Market Segmentation Research: Beyond Within and Across Group Differences

Market segmentation research is currently focused too narrowly on the task of segment identification as opposed to its strategic relevance within a firm. In this paper we distinguish an ex ante approach to market segmentation research, which begins with studying the motivating conditions that lead people to the tasks and interests in their lives, from an ex post approach which begins with an individual's reaction to marketplace offerings. We argue that the marketing task of guiding managements to make what people will want to buy will be more successful in light of a deep understanding of behavior in the context of everyday life and work, rather than a detailed understanding of preferences in the marketplace. Directions for future research are discussed.     

危机营销抗御策略的分析

在日趋复杂的环境中,企业随时面临着各种危机,迫切需要建立一套危机预防机制和危机处理措施。预防是力求以最低的成本和最小的代价把危机扼杀在摇篮里,而当防御出现偏失,危机又不可避免时,企业就必须用有效的危机处理措施来解决危机。     

On automated e‐business negotiations: Goal,policy, strategy,and plans of decision and action

In recent years, there has been increasing interest in automated e‐business negotiations. The automation of negotiation requires a decision model to capture the negotiation knowledge of policymakers and negotiation experts so that the decision‐making process can be carried out automatically. Current research on automated e‐business negotiations has focused on defining low‐level tactics (or negotiation rules) so that automated negotiation systems can carry out automated negotiation processes. These low‐level tactics are usually defined from a technical perspective, not from a business perspective. There is a gap between high‐level business negotiation goals and low‐level tactics. In this article, we distinguish the concepts of negotiation context, negotiation goals, negotiation strategy, and negotiation tactics and introduce a formal decision model to show the relations among these concepts. We show how high‐level negotiation goals can be formally mapped to low‐level tactics that can be used to affect the behavior of a negotiation system during the negotiation process. In business, a business organization faces different negotiation situations (or contexts) and determines different sets of goals for different negotiation contexts. In our decision model, a business policymaker sets negotiation goals from different perspectives, which are called goal dimensions. A negotiation policy is a functional mapping from a negotiation context to some quantitative measures (or goal values) for the goal dimensions to express how competitive the policymaker wants to reach that set of goals. A negotiation expert who has the experience and expertise to conduct negotiations would define the negotiation strategies needed for reaching the negotiation goals. Formally, a negotiation strategy is a functional mapping from a set of goal values to a set of decision‐action rules that implement negotiation tactics. The selected decision‐action rules can then be used to control the execution of an automated negotiation system, which conducts a negotiation on behalf of a business organization.     

Political Marketing: The Cause of an Emerging Democratic Deficit in Britain?

SUMMARY

Political marketing, as a set of techniques for policy design and development, was welcomed as a route towards a more participatory form of democracy. However, as New Labour attempted to rebrand itself to suit key segments of the electorate, we find that voters are not participating to any greater extent. In fact sections of the electorate are rejecting the democratic process, feeling that parties have little care for those outside their target segment. This paper questions the way New Labour employed marketing and, drawing on primary data, relates this to the dramatic fall in turnout in 2001.     

当前金融危机的不确定性和发展动向研究

以美国次贷危机为导火索的全球金融危机已历时两年,至目前为止,危机尚未结束。从危机的发展动向来看,此次金融危机将在短期内继续蔓延,并通过各种渠道对金融市场、世界各经济体经济增长和国际货币体系产生滞后性的负面影响。但金融危机的破坏力尚不足以引发全面衰退和混乱。随着全球金融体系系统性崩溃风险的显著降低,中国应适时调整政策,以规避和减轻全球金融危机不确定性带来的金融风险,加快经济复苏进程．     

浅论企业危机管理信息系统

随着计算机技术、网络技术、通讯技术和Internet技术的迅速发展和国际经济一体化进程的加剧 ,企业面临着高度不确定的经营环境 ,企业发生危机的可能性大大增加。所以企业不仅要加强危机管理工作 ,设立专门的危机管理组织 ,而且要建立一套行之有效的危机管理信息系统 ,以搜集那些可能引发危机的内、外部信息 ,及时、准确地识别、分析、预防和控制危机 ,做到有备无患 ,化危机为转机 ,将危机损害降至最低点。     

Catalytic defiance as a crisis communication strategy: The risk of pursuing long-term objectives

In 2014, Dairy Khoury, a medium-sized family dairy located in Lebanon, was accused of using a health-threatening carcinogenic substance as a preservative in its products. The news created an immediate food safety concern and a product harm crisis, resulting in dramatic reputation loss and operational risks to Dairy Khoury. In this article, we analyze Dairy Khoury’s response to the product harm crisis through an examination of the communication strategies used to address internal and external stakeholders. We then introduce traditional corrective action response strategies from the crisis communication literature. In the Dairy Khoury case study, the company opted to defend its reputation and clarify the misunderstanding using catalytic defiance, a long-term crisis response strategy. Our analysis provides insight regarding the risks and benefits of pursuing long-term versus short-term strategies during crisis recovery. This article contributes to crisis communication theory and practice and sheds light on the dynamics of crisis management in family businesses.     

现代企业危机管理及其应用

危机是一种不稳定的状态 ,随时随地都会发生。根据危机及危机管理的界定 ,对危机防范策略和危机管理策略两种不同的危机处理方法进行了比较 ,并讨论了危机管理在人力资源管理和组织文化建设中的应用。     

Why consumers exaggerate in online reviews? Moral disengagement and dark personality traits

Diffusion of digital media has led to extensive reliance on online reviews for purchase decisions. However, consumers may routinely exaggerate about their own consumption experiences. Using moral disengagement theory and the dark personality trait , the present study seeks to enhance the understanding of consumers' intentions to exaggerate about their consumption experience in online reviews. In order to demonstrate convergence of finding and replicability of the proposed relationships, four studies were conducted to examine consumers’ intention to exaggerate about their positive and negative experiences in online reviews for search and experience products respectively. Findings showed significant positive relationships between dark personality traits and intention to exaggerate in online reviews. Furthermore, moral disengagement significantly mediated intention to exaggerate for narcissists and psychopaths. The results reinforce the usefulness of the study for managers as these studies augment the understanding of consumer lying behavior in the context of online reviews and offer insights into mechanisms that might prevent the amplification of such reviews.     

Corporate Social Responsibility in the First Years of <Emphasis Type="Italic">Caja de Pensiones para la Vejez y de Ahorros</Emphasis>

Extant business research has not addressed the ethical treatment of individuals with psychiatric disabilities. This article will describe previous research on individuals with psychiatric disabilities drawn from rehabilitation, psychological, managerial, legal, as well as related business ethics writings before presenting a framework that illustrates the dynamics of (un)ethical behavior in relation to the employment of such individuals. Individuals with psychiatric disabilities often evoke negative reactions from those in their environment. Lastly, we provide recommendations for how employees and organizations can become more proactive in providing individuals with such disabilities equal employment opportunities for both access and accommodation in the workplace. Both authors contributed equally.     

管理者如何应对企业危机

危机事件有损于企业形象甚至影响企业的发展与生存,提升管理者的危机处理能力是企业应对危机的重要技能。应对企业危机,要求管理者有突出的信息收集、处理能力和管理沟通能力。管理者更应积极主动承担应有的责任,及时采取补救措施,积极做好预防及评估工作,完善企业管理机制,使企业走可持续性发展道路。