柔性营销探略

<正>“怀柔”之术,“攻心为上”,“不战而下”,这些兵战之道与商战同理。有作为的商家无不根据竞争的特性和经营环境的不同,灵活采取柔性营销手法。这些手法可以归纳为隐性销售法、软性销售法和感性销售法三种。     

瓶装水三巨头的较量

2007年中国瓶装水市场发生了戏剧性的变化：出道才3年的康师傅矿物质水6月份的销量一举超过了行业老大娃哈哈，越上龙头宝座，行业座次重新排定：康师傅老大，娃哈哈老二，农夫山泉第三。长达7年之久的瓶装水市场平衡被打破，突显出三者背后不同的营销理念和策略。[第一段]     

税控收款机的销售必将走专业化销售道路

一．销售方式的选择 根据相关政策税控收款机的制造已产生了一个规范的标准，生产企业也已基本成型，但该产品的销售形式则由生产企业自行确定。生产企业将如何选择选择销售方式呢?生产商可以通过自建渠道将产品销售到消费者或商家的手中，也可通过代理商销售；也可通过大众消费渠道例如商场、超市；还可以通过专业的连锁渠道将自己的产品直接传递到消费者手中，下面我们对以上销售方式做一下简单的分析。     

企业柔性营销的本质与实施

本文从企业营销环境发展变化与市场竞争需要出发,首先介绍了柔性管理理论及实践,然后论述柔性营销的概念及其基本特征,最后提出现代企业应该发展柔性营销。     

基于柔性管理模式的企业人力资源管理研究

知识经济的发展和市场经济体制的日益完善使得企业人力资源柔性管理成为企业管理研究的重点,本文首先对人力资源柔性管理的类型进行了分析,在此基础上探讨了企业人力资源柔性管理给企业发展带来的作用,并基于柔性管理理论为企业人力资源管理提供科学合理的建议措施,为企业取得竞争优势提供充足有效的人力资源保障.     

讨论人力资源管理中的柔性管理

本文以人力资源管理为核心,从柔性管理的内涵和特征、柔性管理在人力资源管理中的作用、人力资源管理存在的问题、柔性管理在人力资源管理中的应用等方面进行探讨,希望能为人力资源的柔性管理提供参考,推动行业健康发展。     

决胜柔性竞争力——发现白酒新兴品牌的成功路径

随着传统的终端操作方式广受诟病．2006年的白酒行业开始大面积地尝试各种营销创新，以寻求在终端恶战的环境下能够有所突破。在这种大背景下，一些新兴品牌开始出现，一些营销创新开始在局部取得较好的效果。     

现代营销的新方法——柔性营销

柔性营销是面向实际的企业与顾客密切联系的营销模式,企业可创造和运用定制营销、共生营销、顺势营销、逆向营销等新的营销方法开展柔性营销。     

Assessing sales contest effectiveness: the role of salesperson and sales district characteristics

Sales contests are widely employed to improve short-term sales performance, but knowledge about their effectiveness at the individual salesperson level remains sparse. Proponents argue that contests increase sales by stimulating salespeople, while critics say that contests merely encourage strategic timing of sales efforts. The authors draw on the strategic sales timing literature and goal theory to hypothesize that in a consultative selling scenario, sales will dip below the baseline before the contest but increase above the baseline during and after the contest. They posit that sales district potential and salesperson ability moderate the pre-contest sales dip, contest sales boost, and post-contest sales. Results from a model based on individual-level data on 1180 salespeople in 78 sales districts are largely supportive of the hypotheses. They highlight the need for researchers to integrate the role of strategic timing, salesperson, and sales district characteristics to assess sales contest outcomes. For practitioners, the findings show that in consultative selling situations, contests can generate a net sales increase despite the occurrence of timing games, and the sales gain is higher in districts with lower sales potential and among salespeople with higher sales ability.     

Managing Flexible Working in Hotels

Flexible working practices have apparently helped manufacturing industry make productivity improvements over and above the service sector. These manning practices may offer opportunities for the hotel industry to improve its own productivity and at the same time counter the industry's reputation for providing poor conditions of employment. This article discusses the results of research conducted in two large hotels into the attitudes of management and employees to the introduction of such practices. Although some barriers to flexible working are identified, the research also highlights that opportunities do exist for successful implementation of these approaches. However, the major obstacle in adopting flexible working would appear to be the management culture of the hotels studied and the industry in general.     

Flexible technology and firm size

This paper provides the first empirical examination of the relationship between the application of flexible technologies and the firm-size distribution. In particular, we test the hypothesis that implementation of flexible technologies has tended to promote small firms more than large firms. Based on a sample of 36 engineering industries and using two distinct time periods between 1976 and 1986 and two different measures of what constitutes a small firm, we find that the application of certain flexible technologies, such as numerically controlled machines, has led to an increased presence of small firms, while the use of other flexible technologies, such as programmable robots, is associated with a decreased presence of small firms over time.     

弹性市场究竟能弹多高--闪亮滴眼露弹性需求下的营销破冰

热闹的长安大街上此时只能看到稀稀落落跑过的车，只有沿路亮起的路灯静默的高耸陪伴着寂寞的马路，此时仁和集团会议室中的灯依旧通亮，大家都在安静的等待着，终于一个浑厚稳重的声音打破沉寂，说：“就用周杰伦!”，仁和集团杨文龙董事长一锤定音，周杰伦出任闪亮代言人![第一段]     

对柔性供应链管理的思考

为了使供应链管理的效用能完全发挥 ,可以将传统供应链改革为柔性供应链管理。柔性供应链具有快反应性、灵活性和适机性等特点 ,因此可以作为优化传统供应链的有效手段之一     

中国船板应以高品质角逐"新战场"

韩国船用厚板供应市场有缺口 韩国将开辟从中国进口新渠道 韩国是目前世界上最大的造船国,每年新船建造完工量占国际市场的37%左右.2004年建造完工新船为1472万总吨,2005年建造完工量预计达到1500万总吨.正因为如此,韩国是目前全球船用厚板的最大消费国.     

On the discursive contest of an international M&A relationship development process within financial services

The global liberalisation of national regulated financial services’ sectors has opened up a wave of international mergers and acquisitions processes. To succeed with such processes, a positive relationship needs to be developed between involved parties. But actors within and outside involved companies in international mergers and acquisitions may have conflicting interests, not least because of national resistance to changes in domestic financial sectors. In order to study the discourse among such actors, this paper presents a theoretical view based on business relationships, highlighting the concept of legitimacy. The aim is to analyse how different actors communicate in and through the media, in order to legitimise their own actions or to delegitimise the actions of their opponents in the relationship development process. The empirical investigation is a longitudinal study of an acquisition process between two insurance companies from Sweden and South Africa. A discourse analysis shows that the relationship development process is not only a matter of rational arguments. It is rather a struggle between actors drawing on discourses that change over time, as a means to affect perceptions of legitimate behaviours to reach the preferred outcome.     

试论高校人力资源的柔性管理

刚性管理模式凭借硬性的制度和奖惩手段约束职员,但是对于高校来说,鉴于其人员的特殊性,柔性的管理模式更加有效和使用.本文将介绍柔性管理的含义以及高校人力资源管理的必要性和措施.     

银行融资与监管模式的柔性分析

本文首先论述了关于银行监管模式的两种理论假说 ,并归纳出两种模式的理论依据 ,在充分评价上述理论假说的基础上 ,提出了柔性监管的概念 ,在理论和经验上对该模式进行了论证 ,并根据监管模式的柔性分析对我国银行债权问题提出了一些政策性建议。