<p dir="ltr">The objective of this research was to evaluate the impact of salespeople’s characteristics on their sales process. A cluster analysis procedure was used to develop a segmentation of business-to-business salespeople. The segments were developed by seven variables that describe the percentage of time salespeople spend on specific selling activities: prospecting, building trust/ relationship, probing, presenting products/ services, handling objections, negotiating/ obtaining commitment, and service/ follow-up.  The result indicated the presence of three clusters: customer-focused, sales-focused, and balance segments.  Differences across these segments have essential implications on the choice of sales strategy. </p>

住宅選擇是每一個家戶都會面臨到的問題，過去文獻發現購屋者先選擇租屋或購屋，若決定購屋，則先決定於何區位購屋，然後再決定購買何種房屋類型之房屋，然而卻未曾提及購屋者於不同市場類型住宅間之選擇。預售屋、新成屋以及中古屋等不同市場類型之住宅，各自隱含不同的效用及風險，影響著購屋者之選擇，因此本研究試圖討論購屋者於不同市場類型住宅間之選擇與偏好。 本研究採用內政部營建署「住宅需求動向調查」資料，利用混合多項羅吉特模型探討不同限制條件下，預售屋、新成屋與中古屋之個體選擇行為。實證結果顯示，投資者較偏好於購買知覺風險較高之預售屋，期待以高知覺風險換取高的報酬；教育程度較高者，因對居住品質要求愈高，因此傾向於選擇設備新穎之預售屋與新成屋；家戶平均月所得較高之購屋者，負擔能力較高，因此選擇總價較高之預售屋機率較高，其次為新成屋。此外，搜尋頻率愈高者，選擇預售屋之機率愈高，因預售屋無實體存在，預售屋購屋者為降低其知覺風險，將花費更高之搜尋成本。在價格彈性分析部分，實證結果顯示預售屋之競爭力最高，但預售屋之受衝擊力亦最高，而中古屋之競爭力於三種市場類型中居次，但中古屋衝擊力最小，因此，當單價屬性發生變動時，較不影響中古屋購屋者之選擇，但卻大幅影響預售屋購屋者之選擇機率。 / Every household would face housing choice, the past housing choice study founded that households decided tenure choice first, if they decides to buy a house, they first decided on what location, and then decided what type of housing to buy, but it has not been mentioned the housing choice among different residential market types. Pre-sale houses, newly constructed houses and existing houses implied different effectiveness and risks, affecting the choice of homebuyers. This article tried to discuss homeowners’ choice among different residential market types. This study use Construction and Planning Agency, "Housing Demand Survey of 2009" data, use mixed multinomial logit model, investigated under different constraints, housing choice behavior among pre-sale houses, newly constructed houses and existing houses. The empirical results showed that investors prefer higher perceived risk in buying pre-sale housing, looking for a high perceived risk and high rewards; higher education level, due to the higher quality requirements for living, so they preferred pre-sale houses and newly constructed houses. Homebuyers which have higher average monthly household income, have more affordable ability, so the probability of choosing pre-sale houses are much higher, followed by the newly constructed houses. In addition, the higher search frequency were more likely to choose pre-sale houses because pre-sale houses for sale no physical presence, pre-sale housing homebuyers in order to reduce their perceived risk, would spend more search costs. In the price elasticity analysis, empirical results showed that the pre-sale houses had the highest competitiveness, but the impact force was also the highest, while the existing houses market, the competitiveness of the third types was the second place, and the competitiveness of the existing houses was the smallest. Thus, when a change in unit price attribute, does not affect existing houses homebuyers, but significantly affected the choice probability of pre-sale houses homebuyers.

L‟objectif de toute analyse économique sur l‟offre de travail, est en général, de mieux cerner les problématiques liées à l‟emploi permettant de décliner des politiques en direction du marché du travail. Cette thèse n‟échappe pas à cet objectif bien qu‟elle soit orientée vers les femmes. A partir des analyses développées dans cette thèse, nous avons apporté un nouvel éclairage sur les facteurs déterminants qui poussent ou empêchent la femme sénégalaise à intégrer le marché du travail. Les approches théoriques développées, nous ont conduit à considérer la nature des relations conjugales, les différentes perceptions du travail et des obligations familiales correspondants à différents types de comportements féminins d‟offre de travail. Le comportement d‟offre de travail de la femme sénégalaise est ainsi influencé par des caractéristiques individuelles telles que l‟âge, le niveau d‟éducation, et des caractéristiques familiales courantes telles que la présence d‟enfant(s) de moins de 5ans dans le ménage, la présence d‟un conjoint (statut matrimonial), le revenu du conjoint, la taille du ménage, le statut monétaire matérialisé par la pauvreté, le versement de transferts à des descendants ou ascendants.Par le biais de la modélisation logistique dichotomique et multinomiale, nous avons montré que le niveau d‟éducation est positivement corrélé à la participation des femmes sur le marché du travail et constitue de surcroît, un ticket d‟entrée dans le secteur public. Contrairement au statut matrimonial (être mariée), la présence d‟enfants de moins de 5 ans et le revenu du conjoint ne semblent pas être un obstacle à l‟intégration des femmes sur le marché du travail, mais cette présence d‟enfant semble orienter les sénégalaises vers le secteur informel au détriment des autres secteurs (public et privé formel). Ce qui est souvent motivé par les conditions de travail plus flexibles dans ce secteur permettant aux femmes de concilier activités économiques et obligations familiales. Par ailleurs, les femmes appartenant aux ménages pauvres semblent être plus disposer à offrir du travail que celles appartenant aux ménages non pauvres, mais elles ont moins de chances d‟être dans le secteur public, le secteur privé formel et dans une moindre mesure dans les ambassades et ONG que dans l‟informel par rapport à celles qui ne sont pas pauvres. / The objective of any economic analysis of the elabor supply is generally to better understand issues related to employment allowing formulating policies towards the labor market. This thesis is not an exception to this objective although it focuses exclusively on women. From the analysis of the present thesis, we have shed new light on the main factors driving or inhibiting the senegalese woman to enter the labor market. The theoretical approaches developed have led us to consider the nature of marital relationships, the different perceptions of work and family obligations corresponding to different types of female behavior of labor supply. Through a dicotomous and multinomial logit model, we have shown that the behavior of labor supply of senegalese women is influenced by individual characteristics such as the age and education level, and standard family characteristics such as the presence of under 5 years old child/children in the household, the presence of a spouce (marital status), the income of the spouse, the householf size, the monetary status indicated by the poverty, the remittances to descendants or ascendants.

The goal of this study was to develop Multinomial Logit models for the mode choice behavior of immigrants, with key focuses on neighborhood effects and behavioral assimilation. The first aspect shows the relationship between social network ties and immigrants’ chosen mode of transportation, while the second aspect explores the gradual changes toward alternative mode usage with regard to immigrants’ migrating period in the United States (US). Mode choice models were developed for work, shopping, social, recreational, and other trip purposes to evaluate the impacts of various land use patterns, neighborhood typology, socioeconomic-demographic and immigrant related attributes on individuals’ travel behavior. Estimated coefficients of mode choice determinants were compared between each alternative mode (i.e., high-occupancy vehicle, public transit, and non-motorized transport) with single-occupant vehicles. The model results revealed the significant influence of neighborhood and land use variables on the usage of alternative modes among immigrants. Incorporating these indicators into the demand forecasting process will provide a better understanding of the diverse travel patterns for the unique composition of population groups in Florida.

本研究著眼於台灣經濟轉型、中國經濟的崛起與台灣企業組織的變化，從台灣企業集團的總部設立、跨界投資的區位選擇及在地再投資三個面向進行討論，期望在既有的研究基礎上，就台灣廠商在兩岸投資區位佈點的考量提出完整性的觀察，並強化既有的研究。 首先，以台灣1000大製造業為研究樣本，選擇包括純辦公室使用、研發設計、台商一千大、跨國生產網絡、外資企業、員工人數、資本總額、知識密集型、傳統型製造業等變項分別代表總部功能、跨界治理能力及企業屬性三大類變數，透過二元羅吉特模型以及集群分析方法，探討台灣企業在首都、都會區以及生產性服務業及創新氛圍同質性地區的總部設立區位選擇行為。實證的結果發現，代表企業屬性變數的資產總額、員工人數和產業別明顯影響台灣製造業廠商在首都設立總部的區位選擇，而總部功能為純辦公室使用或設有研發機構者更傾向將總部設立於首都或都會區，跨界治理能力的影響則未能獲得證實。另外，過去國內在研究企業總部地點選擇研究上較少從創新氛圍角度出發，而本研究實證的結果發現，台灣製造業廠商企業總部的區位選擇不僅受到地區生產性服務業的影響，也受到地區創新氛圍的影響。 在跨界投資區位選擇部分，本研究以台灣250大企業集團中的知識密集型製造業集團為研究對象，以台灣、環渤海地區、長江三角洲地區、珠江三角洲地區為研究場域，選擇企業特性與投資區位條件變數，並以多項羅吉特模型進行實證分析。其中，企業特性變數為產業類別、投資經驗、投資時間等三項因子，而投資區位條件則有勞工薪資、市場規模、區域創新強度及外資投資強度等因子。實證結果發現，代表經濟發展階段的投資時間變項確實會影響企業集團的區位選擇行為，產業的類別不同其區位選擇也會不同，先前的投資經驗雖然影響區位選擇。但是與過去研究不同的是，本次實證發現對台灣企業來說面對相似而且鄰近的市場，進入新市場的動機可能比過去的投資經驗來得重要的多，同時投資區位條件亦會影響區位選擇行為。另外，過去較少直接連結廠商生產面的區域創新能力亦明顯影響企業集團的區位選擇，因此本研究認為區域創新活動對於跨國企業在地化取得知識及技術亦具有相當重要的意義。 在地再投資部分以台灣製造業1000大廠商中知識密集型製造業為研究對象，並以工業地域觀點所劃分的台灣地區北、中、南三大區域為研究場域，選擇包括在台投資經驗、總部區位、第一次投資決策、路徑依循等企業廠商組織決策之屬性變數，以及包含區域中科學園區的設立、產業專業化係數、雜異化指標等區域環境變數，透過多項羅吉特模型進行實證分析。實證的結果發現，總部區位確實影響後續再投資的工廠區位選擇，第一次的投資決策經驗對於第二次投資的區位選擇行為影響比總部區位的影響明顯，代表時間演進而產生路徑相依的地區經濟型態差異變項也確實會影響區位選擇行為。而當區域內科學園區的發展相較未臻成熟時，其區域的賦能仍不足以吸引企業廠商進駐，至於台灣企業的再投資區位選擇基於對區域特性的了解較偏好區域內工業地域的地方化經濟，而不偏好區域內工業地域的都市化經濟。 / Stressed on the Taiwanese economical transition, the up-rising of Chinese economy and the change of Taiwanese enterprise organization as well as based on the past research, this study explores the factors affecting location selection behavior of Taiwanese firms across Taiwan Strait from three aspects including the establishment of enterprise headquarter, cross-border investment and local re-investment. On the establishment of enterprise headquarter, the top 1000 manufacturing firms in Taiwan were sampled and some factors were analyzed including office type, R&D, multinational production network, foreign enterprise, number of employee, total asset, knowledge-intensive business, and traditional manufacturing firms. However, these factors could be classed into three fields: headquarter function, cross-border management ability and firm characteristics. Then, the location selection behavior of Taiwanese enterprise headquarter was examined by the techniques of binary logit model and cluster analysis technique among capital area, urban area and homogenous area with productive service industry and innovation-based cluster. The results of empirical analysis show that the factors represented firm characteristics including total asset, number of employee and enterprise type significantly affected the location selection of Taiwanese enterprise headquarter. Furthermore, it is also verified that the enterprise headquarter had been established in capital or urban area if the headquarter was provided with R&D or simply used as office, but the effect of cross-border management upon headquarter establishment is insignificant. The effect of innovation-based cluster upon location selection of enterprise headquarter is seldom studied in the past. However, according to empirical results in this study, they show that location selection of Taiwanese enterprise headquarter is affected not only by local Productive Service industry but also by regional innovation-based cluster. On the location selection of cross-border investment, this study focused on the area of Taiwan, Bohai Economic Rim, Yangtze River Delta and Pearl River Delta. The top 250 Taiwanese enterprise groups were taken into consideration, and the multinomial Logit model was adopted for empirical analysis in which firm characteristics and location conditions were chosen as research variables. Where, firm characteristics contained industrial type, investing experience and investment time, and location conditions included labor cost, market scale, regional innovation intensity and foreign investment intensity. The empirical results indicate that industrial type and investment time significantly affect the selection of investment locations. In contrast, investment experience only slightly influences the selection of investment locations. In addition, we find that entrepreneurial motivation to enter new markets may be much more influential than prior location investment experiences for Taiwanese enterprises functioning within similar markets. Regional differences shaping investment conditions in Taiwan and mainland China also affect the selection of investment locations. Our analysis shows a particularly strong linkage between regional innovation capacity and the selection of investment locations. This implies that regional innovation capacity plays a very important role in the selection of investment locations for multinational enterprises On local re-investment, the top 1000 knowledge-intensive manufacturers in Taiwan were the samples divided by region into the northern, central and southern Taiwan groups by administrative region. The factors affecting organizational decisions were the attribute variables, including Taiwan investment experience, headquarters location, first investment experience and path dependence; and the factors affecting location selection were the regional environment variables, including regional science park status, industry specialization coefficient and Hirschman-Herfindahl index (HHI). The multinomial Logit model was used for empirical analysis, and the results show that the headquarters location affects plant location selection in re-investment, and the first investment experience has a more significant effect on the plant location selection in the second investment than the headquarters location, suggesting that the path-dependent heterogeneity in regional economic style developed over time affects location selection. Also, the immaturity of regional science parks affects plant location selection when regional empowerment cannot attract enterprises. Lastly, Taiwanese enterprises prefer regions with localized economies to regions with urbanized economies for plant location selection.

Existing research suggests that when consumers encounter hybrid products or boundary-spanning products with attributes belonging to multiple categories, consumers tend to generate inferences based on only a single product category. Reliance on a single category for inferencing is termed as the “single category belief problem” which has been regarded as a vital marketing challenge because it leads consumers to underestimate the true utility of a hybrid product as certain product attributes are ignored. Our objective was to explore whether single category beliefs manifest in consumer choice for a hybrid product when strategically placed within varying contexts. The research used discrete choice experiment (DCE) to test hypotheses. Our research confirms that the single category belief is evident in consumer choice. We also found that the context the hybrid product is placed within has a major influence on what consumers preferred the most. Depending on the context a hybrid product was seen in had significant influence on how consumers evaluated product attributes and made purchase decisions. The findings for this research may be very beneficial for marketers.