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971.
For many years, researchers and practitioners have sought out meaningful indicators of sales performance. Yet, as the concept
of performance has broadened, the understanding of what makes up a successful seller, has become far more complicated. The
complexity of buyer–seller relationships has changed therefore as the definition of sales performance has expanded, cultivating
a growing interest in ethical/unethical actions since they could potentially have impacts on sales performance. Given this
environment, the purpose of this study is to explore the impact of moral judgment on sales performance and sellers engaging
in a customer-oriented selling approach. Specifically, by utilizing a sample of 345 business-to-business salespeople, this
study examines the relationships between moral judgment, customer-oriented selling, and outcome and behavior based performance.
Results, managerial implications, and opportunities for future research are provided. 相似文献
972.
The Impact of Ethical Ideologies,Moral Intensity,and Social Context on Sales-Based Ethical Reasoning
Previous research indicates that ethical ideologies, issue-contingencies, and social context can impact ethical reasoning
in different business situations. However, the manner in which these constructs work together to shape different steps of
the ethical decision-making process is not always clear. The purpose of this study was to address these issues by exploring
the influence of idealism and relativism, perceived moral intensity in a decision-making situation, and social context on
the recognition of an ethical issue and ethical intention. Utilizing a sales-based scenario and multiple ethics measures included
on a self-report questionnaire, data were collected from a regional sample of business students, most of whom had modest work
experience. The results indicated that perceived moral intensity was associated with increased ethical issue recognition and
ethical intention. Idealism was also associated with increased ethical issue recognition, and relativism was associated with
decreased ethical intention. Social consensus was positively related to ethical issue recognition and intention, while competitive
context was inversely related to ethical intention. Finally, ethical issue recognition was associated with increased ethical
intention. Idealism, moral intensity, social consensus, and work experience worked together as predictors of ethical issue
recognition, whereas recognition of an ethical issue, relativism, moral intensity, social consensus, and competitive context
worked together to predict ethical intention. 相似文献
973.
Seraphim Voliotis 《Journal of Business Ethics》2011,102(4):537-562
Organizational corruption has recently attracted considerable scholarly attention, especially since its devastating effects
following recent major corporate scandals, the worldwide economic crisis of 2009, and the current European Union monetary
crisis. This paper is based on the analysis of three distinct, yet contextually related, case studies in a European Union
member state: (a) an incident of corruption by a minister in an adjudicative role, (b) widespread financial misreporting and
perjury within an organization, and (c) abuse of due process and obstruction of justice by civil servants within a ministry.
These cases serve to illustrate, for the first time, Aguilera and Vadera’s (in J Bus Ethics 77:431–449, 2008) framework of organizational corruption, which relates distinct types of a corrupter’s opportunity, motivation, and justification
with the type of corruption present in the organization. Furthermore, the data suggest how the framework may be extended and
reveal conceptual issues that require reconciliation. This study attempts such reconciliations and offers some suggestions
on how the findings may be utilized by policy reformers or corruption controllers. 相似文献
974.
975.
Mari Huhtala Taru Feldt Anna-Maija Lämsä Saija Mauno Ulla Kinnunen 《Journal of Business Ethics》2011,101(2):231-247
The present study had two major aims: first, to examine the construct validity of the Finnish 58-item Corporate Ethical Virtues
scale (CEV; Kaptein in J Org Behav 29:923–947, 2008) and second, to examine whether the associations between managers’ perceptions of ethical organisational culture and their
occupational well-being (emotional exhaustion and work engagement) are indirectly linked by ethical strain, i.e. the tension
which arises from the difference in the ethical values of the individual and the organisation he or she works for. The sample
consisted of 902 managers from different organisations, in middle and upper management levels, aged 25–68 years. The results
of the confirmatory factor analysis (CFA) provided support to the hypothesised eight-factor structure of the CEV scale; i.e.
the scale contained the factors of clarity, congruency of supervisors, congruency of senior management, feasibility, supportability,
transparency, discussability and sanctionability. In addition, it emerged from the CFAs that the high intercorrelations of
these factors can be explained by the second-order factor of ethical culture. The managers’ perceptions of the ethical culture
prevailing in their organisations were associated with their occupational well-being both directly (high-work engagement)
and indirectly via a low level of ethical strain (low-emotional exhaustion). Thus, the findings indicated that the ethical
culture of organisations plays a major role in managers’ occupational well-being. 相似文献
976.
Irene M. Herremans Robert G. Isaac Theresa J. B. Kline Jamal A. Nazari 《Journal of Business Ethics》2011,98(4):627-640
This research, couched in the resource-based view of the firm, investigates the potential for reducing an organization’s decision
uncertainty within its intellectual capital (IC) operating environment. Using structural equation modeling, we empirically
test if organizational design can reduce the perceived uncertainty related to an IC context, which we refer to as knowledge
uncertainty. We found evidence that decentralization and technology infrastructure support a results-based IC management control
system which in turn is associated with reduced internal decision uncertainty. Finally, our statistics support a good overall
fit for our model. Our findings suggest that if managers structure their organizational control systems appropriately for
developing IC capabilities, these systems can lead to reduced internal uncertainty regarding human, structural, and relational
capital. 相似文献
977.
Organizational Role and Environmental Uncertainty as Influences on Ethical Work Climate in Military Units 总被引:1,自引:0,他引:1
In addition to a person’s character and training, the organization’s ethical work climate (EWC) can assess how the organization
influences an individual’s ethical decision-making process by examining the individuals’ perception of “what is the right
thing to do” in a particular organizational environment. Relatively little research has explored which EWCs dominate military
units and the impact of organizational role and environmental uncertainty on individuals in the military and their ethical
decision making. In this study, we examined the predominant EWCs among military units and found that certain organizational
influences are associated with the specific EWCs. Based on these discoveries, we discuss the implications of EWC studies and
the influence of organizational role and environmental uncertainty for researchers, as well as military leaders. 相似文献
978.
After defining the essential elements of Aristotelian citizenship, the article proposes to apply these criteria in its search
for the equivalent of a citizen within the corporate polis. It argues that shareholding managers are the best positioned among
a firm’s constituents or stakeholders in fulfilling the role of corporate citizens. Greater participation by management not
only in the control but also in the ownership of firms brings about benefits for the firm as a whole and for the managers
themselves, as organizational citizenship behavior literature, among others, suggests. 相似文献
979.
This study investigates the effects of internal and external corporate governance and monitoring mechanisms on the choice
of corporate social responsibility (CSR) engagement and the value of firms engaging in CSR activities. The study finds the
CSR choice is positively associated with the internal and external corporate governance and monitoring mechanisms, including
board leadership, board independence, institutional ownership, analyst following, and anti- takeover provisions, after controlling
for various firm characteristics. After correcting for endogeneity and simultaneity issues, the results show that CSR engagement
positively influences firm value measured by industry-adjusted Tobin’s q. We find that the impact of analyst following for
firms that engage in CSR on firm value is strongly positive, while the board leadership, board independence, blockholders’
ownership, and institutional ownership play a relatively weaker role in enhancing firm value. Furthermore, we find that CSR
activities that address internal social enhancement within the firm, such as employees diversity, firm relationship with its
employees, and product quality, enhance the value of firm more than other CSR subcategories for broader external social enhancement
such as community relation and environmental concerns. 相似文献
980.
Forsyth (J Pers Soc Psychol 39(1):175–184, 1980) argued that ethical ideology includes the two orthogonal dimensions of relativism and idealism. Relativists determine morality
by looking at the complexities of the situation rather than relying on universal moral rules, while idealists believe that
positive consequences can always be obtained without harming others. This study examined the role of ethical ideology as a
moderator between justice and constructive and deviant reactions to injustice. Students with work experience (N = 200) completed Bennett and Robinson’s (J Appl Psychol 85(3):349–360, 2000) measure of Workplace Deviance, Gill’s (Reactions to injustice: Development and validation of a measure. Unpublished doctoral
dissertation, University of Western Ontario, 2005) Reactions to Injustice measure, and the Ethics Position Questionnaire (Forsyth, 1980), and provided ratings of justice in their own workplace. Hierarchical regressions revealed a significant main effect of
idealism on deviance and constructive behaviors, and three-way interactions between idealism, relativism, and some types of
justice. These findings suggest that ethical ideology plays a significant role in predicting responses to injustice. 相似文献