B2B Negotiation Support: The Need for a Communication Perspective

Negotiation support is an important challenge for business-to-business e-commerce that is still poorly supported in current information systems. One reason is that negotiation processes are much harder to formalize than the business processes in the fulfilment phase. The goal of this paper is to provide the basis for a formal analysis of different types of electronic negotiations which can help developers of future negotiation support systems. The analysis is performed from a communication perspective, in particular, Habermas' theory of communicative action. Using this perspective, a distinction can be made between norm-oriented, goal-oriented and document-based negotiation. Whereas traditional modeling methods take a data-oriented view, the theory of communicative action supports a communication-oriented view that provides more insight in the logic of negotiation processes. The analysis forms the basis for the negotiation support prototype implemented within the ESPRIT project MeMo (Mediating and Monitoring Electronic Commerce) which was aimed at B2B e-commerce for SMEs in Europe.     

CIS视角下湖滨商业街绿色品牌提升策略

商业街是城市的名片,商业街绿色品牌的提升不仅让商业街企业受益,也提升整个城市绿色形象。文章从MIS、BIS和VIS三个层次,对湖滨商业街绿色形象存在的问题进行逐一分析,并提出相应的解决策略。     

Temporal and Regional Differences In Image of a Tourist Destination: Implications for Promoters of Tourism

Based on a survey of 218 respondents from four different regional groupings, the study focuses on examining the temporal and spatial differences of the image tourists had of a place of visit. The results show that there are significant differences among some items of the image scale both in the temporal and spatial aspects. The implications and relevance of such Q study

are also discussed.     

论杭州国际旅游形象设计与营销

策划恰当、独到、别致的旅游形象，是一个城市迈向国际旅游市场关键一步，本运用区域旅游形象策划方法和市场营销学原理对杭州国际旅游形象设计和市场开拓作了初步探讨。     

Market Segmentation and Product Differentiation in Political Campaigns: A Technical Feature Perspective

The perceived importance of five technical service qualities (Gronroos 1984) or features (i.e. national and local policies, leaders, values and candidates), and voters’ ratings of the Labour and Conservative Parties’ competence on each of these parameters, were investigated during the 2001 British General Election using an a priori segmentation method and the classification tree statistical technique for data analysis. Voter ratings of the technical service features were found to be indicators of intention to vote. A product differentiation approach is most likely to influence voting intention, because the technical service features are more readily manipulated through marketing programmes than demographic and customer characteristics (Bucklin and Gupta 1992). Ratings of technical service features are stronger indicators of voting intention than voter demographics and characteristics. A product differentiation approach, based around technical service features, would be the most effective focus for strategy development in future political marketing campaigns.     

The Need for a European Fiscal Policy

In the debate about the Stability and Growth Pact the focus is mainly on the stability part of the Pact. However, in many European economies, economic growth is a far more important issue. How can economic growth be stimulated by a coordinated European fiscal policy?      

Brand Image Transfer Through Sponsorship: A Consumer Learning Perspective

Despite the massive growth in sponsorship activity of all kinds, academic research is still in its infancy in this area. This is particularly true with regards the effect of sponsorship on the brand image of the sponsor. This article seeks to address this by producing a conceptual framework of factors that influence sponsorship's effect on brand image transfer (BIT) amongst consumers. The findings from existing research are summarised and highlighted. Where there is a lack of research, 'appropriate' theory from the wider branding literature is used to develop the discussion. Thus, brand knowledge, power, fit and quality are considered as influences on the BIT process. A model of the actual process by which brand image transfers is developed and conditions influencing the strength of the transfer are identified. From this overall analysis, implications for both sponsors and sponsored are discussed and future research directions are outlined.     

Coping with Consumer Fraud: The Need for a Paradigm Shift

A review of recent informational initiatives to help consumers avoid being defrauded revealed that advice offered draws heavily on past fraud cases in which swindlers were successful in victimizing consumers. This article draws upon behavioral theory to argue that such case studies are limited in usefulness. It is further argued that a paradigm shift is needed to focus on unsuccessful efforts by swindlers to defraud consumers. An investigation that surveyed such case studies is summarized with illustrations presented of how its findings could be used to help consumers cope more effectively with threats posed by swindlers.     

What Advertisers Need to Know about the iYGeneration: An Australian Perspective

A great challenge exists today: how to reach youth (a.k.a. the iYGeneration) who consume multiple media concurrently, who can access information on demand, and who have intertwined virtual social media networks in their lives. Our research finds that Australian youth multi-task and rarely use traditional media, although significant differences between males and females, as well as late tweens and 20-somethings, exist. Technology convergence facilitates two-way dialogue, allowing growing social interactions to occur in their technological environments. Our findings show that in order for marketing communication professionals to effectively communicate with this market, it is crucial to know exactly how the iYGeneration use media, which media they use, and when they use it.     

The Need for Theoretical Relevance: A Comment on Woodside/Glenesk

Abstract

Previous research examining the influence of actors' race on viewers' attitudes and purchase intentions indicates that, although white subjects do not react extremely negatively to black actors, reactions are not as positive as to white actors. Blacks show better recall of content, and more positive attitudes toward advertisements that feature black, rather than white, actors. Unfortunately, this now-outdated body of research focuses primarily on outcome measures (e.g., purchase intentions, advertisement and product evaluation), while neglecting psychological processes (e.g., thoughts, source and message evaluation) that might mediate these effects. Results of two recent studies are presented to provide understanding of viewers' psychological processes following exposure to advertisements containing actors of different races. An attempt is made to interpret these findings in light of Chaiken's (1980) systematic/heuristic framework, and Kelman's (1961) identification model of opinion change.     

A Need for Quality Services in the 1990s:

All service organizations need to be concerned about globalization and successful growth in the ever changing economic environment. Service companies in the midwest part of the United States were surveyed to determine how managers and their subordinates actually felt about the concept of "innovation through total quality." A discrepancy between the perception of total quality as a means to achieve sustainable advantage and the actual implementation of such a strategy was perceived. Some conclusions posed were that managers need to invest more in promoting quality by increasing training, measuring the efforts of individuals within the organization more effectively, and rewarding these individuals with higher compensation for superior performance.     

The Biotechnology Communication Paradox: Experimental Evidence and the Need for a New Strategy

In the past, communication strategies aimed at facilitating consumer acceptance of genetically modified foods have focused on technology-driven, top-down practices. The utility of these practices in influencing the extent to which consumers accept specific GM foods was tested in attitude change experiments involving 1655 consumers from Denmark, Germany, Italy, and the UK. Different information strategies were tested against a control group for their ability to change consumer attitudes. No attitude change occurred. Rather, results indicate that all strategies had a uniform attitude activation effect that significantly decreased consumers' preferences for GM foods as compared to the control group. The discussion focuses on why technology-driven information strategies have failed to convince consumers of the merits of GM foods, and relates these results to recent changes in consumer policy that are aimed at engaging consumers in the debate about innovation processes rather than attempting to align their views with those held by expert communities.     

Strengthening Identification with the Team in Virtual Teams: The Leaders' Perspective

The number of virtual teams is increasing in today's workplaces. In virtual teams, the members can have different cultural backgrounds, they often work in different countries and are professionals in their own fields. In addition, as such diverse and dispersed teams communicate mainly through communication technology this raises the challenge for the team leader of how to unify the team and get the members to identify themselves with the team. This qualitative study focuses on four virtual team leaders and their attempts to strengthen the team members' identification with the team through computer-mediated communication. The results show four different tactics employed in enhancing identification with the team: catering for the individual, giving positive feedback, bringing out common goals and workings and talking up the team activities and face-to-face meetings. The roles of organizational change and technology in identification with virtual teams are also discussed.     

利益导向视角下医患关系的提升对策研究

改善医患关系作为医疗改革过程中的重要内容受到社会的持续关注。本文将医患关系中的利益相关主体分为直接相关主体以及间接相关主体。对相关主体从各自利益导向出发,阐述医患关系改善过程中的利益得失、矛盾冲突。并以此为出发点提出改善医患关系的对策建议。本文认为,在处理医患关系时应紧抓最直接相关主体的利害关系,兼顾处理其他利益相关主体的利益冲突,才有助于实现医患关系上的纳什均衡,从而协调医患关系。     

What Advertisers Need to Know About Promotion in the Arab World: Technology and Media Perspectives

There is little doubt that globalization has and continues to have a significant impact on business activities worldwide. The impact of globalization was made possible mainly by advances in technological innovation including the area of global communication. Among the many regions that have been significantly impacted by globalization is the Arab world. The purpose of this paper is to provide answers to the following questions: (a) What technological innovations related to advertising and promotion are dominating the Arab world?; (b) What is the media landscape as it relates to advertising and promotion in the Arab world?; (c) What media outlets are being consumed by Arab consumers?; and (d) What are the most effective media outlets in reaching the Arab consumer? Arguments have been made that the growth of mobile phones, Internet technology, and multimedia devices such as iPods and PlayStation Portables has contributed to the trend of youth moving away from traditional media platforms such as television. While this finding has been supported in research for some regions of the world, this paper studies whether it holds true for the Arab population.     

旅游者形象感知影响因素及其对忠诚影响

旅游者形象感知是旅游消费行为和营销领域的一个研究重点与热点.文章构建了旅游者形象感知影响因素及其对忠诚影响的整合模型,通过对乡村旅游者调查获取丰富基础数据,验证它们之间的相互关系.研究发现,服务公平是旅游者形象感知的最重要影响因素,感知价值是旅游者形象感知的较重要影响因素,服务质量是旅游者形象感知的重要影响因素,而旅游者参与对旅游者形象感知没有显著影响;旅游者形象感知是旅游者忠诚的重要前置变量,对重游倾向、口碑宣传具有显著正向影响,对寻找替代旅游地具有显著负向影响.文章最后提出相应管理启示,指出了研究局限及未来研究方向.     

Marketing Freight Transport: The Need for Customer-orientation

The use of marketing is relatively new in most areas of freight transport operations. The idea that the industry has a ‘product’ to offer is discussed. Why freight transport companies adopt the marketing concept is reviewed. To help this the techniques used in promotion and market segmentation are explained.     

Truth in Investing: The Need for Legislation

This paper shows that a wide variety of techniques are used to calculate yields on consumer investment instruments. No regulation comparable to the Federal Reserve System's Truth in Lending statute (Regulation Z) exists to standardize yields on consumer investments, and thus the consumer is not given the information necessary to make proper comparisons among alternative investments. The paper reviews yield calculation methods and reinvestment assumptions; it also examines the potentially deceptive use of Treasury bill yields as the ceiling for bank and thrift accounts. In order to reduce confusion and standardize reported yields, it is proposed that disclosure be required of both the simple yield and the annualized effective yield, assuming reinvestment at the initial rate of return.