La promotion des ventes a connu un développement considérable au cours des vingt dernières années à tel point que les sommes investies dans les opérations promotionnelles représentent aujourd'hui le double de celles investies dans la publicité. Pourtant, le bienfondé des politiques promotionnelles mises en place par les entreprises est profondément remis en cause. Bien qu'on leur reconnaisse une efficacité réelle sur le court terme, on s'interroge sur leur capacité réelle à augmenter les ventes sur le long terme. Selon la vision dominante, les promotions sont une pure conséquence du jeu concurrentiel et n'ont aucune utilité intrinsèque pour les consommateurs au delà de leur impact sur les prix. Dès lors, un nombre croissant d'entreprises cherchent à diminuer la pression promotionnelle en faveur d'une politique de bas prix constants. Dans la première partie de cette thèse, nous réexaminons la question générale de l'utilité des promotions en nous plaçant du point de vue du consommateur. Ce faisant, nous élargissons le modèle dominant des recherches sur les promotions qui se focalise sur leur dimension économique et sur leurs effets sur le comportement d'achat. Dans la deuxième partie de la thèse, nous examinons ainsi l'ensemble des bénéfices utilitaires et hédoniques des promotions pour les consommateurs en développant des échelles de mesure de ces bénéfices et en examinant expérimentalement leurs effets sur le comportement d'achat. Nos résultats montrent que les consommateurs évaluent les promotions sur la base des économies, certes, mais aussi de la qualité et de la commodité qu'elles procurent. Les promotions offrent également des bénéfices de nature hédonique : le divertissement, l'exploration de l'environnement d'achat et l'expression de soi. Nous montrons ensuite que, parce qu'elles offrent des bénéfices différents, les promotions monétaires (coupons, offres de remboursement, etc.) sont plus efficaces dans des catégories de produits utilitaires alors que les promotions non monétaires (jeux, cadeaux gratuits, etc.) sont plus efficaces dans des catégories de produits hédoniques. Dans la troisième partie de la thèse, nous examinons l'impact des promotions sur le comportement de consommation. Des expérimentations sur le terrain et en laboratoire montrent, d'une part, que le stockage promotionnel accélère significativement le rythme de consommation et, d'autre part, que cet effet est dû à la plus grande visibilité du produit stocké et à la réduction de son prix d'achat. Une analyse de données de scanner révèle ensuite que les effets du stockage promotionnel sur la consommation ne sont significatifs que pour les produits substituables et consommés par impulsion. Au total, en étudiant la psychologie de l'achat de produits en promotion et les effets des promotions sur le comportement de consommation, nos travaux nous incitent à reconsidérer l'intérêt des promotions dans la stratégie marketing des entreprises

Univ., Diss.--Bamberg, 2003.

A survey of the field revealed a need for a Confirmatory Factor Analysis of the Personal Orientation Inventory (POI). The two major objectives were to understand the concept of selfactualization and the use of the POI as a measuring instrument. The POI correlation coefficients were used as input data for the computer program, Linear Structural Relations (LISREL), to perform a Confirmatory Factor Analysis. A sample of 495 individuals was used in this research. This sample consisted of both male and female second-year Industrial Psychology students from various race groups. The research concluded that the Root Mean Square Error of Approximation (RMSEA) indicated a poor fit between the empirical model and the empirical reality. This determined that the POI's factor structure could not confirm the theoretical model of selfactualization. It is acknowledged that more research needs to be conducted, taking due consideration of bias variables and cultural diversity. / Industrial and Organisational Psychology / M. Com. (Industrial Psychology)

This study investigates the role social information and personal dispositions play in the development of attitudes of unionized employees towards employee involvement programs. A theoretical model was developed in order to understand how social information and dispositions form union member attitudes towards employee involvement programs. This was designed from models of employee involvement and attitude formation. Data were collected from employees at electrical power generation facilities. Measures of organizational and union commitment, locus of control, participativeness, social information provided by the company, social information provided by the union, and employee involvement attitudes were gathered through a survey distributed at the facilities. General affect and satisfaction towards four types of employee involvement programs union members are most likely to encounter were measured. Specific hypotheses were developed in order to test and analyze parts of the theoretical model. While the results were at times contrary to the hypothesized relationships within the model, the data fit with the theorized model well enough to provide support for it. This model effectively demonstrated how employee involvement attitudes are formed from such data, and the relationships between the variables measured. / Ph. D.

No description available.

Neste estudo, foram analisadas relações existentes entre liderança, motivação, clima organizacional, trabalho em equipe e o comprometimento organizacional e ocupacional. O estudo exploratório foi realizado em três partes, na primeira procurou-se identificar os fatores de desempenho mais importantes numa relação maior resultantes da pesquisa bibliográfica e na segunda buscou-se quantificar os quatro fatores de desempenho junto aos comprometimentos organizacional e ocupacional. Na primeira parte foi realizada uma pesquisa exploratória e na segunda parte foram entrevistados 52 servidores do CCTM no Instituto de Pesquisas Energéticas e Nucleares IPEN e 252 servidores do IAE no Centro Técnico Aeroespacial CTA. A pesquisa utilizou 18 indicadores de comprometimento organizacional e 18 indicadores de comprometimento ocupacional, todos extraídos do instrumento de Meyer, Allen e Smith. Além destes, foram utilizadas 7 variáveis demográficas e 71 variáveis de desempenho construídas a partir da revisão teórica realizada. Os resultados obtidos com a pesquisa exploratória da primeira parte identificaram os quatro fatores de desempenho já citados e na segunda parte os resultados obtidos nos dois principais locais comprovaram a hipótese que os locais ou grupos de servidores que apresentam maior grau de comprometimento tendem a um maior grau de desempenho. Na terceira parte do estudo utilizou-se a técnica de modelagem de equações estruturais partindo de um modelo teórico definido com as 12 variáveis de desempenho mais importantes em ambos locais da pesquisa e com o apoio dos softwares estatísticos SPSS e LISREL obteve-se um modelo de relacionamento causal mais fortalecido para explicar as variáveis envolvidas. / In this work relation among leadership, motivation, organizational climate, teamwork, and the organizational and occupational commitment, were studied. The exploratory study was accomplished in three parts. In the first it was identified the more important performance factors in a larger relation resultant of the bibliographical research and in the second, it was undertaken a quantification the 4 performance factors together to the organizational and occupational commitments. In the first part, it was accomplished an exploratory research close to some experienced servants, with emphasis in the management area. In the second part it was interviewed 52 employees of the CCTM\'s at the Energy and Nuclear Research Institute IPEN and 252 employees of the IAE at the Aerospace Technical Center CTA. This research used 18 indicators of the organizational commitment and 18 indicators of the occupational commitment, all extracted from the instrument of Meyer, Allen and Smith. Beyond of these, it was used 7 demographic variables and 71 performance variables built from the theoretical revision. The results obtained with the exploratory research of the first part identified the 4 factors aforementioned performance factors. In the second part the obtained results in the two firsts places proved the hypothesis that the servants locations or groups that show a higher degree of commitment tend to a higher degree of performance. In the third part of this study it was used the Structural Equations Modelling SEM, from one theoretic model defined with the 12 more important variables from performance in both researched locals and with assistance of two statistical softwares SPSS and LISREL it was obtained a model of causal relations more strengthened to explain the relationship among the used variables.

We investigate possible usage of Errors-in-Variables estimator (EIV), when esti- mating structural equations models (SEM). Structural equations modelling pro- vides framework for analysing complex relations among set of random variables where for example the response variable in one equation plays role of the predic- tor in another equation. First an overview of SEM and some common covariance based estimators is provided. Special case of linear regression model is investi- gated, showing that the covariance based estimators yield the same results as ordinary least squares. A compact review of EIV models follows, Errors-in-Variables models are re- gression models where not only response but also predictors are assumed to be measured with an error. Main contribution of this paper then lies in defining modifications of the EIV estimator to fit in the SEM framework. General opti- mization problem to estimate the parameters of structural equations model with errors-in-variables si postulated. Several modifications of two stage least squares are also proposed for future research. Equation-wise Errors-in-Variables estimator is proposed to estimate the coeffi- cients of structural equations model. The coefficients of every structural equation are estimated separately using EIV estimator. Some theoretical conditions...

Neste estudo, foram analisadas relações existentes entre liderança, motivação, clima organizacional, trabalho em equipe e o comprometimento organizacional e ocupacional. O estudo exploratório foi realizado em três partes, na primeira procurou-se identificar os fatores de desempenho mais importantes numa relação maior resultantes da pesquisa bibliográfica e na segunda buscou-se quantificar os quatro fatores de desempenho junto aos comprometimentos organizacional e ocupacional. Na primeira parte foi realizada uma pesquisa exploratória e na segunda parte foram entrevistados 52 servidores do CCTM no Instituto de Pesquisas Energéticas e Nucleares IPEN e 252 servidores do IAE no Centro Técnico Aeroespacial CTA. A pesquisa utilizou 18 indicadores de comprometimento organizacional e 18 indicadores de comprometimento ocupacional, todos extraídos do instrumento de Meyer, Allen e Smith. Além destes, foram utilizadas 7 variáveis demográficas e 71 variáveis de desempenho construídas a partir da revisão teórica realizada. Os resultados obtidos com a pesquisa exploratória da primeira parte identificaram os quatro fatores de desempenho já citados e na segunda parte os resultados obtidos nos dois principais locais comprovaram a hipótese que os locais ou grupos de servidores que apresentam maior grau de comprometimento tendem a um maior grau de desempenho. Na terceira parte do estudo utilizou-se a técnica de modelagem de equações estruturais partindo de um modelo teórico definido com as 12 variáveis de desempenho mais importantes em ambos locais da pesquisa e com o apoio dos softwares estatísticos SPSS e LISREL obteve-se um modelo de relacionamento causal mais fortalecido para explicar as variáveis envolvidas. / In this work relation among leadership, motivation, organizational climate, teamwork, and the organizational and occupational commitment, were studied. The exploratory study was accomplished in three parts. In the first it was identified the more important performance factors in a larger relation resultant of the bibliographical research and in the second, it was undertaken a quantification the 4 performance factors together to the organizational and occupational commitments. In the first part, it was accomplished an exploratory research close to some experienced servants, with emphasis in the management area. In the second part it was interviewed 52 employees of the CCTM\'s at the Energy and Nuclear Research Institute IPEN and 252 employees of the IAE at the Aerospace Technical Center CTA. This research used 18 indicators of the organizational commitment and 18 indicators of the occupational commitment, all extracted from the instrument of Meyer, Allen and Smith. Beyond of these, it was used 7 demographic variables and 71 performance variables built from the theoretical revision. The results obtained with the exploratory research of the first part identified the 4 factors aforementioned performance factors. In the second part the obtained results in the two firsts places proved the hypothesis that the servants locations or groups that show a higher degree of commitment tend to a higher degree of performance. In the third part of this study it was used the Structural Equations Modelling SEM, from one theoretic model defined with the 12 more important variables from performance in both researched locals and with assistance of two statistical softwares SPSS and LISREL it was obtained a model of causal relations more strengthened to explain the relationship among the used variables.

School physical science is a prerequisite for science courses at institutions of higher education. Science graduates are an important link in a nation's scientific and technological development which often shapes a country's economic development. The purpose of this study was to investigate psychological and social factors influencing physical science achievement and attitude of black secondary school students in South Africa. The first part of the literature study which was concerned with physical science education in South Africa revealed that few black students chose to study science after standard seven, that failure rates were high and that science education was generally in a state of crisis. The second part of the literature study identified psychological and social factors related to science achievement and attitude. These were home environment variables, teacher and school related variables, personal variables (self-concept, motivation, gender, ethnicity) and students' abilities. The third part was the construction of a Structural Equation Model (SEM) specifying the relationships among the psychological and social factors and their effects on physical science achievement and attitude. The theoretical SEM fit the data reasonably well. The best fitting model, however, was a revised model in which several paths were constrained. The latter accounted for a substantial variance in attitude towards physical science (70.3%) and a meagre 17.7% in physical science achievement. The variables ability, home environment and self-concept had the greatest total effects on physical science achievement. Self-concept, home environment and motivation made the greatest total contributions to physical science attitude. Teacher characteristics and school environment had non-significant effects on physical science achievement and attitude. Multiple-group structural equation modelling analyses found no significant difference in the structural parameters of boys and girls. Theoretical and educational implications of the findings were discussed and specific recommendations for improving educational practice in general and physical science achievement and attitude in particular, were made. / Psychology of Education / D. Ed. (Psychology of Education)

建構一套健全的公司治理評等機制，為落實公司治理相關議題的核心工作。本研究以經濟暨合作發展組織之公司治理原則、世界銀行之公司治理架構與國內外公司治理相關實證文獻作為理論基礎，透過分析量化之公司層級衡量指標，嘗試建構一套可行且適合衡量台灣企業之公司治理評等指標，以作為投資人制定投資決策與授信機構評估企業債信風險時之參考。 本研究以2002年國內523家非金融業上市公司為樣本，利用LISREL方法 (線性結構關係模式統計方法)建構台灣公司治理評等指標。分析結果共得出：股權結構構面 (盈餘股份比、專業機構投資者持股率)；董事會職責構面 (盈餘席次比、外部董事席次比率、外部監察人席次數與外部董監持股率)；財務透明度構面 (盈餘管理幅度、損益平穩化程度與財報重編率)等3個構面、9項衡量指標。 透過與企業當期及次期經營績效、公司價值與投資人投資風險間之關聯性實證測試，本研究發現，前項公司治理評等指標與企業之經營績效、公司價值呈顯著正相關，而與投資人投資風險呈顯著負相關。此項實證結果一方面顯示，前項公司治理評等指標愈佳，企業當期與次期之經營績效與公司價值愈高，投資人之投資風險愈低；另方面亦表示本研究所建構之公司治理評等指標對於企業之經營績效、公司價值與投資人投資風險，具有一定程度之關聯性與預測能力。 / A well-developed corporate governance ranking system is essential to implantation of corporate governance. Base on principles proposed by OECD, a framework provided by the World-Bank and empirical literature on corporate governance, this research attempts to develop a workable TCGI (herein Taiwan Corporate Governance Index or TCGI) ranking system. The purpose of provision of TCGI is to help investors and creditors to make better decisions. Using data for 523 non-banking corporations publicly traded at Taiwan Stock Exchange in 2002, and LISREL as the analytical tool, this research constructs a three-aspect (including ownership structure, responsibility of the board and financial transparency) TCGI ranking system with 9 corresponding indicators in total. The empirical results of association tests show that TCGI indicators are significantly and positively (negatively) related to operation performance and market value (the occurrence of firms encountering financial difficulties). The findings thus imply that the TCGI ranking system developed in this research may be useful in investors and creditors decision-making.