How industrial salespeople gain customer trust

This study investigated how industrial salespeople gain the trust of their customers. Results show that trust increases as the customer gains the impression that the salesperson is dependable, honest, competent, customer oriented, and likeable. Based on the results, a general model of trust building is suggested.     

Resource flows through the multilateral system for food and agriculture : Trends of the decade

The tenth session of the World Food Council in Addis Ababa, Ethiopia, held on 11–15 June 1984, undertook an assessment of international activities in the decade since 1974 for meeting the World Food Conference objectives of improving the global food system and overcoming the blight of world hunger. One document prepared for the session looks specifically at the activities of the multilateral institutions since the 1974 conference, in terms of both resource and programme commitments. This article provides a summary of that WFC document.     

Catching hipos: screening, wages, and competing for a job

In this paper, I study the wage a firm sets to attract highability workers (hipos) in situations where people compete fora job. I show that the more people compete, the larger a firm'sincentives to sort high and low ability workers. Moreover, workerswill signal their (high) ability in situations with many competitorsonly if a job offers a high enough wage. The main result, therefore,is that a firm sets higher wages, when more people compete.     

Regulation, Vertical Integration and Sabotage

We consider the incentive of a dominant firm that supplies a necessary input to a Bertrand-competitive differentiated products downstream industry to: (1) vertically integrate forward, and (2) raise its downstream rivals' costs through non-price activities which we characterize generally as 'sabotage'. We examine these incentives both in the absence and presence of a regulatory constraint on the upstream price. We find that, while an incentive for vertical integration is present regardless of the existence of the regulatory constraint, the incentive for sabotage emerges only in the presence of binding input price regulation. Welfare effects are also explored.     

Report: EMCRA — The chemical division of EVAF

It is editorial policy to encourage officials, of the European Association for Industrial Marketing Research (EVAF), to write occasional articles on the activities of EVAF. In this article Mr. J. W. Vernon, Chairman (UK) of the European Chemical Marketing Research Association (ECMRA), has written a refreshingly frank “history”, and discussed the promising future plans, of the Chemical Division of EVAF.     

浅析国有商业银行不良贷款资产证券化

本文在分析了我国国有商业银行不良资产以及证券化的现状的基础上,通过对国有银行不良贷款资产证券化的可行性分析,为我国国有商业银行不良资产证券化提供了相应的政策建议。     

水城县沙坡村人口和家庭再生产的历史分析

通过对沙坡村近50年来不同时期的人口和家庭再生产的历史分析,总结了影响沙坡村人口和家庭再生产的主要因素。结果表明:1950年以来,沙坡村人口数量增长和家庭再生产明显受到制度变革的影响,但对该村人口性别结构失衡日趋严重的现象,各种制度变革都不能给出合理的说明,而传统家庭观念的盛行却较好地解释了这种现象。