Classifying a customer as a national account

A recent article [Stevenson and Page, Industrial Marketing Management 8, 94–100 (1979)] addressed the issue of how industrial marketers determine if their firms can use national account marketing. Once that decision is made, a next logical step is to determine which customers should be classified as national accounts. This article discusses appropriate classification criteria that industrial marketers can use to make such decisions. The information presented here is based on a study of national account marketing.     

论铁路客站建筑方案设计中的地域文化与时代特征——贵阳北站中选方案设计过程及体会

理解及贯彻执行新时期铁路客站建设以人为本、综合体现“功能性、系统性、先进性、文化性、经济性”的设计理念，是搞好新时期铁路客站设计和建设的重要前提，也是客站方案征集工作中应始终坚持的指导思想。以贵阳北站方案征集及优化过程为例，探讨新时期客站建筑方案设计“五性”理念的内涵，指出设计方案要在满足客站交通功能的前提下，将交通建筑特色、地域文化内涵及城市时代特征三者有机结合，从而使得铁路客站方案经得起历史的考验。     

西岸水电站水工结构设计

文章主要介绍了一些河床式低水头水电站的水工结构设计思路，针对河床式低水头径流水电站的特点，并结合笔者多年设计实践经验，进行西岸水电站水工结构布置，供同类水电站水工设计借鉴。     

中国海外投资水电项目的政治风险

政治风险的考量对于海外投资项目的成败至关重要,密松水电工程作为中国水电企业的境外投资项目,具有一定的代表性。密松水电站项目搁浅的政治风险因素涉及多个层面:缺乏合理的政治风险评估体系、公关意识的缺失、过程风险评估的不足、对当地文化与母国民意走向的不敏感、企业缺乏独立性与风险分担意识。通过对密松水电站案例的剖析,试图从政府、企业双视角下探讨中国海外投资水电项目政治风险的规避对策。     

基于老挝南立1-2水电站的境外投资项目浅析

以老挝南立1-2水电站为基础,分析老挝南立1-2水电站项目在立项和可靠性研究、协议谈判和国内政府审批、融资、项目建设和运营等阶段的特点,提出在境外投资项目过程中应做好风险预测和风险分摊工作,充分利用国内外有利政策,与政府及合作单位建立良好关系,以及注重品牌建设等措施,为境外投资项目的规划、融资、建设、运营提供了一定的借鉴和参考。     

城市轨道交通站点周边“灰色用地”选区研究

在对我国轨道交通建设的投融资问题进行探讨的基础上,研究了城市"灰色用地"规划对轨道交通建设的适应性,指出这种动态用地规划模式可以提高土地的使用价值和利用效率,解决轨道建设投融资的部分问题,并结合苏州轨道2号线建设对轨道站点周边"灰色用地"选区方法进行了详细研究。     

Measures of brand attitude: Are cognitive structure approaches really needed?

Recent research on attitude toward the advertisement provides a theoretical base that questions the usefulness of multiattribute attitude measures. Arguments for global measures of brand attitude in affect-referral choice situations are presented. The two types of measures are tested as predictors of purchase intentions for ten supermarket brands. Global brand attitudes demonstrated greater predictive value for nine of the ten test brands.     

A model of industrial satisfaction/complaining behavior

A model of the purchaser's satisfaction with supplier response to a formal buyer complaint is developed and tested. The authors answer two important questions: (1) what variables affect the purchasing agent's satisfaction with a supplier's response to a complaint? and (2) how can the supplier respond so as to keep that customer in the future?     

Comparative industrial advertising: The content and frequency

Comparative advertising is the pratice of comparing two or more named or unnamed products in an advertisement. The purpose of this study was to examine the use of comparative advertising in widely circulated industrial publications. The study examined approximately 2100 full-page advertisements in major trade publications for the years 1970, 1975, and 1980. It was found that comparative advertising is not the dominant format for industrial journal advertising. Further, there was a significant decrease in the use of comparative advertising from 1975 to 1980. Nevertheless, when industrial advertisers use comparative advertising, they tend to rely more frequently on implied comparisons rather than on the more aggressive, strictly comparative format. Also, industrial marketers seem to be more inclined to stress product features rather than price, distribution, or promotion when using comparative advertising.     

株洲市中小企业发展环境研究

中小企业是推动社会持续快速稳定发展的重要力量,是解决就业、缓解社会矛盾的重要载体。但一直以来,中小企业是在大中型企业的狭缝中求生存,生存状态、生存环境令人堪忧。本文针对株洲市中小企业所面临的客观环境,分析了其中存在的突出问题,并提出相应的对策措施。