Use of the written contract in long-lasting business relationships

While contracts are signed in most business dealings, they are seldom used. These contracts are drawn up for different purposes: as a communication tool, to reduce uncertainty, or simply because it is customary. This study investigates how contracts are used in long-lasting business relationships and what factors influence the use of contracts. A number of studies claim that the negotiation process and the relationships developed during that process influence the subsequent use of contracts. In many cases, parties conduct business without contracts as they develop trust-based relationships. A conceptual framework is developed, which is then used to analyze three in-depth case studies. Findings show that the contract itself, rather than the negotiation process, has the greatest influence on how the contract is used.     

国际工程设计与承包市场的相关性分析

依据1995～2004年美国《ENR》杂志公布的数据，运用SPSS软件从国家、地区以及全球的角度，对国际工程设计营业额与工程承包营业额的相关性进行了定量分析，并对分析的结果作了相应的解释。中还结合我国(除港澳台外)国际工程设计和承包市场相关性的特点，提出了发展我国国际工程设计与承包业的建议。     

对中小型建筑企业合同管理的思考

通过对中小型建筑企业合同管理的现状分析，针对建筑企业合同管理存在的主要问题及其原因，提出了包括加强合同教育、优化企业和项目的管理组织结构、完善合同管理制度体系和合同文本体系、建立合同信息管理系统等提高中小犁建筑企业合同管理水平的主要途径。     

谈谈心理咨询与思想政治教育

本文分析心理咨询与思想政治教育相互交叉、相互配合、相互促进的关系,并就在思想政治教育中运用心理咨询的有关问题进行了探讨。     

合同法上的附随义务初探

合同义务的一个重要分类是给付义务与附随义务。附随义务是指法律无明确规定,当事人间也无明确约定的合同当事人应承担的义务。在合同履行过程中,违反了附随义务应承担相应的法律责任。     

房地产营销定位新概念

从房地产营销定位的产生与发展入手 ,进而从理论上阐述了心理定位对房地产营销的意义 ,并从心理学角度讨论了心理定位对消费者的影响。还通过大量实例分析 ,进一步论述了心理定位的方法及策略     

Investment planning under uncertainty and flexibility: the case of a purchasable sales contract*

Investment decisions are not only characterised by irreversibility and uncertainty but also by flexibility with regard to the timing of the investment. This paper describes how stochastic simulation can be successfully integrated into a backward recursive programming approach in the context of flexible investment planning. We apply this hybrid approach to a marketing question from primary production which can be viewed as an investment problem: should grain farmers purchase sales contracts which guarantee fixed product prices over the next 10 years? The model results support the conclusion from dynamic investment theory that it is essential to take simultaneously account of uncertainty and flexibility.     

商业广告心理效应的社会情境因素分析

消费者行为是在一定情境或背景下产生的,其中,社会情境中的广告心理效应是最重要的情境性影响因素。为增强商业广告心理效应,应充分把握产品选择的差异性、休闲方式的差异性、信息处理的差异性以及购物方式的差异性等因素,使商业广告成为一个意义生成和享用的过程。     

Think Twice Before Going for Incentives: Social Norms and the Principal's Decision on Compensation Contracts

Principals make decisions on various issues, ranging from contract design to control system implementation. Few studies examine the principal's active role in these decisions. We experimentally investigate this role by studying how a principal's choice of an incentive contract that may discourage misrepresentation, compared to a fixed‐salary contract, affects the honesty of his or her agents’ cost reporting. Results show that, besides an incentive effect and a principal trust effect, the active choice for incentives produces a negative “information leakage” effect. When principals use incentives, their choices not only incentivize truthful reporting and signal distrust, but they also leak important information about the social norm, namely, that other agents are likely to report dishonestly. Agents conform to this social norm by misrepresenting cost information more. Our results have important practical implications. Managers must recognize that their decisions can leak information to their agents, which may produce unanticipated consequences for the social norms of the organization.     

企业边界的多种变化及其原因

企业边界普遍发生着显著变化。探索企业边界变化的原因有助于对企业性质的进一步理解。企业边界可以由企业内运用知识的规模决定，也可以由交易效率与生产效率的相对比较决定。信息技术节约交易费用，因而强化了企业间按照生产效率的分工，而知识交易效率的低下，导致越来越具有知识经验仓库性质的现代企业扩大着边界。交易费用论作为分析方法，对解释企业性质仍是有效的。