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51.
Relationships in business markets: Exchange episodes,value creation,and their empirical assessment 总被引:1,自引:0,他引:1
James C. Anderson 《Journal of the Academy of Marketing Science》1995,23(4):346-350
Conclusion David Wilson (1995) has provided us with much grist for thought with his integrated framework for customer-supplier relationship
development. In focusing on which constructs are “active” and therefore most meaningful at each stage, he has opened a new
vista for research in this area. Our models and empirical research ought to reflect this, but to date they largely have not.
I have suggested qualitative, longitudinal research as a preferred next step in gaining the knowledge that we will need to
make field-survey, longitudinal research worthwhile.
Wilson also is to be lauded for drawing greater attention to value creation as a central undertaking in customer-supplier
relationships. Understanding and actualizing value creation (and value sharing) are critical aspects of the market-sensing
and customer-linking capabilities in market-driven organizations (Day 1994), yet the mechanisms underlying them and the methodologies
for accurately assessing them remain largely unknown. Here, particularly for tool development research, it would seem to be
an opportune time for business marketing academics and practitioners to form their own collaborative relationships for mutual
gain.
His research interests are in working relationships between firms in business markets and measurement techniques. His articles
have appeared inHarvard Business Review, Journal of Marketing, Journal of Marketing Research, Management Science, Psychological Bulletin, andPsychometrika, among others. He has been vice president of the Business Marketing Division of the American Marketing Association and is
a fellow of the American Psychological Association. 相似文献
52.
An empirical test of trust-building processes and outcomes in sales manager-salesperson relationships 总被引:1,自引:0,他引:1
Thomas G. Brashear James S. Boles Danny N. Bellenger Charles M. Brooks 《Journal of the Academy of Marketing Science》2003,31(2):189-200
This study examines three trust-building processes and outcomes in sales manager-salesperson relationships. This study, based
on a sample of more than 400 business-to-business salespeoples from a variety of industries, shows two trust-building processes
(predictive and identification) to be significantly related to salesperson trust in the sales manager. Interpersonal trust
was found to be most strongly related to shared values and respect. Trust was directly related to job satisfaction and relationalism,
and indirectly related to organizational commitment and turnover intention.
Thomas G. Brashear (brashear@mktg.umass.edu) (Ph.D., Georgia State University) is an assistant professor of marketing in the Isenberg School
of Management at the University of Massachusetts-Amherst.
James S. Boles (jboles@gsu.edu) (Ph.D., Louisiana State University) is an associate professor of marketing in the Robinson College of Business
at Georgia State University. His research has appeared in a variety of journals, including theJournal of Marketing, theJournal of Business Research, theJournal of the Academy of Marketing Science, theJournal of Retailing, theJournal of Personal Selling and Sales Management, and theJournal of Applied Psychology. His areas of research interest include personal selling, sales management, key and strategic account management, and business
relationships.
Danny N. Bellenger (mktdnb@langate.gsu.edu) (Ph.D., University of Alabama) is currently chairman of the Marketing Department in the Robinson
College of Business at Georgia State University. His research has appeared in a number of academic journals including theJournal of Marketing Research, theJournal of Marketing, theJournal of Advertising Research, theCalifornia Management Review, theJournal of Retailing, theJournal of Personal Selling and Sales Management, Industrial Marketing Management, and theJournal of Business Research. He has authored four monographs and four textbooks on marketing research, sales, and retailing.
Charles M. Brooks (brooks@quinnipiac.edu) (Ph.D., Georgia State University) is an associate professor and chair of the Department of Marketing
and Advertising at Quinnipiac University. His research has appeared in theJournal of Business Research, theJournal of Retailing, Marketing Theory, and theJournal of Marketing Theory and Practice. 相似文献
53.
James Tobin 《De Economist》1990,138(1):1-14
Summary Jan Tinbergen originated the theory of policy in the 1950s. Here I apply it to contemporary macroeconomics. The two standard instruments of short-run demand management cannot achieve the two usual targets, full employment and price stability. With respect to those goals, these two instruments are collinear, except for small and transient effects on foreign exchange rates. But the mix of fiscal and monetary policies, relative to one another, does have important effects on the composition of national output, as between investment and consumption.I point out that policy-makers, like portfolio managers, should diversify the instruments they use when they are uncertain of their effects. I discuss some pitfalls in the empirical estimation of policy effects, especially possible misinterpretations of simple correlations, and I note that policy rules cannot be invariant to changes in macroeconomic structure. I argue that policy rules should involve responses to new information and in practice allow discretion. Finally, I suggest that Tinbergen's theory of policy needs to be extended to policy coordination among nations.Third Tinbergen Lecture delivered on October 20, 1989, in Utrecht for the Royal Netherlands Economic Association. 相似文献
54.
Recent theoretical developments have incorporated endogenous multinational firms into the general–equilibrium model of trade. One simple taxonomy separates the theory into "vertical" models, in which firms geographically separate activities by stages of production, and "horizontal" models, in which multiplant firms duplicate roughly the same activities in many countries. The authors nest a horizontal and a vertical model within a hybrid (unrestricted) "knowledge–capital model" and estimate the specifications with data on US foreign direct investment activity. In the nested econometric tests, the data sample cannot distinguish statistically between the unrestricted model and the restricted horizontal model, indicating that the latter captures virtually all of the determinants of FDI. The tests overwhelmingly reject the vertical model. 相似文献
55.
The Productivity of US States since 1880 总被引:1,自引:0,他引:1
This study uses state-level variation in labor productivity levels at twenty-year intervals between 1880 and 1980 to examine the relative importance of institutional and geographical influences in explaining observed and persistent differences in standards of living over time and across regions. Focusing on fundamental rather than proximate influences, we find that both institutional characteristics and some physical geography characteristics account for a high proportion of the differences in state productivity levels: states with navigable waterways, a large minerals endowment, and no slaves in 1860, on average, had higher labor productivity levels throughout the sample period. However, we find little support for two other influences that have previously received attention—climate and latitude. 相似文献
56.
国有企业、金融市场改革与养老保险制度改革的互动效应--中国如何解决老年保障问题? 总被引:5,自引:0,他引:5
中国政府非常清楚社会保障所面临的危机,决定寻求解决办法。拟议中的社会保障改革的核心是积累制和整合条块分割的体系,计划为每个工人建立个人退休账户,对养老基金进行有效投资。然而,这种改革受阻于三个关键因素。(1)在向积累制的转化过程中必须支付特制成本;(2)现有的社会保障体系条块分割、分散化管理3(3)已经积累的基金尚未取得高收益,也未分配到最有效率的用途上。 相似文献
57.
This article presents a macroeconomic model in which government deficits are bond financed and the stock of bonds may affect both expected income and liquidity. If either of these effects exists, then comparative statics analysis requires the government budget to be balanced. Temporary divergences from a balanced budget and changes in the maturity structure of the government debt may be analyzed in terms of changes in the stock of bonds. It is shown that traditional fiscal and monetary policies may have a perverse effect; that to ensure effective policy, deficit financing and open market operations should be avoided; and that only policies involving a balanced budget or the financing of deficits or surpluses through changes in the stock of money should be undertaken. 相似文献
58.
James J. Winebrake Brian P. Creswick 《Technological Forecasting and Social Change》2003,70(4):359-384
This paper integrates the analytic hierarchy process (AHP) with scenario analysis techniques to explore the commercialization of future hydrogen fuel processor technologies. AHP is a multi-attribute decision analysis tool useful for evaluating decisions with multiple criteria and alternatives. In this paper, AHP is extended using a technique called perspective-based scenario analysis (PBSA). In PBSA, scenario analysis is conducted based on potential future decision-maker perspectives that are integrated into the AHP framework. This paper discusses this method and applies it to the evaluation of hydrogen fuel processor technologies 15–20 years hence. The results provide an added layer of insight into the opportunities and barriers for the commercialization of these technologies as well as the methodological opportunities for using AHP and PBSA as a futures tool. 相似文献
59.
James Kirkley Catherine J. Morrison Paul Stephen Cunningham Joseph Catanzano 《Environmental and Resource Economics》2004,29(2):191-217
Overfishing and excess capacity in mostfisheries around the world have generated considerableand increasing concern about their biological and economic performance ramifications. Theseproblems, in part, stem from substantialinvestment in technical improvements to boats andequipment in fishing fleets, which exacerbatesexcess fishing capacity and low returns tofishing effort and investment, given regulatoryand biological constraints. However, little attempt hasbeen made to quantify the extent or effects oftechnical change in fisheries. In this paper, we usedetailed data on innovation patterns for 19vessels in the Sète trawl fleet of southernFrance to evaluate the contributions oftechnical change to catch rates. We find thatembodied technical change enhanced productivity by approximately one percent per year between 1985 and 1999, but that external (disembodied) events counteractedthis trend, causing a net output decline ofabout three percent per year. 相似文献
60.
Whistle-blowing in America business and industry has increased as interest in ethical business behavior and the cost of unethical
behavior have grown. Whistle-blowing plays the important role of helping to fill the gaps in the regulatory system that is
designed to check the abuse of organizational power. However, the practice of whistle-blowing is controversial and whistle-blowers
often pay a high price for their actions. Firms can engage in a number of actions to encourage whistle-blowing. Creating a
climate that encourages employees to report organizational wrong doing and that protects the whistle-blower is critical. To
create such a climate the organization must build trust and cooperation by educating employees in the benefits of ethical
and legal behavior. 相似文献