan, a two-stage econometric model is proposed and estimated with a semiparametric method. Results indicate that mother’s nutritional label use leads to lower probability of children becoming overweight or obese, and a non-linear relationship between mother’s nutritional label use and children’s BMI is evident. For mothers who seldom use nutritional labels, label use does not lead to a reduction in children’s BMI. In contrast, for mothers who are frequent nutritional label users, label use contributes negatively to children’s BMI. However, the magnitudes of these effects are relatively small, suggesting that additional instruments or policies are needed if further reduction in children’s body mass index is desired.     

Overt searchers' responses to advertising

The purpose of this study was to compare two groups of prospective buyers of an industrial product on awareness and recall of a particular advertising campaign. The two groups were: (a) overt searchers - operationally defined as those who had made inquiries about the product, and (b) random prospects - randomly selected from local industrial directories. According to the Howard and Sheth model, it is expected that overt searchers would exhibit greater awareness and knowledge of the advertising campaign than would the random prospects. The results indicated, however, that overt searchers scored higher than random prospects only on awareness. Indeed, they seemed to have poorer recall of the content of the advertisements. The authors provide an explanation for this unexpected result.     

Shippers' transportation choice processes under deregulation

Deregulation of the motor carrier industry affords an opportunity to better understand industrial choice processes during a period of significant environmental uncertainty. Partial validation of a decision process model and the managerial implications of that model are presented.