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101.
It is becoming increasingly apparent from the literature that marketers need to consider customer-level information when they
generate a marketing strategy for the firm. In this article, the authors develop a customer-focused framework that uses a
marketing strategy with an overall objective of maximized financial performance. This strategy is driven by seven customer-level
marketing tactics and shows how actual customer data can be used to generate an actionable marketing strategy leading to optimal
levels of profitability, customer equity, and shareholder value. In addition, the authors discuss a successful implementation
of this strategy for several business-to-business and business-to-consumer firms and offer insights as to how to customize
an implementation strategy for any firm, along with presenting potential challenges a firm may encounter during the implementation
process. Several suggestions for future research are offered to explore and harness this newly available evidence.
V. Kumar (VK) (vk@business.uconn.edu) is the ING Chair Professor of Marketing and the executive director of the ING Center for Financial
Services at the University of Connecticut. He spends his time by transferring his knowledge (however little it may be) to
his two daughters about customer lifetime value, diffusion models, forecasting sales and market share, retailing, and marketing
strategy.
J. Andrew Petersen (apetersen@business.uconn.edu) is a doctoral candidate in marketing at the University of Connecticut. His research interests
include customer lifetime value, word-of-mouth effects, and customer-level marketing strategy. His research has been published
inMarketing Research Magazine and theJournal of the Academy of Marketing Science. 相似文献
102.
George M. Zinkhan 《Journal of the Academy of Marketing Science》2005,33(3):251-253
Summary In summary, it is important, from time to time, to step back and consider the publication process, as it exists in marketing
and as it operates forJAMS. As part of this consideration, the issue of journal quality is paramount.
As mentioned above, there are many ways to assess journal quality, and each method has its advantages and its limitations.
In the field of marketing, we have a long history of relying on perceptual data, and this tradition is reflected in methods
that rely on expert ratings and rankings of journals. In our field, we also have a history of trying to collect “objective”
or quantitative data, and methods that rely on citation counts fit into this tradition. Here, using contrasting but related
methods, we report encouraging evidence about the growing status and reputation ofJAMS as an influential publication outlet for marketing scholarship. 相似文献
103.
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
104.
Monitoring business cycles faces two potentially conflicting objectives: accuracy and timeliness. To strike a balance between these dual objectives, we propose a Bayesian sequential quickest detection method to identify turning points in real time with a sequential stopping time as a solution. Using four monthly indexes of real economic activity in the United States, we evaluated the method’s real-time ability to date the past five recessions. The proposed method identified similar turning-point dates as the National Bureau of Economic Research (NBER), with no false alarms, but on average, it dated peaks four months faster and troughs 10 months faster relative to the NBER announcement. The timeliness of our method is also notable compared to the dynamic factor Markov-switching model: the average lead time was about five months when dating peaks and two months when dating troughs. 相似文献
105.
We analyse a disregarded environmental policy instrument: a switch in government expenditure away from energy (or other natural
resources) and toward a composite good which includes energy-saving expenditure. We first develop two variants of an analytical
general equilibrium model. A composite good is produced with constant returns to scale, and energy is imported or produced
domestically with diminishing returns, yielding a differential rent to its owners. The government purchases energy and composite
goods from private firms. Such a policy unambiguously increases employment. It also raises private consumption and welfare
under two conditions: (i) it is not too costly and (ii) the initial share of the resource is smaller in public spending than
in private consumption, or the difference is small enough. We then run numerically a model featuring both importation and
domestic production of energy (oil, gas and electricity), for the OECD as a whole. Simulations show that employment, welfare
and private consumption rise. We provide magnitudes for different parameter values.
Earlier versions of this paper have benefited from conference participants at the European Council for an Energy-Efficient
Economy, International Society for Ecological Economics World Congress, CIRED seminar and EUREQua environmental economics
seminar. We especially thank Michèle Sadoun and two anonymous referees. The usual disclaimer applies. 相似文献
106.
Synopsis We describe the first effort at creating a global ex-vessel fish price database, which is required for understanding the economic
behavior of participants in the world’s fisheries. We demonstrate potential applications of the database by linking it to
a spatially defined catch database, which makes it possible to attach landed values to species in both time and space. This
is the first database available publicly where interested members of the public, researchers and managers can easily find
and access ex-vessel prices of the world’s major commercial fish species. Preliminary results indicate that the average real
price of a number of species have declined between 1950 and 2002. The estimated landed value of fish globally, in year 2000
dollars, was about US$24 billion in 1950. It increased steadily to about US$90 billion in the early 1970s, reached a peak
of US$100 billion at the end of the 1980s, and declined to about US$80 billion in 2000. The top 15 fishing countries cumulatively
account for 79% of total real landed value, with Japan leading, even though the value of its landings has been declining.
相似文献
107.
108.
John Baffoe-Bonnie 《Empirical Economics》2003,28(3):461-478
Recent application of the switching regression model to allocate workers into the primary and secondary labor markets is
considered to be the best solution to the classification problem of the empirical testing of the dual labor market theory.
In such models, normality of the error terms is assumed. This paper adopts the switching regression model to test the dual
labor market theory by assuming different distributions of the error terms. The test results strongly support the dual labor
market theory regardless of the assumption one makes about the error terms. However, the results indicate that different distribution
can lead to different percentage distributions of workers in the two segments. In particular, the normal distribution generates
more workers in the primary segment than the non-normal distributions. Therefore, care must be taken not to generalize the
type of industries or occupations that fall under the primary and secondary segments.
First version received: October 2000/Final version received: March 2002
RID="*"
ID="*" I would like to thank Kevin Lang, Robert Marshall, and two anonymous referees for their helpful comments. I am grateful
for comments received from the session participants of the Western Economic Association International Conference, San Francisco,
CA, June 28–July 2, 1996, and the Midwest Economic Association Conference, Kansas City, 1997. I thank George Bonney, the Chief
Statistician of Fox Chase Cancer Center, Philadelphia for his comments. Any remaining errors are my responsibility. I gratefully
acknowledge financial support from Penn State Research and Development Grant, 1995. 相似文献
109.
The effects on consumer welfare of requiring a utility facing cost or demand risk to use either a fixed retail price or marginal cost pricing are assessed. With marginal cost pricing and cost volatility an efficient futures market allows consumer welfare to be at least as high in every state as with the fixed price. With demand risk marginal cost pricing can benefit the consumer in every state without harming the firm if the profit difference is transferred to the consumer. A futures market can act as a partial replacement for the transfer. 相似文献
110.
Federico Echenique 《Economic Theory》2003,22(4):903-905
Summary. I prove that the equilibrium set in a two-player game with complementarities, and totally ordered strategy spaces, is a sublattice
of the joint strategy space.
Received: May 31, 2001; revised version: October 4, 2002 相似文献