The relative importance of industrial promotion tools

This article describes a survey of the perceptions of organizational buyers regarding the extent to which their purchasing decisions are influenced by various promotional tools. The results of this survey provide some practical implications for industrial marketers regarding the relative effectiveness of various promotional tools and the relative emphasis that they should place on each of them.     

Consumer behavior in accumulating household financial assets

The acquisition of household financial assets by married couples are examined. Guttman scalogram analysis is used to develop and evaluate the reproducibility of the derived accumulation scales. To test the reliability of the findings, split halves and longitudinal analyses are conducted. In addition, financial asset patterns are examined across three age segments. Finally, some implications for future consumer research on financial assets are suggested.     

Critical path method for introducing an industrial product

New product development continues to be a vital evil for most organizations. Considerable attention has been directed toward this function in the consumer goods field but relatively little research has been directed toward this critical task for producers of industrial goods. Industrial goods marketing managers seem to agree that error at the announcement/ introduction phase of the new product development process is responsible for the greatest number of new product failures. This article suggests use of the critical path method to ensure success at this crucial stage.     

Organizational buying in the offshore oil industry

A model of organizational buying is advanced based on interview data from the offshore oil industry. The variable linking complexity and organizational participation was the criteria of evaluation in the buying process.     

The role of trust and contract in the supply of business advice

The use of legal contract and personal trust are compared inthis paper for the relationships between clients and their differentadvisers who supply business advice. Personal trust betweenclient and adviser is found to operate as an exclusive meansto manage relational exchange only for social and family relationships.Using a sample survey of small and medium sized enterprises,results demonstrate that trust and legal contract are most commonlyoverlapping categories. Comparing different types of adviser,the level of trust, extent of legal contract, service intensity,service costs and client impact and satisfaction are each foundto interact. There are major differences between suppliers,but except in the case of social and family relationships toadvisers, higher reliance on trust alone is generally associatedwith lower levels of client impact and satisfaction received.The combination of trust with contract tends to be the routewhich is most associated with higher levels of client impactand satisfaction.     

生态产品与我国畜牧业的可持续发展

生态产品已经开始对传统的消费习惯、方式冲击,政府鼓励、引导畜牧企业的生态营销.我国畜牧业应抓住机遇,迎接挑战,提高生态畜产品在生产中的比例,扩大居民生态畜产品消费量,带动畜牧产业结构调整,以期在获得经济效益的同时,满足生态效益、社会效益的需要,达到可持续发展的目的.     

Use of social capital among Russian managers of a new generation

Dynamic changes in the Russian political economy during the 1990s led to a unique combination of low levels of social capital at the general (state) level and very high levels of social capital at the interpersonal level. This research uses the three dimensions of social capital as outlined by Nahapiet and Ghoshal [Nahapiet, J. and Ghoshal, S. (1998) Social capital, intellectual capital and the organizational advantage. Academy of Management Review, 23, 242-266.], to investigate the operation of business networks within Russia. Focusing on a generation of Russian business managers who had minimal exposure to the previous regime and who experienced western education/business practices, this study illustrates one snapshot of social capital in Russia in 2004. Results highlight how this generation of business managers operates and how they conduct their business networks. It is expected that there will be changes in Russian business networks, as formalized legal systems become stronger and the new generation of Russian managers, who have had little exposure to socialist systems and nomenklatura emerge.     

The many futures of Asian business groups

What does the future hold for Asian business groups? This paper discusses three rival hypotheses whose predictions for the future of Asian business groups differ from the predictions of the prevailing institutional voids hypothesis. The latter is a two stage model that posits that business groups first emerge to solve market failures for affiliated firms. Subsequently government initiates the construction of a “soft market infrastructure” that plug institutional voids and so weakens the rationale for group affiliation. Groups should then unravel and dissolve. Yet, business groups remain important in Asian countries that have attained high levels of market development, which casts doubt on the institutional voids hypothesis. In this paper I review three alternative hypotheses of business group development—life cycle, state-led industrialization, and crony capitalism perspectives. A synthesis of these rival hypotheses suggests that Asian business groups are likely to persist in many possible future scenarios.     

区域经济发展环境与浙商战略转型:基于IMD对浙江的评价

IMD的国际竞争力评价结果使我们全面认识到浙江区域经济发展环境的现状和变化趋势,它说明了浙江在经济绩效、社会基础和科技基础三大区域环境上的优势,同时也指出浙江在市场化和制度化、人力资源、金融服务环境上的不足。浙商应正视这些环境变化,着力实施从企业内部资源向企业外部社会资本、从老板至上向利益相关者至上、从要素驱动向创新驱动的三大战略转型,尽快实现进一步跨越式发展。     

Comprehensive Cooperation of CHINA-PERU

On the afternoon of March 19th. Chinese President Hu Jintao warmly welcomed Peruvian President Alan Garcia at the Great Hall of the People. Accompanying President Alan Garcia was the Minister of Foreign Trade and Tourism, Mercedes Araoz, who came to China to attend the forum on Investment and Business Opportunities in Peru, sponsored by CCPIT.