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731.
Juan R. García Matías Pacce Tomasa Rodrigo Pep Ruiz de Aguirre Camilo A. Ulloa 《International Journal of Forecasting》2021,37(3):1235-1246
We build big data retail trade indicators for Spain using high-dimensional card transaction data from one of the country’s biggest banks. The resulting indicators replicate the dynamics of the Spanish retail trade indices (RTI), regional RTIs (Spain’s autonomous regions), and RTI by retailer type (distribution classes) released by the Spanish National Statistics Institute. The new indicators not only have a higher frequency (daily data) and higher geographical and sectorial breakdown but are also shown to improve nowcasting and forecasting power for the official RTI, making them key variables to monitor consumption. 相似文献
732.
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。 相似文献
733.
市场经济条件下博物馆商店经营模式的构建 总被引:2,自引:0,他引:2
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。 相似文献
734.
Andrea L. Dixon Rosann L. Spiro Lukas P. Forbes 《Journal of the Academy of Marketing Science》2003,31(4):459-467
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. 相似文献
735.
736.
批零系数是指同一时期批发销售额与零售销售额的比值,其变化反映了生产企业产品流通渠道长短的变化。在城市发展的初期,随着城市化率的不断提高,批零系数也不断提高;当城市化率达到一定的高度,批零系数会呈下降趋势;而到城市发展到成熟阶段,社会经济基本达到稳定的状态,批零系数也逐渐达到一个相对稳定的状态。由于城市功能、区位条件等的不同,不同的城市批零系数与城市化率的具体对应关系也有所区别。 相似文献
737.
Michael Antioco Rudy K. Moenaert Adam Lindgreen Martin G. M. Wetzels 《Journal of the Academy of Marketing Science》2008,36(3):337-358
Although various manufacturing companies have developed into total solution providers, no research addresses their service
orientations. Building on the literature on organizational service climate, this study explores the organizational parameters
and service business orientations that explain relative product sales and service volume of manufacturing companies. Following
an exploratory study involving in-depth interviews, the authors conducted an empirical survey of 137 companies in The Netherlands,
Belgium, and Denmark. The study assesses the effects of organizational parameters on the implementation of service business
orientations and validates the important distinction between services in support of the client’s actions (SSC) and services
in the support of the product (SSP). The findings demonstrate that services in support of the client’s action leverage relative
product sales, while services in support of the product generate service volume. In addition to the main effects, the moderating
effects of the organizational parameters are discussed.
相似文献
Martin G. M. WetzelsEmail: |
738.
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。 相似文献
739.
本文通过对名特优水产苗种经营中的销售行为进行分析,阐述了销售服务的重要性,指出了服务在销售过程中的作用,为水产苗种企业在经营管理中如何赢得客户、赢得市场提供了必要的参考。 相似文献
740.
A new family of explanatory variables — critical sales events (CSEs) — is described. The impact of CSEs and past performance on the satisfaction and loyalty of industrial sales reps is explored. Controlling for sales experience and gender, performance, and two types of recent events (loss of a major customer and success at making a big sale) were generally significantly linked to salesforce satisfaction (with pay, advancement, the work itself corporate performance, and the sales manager) and to loyalty (affective organizational commitment and intentions to stay). The results suggest the value of understanding the effect of critical sales events for both sales management theory and practice. 相似文献