政大機構典藏-National Chengchi University Institutional Repository(NCCUR):Item 140.119/60616
English  |  正體中文  |  简体中文  |  Post-Print筆數 : 27 |  全文笔数/总笔数 : 113325/144300 (79%)
造访人次 : 51163198      在线人数 : 900
RC Version 6.0 © Powered By DSPACE, MIT. Enhanced by NTU Library IR team.
搜寻范围 查询小技巧：
  • 您可在西文检索词汇前后加上"双引号"，以获取较精准的检索结果
  • 若欲以作者姓名搜寻，建议至进阶搜寻限定作者字段，可获得较完整数据
    •  进阶搜寻


    请使用永久网址来引用或连结此文件: https://nccur.lib.nccu.edu.tw/handle/140.119/60616


    题名: 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
    作者: 林秀明
    Lin, Hsiu Ming
    贡献者: 吳豐祥
    Wu, Feng-Shang
    林秀明
    Lin, Hsiu Ming
    关键词: 服務創新
    銷售策略
    創新經營模式
    跨國企業
    Service Innovation
    Sales Strategy
    Transnational Enterprise
    日期: 2009
    上传时间: 2013-09-09 11:22:26 (UTC+8)
    摘要: 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.
    參考文獻: 英文部分
    1. Atkinson, Richard, Court and Randolph (1998), “The New Economy Index: Understanding America’s Economic Transformation”, Progressive Policy Institute.
    2. Bilderbeek, Hertog, Goran, Miles (1998), “Services in Innovation: Knowledge Intensive Business Service (KIBS) As Co-producers of Innovation”, SI4S synthesis paper no. 3 published by STEP, Oslo.
    3. Bartlett C. and Ghoshal S. (1989), “Managing Across Boarders. Cambridge”, Massachusetts: HBS Press.
    4. Voss C., Johnston R., Silvestro R., Fitzgerald L., and Brignall T. (1992), “Measurement of innovation and design performance in service”, Design Management Journal, 3(1), pp 40-46.
    5. James A. Fitzsimmons and Mona J. Fitzsimmons (1999), “Service Management”, Irwin/McGraw-Hill.
    6. Gann & Salter (2000),” Innovation in Project-Based, Service-Enhanced Firms: The Construction of Complex Products and Systems”, Research Policy, Vol:29, pp 955-972
    7. Ghoshal & Westney (1993),” Introduction and Overview, Organization Theory and The Multinational Cooperation”, New York: St. Martin’s Press.
    8. Gary Hamel, 2000, “Leading the Revolution”, HighBridge Company.
    9. Gershuny J. (1978), “After Industrial Society: The Emerging Self-Service Economy”, Macmillan.
    10. Johnson (2000), “Critical Evaluation of The New Service Process: Integrating Service Innovation and Service Design”, Sage Publications.
    11. Jon Sundbo (1998), “Standardization v.s. Customization in Services Innovation”, Topical Paper, STEP Group.
    12. Jon Sundbo, Faiz Gallouj (1998),” Innovation as a loosely coupled system in services”, SI4S Topical Paper 4.
    13. Mingione (1981), Social Codict and theity, Basil Blackwell.
    14. Murdick, Robert G., Barry Render, Robertas Russel (1990), “Service Operation Management,” Allyn and Bacon.
    15. Kotler P. (1991), “Marketing Management: Analysis, Planning, Implementation and Control”, 7th ed., Prentice-Hall, Englewood Cliffs, NJ, 246-249.
    16. Rosenzweig, P.M. and Singh, J.V.(1991), “Organizational environments and multinational enterprise”, Academy of Management Review, 16(2):340-361.
    17. Sanjeev Agarwal, M Kristina Erramilli and Chekitan S. Dev (2003), “Market Orientation and Performance in Service Firm-Role of Innovation,” Journal of Services Marketing, 17(1), pp68-82.
    18. Steiner, G. A. and Steiner. J, F. (1994), “Business, Government, and Society: A Managerial Perspective, Text and Cases”, New York:McGraw-Hill.
    19. Sundbo & Gallouj (1998), “Innovation as a loosely coupled system in services”. SI4S Topical Paper No 4. Oslo: STEP Group.
    20. Tax & Stuart (1997), “Designing and implementing new services: The challenges of integrating service systems”, Journal of Retailing, 73(1): 105-134.
    21. Levitt T. (1966), "Innovation Limitation", Harvard Business Review, September-October, pp. 63-65
    22. Walters, Peter G. (1986), “International Marketing Policy: A Discussion of the Standardization Contruct and Its Relevance for Corporate Policy,” Journal of the Academy of Marketing Studies,17(2), pp55-69.
    23. Wills, James, A. Croskun Samli, Laurence Jacobs (1991), “Developing Global Products and Marketing Strategies: A Construct and a Research Agenda”, Journal of the Academy of Marketing Science,19(1), pp1-10.




    中文部分
    1. 中華民國經濟部技術處 (2008)，「製造服務推動計畫:台灣新價值─結合製造與服務，推動跨領域整合，邁向知識密集服務產業」，中華民國經濟部。
    2. 史欽泰 (2005)，服務型經濟與對科技管理之挑戰。
    3. 申靜 (2006)，知識型服務業的服務創新，北京圖書館出版社。
    4. 吳萬益、吳雅蓉、劉界富 (2002)，「國際企業之策略性角色、組織結構、人力資源與組織績效之關係-在台子公司之實證」，輔仁管理評論，第九卷，第一期，pp.151-196。
    5. 李欣岳、盧諭緯、李書齊 (2004)，「數位時代: 台灣PC產業看IBM→聯想併購案」，巨思文化股份有限公司。
    6. 林孝禹 (2003) ，「知識密集服務業創新行為之研究」，國立政治大學科技管理研究所碩士論文。
    7. 林基源 (2001年七月)，「國家政策論壇:第一卷第五期」，pp.67-69。
    8. 林彩梅 (1994)，多國籍企業論，五南圖書出版有限公司，台北 。
    9. 施焕錤 (2004)，「企業經營策略與創新績效關係之研究-以A公司為例」，國立中央大學企業管理研究所碩士論文。
    10. 高軼飛、陳亞光 (2007)，GE的變革-傑克‧威爾許通用領導,緋色文化。
    11. 黃仙箎 (2002)，「國際企業在台分公司之知識管理-國籍文化管理特性、子公司策略定位及組織網路的影響」，國立中央大學管理學院高階主管企管碩士班碩士論文
    12. 楊子江、王美音譯，野中郁次郎（Nonaka I.）&竹內弘高(Takeuchi H.) (1995)，創新求勝—智價企業論，遠流出版社。
    13. 蓋瑞．漢墨爾 (2000)，啟動革命，天下文化。
    14. 趙麗梅 (2006)，製造業企業服務創新戰略研究。
    15. 劉武雄 (2002)，「台灣工程顧問業核心資源個案研究」，國立政治大學經營管理碩士學程碩士論文。
    16. 劉詩平 (2004)，「知識密集服務業的創新研究-以工研院全溫層物流技術的創新服務系統發展為例」，國立政治大學科技管理研究所碩士論文。
    17. 數位時代雙週第64期 (2003)，巨思文化股份有限公司。
    描述: 碩士
    國立政治大學
    商管專業學院碩士學位學程(AMBA)
    96380002
    98
    資料來源: http://thesis.lib.nccu.edu.tw/record/#G0096380002
    数据类型: thesis
    显示于类别:[管理碩士學程/商管專業學院碩士學位學程 AMBA] 學位論文

    文件中的档案:

    档案 大小格式浏览次数
    000201.pdf7061KbAdobe PDF2387检视/开启


    在政大典藏中所有的数据项都受到原著作权保护.


    社群 sharing

    著作權政策宣告 Copyright Announcement
    1.本網站之數位內容為國立政治大學所收錄之機構典藏，無償提供學術研究與公眾教育等公益性使用，惟仍請適度，合理使用本網站之內容，以尊重著作權人之權益。商業上之利用，則請先取得著作權人之授權。
    The digital content of this website is part of National Chengchi University Institutional Repository. It provides free access to academic research and public education for non-commercial use. Please utilize it in a proper and reasonable manner and respect the rights of copyright owners. For commercial use, please obtain authorization from the copyright owner in advance.

    2.本網站之製作，已盡力防止侵害著作權人之權益，如仍發現本網站之數位內容有侵害著作權人權益情事者，請權利人通知本網站維護人員(nccur@nccu.edu.tw)，維護人員將立即採取移除該數位著作等補救措施。
    NCCU Institutional Repository is made to protect the interests of copyright owners. If you believe that any material on the website infringes copyright, please contact our staff(nccur@nccu.edu.tw). We will remove the work from the repository and investigate your claim.
    DSpace Software Copyright © 2002-2004  MIT &  Hewlett-Packard  /   Enhanced by   NTU Library IR team Copyright ©   - 回馈