浅析我国PC行业渠道窜货现象及其治理措施

20世纪90年代以来,我国PC行业进入快速发展阶段,平均年增长率超过42%,已成为国民经济发展的重要支柱。与此同时,个人电脑的营销渠道也日趋成熟,各PC厂商对渠道的管理手段也趋于多元化。但是,由于一些自然和人为的原因,PC行业存在着严重的窜货现象,而排除一些自然的、良性的窜货现象,一些恶性窜货现象已经导致市场价格混乱区域间恶性竞争,严重威胁到了厂商的声誉和PC行业的健康发展。本篇论文就从我国PC行业入手,来探讨窜货现象产生的原因及其治理措施。     

浅析网络渠道窜货

网络销售以其独特的优势迅猛发展,越来越多的消费者愿意在网上购买商品,这在给消费者带来便利的同时也向传统的窜货带来了挑战。研究主要对网络渠道窜货的危害、成因进行分析,并在此基础上提出相应的对策。     

畅销产品窜货应对措施研究

论文对畅销产品窜货从地域、性质、实施人员或部门的不同进行了分类,并对表现形式进行了描述;主要从市场、生产企业、经销商、消费者角度对畅销产品窜货的危害进行了阐释;以预防为重点,治理、处罚为辅助措施,对如何应对畅销产品窜货提出了八点对策。     

窜货的治理对策——以A公司为例

针对窜货问题,提出相应的治理对策,包括对经销商进行合同约束、跨区销售先在办事处备案、要求业务主管及时沟通协调、制定窜货的处理流程、明确窜货调查与终端取证手段、制定窜货处罚条款等。     

试论渠道窜货风险及其防范

当前社会上,渠道窜货的现象越来越严重。渠道窜货是经销商不经公司销售中心和销入地区的经销商同意,擅自将公司产品销售到非辖区。本文论述了渠道窜货的含义,并从着重探讨了渠道窜货造成的影响。并从减少窜货诱因、厂商管理及对经销商的激励措施等方面提出了防范渠道窜货的措施。     

治理窜货的博弈论

前几天，张家港的陈经理无意中提到，国内某大型葡萄酒在当地治理窜货的方式上独辟蹊径，引得当地葡萄酒商一片哗然。有位经销商从外地拿了一些该葡萄酒，到张家港市场上销售（其实就是窜货），结果被当地该葡萄酒的代理商联合厂家区域经理、工商质检部门以假货的名义查扣。由于在目前国内司法举证制度下，生产厂家对该批货物的真伪有着决定性的话语权，所以该批货物因为厂家出具了假货证明被“依法”查扣，[编者按]     

分销渠道的窜货管理

问题引入 分销渠道是营销环节四个基本要素中最基本、最重要的要素．它构成了现代营销理论的主干。它是指产品和服务在从生产者向消费者转移的过程中．取得这种产品和服务的所有权或帮助所有权转移的所有企业和个人。包括生产者、中间商和最终消费者．这些组织和个人     

分销渠道中窜货现象的成因及对策分析

窜货即产品的越区销售,是违背企业整体和长远利益地以低价向授权区域以外的地区倾销产品的营销现象,是企业最常见也最头疼的渠道冲突,企业应仔细分析其产生的原因并制定相应的对策,以免对企业的发展造成不利影响。     

Preliminary Investigation of Entertainment Strategies Involving Alcohol: Implications for Professional Sales Education and Training in Business Markets

Purpose: With increased numbers of business to business (B to B) firms hiring professional sales students, it is important that both sales educators and sales managers understand entertainment’s influence and its potential consequences in the professional sales environment. This study examines the perceived role entertainment plays in today’s sales process and the importance of integrating entertainment topics into sales education and sales training. The purpose of this study is to update the sales entertainment literature, record its current importance in the age of sales systemization, and propose entertainment strategies and guidelines that can be shared in both corporate sales training programs and university professional sales curricula.

Methodology/approach: Partial least squares (PLS) methodology (SmartPLS 2.0) was used to examine the model and assess the relationships between the constructs and their indicators. Data was first gathered via online and in person surveys distributed to a total of 59 sales executives. To determine whether there were significant differences between path coefficients, PLS multi-group analysis was used (PLS-MGA) to compare sales practitioners’ response to sale educators and sales students. This method was used because conducting pair-wise group comparisons can result in family-wise error.

Findings: Results indicate significant positive relationships exist between entertainment orientation, internal bonding activities, and sales performance. The results confirm the path coefficients for the 3 groups, sales practitioners, sales educators, and sales students, did not differ significantly. Therefore, all groups rated external entertainment as being important to achieve sales performance and internally for bonding with co-workers.

Originality/value/contribution: The responses of B to B sales professionals, sales educators, and sales students are compared regarding their perception of entertainment in developing and managing sales relationships. Based upon the findings, sales professionals are provided with insight about the perceived role entertainment plays

in today’s selling environment and offered recommendations for collegiate classrooms and corporate on-boarding sessions that improve the knowledge of and ability to successfully manage entertainment of internal and external customers.     

河南省物业管理现状分析及发展对策

河南省物业管理经过十几年的发展,取得了一定的成绩,但仍然存在着许多问题：物业管理水平普遍不高,从业人员文化水平低,市场竞争机制不完善,前期介入不被重视,房改房普遍没有物业管理,居住环境、生活秩序差。对此,加强立法、规范市场竞争机制;正确引导物业管理企业走整合之路;培育一批有实力、服务质量高的物业管理企业;打造和谐社区．奉行以人为本的服务理念等是河南物业管理今后的发展方向。     

Double-Loop Sales Adaptation: A Conceptual Model and an Empirical Investigation

Purpose: The purpose of this article is to conceptualize and discuss the phenomenon of a double-loop sales adaptation in sales and its practical application. The resultant framework is developed from existing academic literature on adaptation in sales and marketing and inspired by the concept of double-loop learning.

Methodology/approach: The study adopted an abductive approach, iterating between the empirical world of two service firms and the theoretical world. The developed framework is refined with interview-based feedback from key informants in business-to-business organizations.

Findings: This article develops a framework for double-loop sales adaptation, which combines adaptations of selling behavior with a sales mindset.

Contribution: Although previous research recognizes adaptation as a central aspect of relationships, the link between adaptation and sales mindset has arguably been inadequate in the literature. Accordingly, this study focuses on sales adaptation occurring at the two levels of behavior and mindset.

Implications for practice: The proposed framework provides sales practitioners with a model for adaptation in their customer relationships. By distinguishing between two sorts of adaptation, managers can optimize resource allocation to both benefit the company and strengthen the relationship among parties.     

Sales management: Learning and innovation in Japan

Abstract

The purpose of this study was to examine ways to promote learning, based on four empirical studies of salespeople and sales departments in Japan. First, analyses of survey data of 192 real estate salespeople indicated that customer- and goal achievement-oriented sales beliefs enhanced experiential learning at work. Second, analyses of data of 193 sales departments indicated that customer orientation in sales departments promotes innovation by facilitating task conflict and preventing process conflict. Third, analyses of survey research of 199 sales departments indicated that behavior-based and knowledge-based management control systems are effective at promoting learning and innovation. Finally, a case study of Nippon Boehringer Ingelheim (NBI) revealed several ways to facilitate learning using a behavior-based sales management control system. Theoretical implications for sales management systems were examined.     

事业单位财务管理问题及对策

当前,事业单位普遍存在财务管理职能弱化、财经纪律松弛、会计信息失真等问题,致使国有资产流失严重.应从增强法律观念、依法理财,加强财会人员队伍建设,严格履行职责,强化预算管理,严格履行财务制度,推行民族理财,加强公众监督上加以应对,以抑制资产的浪费.     

浅析红星美凯龙营销策略的得失

红星美凯龙的迅速成长是由于它成功地完成了从制造商向零售商的蜕变,对国际著名品牌地理战略的模仿并与其产品战略的互补,优质低价商品和优良的售后服务。但也存在着核心竞争力日益弱化、决策权力过分集中和企业文化缺失等问题。存在这些问题的主要原因是根深蒂固的极权观念。     

我国销售人员绩效管理体系的探讨

随着市场经济的日渐深入 ,销售人员的管理一直困扰着企业 ,对于销售人员的绩效管理是企业一直探索的问题。当前研究的重点就是通过对销售人员的地位和现状的分析 ,来构建销售人员的绩效管理体系     

饭店管理人才职业能力缺失的成因及对策

目前,我国饭店业管理者相关理论修养不足,职业能力弱,难以全面胜任经理人角色的现状是不争的事实。扭转这一现状的对策是：充分发展社会主义市场经济;基于饭店行业的属性特征进行教育培养;按照饭店职业能力的要求设计相关教程;在实践中不断提升自身的职业能力。     

Social Influence and Contextual Utilization of Customer Relationship Management Technology in an International Field Sales Organization

Building from related interdisciplinary theories, this research identifies social influence–related variables that are linked to customer relationship management (CRM) technology utilization within an international business-to-business field sales force. Field sales employees (n = 147) in a multinational organization from Australia, Canada, New Zealand, the United Kingdom, and the United States were surveyed to test the research model. Four of 7 primary hypotheses were supported, predicting more than 65% of the variance in the research model. Effort expectancy, uncertainty avoidance, collective performance expectancy, and internal/organizational social influence all showed antecedent significance to contextual utilization of CRM technology. The results of this study suggest that group-oriented individual decision making and the related concept of institutional collectivism are equally as important as individual-oriented decision making in the international utilization of organizational technology. Based on the strong significance shown in the results of this study, it would also be wise to consider cultural value–derived uncertainty avoidance in practical development of training and implementation of multinational CRM systems.     

Non-Price Sales Promotion Impact and Moderator Role

Despite the importance of non-price sales promotions in new-product introductions, little is known about the impact of their characteristics in different time periods and the role of moderating variables. This study examines the effects of different levels of promotion desirability and relatedness in promotion time periods and post-promotion time periods. It also examines the effects of the need for cognition variable as a possible moderator. Research results, from a between- and within-subjects experimental design, add value to the literature by providing new insights for designing promotion programs and building brands. Implications are discussed and ideas for future research are given.