市场经济条件下博物馆商店经营模式的构建

博物馆旅游业的兴起，博物馆商店的建设逐渐成为文博旅游业的重要组成部分。博物馆商店应突出自己的文化性，市场经营应针对消费心理需求进行分析，运用科学、合理销售策略，构建有自己特色的经营模式，形成有一定规模的商业活动。     

房地产企业适应市场竞争的核心能力探析

形成现代房地产企业核心竞争力的因素有人才、品牌、土地等，但其制胜点是适应市场竞争的核心能力。文章从科学的资本运作能力、消费群体个性化需求的准确把握能力、快速适应市场变化的能力、策划与现代营销的运用能力等几个方面对这一问题进行了探索。     

Attributions and behavioral intentions of inexperienced salespersons to failure: An empirical investigation

The goal of this research was to determine how inexperienced sales representatives (rookies) interpret and respond to their sales failure situations. The authors studied 296 rookie financial services sales representatives'performance attributions for a previous unsuccessful sales interaction and their intended behaviors for a future, similar selling situation. This provided the authors the opportunity to compare their results with Dixon, Spiro and Jamil's (2001) findings for experienced sales representatives (veterans). In the event of a sales failure, rookies'responses do not parallel those of veterans. The results suggest that rookies are likely to engage in several inappropriate behaviors in response to failed sales encounters. Implications for managers and directions for future research are discussed. Andrea L. Dixon (Andrea. Dixon@uc.edu) (Ph.D., Indiana University) is an assistant professor of marketing at the University of Cincinnati. Her research focuses on selling behaviors, team selling, integrating technology and personal selling, and the role of developmental relationships in enhancing creativity and productivity in the sales division. The primary focus of her research is improving the performance of sales representatives and the sales organization or unit. She has published in theJournal of the Academy of Marketing Science, theJournal of Marketing, and theJournal of Personal Selling and Sales Management. She currently serves on the editorial review boards of theJournal of the Academy of Marketing Science and theJournal of Personal Selling and Sales Management. Dixon is the vice chair for conference programming of the Selling and Sales Management Special Interest Group of the American Marketing Association. Rosann L. Spiro (spiro@ indiana.edu), Ph. D., is a professor of marketing and chairperson of the Marketing Department at Indiana University in Bloomington, Indiana, where she teaches Sales Management, Personal Selling, International Marketing, Business-to-Business Marketing Strategy, and Managerial Research in Marketing. Her research interests focus on sales strategy, sales management, and personal selling. Her work has appeared in numerous publications, including theJournal of Marketing Research, theJournal of Marketing, theJournal of Consumer Research, theJournal of Business, and theJournal of Personal Selling and Sales Management. She currently serves on the editorial review boards of theJournal of Personal Selling and Sales Management andMarketing Management. She is also a coauthor of a leading sales management text,Management of a Sales Force (11 th ed.). She formerly served as the chairperson of the Board of the American Marketing Association. Curtently she serves on an Advisory Board for the Univted States Bureau of Census and is the chair of the Selling and Sales Management Special Interest Group of the American Marketing Association. Lukas P. Forbes (Lukas.Forbes@wku.edu) is an assistant professor of marketing in the Gordon Ford College of Business at Western Kentucky University. He received his B.S. from the United States Military Academy at West Point, his M.B.A. from worcester Polytechnic Institute, and is completing his Ph.D. at the University of Kentucky. His research interests include personal selling, services, and product development. He has previously published in the American Marketing Association Educators and Frontiers in Services conference proceedings.     

Is It Possible to Construct Derivatives for the Paris Residential Market?

Index-based derivatives markets are fast developing in Europe, the US and Asia. Both valuation based and transactions based indices are used as bases for these derivatives contracts. This paper addresses the issue of revision effects on key index parameters, and their implications for derivatives pricing and questions whether these indices may be suitable for derivatives. More specifically, we address the issue of the robustness of the price level, mean, and volatility estimates for two repeat sales real estate price indices: the classical Weighted Repeat Sales (WRS) method and a Principal Component Analysis (PCA) factorial method, as elaborated in Baroni et al. (J Real Estate Res, 29(2):137–158, 2007). Our work is an extension of Clapham et al. (Real Estate Econ, 34(2):275–302, 2006), with the aim of helping judge the efficiency of such indices in designing real estate derivatives. We use an extensive repeat sales database for the Paris (France) residential market. We describe the dataset used and compute the parameters (index price level, trend and volatility) of the indices produced over the period 1982–2005. We then test the sensitivity of these two indices to revisions due to additional repeat-sales transactions information. Our analysis is conducted on the overall Paris market as well as on sub-markets. Our main conclusion is that even if the revision problem may cause substantial concern for the stability of key parameters that are used as inputs in the pricing of derivatives contracts, the order of magnitude of revision on derivatives pricing is not sufficient to deter market participants when it comes to products such a swap contract or insurance contracts against severe losses. We also show that WRS and PCA react differently to revision. The impact of index revision is non negligible in estimating the index price level for both indices. This result is consistent with existing literature for the US and Swedish markets. Price level revision causes moderate concern when trading products such as index futures or price insurance contracts, but could deter option like products. We show that managing this price level revision risk is similar to delta hedging in standard option pricing theory. We also find that although revision impact on index trend can be important, the WRS method seems more robust than PCA. However, the trend revision impact order of magnitude for contracts such as total return swaps is low. Finally, revision influence on volatility estimates seems to have a modest impact on derivatives, and according to the robustness of the volatility estimate, the PCA factorial index seems to fare relatively better than the WRS index. Hence, our findings show that the factorial index could better sustain volatility based derivatives. We also show that whatever the index, managing this volatility revision risk is similar to vega hedging in option pricing theory.

Goal setting barriers: a pharmaceutical sales force case study

Prior research has established that goal setting is one of the main processes for effective management of sales forces. Developing effective sales quotas has proved difficult mainly due to the complexity of the systems utilised in the process, the granularity of the data required and the lack of attention to implementation issues. This article is based on an in-depth study of a mid-size pharmaceutical company in Spain. Our research uncovered 11 key barriers that prevent effective development of sales quotas. The article sets out directions for further research and implications for practice.     

Trade Balance： Numbers Can be Deceiving

I. Introduction Trade disputes have become more prevalent and acute in recent years. Almost all disputes have centered on trade balance and/or market access of certain merchandise or services. It is commonly believed by the public, media and politicians that trade surplus resembles mercantilism and trade deficit represents vulnerability. This is a major reason why Sino– US trade deficit and dispute settlements in the WTO relating to China have been stealingTrade Balance: Numbers Can be …     

Psychological climate, empowerment, leadership style, and customer-oriented selling: An analysis of the sales manager-salesperson dyad

This study examined antecedents and performancerelated consequences of customer-oriented selling. The antecedents include sales managers’ leadership styles, psychological empowerment, and the psychological climates of organizations. Data were gathered on two separate performance outcome measures. Responses from 106 sales managers and 313 sales representatives were analyzed. The results indicate that transformational leadership, empowerment, and specific components of the psychological climate are important predictors of customer-oriented selling. Craig A. Martin (craig.martin@wku.edu), PhD, is an assistant professor of marketing in the Department of Marketing at Western Kentucky University. He received his PhD from the University of Memphis. He specializes in sales and sales management, the consumer socialization of adolescents, sports marketing, and advertising to adolescents. He has had research accepted for publication in theJournal of Advertising, theJournal of Advertising Research, theJournal of Consumer Marketing, theJournal of Business and Industrial Marketing, theJournal of Marketing Theory and Practice, theMarketing Management Journal, theInternational Journal of Retail and Distribution Management, theInternational Journal of Internet Marketing and Advertising, and multiple national and regional conferences. Alan J. Bush (alanbush@memphis.edu), PhD, is a professor of marketing in the Department of Marketing and Supply Chain Management at the University of Memphis. He received his Ph.D. from Louisiana State University. His current research interests are primarily sales force research and sports marketing. His research has appeared in theJournal of Marketing Research, theJournal of the Academy of Marketing Science, theJournal of Business Research, theJournal of Retailing, theJournal of Advertising, theJournal of Advertising Research, theJournal of Personal Selling and Sales Management, and others.     

Loan sales, implicit contracts, and bank structure

We document some recent changes in the market for loan sales. We then test the main implications of several prevailing theories, using a Tobit model to relate loan sales and purchases to bank size, capital, risk, and funding mode. The results, though not definitive, broadly confirm the Pennacchi funding cost model of sales. Other data cast doubt on the importance of mergers and acquisitions for this market and on the comparability of different data sources.     

交通运输业改征增值税的探讨

对交通运输业改征增值税的必要性和可行性进行分析。在可行性分析中测算了此项改革对交通运输企业税收负担和对财政收入、税收征管的影响,得出交通运输业改征增值税十分必要但目前并不可行的结论,并针对存在的问题提出了政策建议。     

顾客忠诚的价值分析与策略选择

中国加入世贸组织后 ,中国企业面临着巨大的市场竞争压力 ,如何应对市场环境的变化并从市场中求得生存和发展的空间 ,成为现代企业亟待解决的问题。销售渠道审计从一个侧面为企业提高竞争力开辟了新路径。