Linkages between sales management tools and practices: Some evidence from British companies

This article investigates the interactions among sales management tools and practices used in six key areas of managerial responsibility, namely: organization, selection, training, remuneration, supervision, and evaluation. The results are based principally upon a mail survey of 113 U.K. manufacturing companies. Our data suggest that the sales management tools and practices used by the sample companies in the aforementioned managerial areas tend to be interrelated. Specificially, the practices pertaining to the organization and selection of the sales force are linked with the training practices employed. Also, the selection and the training practices used by manufacturing companies tend to be linked with the evaluation practices. Finally, the remuneration practices and policies are linked to the practices pertaining to the supervision and evaluation of the sales force.     

An application and extension of a multidimensional ethics scale to selected marketing practices and marketing groups

The purpose of this research was to test and extend a multidimensional ethics scale developed by Reidenbach and Robin to selected marketing groups. Different marketing practices and groups were used in order to give these measures a wide variety of exposures. These measures performed well in all settings and for all practices. Factor structures in fifteen different trials identified the same three dimensions with one exception. In that exception, two dimensions merged together in five of those fifteen trials. While these dimensions captured much of the variance in the global concept of “ethical/unethical”, they did a better job of predicting the respondents’ intention to behave than the global measure. These measures also provide the researcher with a partial explanation of why the respondents answered in the manner that they did. The shifting relative importance of the three dimensions in accounting for the variance in the behavioral intention measure provides this explanation.     

The incidence of unethical practices in marketing research: An empricial investigation

The authros examine from the perspective of marketing professionals the incidence of unethical research practices and the influence of organizational factors as determinants of the incidence of unethical research practices. The results indicate some degree of indicence of unethical research practices, particularly of those involving respondents. In addition, the results suggest four organizational variables— extent of ethical problems within the organization, top management actions on ethics, organizational role, and industry category—as determinants of the incidence of unethical research partices.     

Analysis of means in marketing research

Analysis of variance, often the method of choice in evaluating the outcomes of marketing tests, can be significantly enhanced in its decision-support value. For this purpose one may apply more recently developed supplementary approaches: (1) Evaluation of main effects and interactions with Decision-Line (DL) criteria; (2) graphic multi-comparative analysis contrasted against the DL's; and (3) estimation of net component of variance for factor and interaction effects. An illustrative case history serves to highlight the more comprehensive overview and better understanding of experiment outcomes thus achieved.     

从经营业绩看广东省上市公司存在的问题

上市公司是股市的微观基础，其经营的好坏对股票价格有直接影响。本文根据有关公司年报，对1997-2001年广东省上市公司部分经营指标做了全样本统计与分析，指出了广东省上市公司目前存在的风险和问题。     

对上市公司利润的深层分析

上市公司财务信息的披露一直是证券市场关注的焦点 ,财务信息直接影响投资者的投资决策 ,从公司利润表营利结构的特征、收益指标和失真信息的存在 3个方面对上市公司的利润作了深层分析 ,阐述了公司盈利与公司实际投资价值之间的关系     

企业会计制度与上市公司盈余管理

盈余管理的本质是一种利润操纵行为。我国上市公司盈余管理的实施主体不但包括上市公司的管理者，也包括上市公司控股股东，盈余管理的手段多种多样。新的企业会计制度规范了企业的会计操纵行为，有效地遏止了上市公司的盈余管理，但新的企业会计制度对抑制盈余管理不是万能的，我们必须采取相应的措施，尽可能予以防范。     

Customer experience management: toward implementing an evolving marketing concept

Although research continues to debate the future of the marketing concept, practitioners have taken the lead, appraising customer experience management (CEM) as one of the most promising marketing approaches in consumer industries. In research, however, the notion of CEM is not well understood, is fragmented across a variety of contexts, and is insufficiently demarcated from other marketing management concepts. By integrating field-based insights of 52 managers engaging in CEM with supplementary literature, this study provides an empirically and theoretically solid conceptualization. Specifically, it introduces CEM as a higher-order resource of cultural mindsets toward customer experiences (CEs), strategic directions for designing CEs, and firm capabilities for continually renewing CEs, with the goals of achieving and sustaining long-term customer loyalty. We disclose a typology of four distinct CEM patterns, with firm size and exchange continuity delineating the pertinent contingency factors of this generalized understanding. Finally, we discuss the findings in relation to recent theoretical research, proposing that CEM can comprehensively systemize and serve the implementation of an evolving marketing concept.     

Personal selling and sales management: A relationship marketing perspective

The authors examine how the practice of personal selling and sales management is changing as a result of the increased attention on long-term, buyer-seller relationships and identify some implications of these changes. Changes in the traditional personal selling and sales management activities are needed to support the emergence of the part-nering role for salespeople. For salespeople in the part-nering role, the personal selling shifts from a focus on influencing buyer behavior to managing the conflict inherent in buyer-seller relationships. The emphasis on building relationships rather than making short-term sales and the use of sales teams dictates changes in the way firms select, train, evaluate, and compensate salespeople and members of sales teams. In this article, the authors have suggested some issues concerning the emerging partnering role for salespeople that deserve the attention of scholars interested in personal selling and sales management research. Barton A. Weitz is the J. C. Penney Eminent Scholar Chair in Retail Management at the Warrington College of Business Administration at the University of Florida. He received his Ph.D. from Stanford University and his research interests are in the areas of personal selling effectiveness, salesperson motivation, and channel relationships. His research has been published in theJournal of Marketing, theJournal of Marketing Research, Marketing Science, theJournal of the Academy of Marketing Science, andAdministrative Science Quarterly. He has coauthored two textbooks,Selling: Building Relationships andRetail Management. Kevin D. Bradford is an assistant professor of marketing at the University of Notre Dame. He received his Ph.D. from the University of Florida. His research interests include issues in buyerseller relationships and increasing salesperson effectiveness.     

Is purchasing management to buying as marketing is to selling?

This article examines the hypothesis that marketing concepts and techniques can be as useful to purchasing managers performing the buying function in the 1970s and 1980s as they were to advertisers and sales managers engaged in marketing in the 1950s and 1960s. Relevant concepts are briefly reviewed, and results of a survey of purchasing managers are reported. The data suggest the potential—but not actual—value of marketing-oriented thinking for purchasing managers.     

对上市公司股份回购的实证分析

针对上市公司回购社会公众股新一轮热潮中所蕴涵的问题,通过对我国已成功实施股份回购公司和拟实施股份回购公司的相关数据进行理性与实证分析表明,股份回购在完善我国上市公司股权结构与资本结构的同时,在其实施过程中也存在一些亟待解决的问题.     

工程公司人力资源管理最佳实践初探

工程公司是中国现代化和城镇化中重要的建设力量,他们的行为对中国经济的繁荣和增长存在意义深远的影响。但国内众多工程公司基本都由勘察设计企业转制而来,现有的人力资源管理体系难以支撑其成功转型。本文通过大量文献资料,对10家优秀的工程公司人力资源实践进行归纳性分析,研究得到工程公司人力资源最佳实践:(1)工程公司人力资源实践必须承接公司发展的使命和人本价值的假设;(2)工程公司人力资源实践体现在人才挑选前、挑选中、挑选后的人才资源价值创造,蕴含在通过各种方式进行经营、职能、技术、项目四大人才梯队的招聘,培养,激励,进而促使其产生价值和提升自我的过程;(3)人文环境、人本文化(员工参与)等因素则是提升人力资本价值创造的关键中介条件。这些最佳实践为工程公司的成功转型提供了重要的人力资源启示。     

Identification management and its bases: Bridging management and marketing perspectives through a focus on affiliation dimensions

There has been growing interest in both management and marketing regarding how individuals become identified with organizations and how organizations attempt to manage these identifications. The authors present a framework built on explicit and implicit points of convergence in research conducted in both these disciplines. In their review of the management and marketing literatures, the authors suggest three fundamental mechanisms, or “bases”, for managing organizational identification: relational, behavioral, and symbolic. Furthermore, the authors argue that how an individual is affiliated with an organization will impact the relative influence of these identification management bases. The authors conclude by suggesting how management and marketing scholars can create a theoretical space for future interdisciplinary work Such a change would involve moving away from “employees” versus “customers” as a prime division between the fields and moving toward a more fine-grained approach that emphasizes the unique characteristics of individual-organizational relationships. M. Teresa Cardador (cardador@uiuc.edu) is a doctoral student in management at the University of Illinois at Urbana-Champaign. Her research explores issues related to workplace attachment and identification, work orientation, and the experience of employees who find work highly meaningful and engaging. Michael G. Pratt (mpratt@uiuc.edu) is a James F. Towey Fellow and an associate professor of management at the University of Illinois at Urbana-Champaign. He earned his Ph.D. at the University of Michigan. His articles have appeared in leading management outlets, includingAdministrative Science Quarterly, theAcademy of Management Journal, theAcademy of Management Review, andResearch in Organizational Behavior. He recently coedited (with Anat Rafaeli) a book titledArtifacts and Organizations: Beyond Mere Symbolism (Lawrence Erlbaum, 2005). His current research examines issues of organizational attachment (e.g., identification and commitment), multiple identities and meaning, and intuition. Dr. Pratt’s work focuses largely on professionals in both traditional and dispersed work contexts.     

浅析“注意力时代”的营销宝典——事件营销

事件营销是近年来国内外十分流行的一种公关传播与市场推广手段,是一种快速提升品牌知名度与美誉度的营销手段。与广告和其他传播活动相比,事件营销能够以最快的速度、在最短的时间创造强大的影响力。越来越多的企业选择事件营销作为其营销的杀手锏,要想利用好这种方式,必须对事件营销模式和对策进行正确的选择,以取得事半功倍的效果。     

上市公司股权集中度与企业业绩的联立实证分析

本文通过公司股权集中度与企业业绩的联立模型,对影响股权集中度的主要因素进行了实证分析,在分析中采用面板数据(panel data)并运用三阶段最小二乘法(Thee-Stage Least Squares)进行联立分析,弥补了以往的对股权集中度研究的单一截面数据和将股权集中度与企业业绩外生化的缺陷,通过分析发现除了资产规模外的企业业绩、持股主体和行业分布均有显著影响,在取得结论的基础上提出了一些建议.     

营销时代推销实质探析

推销人员从多个方面挖掘产品能够满足顾客需求的使用价值,挖掘推销产品能够满足顾客特殊需求的差别优势,然后把产品使用价值中的部分内容有针对性地与顾客需求结合起来,满足不同层次顾客的各种需求和主要评价标准,用自己的知识和智慧创造性地运用各种推销技术,就是现代推销的实质。     

The impact of direct marketing appeals on charitable marketing effectiveness

Building on behavioral decision research, this article provides guidelines to charitable marketing managers regarding the effect of charitable direct marketing appeals on donor decision judgments. Several charitable direct mail appeals (factors) were empirically tested simultaneously in a factorial experimental design involving 18,144 potential donors to determine how donor decision strategies influenced choice judgments about whether to give and estimation judgments about how much to give. The results indicate that suggested anchors and framing influence response rate (choice) but not size of gift. Reference information (factual/statistical and narrative/experiential) influences size of gift (estimation) but not response rate. Implications for charitable marketing managers are discussed. He received his D.B.A. from Boston University, M.B.A. from Harvard University, and B.A. from Brandeis University. His research interests include managerial pricing, marketing communication strategies, and customer value. His work has been published in theCalifornia Management Review, Sloan Management Review, Pricing Strategy and Practice, Journal of Retailing, Journal of Marketing Communication, Journal of Business and Industrial Marketing, andJournal of Promotion Management, among others. He earned his S.B., S.M., and Ph.D. degrees from the Massachusetts Institute of Technology Sloan School of Management. He is coauthor ofDirect Marketing Management (Prentice Hall) andCases in Business Statistics (Allyn & Bacon). He has published a variety of articles in journals such asManagement Science, Journal of Marketing Research, Journal of Direct Marketing, Harvard Business Review, Sloan Management Review, Journal of Business Forecasting, American Statistician, andJournal of Finance.     

Directions for marketing knowledge development: Opinions of marketing research managers

If future academic research is to make a meaningful contribution to marketing practice, we must know more about the strengths and gaps in our existing marketing knowledge base. This article reports the findings of a survey of marketing research managers employed by firms serving both consumer and industrial markets. Data were collected on researchers' perceptions of (1) importance of decision making areas, (2) need for additional knowledge accumulation, and (3) type of additional knowledge development. Survey results suggest that some decision areas are perceived to be in far greater need of further study than others, and that academic research output does not always correspond to the information requirements of marketing practitioners. General Electric Company     

浅析加入世贸组织对我国上市公司的影响

本文就加入WTO后可能对各行各业上市公司的影响深入分析,通过列举一些典型案例,分析了入世后会受惠的行业,及可能受到冲击的行业,并提出相关的解决措施以便对投资者及政府部门决策起到参考作用.