摘要：自从“一万村”市场项目开展以来，连锁超市就开始在农村地区发展起来。物流和分配是连锁超市运作过程中的纽带，在超市的平稳运作中起到重要作用。本土超市涌现出的很多问题，现在逐渐成为超市发展的瓶颈。在这篇论文中，作者将会分析现今存在于中国农村超市的物流和分配方面的问题，然后提供一些相应策略解决这个问题。
关键词：农村地区，货品分配，策略规划，物流，连锁超市。
1 介绍
自从“一万村”市场项目开展以来，连锁超市作为一个新的运作系统及销售模式，开始在广阔的农村地区发展。这些连锁超市带领农民提高消费水平、缩小城乡差异、提升农村地区和农村市场现代流通的发展。连锁超市在农民中很受欢迎。然而，物流和分配是连锁超市的核心，却仍非常薄弱。分配的优势是超市运作成本、利润及相关合伙人附加利润的关键。在当前经济危机的形势下，解决农村超市物流及分配方面的问题，对农村市场的发展、经济的发展以及建设一个社会主义新农村都非常关键。
1.1农村连锁超市物流及分配的一些概念和特点
分配是一个经济活动，是企业家基于消费者需求，用最有效的方式在分配中心或其它地点储存货物，并且把这些货物运送到在合理经济框架内的其他客户。它包含购买、储存、分类、货物处理、递送及其它活动。它是一个物流活动的方式，结合了特别的、完整的业务流程。在农村地区，农民和农产品独特，所以，与城市物流分配相比，有着一些不同的特点。
1.2农村地区的主要物流和分配问题
A．低均匀分布率和高运作成本
根据商务部调查，自从“一万村”市场项目开展以来，农村连锁超市的覆盖率已经达到超过60%，但是分配率却只有40%。这个数字不仅低于国内连锁超市60%的平均运送率，也大大低于国外连锁超市高于80%的运送率。均匀分配有利于统一采购。商店不能得益于连锁。这就会导致高物流成本。
B．不合理的物流和分配模式，导致信息读取效率不高
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最近，农村连锁超市的物流和分配渠道主要由分配中心、农产品和供应市场合作社、第三方物流和分配系统组成。事实上，这三种分配方式也同样面临着高物流成本的问题。许多连锁超市没有建立自己的分配中心，因而不能满足分配服务的需求。即使一些连锁超市建立了自己的分配中心，也仍然存在很大问题。大多数农村超市规模较小，缺少建立分配中心的资金，因此，一些分配中心不能满足超市分配的需求。农村连锁商店分布较广，单个的连锁超市分配还是比较有限。收入比分配中心的建立和运作成本还要低。
C．分配中心的延后建立、低下技术水平、低分配水平
农村连锁超市的分配中心改造和扩大都是基于原来的仓库，这并不能满足连锁超市的服务需求。这些分配中心只能用来当仓库、储存及运输，缺少了深层的货品加工容量、信息加工以及反馈功能。这些基础设施不够，也缺少了机械化的检测、加工、冰冻、冷藏、包装及其它设备。电脑信息管理系统也远远不够，导致了不能及时进行与供应商、总部以及分部的数据交换。很难有效地管理物流信息，所以所有功能的协作及整合程度仍然非常低。
D．不充分的信息共享系统
农村连锁超市的信息系统构建是相对落后的。电子订货系统、电子数据互换系统以及增值网络系统都还没有使用。决策和信息管理系统也远远不够。很难在连锁超市、分配中心和供应商之间进行信息交流。所有这些都导致了不及时的采购及补充，进而导致供应缺口。很难在总部和分部之间得到及时的运作指引、销售、管理、货物运送和调动。此外，关于产品和服务的信息不能及时得到反馈。没有体现当地特色和农民需求的产品配送可能会影响连锁超市的发展。
E．小规模企业，缺少主导企业
农村市场的消费潜力是巨大的，但是农民的购买力却有限。他们不会在短时间内接受设计好的产品。同时，也存在很多问题。比如，需求分散、农村物流运作的高成本、小规模、设施不够、资金欠缺、没有主导企业。很难达到物流、分配、管理以及经济规模效应。分配中心缺少专业的人才，尤其是那些熟悉中国农村市场的物流专业人才。雇员总体素质较差，
大多数操作员对物流不了解，对物流的运作原则、业务分部接口、运作流程、行业标准、服务标准和现代信息技术运用更是知之甚少。在这种背景下，物流人才
在农村地区尤其稀缺，迫切需要培养懂农村、农民，并且能抓住当代农村物流发展特征的物流人才。
1.3农村连锁超市的物流和分配策略
A. 选择合适的分配方式
连锁超市的物流和分配有四种方式：自己运送、第三方物流、公共运送以及供应商运送。由于农村地区、农民及农产品的特殊情况，中国零售业的发展和未来合伙重组的开展联系在一起。因此，对农村连锁超市来说，采用公共运送模式更合适。近年来，连锁超市建立了各自的的分配系统来有效利用物流资源，第三方物流和第四方物流逐渐发展起来。因此，复合型分配模式对中国农村连锁超市更合适。中小型超市由于资金欠缺，建立自己的分配系统有一些困难。即使他们有能力建立自己的分配系统，也很难产生规模效应。薄弱的连锁超市应该通过融资联合建立分配中心，管理连锁超市的所有分配业务。这样不仅能达到物流资源的最有配置，提高物流运作的效率，也能减少投资成本。它可以提供联合采购。同时，超市也应该把更多注意力放在与第三方物流公司的合作上。对于那些鲜活商品、冰冻商品，超市可以不统一分配。分配中心可以外包给第三方物流公司，以此达到快速反馈及及时运送。有分配中心的超市可以通过委员会和委托人发展公共运送。如果他们购买少量商品，他们应该委托分配中心给予共同运送。大型的资金雄厚的连锁超市，为了追求物流和分配的高效，可以建立自己的分配中心，达到每个分部的具体需求。他们可以接受中小型连锁超市的佣金，来实施共同运送。诚然，大型连锁超市有时也有大量的物流业务，即使他们有自己的分配中心和分配系统。他们仍需要和第三方第四方物流公司在一些运作方面进行合作，尤其是在长距离运输、地区仓库及其它业务区域。外包的优势很明显，不仅可以解决供应链的库存、运输问题，同时也可以解决采购问题，管理超市和供应商之间的关系。
B. 加强分配中心的构建以达到现代化
决定分配中心的规模。不同分部产品的数量和类型不同，因此，要综合分析物流市场以及未来发展需求，全面预测物流容量大小、物流中心合理的大小及规模，然后优化分配中心的规模、地点和功能。完善分配中心的功能。分配中心有许多服务功能，比如仓库、运输、采购、装卸、分配加工、分配、信息加工以及
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反馈。农产品和其它商品可以和其相应信息一起加工。信息来源于农民，他们可以提供大量高质量产品，保持不同功能的和谐。加强硬件和软件的建设。
在硬件方面，自动化仓库、自动化分类机器、电子货梯、智能化输送机、数据收集装置及其它现代物流设备都应该逐渐使用，以达到加工运作的机械化及自动化。为了满足一些鲜活商品、易腐烂商品的分配需求，分配中心也应该加快运送速度，提高效率，减少物流成本及采用有冰箱和保存功能的仓库。在软件方面，我们必须注意物流信息系统的构建，以提高信息水平。分配中心应该建立电脑化的管理信息系统，包括电子自动化订货系统、电子数据互换、销货点系统和信息反馈系统。同时，也需要建立互联网联系供应商、分配中心和实体店之间的生产、供应和营销，这样一来，总体的购买、分类、加工、包装、储存、运输和其它分配运作才能紧密结合，保证物流分配中心的正常运作。这些方法都会带来管理上的信息化和科学化。
C. 提高规模，建立严格的评估系统。
通过回顾、评估和分析财务状况、业务场所、人员素质、运作地位，没有能力或是有假冒伪劣商品行为的农村商店将不允许加入农村连锁超市。满足标准的商店必须订立合同。主导企业优先加入合同。在合同中，分配率不能低于一个确切百分比。如果一个农村商店的分配率一年中连续四个月或五个月都低于65%，其名单就会在特许经营资格书上剔除。同时，为了提高连锁超市的整体分配率，每个农村商店的分配率必须达到某些要求。
D. 确立农产品基地，保证农产品供应的安全
农产品易坏，季节性强。为了保障质量和运送容量，它们的运输、包装和加工都会更加困难。连锁超市可以通过与某一地区的政府部门合作，建立农产品加工基地，解决高质量农产品和附带当地产品。对农民来说，农产品的分配渠道可以优化农村经济结构和产品结构，以此提高他们的经济收入。对超市来说，不仅能减少购买成本，保障农产品质量及安全，也能从当地分部得到产品信息，与农民建立良好的合作关系，逐渐提高产品质量，发展特殊产品，并且深度开发农村市场。建立一个现代的农业生产基地对解决超市购买农产品来说是个不可避免的选择。
E. 培养物流人才
当前，由于农村连锁超市缺乏物流专业人才，发展农村物流业人才至关重要。引进高素质人才可以解决这个问题，但是对已有员工的培训教育更重要。连锁超市可以建立自己的员工教育培训中心，也可以把员工送往专业的物流公司或大学深造，提高他们的专业素养及水平。通过这些方法，分配中心可以提高效率。F. 配置特殊产品，发展自有品牌
配置价格低廉的产品需要基于当地情况，考虑农民的消费心理、消费习惯以及消费水平。价格低廉的产品和自有品牌产品可以定位。对于有着密集人口和便利交通的农村连锁超市来说，他们可以根据产品类型选择每天每月需要的产品。对于在乡镇的超市，人口相对分散，他们应该选择适合农村消费水平的生活必备品。他们必须实施严格的食品质量检测，防止假冒伪劣产品流入市场，以保证食品安全，创造一个舒适的消费环境，满足农民消费者的最大需求。他们同样需要发展和培养自我品牌产品优势，扩大市场份额，提高服务质量和水平，来提升企业的竞争力。
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The Study on Logistics and Distribution Strategy of China’s Rural Supermarkets Abstract
Since “Ten Thousand Villages” market project was carried out, the chain supermarkets have been developing in therural areas. Logistics and distribution, the tie to various operating of chain supermarkets, play an important role on the smoothly operation of the supermarket.
A lot of problems, which are from local markets, now is becoming the bottleneck of the development of supermarket. In this paper, the author analyzed the problems present in current logistics and distribution of China's rural supermarkets, and provided some strategies to the problem.
Keywords-rural areas; distribution of goods; strategic planning; logistics；supermarket chains.
I. INTRODUCTION
Since the “Ten Thousand Villages” market project was carried out, the chain supermarket, a new operating system and sale model, has been developed in the wide rural areas. These chain markets are guiding farmers to increase consumption, narrow the gap between urban and rural, promote the development of modern circulation in rural areas and rural market. It has been welcomed by farmers. However, logistics and distribution, the core of the chain supermarkets, are still very weak. The strength of distribution is the key to the super market’s operating cost, profit and related cooperator’s profit plus. Under the current situation of economic crisis, the answer to solve the problems of the rural chain s upermarkets’ logistics and distribution is important to develop the rural markets, develop the economics, and build socialist new countryside.
II. THE CONCEPTS AND CHARACTERISTICS OF RURAL CHAIN SUPERMARKETS’ LOGISTICS AND DISTRIBUTION
Distribution is an economic activity, that enterprises based on user needs reserve goods in the distribution centers or other locations by the most effective way, and send the goods to users in the region within the reasonable framework of economic,. It
includes the purchase, storage, sorting, cargo handling, delivery and other activities. It is a logistics activities way which combine with the special, integrated business flow and logistics. Because rural areas, farmers and agricultural products are unique, they have some different characteristics compared with urban logistics distribution. Frequent orders for the rural chain supermarkets, many stores, high frequency of purchase orders, strict time limits for delivery; agricultural products are perishable and seasonal, which transportation, processing, preservation have high requirements for the logistics and distribution technology; It is lack of market demand in rural areas, farmers’ consumer environment and awareness have not yet mature, the Infrastructures of logistics are still poor, the store layout is fragmented, regional span is large, distribution paths are tortuous and long, therefore, the distribution is difficult; rural commodities are replaced frequently; many products of the chain supermarkets in rural areas are big package supply based on individual store distribution center to dismantle zero and sorting.
III. THE MAIN PROBLEMS OF LOGISTICS AND DISTRIBUTION OF RURAL SUPERMARKETS
A. The lower rate of uniform distribution and higher operating cost
According to the commerce department survey, the coverage of rural chain supermarkets has reached more than 60% since “Ten Thousand Villages” market project was carried out while the distribution rate is just 40%.This is not only lower than 60% of the average delivery rate of domestic chain supermarkets, but also much lower than the rate of foreign chain supermarkets which is more than 80%. .Uniform distribution leads to unified procurement. The stores can’t get advantages of chains. This will lead to the high logistics cost.
B. The unreasonable logistics and distribution patterns of reading information efficiently
Recently, our rural chain supermarkets’ logistics and distribution channels are mainly consists of distribution centers, rural food and supply-marketing cooperatives, third-party logistics and distribution system. Actually, these three kinds of distribution ways are facing to the same problem of high logistics costs. Many chain supermarkets
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have not established their own distribution center and could not met the needs of the distribution services. Even though some chain supermarkets have established their own distribution centers, there are still many problems. Most rural supermarkets are small and lack of funds to build distribution centers, therefore a number of distribution centers can not meet the demands on supermarket distribution. The rural chain stores spread widely and the limited amount of single chain supermarkets distribution. The income is less than the cost of distribution centers’ construction and operation.
C. Delayed construction, poor technology, low distribution level of distribution centers
The distribution centers of rural chain supermarkets are transformed and expanded mostly on the basis of the original warehouse, which can not meet the service needs of chain supermarkets. These distribution centers can only be used for warehousing, storage and transportation. They are lack of deep processing capacity of goods, information processing and feedback functions. The basic facilities are inadequate and lack of mechanized equipments and testing, processing, freezing, cold storage, packaging and other equipments. Computer information management systems are also far from perfect which lead to the weakness of timely exchange of data with suppliers, headquarters and branches. It is difficult to manage the logistics information effectively, so that the level of all functions’ coordination and integration is still very low.
D. Inadequate information-sharing system
The information system construction of rural chain supermarkets is relatively backward. Electronic ordering systems, electronic data interchange systems and value-added network systems have not been used. Decision-make and information management systems are far from perfect. It is difficult to communicate information among chain supermarkets, distribution centers and suppliers. All these lead to the untimely procurement and replenishment, resulting in supply gap. It is difficult to get timely operational guidance, sales, management, goods delivery and transfer between head office and the branches. In addition, information on products and services can
not be feedback in time. Distribution products that do not reflect local characteristics and farmers’ need will be affecting the development of chain supermar kets.
E. Small-scale enterprises, lacking of leading enterprises
While the consumption of the rural market is potential, farmers’ spending power is poor. They do not accept designed products in the short time. Moreover, there are a lot of problems such as dispersion demand, high cost of rural logistics operation, small-scale, inadequate facilities, insufficient funds and without leading enterprises. It is difficult to achieve in logistics, distribution, management, and economies of scale.
F. Distribution center with unqualified personnel, lack of logistics talents who are familiar with the rural market Distribution center came out late in China and was lack of professionals. The qualities of employments are generally low. Most operators do not have enough logistics knowledge with understanding little about operation principles , business segment interface, operating processes, industry standards, service standards and modern information technical application. In this background, logistics talents are specially lack of in rural areas. There is an urgent need to develop enough talented persons who understand rural, farmers and grasp the features of modern rural logistics.
IV. THE LOGISTICS AND DISTRIBUTION STRATEGY OF RURAL
CHAIN SUPERMARKETS
A. Selecting the appropriate distribution ways
The logistics and distribution of chain supermarkets have four distribution ways which are self-delivery, third-party logistics, common delivery and supplier delivery. Because of the special properties of rural areas, farmers and agricultural products, the development of China's retail industry is bound to carry out corporate restructuring in the future. Therefore it is more suitable for rural chain supermarkets to adopt a common distribution model. The third-party logistics and fourth-party logistics have been developed greatly in recent years, while chain supermarkets build their own distribution system in the use of logistics resources. It is important to learn to utilize third-party logistics and fourth-party logistics services. Therefore, mixed-distribution model is more suitable for China's rural chain supermarkets. Small and medium-scale
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supermarkets have difficulty to establish their own distribution systems with the shortage of funds. It’s also very difficult to produce ec onomies of scale even if they are able to create distribution systems. The various forces of the weak chain supermarkets should be combined to establish distribution centers through cofinancing and manage all distribution businesses of all chain supermarkets. It can not only achieve the optimal allocation of logistics resources to improve the efficiency of logistics operations, but also reduce the investment burden or cost. It can be provided for the joint procurement of materials. At the same time, supermarkets should also pay more attention on the cooperation with third-party logistics companies. For those fresh goods, frozen goods that supermarkets do not want to uniform distribution, The distribution center can be outsourcing to third-party logistics companies in order to achieve rapid response and timely delivery. The supermarkets which have distribution centers can develop the common distribution by means of commission and trustee. They could entrust the distribution center for co-distribution if they purchase fewer goods. Large chain supermarkets with strong capital, in pursuit of the efficiency of logistics and distribution to enable to meet the specific requirements of each branch, tend to establish their own distribution centers. They can accept commissions of small and medium supermarket chain supermarkets to carry out a common distribution. Of course, large chain supermarkets sometimes have a huge amount of logistics business, even if they have there own distribution centers and distribution systems. They also need to cooperate with third party and fourth-party logistics companies in some operational aspects, especially in the long-distance transport, regional warehouses and other business areas. The advantages of outsourcing are obvious. Not only can solve the inventory of supply chains, transportation problems, but also help to resolve the issues of procurement, and manage the relationships between supermarkets and suppliers.
B. Strengthen the construction of distribution centers to achieve the modernization
Determine the size of distribution centers. With the number and types of the various branches’ goods, through a comprehensive analysis of the logistics market as well as future development needs, fully prediction of the size of the logistics capacity,
the reasonable size and scale of distribution centers, then the size, location and function aspects of distribution centers will be optimized. Perfect the function of distribution centers. Distribution centers have many service functions, such as warehousing, transportation, procurement, handling, distribution processing, distribution, information processing and feedback. Agricultural products and other commodities can be processed with the products and services’ information from farmers who are able to provide a wealth of high-quality products, maintain low out rates and the harmonization of various functions. Strengthen the construction of hardware and software. On the hardware side, the automated warehouses, automatic sorting machines, electric lifts, automatic conveyors, data collection devices and other modern logistics equipments should be gradually used to achieve the mechanization and automation of processing operation. To meet the distribution needs of some fresh perishable goods, the distribution center should accelerate the delivery speed, improve efficiency, reduce logistics cost and adopt a warehouse with the functions of refrigerator and preservation. On the software side, we must pay attention to the construction of logistics information system to improve information level. Distribution centers should establish computerized management information systems, including electronic automated ordering system, electronic data interchange, point of sale systems and information feedback system. It is also need to be building an internet to connect with the production, supplication, marketing of the suppliers, distribution centers and shopping malls, so the whole purchasing, sorting, processing, packaging, storage, transportation and other distribution operations can be closely integrated to ensure the proper functioning of the logistics distribution center. All these ways can bring the management to be informational and scientific. C. Increasing their sizes and chains, establishing a strict access system. Through the review, evaluation and analysis of farm shops’ financial strength, business premises, personnel qualities, operational status, the farm shops which have no power or behavior of operating fake and shoddy goods will be refused to join in the farm chain supermarkets, the farm shops to meet the standards can only join in the contract. Leading enterprises are preferential to join in the contract in which the distribution
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rate should not be less than a certain percentage, if farm shop s’ distribution rate has been below 65% for four consecutive months or five months throughout the year, they will be canceled the franchise qualifications. In the same time, the distribution rate of each farm shop must be of certain requirements to improve the overall distribution rate of chain supermarkets.
D. Establishing agricultural production base to ensure thesecurity of agricultural products supplication
Agricultural products are perishable and seasonal, their transportation, packaging and processing are more difficult to guarantee quality and delivery capacity. The chain
supermarkets can establish agricultural products processing bases, through the cooperation with government in regional areas, to deal with high-quality agricultural and sideline native products bought from farmers. For farmers, the distribution channels of agricultural products can be changed to optimize the rural economic structure and product structure and increase their income. For supermarkets, it can not only reduce purchasing cost, ensure quality and safety of agricultural products, but also get product information in the local branches to strengthen the relationship with farmers, improve product quality continuously, develop special products, and explore the rural markets more in-depth. To build a modern agricultural production base is the inevitable choice for solving the problems of agricultural products bought in local and supermarket development.
E. Training and paying attention to the cultivation of logistics professionals
At present, it is important to develop talents of rural logistics industry, the rural supermarket distribution centers are lack of logistics professionals. This can be enhanced by the introduction of qualified people, but the education and training to their own staff are more important. Chain supermarkets can set up their own training center for staff education and training as well as send them to a professional logistics company or a college to improve their professional quality and technical level. In these ways, the distribution centers can increase their efficiency.
F. Configuring special goods, developing owned brands.
Configuring inexpensive goods needs to be based on local conditions. The farmers’ consumption psychology, habit and level need to be take n into account. The cheaper goods and owned brand products can be positioned. For farm chain shops in the county with dense population, the convenient traffic, they can choose the consumer goods mainly and daily supplement in the type of goods. For farm chain shops in the township, town and village with population dispersed, they should choose the necessities suitable for rural consumption level. They must carry out stringent checks on the quality of goods to prevent counterfeiting drug products entering the market to ensure product safety, create a comfortable environment for consumption to meet the maximum needs of farm consumers. And they also need to develop and cultivate their own brand advantages, so as to expand further markets, attract consumers, expand market shares and improve service quality and levels to enhance the competitiveness of enterprises.
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我国第三方物流中存在的问题、原因及战略选择 熊卫 【摘要】我国物流业发展刚刚起步，第三方物流的理论和实践等方面都比较薄弱。本文指出我国第三方物流存在的问题在于国内外第三方物流企业差距、物流效率不高、缺乏系统性管理、物流平台构筑滞后、物流管理观念落后等。分析了产生上述问题的原因，并提出了精益物流、中小型第三方物流企业价值链联盟、大型第三方物流企业虚拟化战略等三种可供选择的第三方物流企业发展战略。 【关键词】第三方物流；精益物流战略；价值链联盟；虚拟化战略 1引言 长期以来，我国国内企业对采购、运输、仓储、代理、包装、加工、配送等环节控制能力不强，在“采购黑洞”、“物流陷井”中造成的损失浪费难以计算。因此，对第三方物流的研究，对于促进我国经济整体效益的提高有着非常重要的理论和实践意义。本文试图对我国策三方物流存在的问题及原因进行分析探讨，并提出第三方物流几种可行的战略选择。 2我国第三方物流业存在的主要问题 (一)我国策三方物流企业与国外第三方物流企业的差距较大，具体表现在以下几个方面： 1、规模经济及资本差距明显。由于国外的大型第三方物流企业从全球经营的战略出发，其规模和资本优势是毫无疑问的，尤其初创时期的我国策三方物流业，本身的规模就很小，国外巨头雄厚的资本令国内企业相形见绌。 2、我国策三方物流业企业提供的物流服务水准及质量控制远不如国外同行。当国内一些企业还在把物流理解成“卡车加仓库“的时候，国外的物流企业早已完成了一系列标准化的改造。同时，国外的物流组织能力非常强大，例如德国一家第三方物流公司，公司各方面的物流专家遍布欧洲各地。如果有客户的货物需要经达不同的国家，那么欧洲各地的这些专家就在网上设计出一个最佳的物流解决方案。这种提供解决方案的能力就是这第三方物流公司的核心能力，而不像国内公司号称拥有多少条船，多少辆车。 3、我国加入WTO后物流产业的门槛降低。在物流服务业方面：我国承诺所有的服务行业，在经过合理过渡期后，取消大部分外国股权限制，不限制外国服务供应商进入
通信工程专业英语翻译 JXTA is a crystallization by Sun company's chief scientist Bill Joy's more than twenty years of brewing."JXTA technology is a platform for Network programming and calculation.To solve the modern distribution calculation especially peer-to-peer (Peer to Peer, P2P) in the calculation of the problem".[1] JXTA research project,which will provide a new framework that make the user more convenient to access to connect on the Internet's personal computer resources, thus further expand Internet 's space. At the same time JXTA is also the Sun's "ONE Internet" strategic continuance, and will take a more positive attitude to compete with the .net strategy of Microsoft and Hailstorm plan . JXTA agreement defines a set of six agreement based on XML, the organization of node into node group, release and found some resources, communication and mutual monitoring provides standardized method.(Endpoint Routing Protocol,ERP) is used for node found routing.To send a message to other nodes, and through the potential firewall and connection.(Rendezvous Protocol,RVP) s used for the nodes in the group to spread information.(Peer Resolver Protocol,PRP) is Used to one or more points to send general inquiries, and receive the response of inquiries.
客户关系管理的应用和理论研究述评与展望 摘要：客户关系管理理论在近几年来受到国内外管理界和信息技术界的重点关注，随着全球一体化发展带来的全球化市场竞争和客户竞争，客户关系管理也受到了企业的广泛推崇，因此客户关系管理成为近年来管理界和信息技术界发展最为迅速的领域之一。本文主要从客户关系管理的产生、客户关系管理的概念与内涵、企业客户关系管理的应用研究和理论研究状况展开，并对客户关系管理的研究进行了展望。 关键词：客户关系管理；营销理论；关系营销;数据挖掘 前言 著名的管理大师“现代管理学之父”彼得·德鲁克在其著作中提出，“顾客是企业的基石，是企业存活的命脉，只有顾客才能创造就业机会。企业经营的真谛是获得并留住顾客”。 自客户关系管理概念被提出以来，许多学者从不同视角对CRM展开了研究，并取得了许多有价值的理论贡献，企业和机构也在客户关系管理功能的诱惑下开始实施客户关系管理。 一、客户关系管理的起源 CRM（客户关系管理）起源于20世纪80年代初提出的“接触管理”（Contact Management），即专门收集整理客户与公司联系的所有信息。在 1984 年, Ives 和 Learmonth 提出了客户生命周期(CRLC)的概念,旨在客户生命周期的不同阶段支持并满足客户的所有需求, 被视为CRM 思想的萌芽。到90年代初期演变成为包括电话服务中心支援资料分析的客户关怀（Customer Care）。而作为一个概念来说，客户关系管理最早由美国Gartner Group提出，Gartner Group 最初认为，客户关系管理就是为企业提供全方位的管理视角，赋予企业更完善的客户交流能力，最大化客户的收益率。 客户关系管理的理论基础来源于西方的市场营销理论，通过回顾市场营销理论的发展，我们可以对客户关系管理的发展有整体的把握和了解。营销学家菲利普·科特勒总结了营销观念发展的五个演变阶段，包括生产观念、产品观念、推销观念、营销观念、社会营销观念。 前三个阶段是以“生产者为导向”的传统营销观念，后两个阶段成为现代市场营销观念，从传统营销观念到客户关系管理观念，企业对客户的态度发生了巨变。传统营销观念中企业没
外文文献原稿和译文 原稿 Logistics from the English word "logistics", the original intent of the military logistics support, in the second side after World War II has been widely used in the economic field. Logistics Management Association of the United States is defined as the logistics, "Logistics is to meet the needs of consumers of raw materials, intermediate products, final products and related information to the consumer from the beginning to the effective flow and storage, implementation and control of the process of . " Logistics consists of four key components: the real flow, real storage, and management to coordinate the flow of information. The primary function of logistics is to create time and space effectiveness of the effectiveness of the main ways to overcome the space through the storage distance. Third-party logistics in the logistics channel services provided by brokers, middlemen in the form of the contract within a certain period of time required to provide logistics services in whole or in part. Is a third-party logistics companies for the external customer management, control and operation of the provision of logistics services company. According to statistics, currently used in Europe the proportion of third-party logistics services for 76 percent, the United States is about 58%, and the demand is still growing; 24 percent in Europe and the United States 33% of non-third-party logistics service users are actively considering the use of third-party logistics services. As a third-party logistics to improve the speed of material flow, warehousing costs and financial savings in the cost effective means of passers-by, has become increasingly attracted great attention.
用于多跳认知无线电网络的分布式网络编码控制信道 Alfred Asterjadhi等著 1 前言 大多数电磁频谱由政府机构长期指定给公司或机构专门用于区域或国家地区。由于这种资源的静态分配，许可频谱的许多部分在许多时间和/或位置未使用或未被充分利用。另一方面，几种最近的无线技术在诸如IEEE802.11，蓝牙，Zigbee之类的非许可频段中运行，并且在一定程度上对WiMAX进行操作;这些技术已经看到这样的成功和扩散，他们正在访问的频谱- 主要是2.4 GHz ISM频段- 已经过度拥挤。为了为这些现有技术提供更多的频谱资源，并且允许替代和创新技术的潜在开发，最近已经提出允许被许可的设备（称为次要用户）访问那些许可的频谱资源，主要用户未被使用或零星地使用。这种方法通常被称为动态频谱接入（DSA），无线电设备发现和机会性利用未使用或未充分利用的频谱带的能力通常称为认知无线电（CR）技术。 DSA和CR最近都引起了无线通信和网络界的极大关注。通常设想两种主要应用。第一个是认知无线接入（CW A），根据该认知接入点，认知接入点负责识别未使用的许可频谱，并使用它来提供对次用户的接入。第二个应用是我们在这个技术中研究的应用，它是认知自组织网络（CAN），也就是使用 用于二级用户本身之间通信的无许可频谱，用于诸如点对点内容分发，环境监控，安全性等目的，灾难恢复情景通信，军事通信等等。 设计CAN系统比CW A有更多困难，主要有两个原因。第一是识别未使用的频谱。在CW A中，接入点的作用是连接到互联网，因此可以使用简单的策略来推断频谱可用性，例如查询频谱调节器在其地理位置的频谱可用性或直接与主用户协商频谱可用性或一些中间频谱经纪人另一方面，在CAN中，与频谱调节器或主要用户的缺乏直接通信需要二级用户能够使用检测技术自己识别未使用的频谱。第二个困难是辅助用户协调媒体访问目的。在CW A中存在接入点和通常所有二级用户直接与之通信（即，网络是单跳）的事实使得直接使用集中式媒体接入控制（MAC）解决方案，如时分多址（TDMA）或正交频分多址（OFDMA）。相反，预计CAN将跨越多跳，缺少集中控制器;而对于传统的单通道多跳自组织网络而言，这个问题的几个解决方案是已知的，因为假设我们处理允许设备访问的具有成
XXX学院 毕业设计(论文)外文资料翻译 学院：计算机与软件工程学院 专业：计算机科学技术(软件工程方向) 姓名： 学号： 外文出处：GoyKakus.THE RESEARCH OFCUSTOMER RELATIONSHIP MANAGEMENT STRATEGY [J]. International Journal of Management Research & Review, 2017, 1(9): 624-635. 附件： 1.外文资料翻译译文；2.外文原文。 注：请将该封面与附件装订成册。
附件1：外文资料翻译译文 客户关系管理战略研究 Goy Kakus 摘要 客户关系管理解决方案，通过为你提供客户业务数据来帮助你提供客户想要的服务或产品,提供更好的客户服务、交叉销售和更有效的销售,达成交易,保留现有客户并更好地理解你的客户是谁。本文探讨了客户关系管理模型在获得、保持与发展策略方面的优势。然而,我们对其定义和意义还存在一些困惑。本文通过考察关系营销和其他学科方面的相关文献，解释了客户关系管理的概念基础,从而对客户关系管理的知识作出了贡献。 关键词:客户关系管理模型, 客户关系管理的博弈改变者与关键策略 引言 CRM 是客户关系管理的简称。它的特征在于公司与客户的沟通,无论是销售还是服务相关的。客户关系管理这一术语经常用来解释企业客户关系,客户关系管理系统也以同样的方式被用来处理商业联系, 赢得客户,达成合同和赢得销售。 客户关系管理通常被考虑作为一个业务策略，从而使企业能够: *了解客户 *通过更好的客户体验留住客户 *吸引新客户 *赢得新客户和达成合同 *提高盈利 *减少客户管理成本 *通过服务台等工具软件,电子邮件组织者和不同类型的企业应用程序，企业业务经常寻求个性化的在线体验。 设计精良的客户关系管理包括以下特征: 1．客户关系管理是一种以顾客为中心并以客户投入为基础的服务响应，一对一的解决客户的必需品, 买家和卖家服务中心直接在线互动,帮助客户解决他
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. , a . , , o? . 基于互联网的连锁企业的物流管理系统 N. ，. 化工学院，国立技术大学，15780雅典，希腊 收到2003年9月13日，在经修订的形式收到的2003年12月20号，接受 2004年1月27日 可在线二〇〇四年十二月十日 翻译曹蓝 发展基于互联网的应用工具 服务提供的商业景观的新机会，促进全球市场在业务快速推出创新的产品
和客户提供更好的服务。无论是企业需要的是，服务可以灵活地满足需求，并允许加速外包。反过来，开发人员可以专注于构建核心竞争力，创造客户和股东价值。应用程序开发，也更有效，因为现有的服务，无论他们在那里开发的，可以很容易地重用。 对网络服务的技术要求，很多今天存在的，如营业标准，业务应用，关键任务交易平台和安全的一体化和信息产品。不过，为使强大和动态系统的综合应用，行业标准和工具，扩大天的业务能力，对企业的互操作性是必需的。在采取了充分利用网络服务的关键是要了解什么是服务，以及如何在市场可能发生变化。人们需要能够在今天的平台和应用的投资，使开发人员快速而有效地实现这些好处，也能够满足特定需求，提高企业的生产力。 通常，有两种实施处理时，互联网的应用程序，即基于服务器和基本技术，基于客户的。这两种技术 有自己的长处对代码的发展和它们所提供的设施。服务器的应用程序涉及的动态创建的网页的发展。这些网页传送给客户端的网络浏览器和包含在和语言形式的代码。部分的的网页，其中包含形式和用户需求和的部分控制部分是静态页面的动态部分。通常情况下，代码的结构完全可以通过干预机制的服务器上的改变增加 传动部分和服务器实现基于如，，和语言等，这涉及到一个综合的动态网页应用程序开发的用户希望有关问题的特殊性（计算最短路径，执行路由算法，处理与数据库，等）是通过适当援引这些网页的动态内容的不同部分。在基于服务器的所有应用 计算在服务器上执行。在客户端的应用程序，小程序为准。用户的通信保障由著名的的机制，充当用户的代码。 一切都执行在客户端。在这种情况下的数据必须被检索，一次，这可能是费时的交易的一部分。在服务器的应用程序，服务器资源是所有计算中，这就要求有关的硬件和软件功能强大的服务器设施。基于客户端的应用程序与数据传输负担（主要是与道路网络数据）。有一个该补救方法，即缓存。一旦加载，他们留在浏览器的快取档案将在需要时立即召回。 就我们而言，客户端的应用程序的开发。主要的原因是从有关个人资料的
物流配送中心外文文献原稿和译文 北京化工大学北方学院毕业设计(论文)——外文文献原稿和译文 外文文献原稿和译文 原稿 logistics distribution center location factors: (1) the goods distribution and quantity. This is the distribution center and distribution of the object, such as goods source and the future of distribution, history and current and future forecast and development, etc. Distribution center should as far as possible and producer form in the area and distribution short optimization. The quantity of goods is along with the growth of the size distribution and constant growth. Goods higher growth rate, the more demand distribution center location is reasonable and reducing conveying process unnecessary waste. (2) transportation conditions. The location of logistics distribution center should be close to the transportation hub, and to form the logistics distribution center in the process of a proper nodes. In the conditional, distribution center should be as close to the railway station, port and highway. (3) land conditions. Logistics distribution center covers an area of land in increasingly expensive problem today is more and more important. Is the use of the existing land or land again? Land price? Whether to
5G无线通信网络中英文对照外文翻译文献(文档含英文原文和中文翻译)
翻译： 5G无线通信网络的蜂窝结构和关键技术 摘要 第四代无线通信系统已经或者即将在许多国家部署。然而，随着无线移动设备和服务的激增，仍然有一些挑战尤其是4G所不能容纳的，例如像频谱危机和高能量消耗。无线系统设计师们面临着满足新型无线应用对高数据速率和机动性要求的持续性增长的需求，因此他们已经开始研究被期望于2020年后就能部署的第五代无线系统。在这篇文章里面，我们提出一个有内门和外门情景之分的潜在的蜂窝结构，并且讨论了多种可行性关于5G无线通信系统的技术，比如大量的MIMO技术，节能通信，认知的广播网络和可见光通信。面临潜在技术的未知挑战也被讨论了。 介绍 信息通信技术（ICT）创新合理的使用对世界经济的提高变得越来越重要。无线通信网络在全球ICT战略中也许是最挑剔的元素，并且支撑着很多其他的行业，它是世界上成长最快最有活力的行业之一。欧洲移动天文台（EMO）报道2010年移动通信业总计税收1740亿欧元,从而超过了航空航天业和制药业。无线技术的发展大大提高了人们在商业运作和社交功能方面通信和生活的能力无线移动通信的显著成就表现在技术创新的快速步伐。从1991年二代移动通信系统(2G)的初次登场到2001年三代系统（3G）的首次起飞，无线移动网络已经实现了从一个纯粹的技术系统到一个能承载大量多媒体内容网络的转变。4G无线系统被设计出来用来满足IMT-A技术使用IP面向所有服务的需求。在4G系统中，先进的无线接口被用于正交频分复用技术（OFDM），多输入多输出系统（MIMO）和链路自适应技术。4G无线网络可支持数据速率可达1Gb/s的低流度，比如流动局域无线访问，还有速率高达100M/s的高流速，例如像移动访问。LTE系统和它的延伸系统LTE-A，作为实用的4G系统已经在全球于最近期或不久的将来部署。 然而，每年仍然有戏剧性增长数量的用户支持移动宽频带系统。越来越多的
CUSTOMER RELATIONSHIP MANAGEMENT As. univ. drd. Mihaela Cornelia Prejmerean Lect. univ. dr. Alina Mihaela Dima Academy of Economic Studies, Bucharest Abstract: After 17 years of economical and market development, Romanian companies face a new challenge: the tough competition from the European Union and the battle for the customers. The Romanian enterprises will have to learn not only how to attract customers, but also how to keep them. Marketing programs include now aspects regarding customer orientation, relationship management, loyalty and quality. In this paper, we will follow the main aspects, characteristics, dimensions and processes of Customer Relationship Management, and we will analyze the challenges that the local companies will have to face. Examples from the financial service sector will round the actual situation of the implementation of the CRM rules and principles in Romania. Keywords: marketing information system; customer relationship management; business asset, customer acquisition; customer retention. 1. Introduction In the last decade, the majority of the companies were preoccupied with production, recession, mergers, new technologies and business regulation. Romania’s accession in the European Union will bring many advantages for further development, together with membership in a Common Market with common policies on product regulation, and freedom of movement for all the four factors of production (goods, services, capital and labor). This means that Romanian companies will compete with other companies from the EU directly in their home market. European companies are more flexible and mobile and will put a high pressure on the local companies in order to produce better products, launch better offers and services and orientate more towards their customers. High revenue equals important customer is a classic rule when the company organises its customer policy. “An imp ortant customer brings a gross amount of money for our enterprise” has become a reflex for many compa nies abroad and perhaps in Romania, too. But is this always true, or do we need more information than a simple figure reported at the end of the year? 2. Marketing information system A winning company is more productive in acquiring and retaining customers, to
1. The Definition of Logistics After completing a commercial transaction, logistics will execute the transfer of goods from the supplier( seller) to the customer( buyer) in the most cost-effective manner. This is the definition of logistics. During the transfer process, hardware such as logistics facilities and equipment( logistics carriers) are needed, as well as information control and standardization. In addition, supports from the government and logistics association should be in place. Three major functions of logistics (1) Creating time value: same goods can be valued different at different times. Goods often stop during the transfer process, which is professionally called the storage of logistics. It creates the time value for goods. (2) Creating location value: same goods can be valued differently at different locations. The value added during the transfer process is the location value of logistics. (3) Distribution processing value: sometimes logistics create distribution processing value, which changes the length, thickness and packages of the goods. Like popular saying, “ cutting into smaller parts” is the most commonly seen distribution processing within logistics create added value for goods. 2. Logistics is a new commercial area, developing from the traditional stage to a modern one. The main differences between these two stage include:
文献出处：Croxton K.LThe research of fresh food e-commerce logistics distribution modefJ]. The International Journal of Logistics Management, 2017, 1(2): 13-24. 原文 The research of fresh food e-commerce logistics distribution mode Croxton K L Abstract With the development of electronic commerce enterprise, from the Internet shopping has been gradually deep into the people’s life, so that people want to buy on the Internet to be assured that there is an increasing demand or iresh agricultural products. This rare agricultural socialization trend of consumption also offers fresh electronic commerce development opportunities, but now is the actual situation of fresh electronic commerce development is not very optimistic. For fresh food e-commerce，due to the particularity of fresh products, it requires the logistics distribution can be according to the requirements of the customer at the right time to provide enough fresh products，it is for the logistics service quality and time put forward higher requirements，delivery is not yet mature，distribution costs are high，low efficiency and service level is often difficult to guarantee，fresh products logistics distribution is a bottlenecK in the development of them. Keywords: fresh food e-commerce，distribution pattern，cold chain logistics, and risk control 1 Introduction Farmers1markets and supermarkets is the traditional channels of city residents to buy fresh agricultural products, but with the development of social economy speed boost, the rhythm of people’s life in the city than ever also had obvious increase，’’workers?’ due to the limitation of working hours, often the problem is there are very few time at a farmers’ market or supermarket to buy fresh prod uce，even after work at farmers’ markets or supermarkets to buy the fresh agricultural products, can buy goods is not fresh. With the development of electronic commerce enterprise, from the Internet shopping has been gradually deep into the people's life, so that people want to buy on the Internet to be assured that there is an increasing demand of fresh agricultural products，especially for "workers' this is more urgent demand.B2C，C2C e-commerce business now more concentrated in the electronic products, clothing and completely processed food, for the present stage of basic logistics service can satisfy the requirements of web site with the customer.
编号： 毕业设计(论文)外文翻译 （译文） 学院：信息与通信学院 专业：通信工程 学生姓名： 学号： 指导教师单位：信息与通信学院 姓名： 职称： 2014年 2 月9 日 Radio network planning process and methods for WCDMA Abstract This paper describes the system dimensioning and the radio network planning methodology for a third generation WCDMA system. The applicability of each method is demonstrated using examples of likely system scenarios. The challenges of
modeling the multiservice environment are described and the implications to the system performance simulations are introduced. Keywords: Telecommunication network planning, Mobile radio- communication, Code division multiple access, Wide band transmission, Multiple service network, Dimensioning, Simulator, Static model, Dynamic model, Cellular network. Resume(?) Contents I.Introduction II. Initial planning, system dimensioning III. Detailed planning process IV. Example dimensioning case and verification of dimensioning with static simulations V. Comparison of a static to a dynamic network simulator VI. Conclusion INTRODUCTION As the launch of third generation technology approaches, operators are forming strategies for the deployment of their networks. These strategies must be supported by realistic business plans both in terms of future service demand estimates and the requirement for investment in network infrastructure. Evaluating the requirement for network infrastructure can be achieved using system dimensioning tools capable of assessing both the radio access and the core network components. Having found an attractive business opportunity, system deployment must be preceded by careful network planning. The network planning tool must be capable of accurately modeling the system behaviour when loaded with the expected traffic profile. The third generation cellular systems will offer services well beyond the capabilities of today's networks. The traffic profile, as well as the radio access technology itself form the two most significant challenges when dimensioning and planning a WCDMA based third generation system. The traffic profile describes the mixture of services being used by the population of users. There are also specific system functionalities which must be modelled including fast power control and soft handover. In order to accurately predict the radio coverage the system eatures associated with WCDMA must be taken into account in the network modeling process. Especially the channel characterization, and interference control mechanisms in the case of any CDMA system must be considered. In WCDMA network multiple services co-exist. Different services (voice, data) have different processing gains, Eb/N0 performance and thus different receiver SNR requirements. In addition to those the WCDMA coverage depends on the load characterization, hand over parameterization, and power control effects. In current second generation systems' coverage planning processes the base station sensitivity is constant and the coverage threshold is the same for each base station. In the case of WCDMA the coverage threshold is dependent on the number of users and used bit rates in all cells, thus it