Determining the Best Sales Time Period for Dried Figs: A Game Theory Application

Variations in producer prices over time cause constant fluctuations in farm incomes. In this study, the author uses a game theory approach to determine the economically optimal time to sell dried figs for the agricultural firms that produce them. Based on the price producers received in the period between August 2003 and July 2010, dried fig prices were converted into 2003 real price levels. According to a linear programming model based on these assumptions, it was determined that the best time for producers to sell dried figs, with the rate of 26.63%, was November and December.     

论中小企业集群的区域营销

集群是在某一特定领域中,大量产业联系密切的企业以及相关支撑机构在空间上集聚,形成强劲、持续竞争优势的现象。在市场经济条件下,对中小企业集群区进行区域营销可以形成具有持久效应的区 位品牌。同时在区域营销中,通过电子商务降低成本,使专卖店获取一体化垄断利益,改进区域营销方 式。     

新型的网络团购模式:主动式网络团购

本文在分析比较当前网络团购模式的基础上，论述了由大型零售企业作为网络团购的组织者而形成的主动式网络团购新型模式，主要包括主动式网络团购模式的运作机制、形成要素、服务内容以及制度保障机制、主动式网络团购的支撑体系。这种网购模式具有主动性、主导性和完好性的特征，实现了消费者、大型零售企业、生产厂商之间的三赢，具有良好的应用前号。     

江苏沿江本土企业销售力比较研究

江苏制造业企业在国内市场有较强的竞争力,特别是在化学原料及制品、电子及通讯设备、医药、电器机械及设备、服装及纤维制品等制造业的企业有明显的竞争优势。但是江苏机械制造行业的优势在逐渐减弱,汽车行业占明显优势的格局已经不复存在。空调、彩电行业产品市场竞争力已呈下降趋势。文章认为,江苏沿江本土企业必须加强对江苏沿江装备制造业的投入;加强制造企业冗员的分流和消化;加强本土品牌意识,提高销售力;加强引进外资;坚持市场导向和政府导向并举,积极推进沿江城市“产学研链”的形成,以保持其竞争优势。     

独特销售主张的生成机理研究

本文认为,独特销售主张(USP)是企业向顾客传递的独特、精炼而又引人注目的利益承诺,其目的是创造积极的顾客反应。要通过顾客满意和竞争对手两种研究方法,分析预期顾客和当前顾客最重要而竞争对手又很难复制的利益,进而提出独特的销售主张。文章提出,客观真实存在的物理特征和利益是独特销售主张让人信服的基础,独特的组织主张可弥补顾客价值和品牌价值之间的缺口,使人信任的理由(RTB)是独特销售主张的支撑和保障,员工培训可使所有员工熟知并支持独特销售主张,利用多种场合与机会展示独特销售主张应变成销售活动的重要组成部分,这些都是独特销售主张发生效力的保障。同时,考虑到竞争对手最终可能复制或超越竞争优势,一个独特的销售主张不可能永久持续下去,需要根据竞争和顾客满意状态的变化,通过竞争对手研究和顾客满意研究,对独特销售主张进行审查和更新。     

Semiotic knowledge toward heritage product in tourism industry： A case of Terengganu

In order to provide an appropriate context for the current state of the heritage product in tourism industry, semiotic knowledge become an important role to know deeply the identity, philosophy, and also the meaning of behind the actual product. Scott （2000） stresses the requirement of aesthetic and semiotic content in a creative product, instead of creativity. But, how many of retailers and salespersons in heritage product believe the semiotic as knowledge to present the product and opportunities in their selling？ According to Kotler （2000） a good personal selling will provide a detailed explanation or demonstration of the product. The message can be varied by the salesperson to fit the motivations and interests or each prospective customer. So, the purpose of this paper is to closely examine the level of awareness among retailers and salesperson toward the important of semiotic knowledge as part of strategic persuasion in a selling process. This survey study will develop a sample among retailers and salesperson in Kuala Terengganu as a respondent who give the feedback to fulfill the research questions.     

“减持规定”规范了大股东减持行为吗?

证监会2016—2017年连续两年发布了“减持规定”。为了验证减持规定的实施效果，研究了“减持规定”颁布前后大股东违规减持行为发生的次数、比例和数量的变化，以探讨监管法规的颁布对大股东减持行为的规范作用。实证分析表明，“减持规定”对大股东违规减持的比例和数量有显著的抑制作用，但没有降低违规减持发生的次数。“减持规定”对非控股大股东违规减持比例和减持数量有显著的约束作用，但没能有效降低控股大股东违规减持的比例和数量。“减持规定”能大大降低中小板公司的大股东违规减持的比例和数量，但在主板和创业板公司未能发挥积极的作用。进一步研究发现，只有微弱的证据表明2017年的“新规”比2016年的“旧规”效果更好。     

卖空约束对股票市场的影响——兼论中国能否引入卖空机制

卖空作为一种重要的金融创新,经常被人们提及,但很多人却对卖空心存疑虑。在很多资本市场发达的国家,卖空也仍然受到限制,因此,很多人就反对目前在我国引入卖空机制。然而,卖空并没有很多人想象中的那么可怕。本文从实证和理论两个角度论证了卖空对市场效率的重要作用,考察了卖空与市场崩溃间的关系,发现二者并没有必然的联系。     

证券市场卖空交易机制套期保值功能研究

本文实证检验证券市场中卖空交易机制的套期保值功能。研究结果表明,卖空交易机制不但为投资者提供新的盈利模式,也为投资者提供套期保值工具和手段,投资者可以利用卖空交易机制进行套期保值交易。     

An empirical investigation of technology acceptance in a field sales force setting

Gaining technology acceptance by salespeople is critical in modern organizations. Sales technology is an integral tool for enhancing customer-related information management and knowledge development. Knowledgeable salespeople are able to use the information and knowledge to practice adaptive selling, improve performance, and enhance their firm's competitive advantage in the marketplace. This study proposes and tests a model linking technology acceptance to adaptive selling and job performance of field salespeople. The results provide evidence that behavioral intentions to use technology positively affect salesperson performance through enhanced propensity to practice adaptive selling. Implications of the study for managers and researchers are discussed.