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981.
    
Purpose: This study assessed the value of training in mirroring combined with training in empathy in a personal-selling setting when these two supplement training in more conventional areas. To a large extent, this investigation is exploratory. Previous attempts to probe into this topic do not appear in the literature.

Methodology: Students in personal-selling classes acted as sales representatives in an attempt to sell a service (attendance at a seminar) to small retailers. One group was trained in mirroring and another in empathy. Yet another received instruction in both mirroring and empathy. Finally, control-group members received neither mirroring nor empathy training. Chi-square tests, t tests, Tukey k tests, and an analysis of variance were used. The hypotheses were that mirroring and empathy training, and especially mirroring combined with empathy, would perform better than no training in these areas.

Findings: The analysis revealed that those who were trained in mirroring were more successful in obtaining intent to purchase than were control-group members. Likewise, trainees in empathy were more successful than those without training. Both of these experimental groups performed at levels that did not diverge significantly. Members of the group with instruction in both mirroring and empathy contributed more effectively than any other group.

Originality, Value, and Contribution: This is the first published study that systematically examined the effectiveness of both mirroring and empathy training in a personal-selling setting. Previous writings have presented research relating to nonselling functions. Others have discussed the value of mirroring and empathy in narrative that was not supported by data. The findings of this study suggest that both of these topics of coverage have merit when acting as a supplement to more conventional training content. They reveal that sales managers may be more successful in training members of the sales force if mirroring and empathy training is employed. The investigation supplies support for the proposition that this form of instruction can be useful in both academic and practical applications.  相似文献   
982.
    
Although the interest in organic groceries has increased, actual buying behavior falls short for reasons that are mostly unknown to researchers and practitioners. This paper addresses this so‐called intention–behavior gap by investigating the impact of point‐of‐sale (POS) information on the perception of purchase barriers and behavior. While behavior and interest differ for various product categories, the organic groceries most frequently bought worldwide are differentiated on the basis of product category involvement in a pilot study. A laboratory experiment and a field experiment containing actual purchase behavior and market data revealed the possibility of enhancing organic purchases within low‐ and high‐involvement categories, while exposed to POS information. In low‐involvement product categories, POS information should reveal new product category‐specific organic features. In high‐involvement product categories, the perceived addition of value for money is crucial for purchasing organic groceries. While the effect of POS information on perceived trust and knowledge is higher for health conscious or green consumers in low‐involvement product categories, it is the converse in high‐involvement product categories.  相似文献   
983.
建立集体森林资源资产化管理体系初探   总被引:7,自引:0,他引:7  
针对林改后集体林权高度分散,千家万户经营林业,以及林业市场化、森林资源资本化发展的新形势,提出了建立集体森林资源资产化管理体系的概念,论述了其建立的意义与必要性;阐述了建立林业产权管理专门机构的职能及其管理内容,包括建立林业产权档案登记、纠纷调解仲裁、流转评估、经营管理、资产要素、社会化服务资产保护七大体系,以期为深化集体林权制度改革提供实践探索。  相似文献   
984.
One strand of the macroeconomics literature explores the extent to which the indexation of nominal wages to a variable in addition to the price level can improve macroeconomic performance. The present paper contributes to this literature by developing a model in which the nominal wage is indexed not only to the price level but also to productivity. Two key features of the framework are a monopolistically competitive goods market and a unionized labor market in which wages are determined by a finite number of unions. A significant finding is that the multiparameter indexation scheme generally outperforms full-information wage setting.  相似文献   
985.
《建立国家公园体制总体方案》中提出“国家公园内全民所有自然资源资产应该占主体地位”。由于土地权属复杂,自然资源统一管理成为我国国家公园体制试点建设的难点问题之一。钱江源国家公园在试点期间,通过探索和分析租赁、置换、合作等方式,对比国内外国家公园地役权制度优劣,构建了适合本地特点的集体林地地役权改革制度,即在不改变森林、林木、林地权属的基础上,通过一定的经济补偿,限制权属所有者的行为,将其使用权和管理权通过各项决议和合同形式授权给国家公园管理机构。通过集体林地地役权改革实现了对自然资源的统一管控,不仅解决了国家公园建设中集体林占比较高的难题,同时还带来了显著的生态效益、经济效益和社会效益,为集体土地占比较高的东部经济发达地区构建互促共赢的可持续发展模式提供了示范经验。  相似文献   
986.
This study attempts to reveal how macroeconomic and technology policies that encompass the opportunity and individual drivers of entrepreneurship explain the dynamics of new firm formation in a country. To do so we rely on the Schumpeterian, industrial organization, and labor economics traditions of entrepreneurship, and performed an exploratory test with longitudinal U.S. data from 1968 to 1993. The results of this study suggest that R&D investments, patents, economic concentration, pro-competition policy, and labor mobility are important areas in which government policy can influence the intensity of new firm formation.  相似文献   
987.
曾赤 《消费经济》2002,18(6):17-18
尹世杰教授是我国老一辈经济学家,是消费经济学的创始人,他长期以来从事政治经济学的教学和研究,特别是20世纪80年代以来,在消费经济学、消费力经济学和消费文化的研究方面取得了开创性的成就,填补了我国经济学的空白.  相似文献   
988.
    
Given the credit market imperfections in Taiwan, this paper examines the threshold effects in the adjustment towards the long‐run equilibrium relationship between housing prices and household credit. The empirical findings verify the potential for regime shifts in the dynamically adjusted relationship between housing prices and household credit. Only when the benefits cover the cost of market imperfections, do housing and credit markets trigger convergence to their long‐run equilibrium. The hidden effect of the limitations on housing and credit markets is to raise the thresholds of the self‐adjustment mechanisms. As a result, economic boom‐bust cycles will be more severe and increase the fragility of financial sectors.  相似文献   
989.
An old person typically has a mixed attitude toward the welfare-state benefits, when they are financed by capital taxes, because her income derives mostly from capital. We develop a majority-voting model which focuses on the effect of aging on this dilemma. Surprisingly, the theory predicts that tax rates on capital income could actually rise as the population ages, even though older individuals would be expected to own more capital than the young and thus vote against higher taxes. We then confront the key prediction of the model with panel data for ten European Union countries, over the period 1970–1996. We investigate the asymmetric effect of aging on the taxation of capital and labor. The implications of the model are shown to be consistent with panel data. JEL no. H0, H5, P1  相似文献   
990.
我国承接软件外包的发展现状和对策建议   总被引:1,自引:0,他引:1  
在新一轮的全球产业转移中,软件外包已经成为一种新兴的服务贸易模式,并且正在迅猛发展。当前,我国承接国际软件外包过程中,缺少高素质的软件架构和项目管理人才,国际市场开拓能力低,我国软件企业规模小,产业链不完善。加快我国承接软件服务外包,要加大CMM、ISO等各类认证力度。通过各类认证。切实提高企业的软件开发流程管理能力,政府要加强知识产权、商业秘密和个人隐私保护的力度,完善知识产权保护机制,快速形成一定规模的开发能力,做大海外市场。  相似文献   
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