A brief technology assessment of the Carbon Dioxide effect

Significant increases in atmospheric carbon dioxide are occuring as a result of fossil fuel combustion. More than a four-fold increase over preindustrial levels may occur by the year 2100. Heating of the atmosphere, changes in precipitation patterns and global storm paths, and other resulting effects are sure to cause significant social changes. This article is essentially a methodological case study demonstrating a useful but inexpensive type of technology assessment. It summarizes current research findings on “the CO₂ effect,” and presents hitherto unpublished findings that resulted from a brief but systems-oriented approach. These findings suggest that most published forecasts of phenomena associated with a CO₂ buildup may be systematically low because various positive feedback relationships are not reflected.     

信息技术对竞争景框的影响--对波特观点的完善与修正

在分析信息技术对企业的影响时，波特教授对竞争景框变化的论述并不全面和完全正确。不全面在于，他只述及信息技术对地理景框和产业景框的影响，没有提到另两个方面——细分景框和纵向景框的变化。不正确在于，他笼统地提竞争景框的扩大或缩小，而竞争景框四方面在外力作用下变化并不总是一致的。本文认为，在信息技术影响下，竞争景框发生了四个方面不同的变化：细分景框、产业景框和纵向景框三个方面是缩小的，地理景框是扩大的。     

Measuring perceived pre-purchase risk for a new industrial product

Risk is an important element in industrial adoption decisions. This paper proposes a method to investigate how different group of individuals influencing the adoption of a new industrial product differ in their assessment of the risks. Two dimensions of risk are distinguished: (1) the likelihood that adoption of the new product will have undesirable consequences, and (2) the perceived intensity of these consequences both at the organizational and at the individual level. Purchase consequences are measured in terms of product economics and product reliability. Multivariate analysis of variance is used to assess how decision participants differ in their assessment of risk components. An attempt is made to assess the relative importance of these various components in the formation of individual preferences. The implications of the analysis for the development of better industrial marketing strategies are discussed.     

Grid analysis for sales supervision

Falling to recognize the unique need and desire of salespeople, the sales manager tends to allocate supervisory time according to the amount of his or her past selling experience. This time allocation results in either the excessive or insufficient supervision of sales personnel. This article describes a process of arriving at a more optimum allocation of supervisory time.     

How industrial salespeople gain customer trust

This study investigated how industrial salespeople gain the trust of their customers. Results show that trust increases as the customer gains the impression that the salesperson is dependable, honest, competent, customer oriented, and likeable. Based on the results, a general model of trust building is suggested.     

Nested model comparison with structural equation approaches

Potential problems with the conventional nested model comparison procedure in the structural equation models context are discussed. It is argued that fixing parameter values might lead to creation of different unobservables in the nested model. A number of alternative ways of conducting model comparisons are reviewed and applied in a marketing example.     

An analysis of the role of accounting standards for enhancing corporate governance and social responsibility

Accounting standards have been suggested as a means of requiring reporting by corporations that would enhance managers' concern for their shareholders and/or society. The analysis presented in this paper, however, leads to the conclusion that this role for accounting standards is not likely to be beneficial. The conclusion is based on the fact that the required measurements for useful standards cannot generally be made. This inherent limitation is absolute with respect to social responsibility concerns. With respect to corporate governance, accounting standards might be useful, primarily for reporting potentially fraudulent dealings and similar misuses of shareholder's assets by corporate managers. But even then, the cost of an accounting standard, ex ante, is likely to exceed its benefits to shareholders.     

Factors that influence the length of industrial channels

This article is concerned with the length of channels utilized to market industrial products. Several marketing scholars have proposed that the appropriate channel structure is a function of conditions associated with the market for the product, the nature of the product itself, and characteristics of the producer and middlemen. By means of a survey of industrial product manufacturers, this study identified six characteristics of middlemen, industrial markets, and industrial customers that appear to be significant influences on the length of channels used to distribute industrial products.