Applying financial portfolio and multiple criteria approaches to product line decisions

This article describes the application of decision rules from financial portfolio theory to the evaluation of product lines. The focus is on the risk/return implications of an “add” decision to the total portfolio versus the individual product. Multiple criteria approaches that aid product line evaluations are also presented.     

企业核心人才和关键岗位的识别与匹配模型

根据20:80法则,企业80%的效益由20%的人才与岗位创造,20%的人才称为企业的核心人才,20%的岗位作为关键岗位,如何有效识别企业的核心人才与关键岗位是企业人力资源开发规划的核心工作.文章从关键胜任力、关键岗位、战略价值和经营价值等方面,定量研究了核心人才与关键岗位的识别和设置.结合核心人才与关键岗位的定义与特征,采用层次分析方法与波士顿矩阵,建立了企业核心人才与关键岗位的识别与匹配模型.通过实例验证了此方法的有效性,并具有较好的实用价值.     

Marketing to firms in developing asian countries

The Newly Industrialized and Developing Asian countries represent a substantial and growing market for capital goods and for industrial components. Industrial buyer behavior among firms in these countries is different from that exhibited by firms in the advanced, industrialized countries. Therefore, different marketing strategies are required to penetrate NIC and LDC markets. This article discusses industrial buyer behavior in the NICs and LDCs and makes recommendations for marketing strategies.     

Pricing strategies that adjust to inflation

Recently, the inflation rate has moved to significantly higher levels than most firms anticipated. The firms' errors in projecting the inflation rate proved costly to many—especially those with long-term contracts to deliver at a fixed price. This experience has led many firms to consider alternatives to fixed price contracts. This article addresses alternative contractural forms and develops the economic principle to be employed in designing the optimal contractual arrangement.     

波士顿产业转型研究

对波士顿高技术产业发展历程进行了全景式描述,并对其转型原因进行了分析,为老工业城市如何发展高技术产业这一重大课题的研究提供参考。     

基于波士顿矩阵理论模型的四川省入境旅游市场竞争态分析

文章运用波士顿矩阵理论模型,将四川省入境旅游客源市场、目的地市场分别分为金牛市场、明星市场、问题市场、瘦狗市场四个类别,分析了各自的特征及对应的发展策略.最后认为,应从入境旅游产品开发、入境旅游市场开拓、增强旅行社的国际竞争力入手,推动四川省入境旅游产业的发展.     

Financial Evaluation of the Product Line

When decisions are being made about adding or dropping a product, most managers will make a financial evaluation of the product and they may try to get some sense of the riskiness of the decision. They will also probably consider the effect of the add/drop decision on other products in the line. Seldom, however, do they consider the risk of a product mix decision in the context of the risk level of the overall product line. Professors Rabino and Wright argue that product managers should take a leaf from the analytical book of financial analysts and calculate a "product Beta" that shows the impact of the risk of the individual product on the risk of the whole portfolio of products. They also suggest some other ways of sharpening the financial picture in what are often strictly marketing evaluations. This is Professor Rabino's second article in JPIM . As in the previous one he coauthored with Howard Moskowitz, this one adds some interesting analytical methodology to managerial decision making.     

Detecting Buyer Preferences to Guide Product Development and Advertising

If you could tell which product characteristics consumers would prefer, product development could be targeted sharply and positioning the product competitively could be done with more confidence. This article describes one approach by which a relatively large set of test products is evaluated by consumers in order to identify the most acceptable combination of product attributes. Identification of this combination provides the product developer with guidelines as to which test product should be selected for subsequent introduction. The focus is on the discovery of discernible attributes of a product in a fragmented category to support the advertising claim.     

Modelling organizational buying as a sequence of decisions

Organizational buying consists of several stages, each of which yields a decision. These decisions may be linked together in a sequence to form a simple yet powerful model that marketers can use to predict outcomes of proposed marketing programs and to diagnose problems in existing programs. The model may be used with qualitative or quantitative data. The model helps both practitioners and scholars to identify research needs and opportunities.