医药营销渠道的构筑与管理

医改之后,对医药营销来说,一个最大的改变就是营销渠道的改变,即医院在医药企业促销活动中的重要程度将减弱,药店取代医院成为药品的重要销售终端。医药营销实际上是和消费者面对面的营销。新形势下,医药企业营销渠道将发生以下变化：首先,营销渠道由纵深型向扁平型转变,即医药企业在选择分销渠道时由选择进货批量大、频率低的大型分销商,向分布零散、进货频繁但数量小的中小型分销商,甚至是零售终端过渡,也就是渠道的重心由高向低转移。其次,医药企业对产品分销流通的渠道定位更准确,市场成熟的大众性普药继续走批发分销渠道。渠道建设成功后还要从不同的方面来进行渠道管理。     

基于沟通视角的渠道关系满意度影响因素研究

渠道关系满意度是渠道关系质量的重要维度,但是从沟通视角对其影响进行的研究还相对较少。鉴于此希望通过了解现有相关问题研究领域的进展,对企业间沟通因素的重要维度和概念进行界定,并通过理论演绎的方法,研究其对于渠道关系满意度影响的作用方式。     

Pricing over Alternative Distribution Channels

Abstract

Pricing issues can become complex and confusing to marketing students. Pricing issues can become even more confusing when prices at each level of the distribution channel are considered. This paper introduces a “what-if” spreadsheet approach to helping students develop a working understanding of how pricing decisions affect distribution channel strategy. Classroom experience with the approach has demonstrated its viability as a computer-assisted learning exercise for this complex topic.     

销售标准化的创建执行及对销售绩效的影响

通过描述与分析销售标准化对销售绩效的影响,认为企业实施销售标准化有利于提高销售绩效;产品、顾客群体及销售渠道影响销售标准化的创建;销售人员的选拔、培训与考核及销售管理与控制体系影响销售标准化的执行,销售标准化、销售人员选拔培训与考核及销售管理与控制体系综合影响销售绩效;企业应根据所处的发展阶段及市场环境的变化,不断调整销售标准化的流程与构成要素,实现销售流程再造,实施新的销售标准化。     

Editorial

An Almost Ideal Demand System (AIDS) was utilized to model the United States demand for domestic and imported tobaccos. The model, which includes equations for domestic flue-cured tobacco, domestic air-cured (burley) tobacco, oriental tobacco, and imported flue-cured and burley tobacco, incorporates the impact of economic factors as well as changes in consumer tastes. In this model homogeneity was rejected under certain conditions, but symmetry could not be rejected. These results suggest that imported flue-cured and burley tobacco, to a limited extent, is a substitute for domestic flue-cured tobacco and is a complement for domestic air-cured tobacco. The trend toward lower average nicotine content of domestic cigarettes is shown to have a detrimenta1 effect on the demand for domestic flue-cured tobacco, but a beneficial impact on domestic air-cured (burley), and imported oriental tobaccos.     

Corporate Interest Rates and the Financial Accelerator in the Czech Republic

We analyze the determinants of corporate interest rates and the financial accelerator in the Czech Republic. Using a unique panel of 448 Czech firms from 1996 to 2002, we find that selected balance sheet indicators significantly influence the firmspecific interest rates. Debt structure and cash flow have significant effects on interest rates, whereas indicators on collateral play no significant role. Monetary policy has stronger effects on smaller firms than on medium-size and larger firms. Finally, we find no asymmetric effects in the monetary policy over the business cycle.     

Building Strategic Partnerships in Wine Marketing

Abstract

This study examines the relationship between U.S. wine distributors and wineries. Specifically, it identifies the factors distributors believe contribute to successful winery-distributor relationships. Web-based survey research was conducted with 81 usable responses received. Results indicate that wine quality, dependability of the producer, price, and personal relationship between the winery and distributor are the most important factors in determining whether a distributor will carry a specific wine in their sales portfolio.     

东敢水库主坝区主要渗漏通道分析及防渗处理

在对病险水库的除险加固施工中,确定水库主要渗漏通道和主要渗漏区对项目施工至关重要。     

对快速消费品行业市场营销若干问题的分析

本文对快速消费品市场营销的若干问题进行了较深入的分析,希望为提出其对策提供有益的帮助。     

相关瑞利衰落信道下空时分组编码性能分析

目前对空时编码的研究大都是基于信道是独立的假设下进行的,然而在实际系统中独立性假设是不成立的。基于此,研究了信道的相关性对空时编码性能的影响。计算机仿真结果表明：由于衰落信道的相关性,系统性能有所下降,且系统性能关于相关系数存在“地板效应”,即相关系数小于某一数值时,对系统性能的影响较小;当大于此值时,系统性能就会急剧下降。