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141.
Marieke L. Fransen Bob M. Fennis Ad Th. H. Pruyn Enny Das 《Journal of Business Research》2008,61(10):1053-1061
The present research examines the hypothesis that brands can automatically activate mortality-related thoughts and, in turn, affect consumer behavior. Terror Management Theory (TMT; [Greenberg Jeff, Pyszczynski Tom, Solomon Sheldon. The Causes and Consequences of a Need for Self-esteem: A Terror Management Theory. In: Baumeister Roy F, editor. Public Self and Private Self. New York/Berlin: Springer-Verlag, 1986. pp. 189-192.]) predicts that brand-induced mortality salience leads to increased spending and worldview defense. The present findings show that explicit exposure to an insurance brand increases the accessibility of death-related thoughts, which, in turn, increases personal spending intentions (Experiment 1). Experiment 2 demonstrates that (implicit) insurance brand exposure positively affects charity donations. Additionally, the results of Experiment 3 reveal that subliminal brand exposure affects worldview defense in such a way that individuals who unconsciously observe an insurance brand rate domestic products more favorably and foreign products less favorably than individuals in the control condition. Brand associations can affect (unconscious) consumer behavior in various unanticipated ways. 相似文献
142.
Include land in a neoclassical growth model and introduce a standard biogeographic relation between species recliners (biodiversity) and land. Assume that species provide utility. The optimal constant amount of land preserved for species is obtained from steady-state conditions. Contrary to conventional wisdom, a high discount rate preserves more land when the elasticity of substitution between goods and species exceeds unity or when this elasticity is less than unity and technology is such that the output effect of a change in the interest rate exceeds the substitution effect. 相似文献
143.
Terror management theory (TMT; Greenberg et al., 1986) suggests that reminders of death intensify the desire to express cultural norms leading to culturally prescribed behavior such as charitable giving, church attendance, and exorbitant spending. Living up to these norms provides high levels of self-esteem, which can serve as a buffer against existential anxiety. The present paper argues that people can experience an extra self-esteem boost when they act in accordance with cultural norms while others can observe this behavior. More specifically, the present studies hypothesized and found that the presence of others (i.e., social presence) moderates mortality salience effects on consumption-related behavior. Study 1 demonstrates that consumers, under conditions of mortality salience, express more favorable attitudes towards a luxury brand (valued in Western cultures) when they know that other can observe their behavior. Study 2 extended these results to non-luxury brands. Under conditions of mortality salience, consumers express less favorable evaluations of non-luxury (non-valued brands) when they are aware of the presence of others. These results imply that consumers derive self-esteem indirectly from the knowledge that others observe their appropriate behavior rather than directly from following the cultural values or norms of one's society. 相似文献
144.
Bob Poole 《中国对外贸易(英文版)》2010,(4):4-4
This is a book for people who sell (whether they know it or not). It's for people who own their own business and people who are just starting out. It's a book about communication and relationships, which means that you can use it to connect with your customers, bosses, employees, children, and parents, too. If you volunteer for a cause you're passionate about, or if you've got a great idea but you don't know how to start marketing it, this book will help you. This book is for entrepreneurs, politicians, venture capitalists, 相似文献
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Loes Janssen Bob M. Fennis Ad Th.H. Pruyn Kathleen D. Vohs 《Journal of Business Research》2008,61(10):1041-1045
Two experiments examine the role of regulatory resource depletion in the effectiveness of social influence techniques aimed at inducing consumer compliance. They test the two-step hypothesis that a) responding to the initial request stage of an influence technique requires self-control, thereby depleting one's limited resource of self-regulatory energy, and b) a state of regulatory resource depletion fosters the use of heuristics present in the persuasion context, which increases the odds of compliance with the target request of an influence technique. A first field experiment shows that yielding to initial requests (answering a series of questions) induces resource depletion. Experiment 2 demonstrates that a lower level of self-regulatory resources increases the extent of compliance with a request through the employment of the heuristic principle of authority. Together these results provide support for the prediction that regulatory resource depletion is important in explaining the effectiveness of social influence techniques. 相似文献
147.
Outsourcing and Low-skilled Workers in the UK 总被引:6,自引:0,他引:6
Outsourcing is proxied by constructing import penetration terms for groups of countries (distinguishing between imports from industrialized countries and imports from low-wage countries) for each four-digit industry within the broader categories of textiles and non-electrical machinery. The results show that imports from low-wage countries have made a significant contribution to the decline in the wage-bill share and relative employment of the less-skilled in the UK. The degree of outsourcing may differ between industries, and large currency appreciations may have a disproportionately large impact on the economic fortunes of the less-skilled. 相似文献
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