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981.
Sunil Singh Detelina Marinova Jagdip Singh Kenneth R. Evans 《Journal of the Academy of Marketing Science》2018,46(5):837-856
Using a novel approach with video-recordings of sales interactions, this study focuses on a dynamic analysis of salesperson effectiveness in handling customer queries. We conceptualize salesperson behaviors, namely, resolving, relating, and emoting, as separate elements of customer query handling and empirically identify the distinct verbal and nonverbal cues that salespeople use to display these behaviors during sales interactions. We draw from compensation effects in social cognition theory to propose that customers’ perceptions of a salesperson’s effectiveness are prone to trade-offs between competence (resolving behaviors) and warmth (relating and emoting behaviors). Results, robust to endogeneity corrections, support the proposed tradeoffs such that the effectiveness of salesperson’s resolving behavior is significantly curtailed, even neutralized, by the salesperson’s relating and emoting behaviors. We situate these counterintuitive results within the extant theory and research on sales interactions, and outline implications for practice. 相似文献
982.
983.
984.
Coupons research has typically focused on single-coupon redemption, with scant attention devoted to multiple, competing coupons. To bridge this gap, we observe supermarket shoppers who used their smartphones to scan products in-store, receiving both coupons for the scanned product and several others as a result. We model the determinants of redemption in this context, particularly net price range (NPR), coupon value, brand loyalty, and number of coupons. Latent class analysis uncovers two consumer segments: brand-focused shoppers (79.9%), who use internal reference prices, and deal-prone shoppers (20.1%), who use stimulus-based reference prices. Targeting by means of segment membership, NPR, and loyalty is indispensable: the same $0.50 coupon can have a redemption probability as low as 30% and as large as 80%, depending on these characteristics. Overall, the study sheds light on drivers of redemption under competition and provides managers with a blueprint to improve redemption rates by targeting shoppers with customized coupons. 相似文献
985.
986.
Understanding the adoption of new brands through salespeople: a multilevel framework 总被引:1,自引:0,他引:1
Jan Wieseke Christian Homburg Nick Lee 《Journal of the Academy of Marketing Science》2008,36(2):278-291
So far there has been scant empirical attention paid to the role of the sales force in the adoption of new brands in the early
implementation stages. We test a framework of internal (sales manager and salespeople) brand adoption using an empirical multilevel
study. Our findings suggest that the construct of expected customer demand (ECD) plays an important role in sales force brand
adoption. First, ECD directly influences salespeople’s and sales managers’ brand adoption. Second, ECD serves as a cross-level
moderator of new brand adoption transmission. We find the influence of sales managers’ brand adoption on salespeople’s brand
adoption to be stronger when salespeople’s ECD is lower. 相似文献
987.
The effect of market orientation and its components on innovation consequences: a meta-analysis 总被引:4,自引:1,他引:4
Amir Grinstein 《Journal of the Academy of Marketing Science》2008,36(2):166-173
While there is a rich body of research on market orientation’s effect on business performance, much little attention has been
given to its effect on innovation consequences. This is the first meta-analytic effort to study the independent effects of
market orientation components (customer orientation, competitor orientation, interfunctional coordination) on innovation consequences.
Also, it is the first meta-analysis to study the impact of contextual characteristics on the way market orientation affects
innovation consequences. The study finds that market orientation components positively affect innovation consequences but
that competitor orientation’s effect depends on a minimum level of customer orientation. The study also suggests that the
relationship between market orientation and innovation consequences is stronger in highly competitive environments but weaker
in technology turbulent ones. Finally, findings suggest that the relationship is stronger in large firms, service companies,
and in countries characterized by high individualism and high power distance national cultures.
相似文献
Amir GrinsteinEmail: |
988.
This paper studies the degree of the exchange rate pass-through (ERPT) to import and consumer prices in China with both the
ratio of China’s imports to GDP and domestic prices of China’s main trade partners going up. Statistic results show that the
degree of ERPT is somehow less than the degree of marginal cost plus mark-up pass-through of exporters, and econometric analyses
reach the same conclusion. Besides, the ERPT to import prices is found to be high while the ERPT to CPI is low owing to some
factors that obstruct the import prices pass-through channel to domestic CPI. But this situation has been changing significantly
since August 2005. Thus, a more flexible exchange rate system is needed for China to absorb the price shock from aboard efficiently. 相似文献
989.
China reformed value-added tax (VAT) by removing investment from the tax base in northeastern provinces in 2004, which is
a “natural experiment” of its tax system. Using difference-in-differences method, this paper for the first time investigates
the impact of VAT reform on China firms’ fixed asset investment, employment behavior, innovative activities, and productivity,
and furthermore discusses the impact of firm behavior on industrial structural upgrade and employment with a firm-level panel
data of large and medium-sized manufacturing enterprises in China. We find that VAT reform significantly promotes firms’ fixed
asset investment, and increases firms’ capital-labor ratio and productivity; while enhancement of firms’ productivity is mainly
achieved by means of substituting labor with capital, rather than independent technology innovation; meanwhile, VAT reform
distinctly decreases employment. Our findings have essential policy implications on the extension of VAT reform in the entire
China. 相似文献
990.
Christopher J. Coyne Russell S. Sobel John A. Dove 《The Review of Austrian Economics》2010,23(4):333-346
A large literature explores the importance of entrepreneurship as the catalyst of economic progress. In contrast, this paper
argues that entrepreneurs are the driver of economic stagnation. We analyze the non-productive entrepreneurial process and
discuss three channels through which non-productive activities have a multiplier effect culminating in economic decline and
stagnation. Drawing on examples of non-productive entrepreneurship from both underdeveloped and developed countries, we provide
insight into why economic stagnation persists in the former and why economic decline can occur in the latter. 相似文献