销售人员薪酬体系设计

针对销售人员的工作特征,从基本薪酬、可变薪酬和间接薪酬三个方面对销售人员的薪酬体系进行分析。重点设计了销售人员的可变薪酬体系,对可变薪酬的确定依据、支付水平和支付方式进行详细设计,通过短期绩效和长期绩效的平衡机制,来实现销售人员薪酬激励效应的最大化。     

The effects of sales promotion strategy,product appeal and consumer traits on reminder impulse buying behaviour

This article investigates factors of marketing communications and consumer characteristics that induce reminder impulse buying behaviour. Study 1 applies the antecedent, process and consequence approach to investigate the essential differences between reminder impulse buying and pure impulse buying. The results of Study 1 reveal that reminder impulse buying significantly differs from pure impulse buying on motivation, buying goal and decision evaluation. Study 2 further examines how sales promotion strategy might affect reminder impulse buying, with product appeal and consumer traits as moderating factors. Both sales promotion strategy and its interaction effects with product appeal are found to have significant influences on reminder impulse buying. Specifically, an instant‐reward promotion promotes stronger reminder impulse buying than a delayed‐reward promotion. Furthermore, both a utilitarian product appeal with a price discount promotion and a hedonic product appeal with a premium promotion can encourage greater reminder impulse buying.     

Decomposing the sales promotion bump accounting for cross-category effects

Extant research on the decomposition of unit sales bumps due to price promotions considers these effects only within a single product category. This article introduces a framework that accommodates specific cross-category effects. Empirical results based on daily data measured at the item/SKU level show that the effects of promotions on sales in other categories are modest. Between-category complementary effects (20%) are, on average, substantially larger than between-category substitution effects (11%). Hence, a promotion of an item has an average net spin-off effect of (20 − 11 =) 9% of its own effect. The number of significant cross-category effects is low, which means that we expect that, most of the time, it is sufficient to look at within-category effects only. We also find within-category complementary effects, which implies that competitive items within the category may benefit from a promotion. We find small stockpiling effects (6%), modest cross-item effects (22%), and substantial category-expansion effects (72%). The cross-item effects are the result of cross-item substitution effects within the category (26%) and within-category complementary effects (4%). Approximately 15% (= 11% / 72%) of the category-expansion effect is due to between-category substitution effects of dependent categories.     

美国官方OFHEO房价指数探析

美国OFHEO房价指数作为由美国官方权威机构发布的季度房价指数,在美国房地产业具有广泛的影响力。本文对其发展渊源与运行机理进行介绍与探讨,以期为中国房地产指数的相应研究提供借鉴。     

“剪刀差”问题的对策研究

本文首先指出了传统的房地产销售预测方法的不足。为了改进原有的预测方法 ,作者结合影响单个房地产销售量各项因素的特殊性和模糊性 ,运用模糊数学的理论与方法 ,建立了新的数学模型并将其成功地运用于实践 ,取得了较好的效果 ,其理论与方法具有较高的参考和应用价值。     

我国银行不良资产处置方法探讨

目前我国金融资产管理公司处置银行不良资产的主要方法是债转股,借鉴国际上银行不良资产处置方法,大致有债转股、重组、证券化、销售等,应结合我国国情来运用这些方法,以使我国不良资产处置方法多样化。     

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.     

资本管制、结售制度与资源配置效率:透视中国外汇储备

近年来我国外汇储备的超常规增长对经济发展产生重要影响。对外汇储备形成机理进行研究发现,我国巨额外汇储备是由多种因素交互作用的结果,不完全的市场机制很大程度促进了我国外汇储备的增长。应放松资本管制,逐步施行资本账户开放和人民币自由兑换;改变现有的外汇结售制度,建立主权财富基金;推进汇率制度改革,形成利率-汇率联合机制;发展金融衍生产品市场等。     

试论预测性财务报表及其编制

预测性财务报表为投资者、债权人、内部管理人员及政府等有关方面提供反映未来财务状况及发展前景的有用信息,是财务预测定量分析的重要方法。本文结合实例,通过综合国家宏观经济政策、行业特点及市场的性质、企业战略及未来发展前景全面考察企业所处环境及发展潜力,阐述预测报表理论及其编制方法。     

成品油内贸销售业务内部审计关注点分析与实践

作为大宗商品的代表,成品油贸易销售业务独具特点。文章结合内部审计实践,通过专项审计案例,对成品油内贸销售业务的内部审计关注点进行分析探讨,从风险导向出发,阐述了审计实施要点、主要审计方法、审计发现的问题及审计成果运用,总结了专项审计中的经验和感悟。