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21.
Yalcin Acikgoz 《决策行为杂志》2020,33(5):691-701
While the unique roles of individual job attributes (e.g., salary and benefits) in job and organizational attraction have received extensive research attention, research examining the mechanisms through which an overall evaluation of a job option is made by combining evaluations of individual attributes is scarce. The current study examined the process through which job choice decisions are made under three conditions: when evaluating a single job offer, when comparing two job offers, and when evaluating more than two job offers. In Study 1, it was found that when a single job offer is evaluated, the average of perceived values of attributes in an offer (e.g., the perceived attractiveness of a salary) drives the choice, whereas the difference between jobs is what matters when two jobs are evaluated simultaneously, potentially leading to a preference reversal between conditions when the same two jobs are evaluated. In Study 2, it was found that average values of attributes across options (e.g., average salary in all job offers received) influence job choice when more than two job offers are evaluated simultaneously. These findings indicate that in all three conditions, job choice decisions are influenced by the evaluability of the choice set, which becomes low when a single job offer is evaluated without any context, or when more than two job offers are evaluated simultaneously, and becomes high when two jobs are compared with each other. When evaluability is low, candidates resort to averaging as the decision rule, whereas adding is used when evaluability is high. 相似文献
22.
Yu‐Lun Liu 《International Journal of Selection & Assessment》2020,28(2):186-199
Job advertising is a common and useful recruitment marketing method that is available to a wide range of candidates and offers a practical way to widen the applicant pool. Frequently, retail advertisements only briefly introduce job requirements, but others provide more detailed information. Existing message studies, however, are inconclusive about the effectiveness of message specificity. A scenario‐based experiment that included 164 participants revealed that the type of decision maker (maximizer or satisficer) moderates the specificity effects in recruitment messages. After receiving a detailed job message, more satisficers stop their search process, but only maximizers perceive the company as more attractive and increase intentions toward the advertised job. A follow‐up qualitative study involving 30 participants provided further insights. 相似文献
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Magicians have developed powerful tools to covertly force a spectator to choose a specific card. We investigate the physical location force, in which four cards (from left to right: 1-2-3-4) are placed face-down on the table in a line, after which participants are asked to push out one card. The force is thought to rely on a behavioural bias in that people are more likely to choose the third card from their left. Participants felt that their choice was extremely free, yet 60% selected the 3rd card. There was no significant difference in estimates and feelings of freedom between those who chose the target card (i.e. 3rd card) and those who selected a different card, and they underestimated the actual proportion of people who selected the target card. These results illustrate that participants’ behaviour was heavily biased towards choosing the third card, but were oblivious to this bias. 相似文献
25.
Kellen Mrkva Eric J. Johnson Simon Gchter Andreas Herrmann 《Journal of Consumer Psychology》2020,30(3):407-428
Loss aversion, the principle that losses impact decision making more than equivalent gains, is a fundamental idea in consumer behavior and decision making, though its existence has recently been called into question. Across five unique samples (Ntotal = 17,720), we tested several moderators of loss aversion, which supported a preference construction account. Across studies, more domain knowledge and experience were associated with lower loss aversion, though people of all knowledge and experience levels were loss averse. Among car buyers, those who knew more about a particular car attribute (e.g., fuel economy) were less loss averse for that attribute but not other attributes (e.g., comfort), consistent with the idea that people with less attribute knowledge are more likely to construct preferences, thereby increasing loss aversion. Additionally, older consumers were more loss averse across different loss aversion measures and studies. We discuss implications for several accounts of loss aversion, including accounts rooted in status quo bias, emotion, or ownership. In addition to discovering loss aversion moderators, we cast doubt on recent claims that loss aversion is a fallacy or is fully explained by status quo bias, risk aversion, or the educated laboratory samples often used to study loss aversion. 相似文献
26.
Livio Cricelli Federico Maria Famulari Marco Greco Michele Grimaldi 《Journal of Multi-Criteria Decision Analysis》2020,27(3-4):173-188
In a competitive environment that increasingly awards a clever approach to customer relationship management (CRM), firms need to systematize the way they interact with their customers. The relationships that often lay in the hands of managers and salespeople need to be thoughtfully organized to maximize both customer satisfaction and the effectiveness of the marketing efforts. CRM software packages can be an answer to organize and systematize the management of such commercial relationships. However, decision makers may not have the time and the competencies to identify the most suitable solution for their needs, among the hundreds existing, and may ultimately resort to an external expert. Since the existing methods to select a CRM software package suffer from several limitations, this article introduces a novel four‐step method allowing to actively involve the decision makers in the CRM software package selection, simultaneously minimizing the effort requested to them and maximizing the extent to which the final choice suits their specific needs and preferences. The method resorts to a coordinated use of the analytic hierarchy process and of its fuzzy adaptation. The article also presents an exemplification of the method in a small Italian firm. 相似文献
27.
Bosko Blagojevic Dimitris Athanassiadis Raffaele Spinelli Jyrki Raitila John Vos 《Journal of Multi-Criteria Decision Analysis》2020,27(1-2):129-140
A number of factors affect the success, or otherwise, of any technological innovation. In this paper, we consider factors that affect the success of innovations in the context of forest machinery manufacturing (FMM). We report the results of a study that seeks to determine the relative importance of 19 different factors affecting the success of innovations in the FMM sector. The first stage of the study makes use of the analytic hierarchy process to determine the relative importance (weights) of these factors, based on the responses of 15 decision makers (DMs) employed by different FMM companies. The study then considers three different ways of weighting the responses of DMs, based on different assumptions about how the responses of outliers—those DMs whose views differ significantly from the majority—should be handled. The first method assumes that the responses of all DMs are of equal value. The second assumes that the influence of outliers' responses should be reduced and makes use of a Euclidean distance metric to determine the weight that should be ascribed to each DM's responses. The third assumes that the influence of outliers' responses should be increased and makes use of hierarchical clustering techniques. Although the weight assignment methods were based on very different assumptions about how to treat the views of outliers, they produced similar rankings of factors. Results showed that for FMM companies, customer satisfaction, proportion of total sales by new products, influence on the overall profit of the company, and growth of demand for the company products were the most important factors for measuring the success of innovations. 相似文献
28.
Dizuo Jiang Md. Mahmudul Hasan Tasnim Ibn Faiz Md. Noor‐E‐Alam 《Journal of Multi-Criteria Decision Analysis》2020,27(3-4):203-223
Thus far, limited research has been performed on resilient supplier selection—a problem that requires simultaneous consideration of a set of numerical and linguistic evaluation criteria, which are substantially different from traditional supplier selection problem. Essentially, resilient supplier selection entails key sourcing decision for an organization to gain competitive advantage. In the presence of multiple conflicting evaluation criteria, contradicting decision makers, and imprecise decision‐relevant information (DRI), this problem becomes even more difficult to solve with the classical optimization approaches. Possibility distribution‐based multicriteria decision analysis (MCDA) is a viable alternative approach for handling inherent uncertainty of imprecise DRI associated with the evaluation offered by a group of contradicting decision makers. However, prior research focusing on MCDA‐based supplier selection problem has been lacking in the ability to provide a seamless integration of numerical and linguistic evaluation criteria along with the consideration of multiple decision makers. To address these challenges, we present a comprehensive decision‐making framework for ranking a set of suppliers from resiliency perspective. The proposed algorithm is capable of leveraging imprecise and aggregated DRI obtained from crisp numerical assessments and reliability adjusted linguistic appraisals from a group of decision makers. We adapt two popular tools—single‐valued neutrosophic sets (SVNS) and interval‐valued fuzzy sets (IVFS)—and for the first time, extend them to incorporate both crisp and linguistic evaluations in a group decision‐making platform to obtain aggregated SVNS and IVFS decision matrixes. This information is then used to rank the resilient suppliers by using technique for order preference by similarity to an ideal solution method. We present a case study to illustrate the mechanism of the proposed algorithm. A sensitivity analysis demonstrates the strength of the proposed algorithm to generate alternative ranking scheme with respect to the shifting priorities of evaluation criteria and shows the reliability of the decision‐making framework. 相似文献
29.
Motor vehicle crashes (MVCs) are a major contributor to adolescent mortality. Adolescent drivers are more likely to make risky decisions in the presence of peers. However, rewards have also been shown to improve decision making in adolescence. Our goal was to determine if peer observation and reward effects on decision-making were dependent upon adolescent driving styles.Twenty-four healthy adolescents played a driving game in a 2 (no peer; peer) × 2 (no rewards; rewards) within-subjects experiment. Driving styles were measured by self-report.Rewards favoring safe choices reduced risky decision making, but this effect was especially robust for adolescents with driving styles that increase risk of MVCs (i.e., dangerous, fast, angry, or distracted styles). Findings suggest that rewards for safe driving can be an effective mechanism for reducing MVCs, especially for the most at-risk drivers, if they can be made appetizing to adolescents. 相似文献
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