企业赊销现状及建立信用管理制度探讨

随着市场经济的深入发展，竞争手段日趋多样化，特别是赊销的发展，在扩大销售业绩的同时，也使多数企业饱受信用风险的困扰。针对企业赊销管理现状，在建立行之有效的信用管理制度和提出信用管理部门的设置方案方面做一些探索。     

销售假冒注册商标商品罪的“销售金额”问题研究

虽然理论界对销售假冒注册商标罪这一刑法中的传统罪名已有较多研究,但是新时代下新问题依然层出不穷,而“销售金额”是认定假冒注册商品罪的关键,也是解决新问题的难点。文章从“销售金额”的定位问题谈起,对确定销售金额的方法以及与销售金额有关的犯罪形态问题作出重点论述。     

惊艳开幕 独特营销——2008北京奥运会开幕式对秦皇岛城市营销启示

北京奥运会开幕式惊艳世界,取得了巨大成功,其中蕴含的营销理念——独特销售主张是其成功的关键之一。本文从北京奥运会开幕式成功总结出对于秦皇岛城市营销的启示——只有独特的销售主张,才能够在众多的同质化城市中脱颖而出。独特销售主张(USP)对于秦皇岛城市营销至关重要,只有围绕其具有的资源独特性,形成独特定位和独特销售主张,并依此制定整合营销传播策略,才能够影响目标受众认知、情感和行为,从而达到整合营销传播的目的,顺利进行城市营销。     

开放售电背景下电力客户黏度的综合评价研究

内容提要：在售电侧放开的背景下,各类投资主体成立的售电公司越来越多地参与到售电市场的竞争中,因而如何有效地管控电力客户资源将成为售电公司需要深入研究的关键问题。鉴于此,本文开展面向售电公司的电力客户黏度综合评价研究。首先,明确电力客户黏度的涵义,进而分析电力客户黏度的重要影响因素,从客户行为、客户感知、客户依赖、客户信任四个方面建立售电公司的电力客户黏度评价指标体系;其次,构建AHP、熵值法相结合的组合赋权模型,进而构建开放售电背景下售电公司的电力客户黏度的模糊综合评价模型;最后,选取某地区的典型售电公司代表开展算例分析,算例结果表明,本文提出的评价模型具有实效性,对售电公司提升服务质量,实现长远发展具有重要意义。      

Expanding the sales professional's role: A strategic re-orientation?

Based in social exchange theory, this study empirically examines a model of salesperson participation in strategic communication activities. Results show that performance of sales professionals often stems from roles and activities that extend beyond the traditional selling function. Findings indicate that managers' orientation toward change, the firm's selling strategy, and salesperson's trust in their manager all play an important role in the salesperson's likelihood to engage in greater strategic communication activity. Participation in these activities is linked to individual selling performance. Thus, the study provides evidence that expanding the salesperson's role beyond the selling function can add firm value.     

Selling a business after the pandemic? How crisis and information asymmetry affect deal terms

Prepandemic, small business exits were expected to increase dramatically owing to pent-up supply and the aging business owner population. COVID-19 may have dampened those expectations because of increasing information asymmetries that limited selling options for the small business owner (SBO). SBOs exit for many reasons (e.g., illness, family, retirement), so postponing a sale may not be a viable option. Alternately, SBOs can absorb crisis uncertainty by accepting different deal terms. We propose that one such strategy is to include seller financing as part of the deal terms, thereby signaling to the acquirer the SBOs’ confidence that the purchase is sound. We examine the results of 1,909 exit transactions from both before and after the financial crisis of 2007–2009 and over a 10-year postcrisis horizon. We find that sellers accept a lower price and less favorable terms with increased seller financing in the 24 months postcrisis, and that waiting longer to sell after the crisis improves deal terms for sellers, as this affords SBOs time to exit. Additionally, reduced information asymmetry improves deal terms. Finally, we provide strategies for SBOs to lower information asymmetry in small business exits.     

关于我国国有土地收益流失问题的法律思考

我国国有土地有偿使用制度的确立 ,使国家获得了巨大的经济收益。然而 ,一些企业和社会组织利用目前国家相关法律规定之疏漏与不足 ,在土地使用权有偿出让和转让过程中 ,大肆谋取非法的土地收益 ,扰乱了房地产市场的正常秩序 ,导致国有土地收益的大量流失。本文通过对国有土地收益流失原因及现状的分析 ,提出了完善立法、依法追究相关责任人法律责任、强化土地执法等相应法律对策。     

The Value of Housing Characteristics: A Meta Analysis

This paper provides a meta regression analysis of the nine housing characteristics that are appear most often in hedonic pricing models for single-family housing: square footage, lot size, age, bedrooms, bathrooms, garage, swimming pool, fireplace, and air conditioning. Meta regression analysis is useful for comparing the estimated regression coefficients from different studies. The goal in this study is to determine if the estimated coefficients vary by geographical location, time, type of data, and model specification. The results show that the estimated coefficients for some characteristics vary significantly by geographical location. These include square footage, lot size, age, bathrooms, swimming pool, and air conditioning. Controlling for time shows that the effects of these housing characteristics on house price have not changed over time. Controlling for type of data produces differences in coefficients for bathrooms. Controlling for wealth as measured by median household income has no significant impact on the coefficients for the housing characteristics. If the study controlled for square footage, the coefficients for lot size decrease. Controlling for the size of the hedonic model affects the coefficient for square footage.     

Linking cause-related marketing to sales force responses and performance in a direct selling context

The influence of a firm’s cause-related marketing efforts on sales representative attitudes and behavioral performance is investigated. Results from a field study indicate that the influence of a representative’s construed customer attitude toward the cause campaign on selling behavioral performance is mediated through cognitive identification and selling confidence. Further, the influence of construed customer attitude toward the campaign on selling confidence is moderated by cognitive identification such that the effects are stronger for salespeople with lower levels of identification with the company. The authors discuss the implications of the research and offer directions for further research.