Form and content of replacement cost information: The impact upon investment criteria

The Securities and Exchange Commission (SEC) has recently required that certain registrants disclose specific current replacement cost information when filing their 10-K's. In the current research, unsophisticated investor surrogates were asked to perform an investment task using historical cost and/or variations of actual current replacement cost data for several companies. It was found that neither the content nor the form of the alternative information sets significantly affected the investor decisions.     

Women as industrial sales representatives

The incidence of women in industrial sales is rising, and females can now be found frequently in traditional all-male type industries such as steel, lumber, and heavy machinery. A strong consensus exists among sales managers that women are effective in industrial selling, and the representatives' records sustain this opinion. Women are proving themselves as worthy, capable, and competent, although they do face special problems in this type of work, some of which are role reversal, production pressures, sexual overtures, and loneliness during travel.     

Industrial product adoption in a technology push industry

Studies of the industrial adoption of innovatious have frequently concluded that managerial attitudes are a crucial determinant of adoption behavior. However, these studies have usually offered hypotheses rather than rigorous tests. Equally important, these studies have not specified the characteristics of those managers whose attitudes exert a particularly strong influence on the firm's adoption policy.     

Managing frustration in the sales force

In the day-to-day operations, a sales manager must solve a multitude of problems. One such problem is dealing with behavior resulting from employees' frustration. Frustration-instigated behavior is different in kind from motivated or goal-directed behavior. Failure to recognize frustration-instigated behavior in a salesperson and to respond appropriately can have serious consequences. Because a salesperson often has little control over factors affecting his performance, he is particularly susceptible to frustration. This article tells how to recognize frustrated behavior and then describes six of the most common frustrating sales situations and how to deal with them.     

Goal programming approach to marketing/ production planning

This article focuses on the need for greater coordination and integration between production and marketing. The potential conflicts between the production and marketing areas are highlighted, and a goal-programming algorithm is developed for dealing with the complex trade-off decisions involved in marketing/production planning. The algorithm is applied to a case example to illustrate its use in managerial decision making.     

房地产品牌价值评估方法重构初探

随着社会经济的发展,我国房地产业已经进入品牌时代.然而我国至今还没有完全形成与国际接轨、具有专业权威又能体现中国特色的品牌资产评估方法.为此,应对国内外品牌价值评估方法进行对比分析,并在此基础上重构适合我国房地产业的房地产品牌价值评估方法模型.     

WTO国营贸易规则与我国农产品国营贸易制度

由于各成员国对农业国营贸易的政策定位立场不同，因而未能在GATT／WTO框架下形成关于国营贸易清晰完善的规则，WTO国营贸易规则存在定义不清、透明度履行要求不清等缺陷。在现行WTO规则下，我国仍应坚持国营贸易企业的垄断权，适当发展农民联合贸易体。     

大学英语教学改革的思考

随着对外开放的不断深入和WTO的加入，社会不仅需要外语人才的单位越来越多，而且对英语的听、说、译能力的需要也越来越高。因此，深化外语教学改革已刻不容缓。     

当代大学生心理障碍探析

大学生具备良好的心理素质是取得成功所必备的素质之一。但是当代大学生的心理世界却令人担忧。本文分析了大学生心理障碍产生的原因除了家庭教育方式外，还有现今应试教育的影响。提出了预防和矫治大学生心理障碍的途径和方法。