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101.
Visitor attendance motivations at consumer travel exhibitions 总被引:3,自引:0,他引:3
This study identifies the major motivations of visitors for attending consumer travel exhibitions and segments visitors based on their motivations. The findings suggest that visitors to consumer travel exhibitions have multiple motivations: acquiring purchase information, being attracted by the theme, or being encouraged to visit by media coverage. Half of the visitors perceived travel fairs to be an important distribution channel through which they could get special deals on travel to desirable destinations (or at least sourcing information on travel). It seems likely that consumer travel show attendance may be closely linked with the individual leisure desires of the visitor. The study suggests two clusters: 1) Shopper cluster whose major motivation is purchasing and 2) Total Visitors whose motivation is to undertake an ongoing information search and attend seminars to maintain their awareness of new trends with the tourism industry. 相似文献
102.
An empirical study of factors influencing innovation implementation in industrial sales organizations 总被引:1,自引:0,他引:1
Judith J. Marshall Harrie Vredenburg 《Journal of the Academy of Marketing Science》1992,20(3):205-215
The authors formulate and test a model of organizational factors leading to successful implementation of the telemarketing
innovation. Data to test the model were collected by interviewing two key informants in each of 110 industrial salesforces.
Support was found for many of the individual hypotheses in the model. Preliminary conclusions are drawn for marketing management
and theory. 相似文献
103.
Judith J. Madill Author Vitae George H. Haines Jr. Author Vitae Allan L. Riding Author Vitae 《Industrial Marketing Management》2007,36(2):241-248
Managing relationships with customers and clients is a critical task for industrial sales organizations. This paper reports on research that focuses on improving client relationships through effective handling of account manager turnover and improved account management. Even in situations where account manager turnover is high, the relationship between the company and the SME client does not suffer if the account management turnover process is well managed. When account manager turnover is not well managed, customer satisfaction suffers. The research also identifies eleven specific management activities that are highly related to supplier satisfaction with both the account manager and the supplier financial institution. 相似文献
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In this paper, a framework for systematizing the different applications of decision-making models to the control of drug abuse is first presented. Next, the available literature on the topic is used to exemplify as many as possible of the elements of the framework presented. Finally, extensions of the current state of the field in the direction of disaggregated and of dynamic models are presented. 相似文献
107.
Judith W. Spain Peggy Brewer Virgil Brewer S. J. Garner 《Journal of Business Ethics》2002,36(1-2):187-194
Conceptually, entrepreneurship is seen as the engine that drives a robust economy, promotes a favorable quality of life, and assures the availability of the attributes needed for meaningful living. However, like many popular concepts in this world, its limitations are normally not well acknowledged. A grouping of entrepreneurial ventures which has recently come into existence deals with the personal fiscal issues associated with the end-of-life phase of the human cycle. While generally praised as humanitarian services for society, that are assuredly within legal bounds, these activities have potentially significant negative implications. When examined from an ethical perspective, some questionable practices became apparent. Three such undertakings in particular have to do with the terminally ill and are examined in this paper. The first, viatical transactions, is defined as the transfer of a life insurance policy's ownership to someone who does not have an insurable interest in the life of the insured individual. The second, creative tax shelters for wealthy people involved in estate planning, involves hiring unrelated parties, particularly those who are young and in failing health, to do the dying for the principal. The third, mind games, involves curtailing the use of medical resources for the dying. The justification for this is rationing scarce medical resources. 相似文献
108.
Review of Derivatives Research - We establish a direct link between sophisticated investors in the option market, private stock market investors, and the idiosyncratic volatility (IVol) puzzle. To... 相似文献
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110.
Scientists' commitment to underperforming research projects: linking past success and the social environment 下载免费PDF全文
This article investigates scientists' commitment to underperforming research projects based on the concomitant consideration of their past success and social environments. Based on escalation of commitment and network theory, the model hypothesizes that past success triggers the commitment to underperforming projects but that the strength of this influence varies depending on the characteristics of decision makers' social networks. Results from the analysis of 3,072 scenario assessments nested within 96 scientists show that the positive relationship between past success and continued investment in underperforming projects is more positive when the network is larger, when the ties within the network are stronger, and when feedback from network partners is predominantly positive. Surprisingly and contrary to model predictions, results also show that the relationship between past success and scientists' tendency to commit to underperforming projects becomes stronger with lower communication frequency with network partners. This study extends current research by exploring the boundary conditions of the impact of decision makers' social environment on commitment to failing projects. Further, it adds to literature on the downside of success by emphasizing that decision makers, particularly those in some social environments, are driven to commit additional resources to underperforming – and potentially failing – projects. Decision makers acting in such environments should be aware that they are prone to overinvestment of resources, and the findings of this study can help them increase their awareness. Based on this study's results, decision makers (including scientists) can thus better reflect on and improve their research project evaluations. Finally, the findings of this study open up various opportunities for future research. 相似文献