中国出口品牌建设的实证研究

出口品牌建设关系到我国出口贸易的可持续发展和国家竞争力的提高。企业研发设计、境外广告宣传、境外展览、境外的营销机构以及售后服务的数量、有形资产、无形资产、出口退税等都对出口收入有着不同程度的影响,其中境外营销机构和售后服务单位数、境外展览、境外广告宣传和无形资产的影响较大,有形资产和出口退税的影响较小。     

电子商务环境下的渠道冲突与共赢管理

电子商务环境下,制造商采用直销渠道使自身既成为供应者又成为转售商的直接竞争者,从而引发渠道冲突。所以要建立渠道决策中制造商与转售商的博弈模型,通过对模型的求解与对局中人赢得的分析与比较,部分变量的选择可以在同时采用直销渠道与传统渠道条件下达成双方的共赢,实现电子商务环境下制造商与转售商的渠道共赢管理。     

网络商务声誉博弈——基于网络欺诈模型的数理分析

网络商务声誉的研究对于现代商务交易的繁荣和进步具有紧迫性和战略性的意义。文章试图建立一个基于网络商务欺诈动机条件的数理模型,并通过该模型的分析,定量给出一种临界条件,以确保在线销售者不会出现欺诈而始终保证诚信行为,同时利用这种较好的声誉获取更高的利润,进而促使互联网在线交易商得以获取较好的战略声誉博弈结果。     

创意的网络广告给促销带来的影响

世界已经进入信息时代,以国际互联网络为基础的信息技术正在改变着我们的生活方式、工作方式和商务方式。从万维网到电子邮件,正逐渐成为广告媒体用以接触消费者,向消费者传递信息的强有力的工具。互联网络的前景正在以前所未有的速度在全球范围内普及开来。在适当的时间向人们传递适当的广告,能给商家带来不可预测的促销影响,能产生更大的经济效益。     

Interview with Nancy Duricic,Senior Vice President of Human Resources,Dave & Buster's,Inc.

Abstract

This research concerns the satisfaction of lodging sales and marketing executives on different job attributes. Respondents were asked about their satisfaction with pay, current position, and their profession. Significant differences were found based on the size of hotel, marital status, personal income, and gender. A comparison of the respondents of this study to financial and technology professionals conducted by DeFranco and Schmidgall (2001) suggests that Sales and Marketing executives are somewhat more satisfied than their counterparts in Accounting/Technology.     

An Investigation of the Level of Managers' Satisfaction with Their Sales Forecasting Process in the Restaurant Industry

ABSTRACT

This study is an investigation into the sales forecasting process of restaurant companies. Using a qualitative and quantitative approach, the researchers examined the level of managers' satisfaction with their sales forecasting process. The participants rated percentage of guest counts, sales dollars, and ease of use as important criteria to the level of managers' satisfaction with their sales forecasting process. It was also determined that a positive relationship existed between the sales forecasting benchmarking model and the level of managers' satisfaction with their sales forecasting process. The level of managers' satisfaction was also impacted by whether or not the sales forecast was actually evaluated. The study concluded with additional noteworthy findings on the managers' level of satisfaction with their process.     

微格教学在《推销原理与实务》中的运用

微格教学是一种使日常复杂的课堂教学得以精简,并能使练习者获得大量反馈意见的教学模式。推销理论与实务作为一门操作性、实践性很强的课程,其教学过程中使用微格教学能促使理论与实践有效结合,激发学生的兴趣,而且对教师在教学创新方面也是一种激励。     

Sales Force Automation Systems and Sales Force Productivity

Abstract

Salespeople are in a unique position of being in very close proximity to customers and thus have the ability to create and maintain long-term relationships with them. Sales force automation systems (SFA) have the ability to help or hinder this relationship building process. This article looks at SFA and its impact on sales force productivity. Much of the current research in the area of SFA seems to focus on efficiency issues within the firm, with particular attention being paid to technology implementation and reasons for high SFA failure rates. The authors review past literature and identify potential areas for future research by creating and presenting a research agenda. Many of the future research areas lie in the realm of effectiveness of SFA rather than the efficiency side of SFA. Although efficiency is still of great importance to SFA researchers and practitioners, the customer or relationship focus of SFA effectiveness is also needed.     

浅析男装品牌导购对消费者的识别问题

以男装品牌为出发点,探讨导购对消费者的识别在销售服务过程中的时间进程和观察点及观察点的选择,同时提出了一个服装销售管理者提升店铺导购的识别水平的方法。     

Supplier's Internal Communication Network During the Project Sales Process

The nature of internal communication networks in project sales has remained largely unexplored. This article sheds light on a supplier's internal communication network during a project sales process by using social network analysis and in‐depth qualitative data. We analyzed the project sales process and related internal communication network of a material handling equipment provider. The results illustrate the non‐centralized and complex nature of internal communication networks and highlight four barriers to and four drivers of efficient communication during project sales. Above all, using communication training seems to be the most efficient way to improve internal communication.