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| Title: | 跨國科技製造業分公司銷售策略與服務創新之研究-以A公司台灣分公司為例
The Research of Sales Strategy and Service Innovation for the Branch of Transnational Enterprise |
| Authors: | 林秀明
Lin, Hsiu Ming |
| Contributors: | 吳豐祥
Wu, Feng-Shang
林秀明
Lin, Hsiu Ming |
| Keywords: | 服務創新
銷售策略
創新經營模式
跨國企業
Service Innovation
Sales Strategy
Transnational Enterprise |
| Date: | 2009 |
| Issue Date: | 2013-09-09 11:22:26 (UTC+8) |
| Abstract: | 隨著世界經濟的快速變遷，企業全球化已是不可不進行的企業經營走向。對於跨國科技業而言，它們在世界各地皆面臨產品同質化日趨嚴重的競爭，服務作為產品的價值延伸已經成為各企業爭取消費者的重要策略，並成為跨國科技業在當地分公司實行差異化不可或缺的工具。然而服務創新的研究時間不長，且主要集中在服務業或知識密集服務業，在台灣也有針對專業代工進行服務創新之論述，但科技業的服務創新相對而言仍屬附屬。本研究透過創新經營模式與新服務概念、新服務交付系統、新顧客介面及技術選擇的服務創新四構面之架構，並透過企業與專案層級的實例，針對跨國科技業分公司銷售策略與服務創新以質性方法與個案實例進行研究與分析。結論發現跨國科技業分公司基於服務創新的銷售策略，針對當地市場的產業特性，進行最完善的銷售，期許對跨國科技業分公司策略之擬定與服務創新之推動有所裨益，達到「以服務傳遞價值，以價值創造銷售」的主要目的。
With the rapid change in the world, enterprise globalization is the inevitable trend. As to the transnational technology industry, the companies face to the serious product competition with the same functions. Therefore, the service providing has become the important strategy to expand product value in order to refine the sales. However, the research period in service innovation is relatively short, and also most of researches are focus on service industry and KIBS (Knowledge Intensive Business Services). In Taiwan, there are some papers mentioning the ODM and OEM service research but still belong to subsidiary.
In this study, qualitative research and case study method were applied to analysis the sales strategy and service innovation of transnational enterprise by the combination of Innovation Business Model and Four Dimensions of Service Innovation. Besides, in order to collect the needed data, the data triangulation was applied in this study, including the in-depth interview and the collection of secondary data.
The results shows that the sales strategy based on service innovation and local environment will precede the better sales. The findings in this study will reach the “Use service to provide value, and use value creates sales” goal. |
| Reference: | 英文部分
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中文部分
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| Description: | 碩士
國立政治大學
商管專業學院碩士學位學程(AMBA)
96380002
98 |
| Source URI: | http://thesis.lib.nccu.edu.tw/record/#G0096380002 |
| Data Type: | thesis |
| Appears in Collections: | [管理碩士學程/商管專業學院碩士學位學程 AMBA] 學位論文
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