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81.
Alan J. DubinskyAuthor Vitae Steven J. SkinnerAuthor Vitae 《Industrial Marketing Management》2002,31(7):589-598
Many sales organizations are scrambling for success in today's intensely competitive environment. An increasing number of firms are finding that tried and true traditional selling strategies are less effective, or not effective at all. Moreover, companies are discovering that what has been an acceptable level of performance no longer is adequate for maintaining or gaining competitive advantage. Consequently, managers need to focus on alternative means through which the organization can be successful. One alternative is for sales forces to engage in discretionary effort-work activities that entail going beyond the call of duty. This paper develops propositions regarding antecedents of salesperson discretionary effort, which provide managerial direction should the propositions be confirmed. 相似文献
82.
Schmidt-Hebbel Klaus; Webb Steven B.; Corsetti Giancarlo 《World Bank Economic Review》1992,6(3):529-547
Although most studies have relied on domestic or private sectorsaving data, this article uses household data available fromthe U.N. System of National Accounts for a sample of 10 countries.Household saving functions are estimated using combined time-seriesand cross-country observations in order to test households'responses to income and growth, rates of return, monetary wealth,foreign saving, and demographic variables. The results showthat income and wealth variables affect saving strongly andin ways consistent with standard theories. Inflation and theinterest rate do not show clear effects on saving, which isalso consistent with their theoretical ambiguity. Foreign savingand monetary assets have strong negative effects on householdsaving, which suggests the importance of liquidity constraintsand monetary wealth in developing countries. 相似文献
83.
The persistence of real estate cycles 总被引:4,自引:0,他引:4
Steven R. Grenadier 《The Journal of Real Estate Finance and Economics》1995,10(2):95-119
This paper presents a model that attempts to explain the underlying causes of the prolonged cycles observed in real estate markets. In addition, the paper characterizes the features that make some property types more prone to such boom-and-bust behavior. The combination of demand uncertainty, adjustment costs, and construction lags leads to two phenomena that may help explain market persistence. The first phenomenon is the reluctance of owners to adjust occupancy levels, even in the face of large shifts in renter demand. The second phenomenon is the occurrence of periods of sustained overbuilding: the addition of new supply in the face of already high vacancy rates. 相似文献
84.
Most work on taxation assumes that market adjustments to taxation will be small and continuous and so analyzes the effects of taxation using standard marginal methods. However, the world often changes in large and discontinuous ways. This paper looks at the effects of taxation when discontinuities in market adjustments are allowed because market structure is determined endogenously by the discrete entry and exit decisions of firms. The results indicate that the potential for discontinuities generates tax effects that are considerably different from those that emerge when adjustments are small and continuous. With discontinuities, taxes can have large and discrete effects, for example, by increasing prices far in excess of the tax itself or by changing utility in a highly nonmarginal way. Of more significance, with discontinuities taxes can actually increase welfare even when they lessen competition and raise prices. Taxes can also have markedly different effects on the income and welfare of different groups. Consumers are always made worse off by a tax, but a tax may be supported by the firms in an industry if the tax limits entry and thereby increases firm profits. 相似文献
85.
General confirmation theory, and especially its Bayesian variant, has never been able to adequately address the issue of how to handle qualitative evidence instances. Such statements encompass a wide class including historical claims, those of the human sciences not incorporating quantitative models, legal statements and the like. The issue was recognized by the philosopher Swinburne (1973) who puzzled how such statements as, Caesar crossed the Rubicon, could be assigned a meaningful probability estimate. The present paper suggests that such statements can be transformed into, at least, plausible probability estimates. This requires a two step process: judgements made by credible raters, and the transformation of judgements into one or more reliability co-efficients. These reliability estimates can then be utilized in the standard Bayesian model to yield plausible degrees of belief between hypothesis and evidence. 相似文献
86.
Summary Neo-classical economic theory shows that managed trade or protectionism is (almost) always welfare decreasing. However, measurements of the welfare costs of protectionism based on neo-classical models seem to suggest that these costs are quite small. We discuss general new insights and developments in the theory, policy and empiricism of international trade. The observation that intra-industry trade and the services sector are important has led to a shift in theory away from constant returns to scale and perfect competition towards economies of scale and scope, externalities, market imperfections, and imperfect competition. Although this, in principle, opens the door to beneficial government intervention in the economic process, we emphasize that the true costs of protection can potentially be much higher than is generally acknowledged as a result of the above mentioned shift.We would like to thank, without implicating, Martin Fase, Harry Garretsen, Catrinus Jepma, Simon Kuipers, Ger Lanjouw, Tenn Schmidt, Albert de Vaal, and Jean-Marie Viaene for stimulating conversations and useful suggestions. We thank Thijs Knaap for excellent research assistance. 相似文献
87.
The objectives of this paper are to determine the extent to which various factors contributed to the most recent recession in Japan and to assess whether the recent behavior of the Japanese economy differs from that in previous recessions. Toward that end, we develop a small, structural macroeconometric model of the Japanese economy and estimate it using data from 1971 Q1 to 1991 Q1, the period just prior to the recent downturn. The important results can be summarized as follows. First, the severity of the recent recession probably does not reflect structural economic changes. Second, the poor economic performance in 1991–1993 period was to some extent predictable, reflecting the unwinding of imbalances that developed during the preceding expansion. Finally, unpredictable movements in exchange rates, land prices, and stock prices occurring after 1991 played an important, but not predominant, part in accentuating the downturn, while unusually stimulative fiscal and monetary policies appear to have contributed substantially to GDP during the recession. 相似文献
88.
We consider an agent who invests in a stock and a money market and consumes in order to maximize the utility of consumption over an infinite planning horizon in the presence of a proportional transaction cost
. The utility function is of the form U(c) = c1-p/(1-p) for p > 0,
. We provide a heuristic and a rigorous derivation of the asymptotic expansion of the value function in powers of
, and we also obtain asymptotic results on the boundary of the no-trade region.Received: July 2003, Mathematics Subject Classification (1991):
90A09, 60H30, 60G44JEL Classification:
G13Work supported by the National Science Foundation under grants DMS-0103814 and DMS-0139911. 相似文献
89.
Steven Eli Permut Ph.D. James E. Haefner Ph.D. 《Journal of the Academy of Marketing Science》1973,1(2):156-166
Public policy decisions dealing with deceptive advertising have relied extensively on case-by-case adjudication with the Federal
Trade Commission. Unfortunately, behavioral evidence has not been considered in the vast majority of these cases. The final
determination rests with the Commission’s own expertise in judging an advertisement’s “capacity to deceive.” Consumer response
data are not required, although recent developments suggest the FTC is seriously considering the inclusion of meaningful behavioral
evidence in policymaking and adjudicative proceedings. This study is one of a series dealing with dimensions of perceived
deception across different respondent populations (including students, lawyers, housewives, children, and minority groups).
The focus here is on the semantics of deception, i.e., the way in which subjects evaluate selected television commercials
which were unofficially rated for deception by FTC staff attorneys. The factor analytic paradigm provides one approach for
generating summaries of viewer’s evaluative (affective) responses, and thereby providing some normative or benchmark data
of potential value in the regulatory process. 相似文献
90.
Berglas S 《Harvard business review》2002,80(6):86-92, 153
A personal coach to help your most promising executives reach their potential--sounds good, doesn't it? But, according to Steven Berglas, executive coaches can make a bad situation worse. Because of their backgrounds and biases, they ignore psychological problems they don't understand. Companies need to consider psychotherapeutic intervention when the symptoms plaguing an executive are stubborn or severe. Executives with issues that require more than coaching come in many shapes and sizes. Consider Rob Bernstein, an executive vice president of sales at an automotive parts distributor. According to the CEO, Bernstein had just the right touch with clients but caused personnel problems inside the company. The last straw came when Bernstein publicly humiliated a mail clerk who had interrupted a meeting to ask someone to sign for a package. At that point, the CEO assigned Tom Davis to coach Bernstein. Davis, a former corporate lawyer, worked with Bernstein for four years. But Davis only exacerbated the problem by teaching Bernstein techniques for "handling" employees--methods that were condescending at best. While Bernstein appeared to be improving, he was in fact getting worse. Bernstein's real problems went undetected, and when his boss left the company, he was picked as the successor. Soon enough, Bernstein was again in trouble, suspected of embezzlement. This time, the CEO didn't call Davis; instead, he turned to the author, a trained psychotherapist, for help. Berglas soon realized that Bernstein had a serious narcissistic personality disorder and executive coaching could not help him. As that tale and others in the article teach us, executives to be coached should at the very least first receive a psychological evaluation. And company leaders should beware that executive coaches given free rein can end up wreaking personnel havoc. 相似文献