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31.
Falling to recognize the unique need and desire of salespeople, the sales manager tends to allocate supervisory time according to the amount of his or her past selling experience. This time allocation results in either the excessive or insufficient supervision of sales personnel. This article describes a process of arriving at a more optimum allocation of supervisory time. 相似文献
32.
This study investigated how industrial salespeople gain the trust of their customers. Results show that trust increases as the customer gains the impression that the salesperson is dependable, honest, competent, customer oriented, and likeable. Based on the results, a general model of trust building is suggested. 相似文献
33.
This article describes the application of decision rules from financial portfolio theory to the evaluation of product lines. The focus is on the risk/return implications of an “add” decision to the total portfolio versus the individual product. Multiple criteria approaches that aid product line evaluations are also presented. 相似文献
34.
Burt A. Leete 《Journal of Accounting and Public Policy》1983,2(4):281-288
This article focuses on the conflict in public policy between the need to provide the investing public with accurate information with regard to corporate financial statements and the need to provide the IRS with the necessary tools in order to assure corporate compliance with the tax laws of the country. The conflict arises because of the contention of the IRS that it is entitled to have access to an independent auditor's tax accrual workpapers on the one hand, and the contention by CPAs that such access will prevent adequate disclosure to the independent auditor. The article examines the policy questions on both sides of the issue and concludes that regardless of any decision by the Supreme Court in a pendingcase, Congress should pass legislation to resolve the conflict and clearly identify the scope of any previlage accorded with regard to tax accrual workpapers. 相似文献
35.
Ugur Cagli 《Journal of Business Research》1984,12(3):309-318
Potential problems with the conventional nested model comparison procedure in the structural equation models context are discussed. It is argued that fixing parameter values might lead to creation of different unobservables in the nested model. A number of alternative ways of conducting model comparisons are reviewed and applied in a marketing example. 相似文献
36.
R.W. Hafer 《Journal of Economics and Business》1984,36(1):85-93
This article investigates the issue of whether M1 or the monetary base should be used as an intermediate target for monetary policy. Because the target variable should be reliably related to future economic activity, each aggregate is used in estimating a small macromodel which consists of a nominal GNP growth equation and an inflation specification. The empirical results indicate that M1 better explains GNP growth and inflation for the period 1960–1980. Forecast errors of GNP growth from 1970–1980 are reduced when M1 is used instead of the adjusted base, although there is little difference between inflation forecasts. Based on the evidence presented in this study, M1 is preferred as the intermediate target variable. 相似文献
37.
This article will focus mainly on utility electric plant maintenance with particular emphasis on steam (nonnuclear) turbine-generator maintenance. Our objective has been to identify and examine relationships between the target market and other recorded key operating parameters that would be useful for future forecasting of trends in the target market. 相似文献
38.
George J. Benston 《Journal of Accounting and Public Policy》1982,1(1):5-17
Accounting standards have been suggested as a means of requiring reporting by corporations that would enhance managers' concern for their shareholders and/or society. The analysis presented in this paper, however, leads to the conclusion that this role for accounting standards is not likely to be beneficial. The conclusion is based on the fact that the required measurements for useful standards cannot generally be made. This inherent limitation is absolute with respect to social responsibility concerns. With respect to corporate governance, accounting standards might be useful, primarily for reporting potentially fraudulent dealings and similar misuses of shareholder's assets by corporate managers. But even then, the cost of an accounting standard, ex ante, is likely to exceed its benefits to shareholders. 相似文献
39.
Donald M. Jackson Robert F. Krampf Leonard J. Konopa 《Industrial Marketing Management》1982,11(4):263-268
This article is concerned with the length of channels utilized to market industrial products. Several marketing scholars have proposed that the appropriate channel structure is a function of conditions associated with the market for the product, the nature of the product itself, and characteristics of the producer and middlemen. By means of a survey of industrial product manufacturers, this study identified six characteristics of middlemen, industrial markets, and industrial customers that appear to be significant influences on the length of channels used to distribute industrial products. 相似文献
40.
Donald W. Jackson Lonnie L. Ostrom Kenneth R. Evans 《Industrial Marketing Management》1982,11(4):269-274
Given the importance of controlling marketing efforts, a study was conducted of industrial manufacturers to determine the extent of their use of various measures to evaluate different marketing activities. The predominate measures used for evaluation were sales volume with much less utilization of profitability, productivity, and expense measures. 相似文献