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    Title: 行銷績效與行銷努力的關係
    Authors: 陳志雄
    Contributors: 洪順慶
    陳志雄
    Keywords: 行銷績效
    行銷努力
    CALLPLAN模式
    行銷決策支援系統
    行銷模式
    Date: 2000
    Issue Date: 2016-03-31 13:26:55 (UTC+8)
    Abstract: 企業資源有限,需要決策。透過科學化的行銷模式,模擬行銷努力與行銷績效的關係,結合使用者的經驗,對於實務上複雜的行銷決策,提供績效預期的參考,以便適當地將企業資源做最合理與最適化的分配。隨著行銷環境的日益複雜,經理人決策的複雜度與困難性與日俱增,但所幸由於行銷決策支援系統的漸趨成熟、行銷經理人的專業提昇、行銷理論與模式發展更趨於企業實務運作的一致性、行銷模式使用價值的認同與接受等因素,科學化行銷模式在企業實務中的運用將更為普遍,可以提供行銷經理人在複雜的行銷環境中,提昇其行銷績效。
    Reference: 中文部份
    1.蔡瓊慧,(民77年),決策支援系統在行銷管理上之應用--價格相關決策之個案研究,淡江管理科學研究所論文。
    2.葉進成,(民78年),行銷資訊系統之建立--以個案公司為例,淡江管理科學研究所論文。
    3.鄭慶洲,(民78年),行銷決策支援系統之建立與應用--以行銷偵測為例,中原企管研究所論文。
    4.鄭振明,(民80年),廣告決策支援系統之研究,中山企管研究所論文。
    5.駱衍行,(民81年),行銷決策支援系統之建立與應用--以行銷預測為例,淡江管理科學研究所論文。
    6.李錦峰,(民81年),專家型行銷決策支援系統觀念架構之研究,文化企管研究所論文。
    7.潘銘雄,(民81年),銷售反應系統之建構、使用與決策績效之衡量,政大企管研究所論文。
    8.劉致平,(民82年),行銷決策支援系統架構建立與實務運用,中興企管研究所論文。
    9.洪順慶,行銷管理,台北:新陸書局,民國88年。
    10.許士軍,管理學,台北:東華書局,民國88年。
    英文部份
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    4.Clarke Darryl G. "Marketing Analysis and Decision Making: Text and Cases" , Redwood City, Calif,: Scientific Press, 1987
    5.Edelman Franz "Art and Science of Competitive Bidding" , Harvard Business Review , 43(July-August 1965), pp53-66
    6.Fudge William K. and Lodish Leonard M. "Evaluation of the Effectiveness of a Model Based Salesman`s Planning System by Field Experimentation" , Interfaces, Vol.8, No. 1, Part II (November 1977), pp.97-106.
    7.Goldberg Lewis R. "Man versus Model of Man: A Rationale, Plus Some Evidence for a Method of Improving on Clinical Inferences" ,Psychological Bulletin, Vol.73, No.6, 99422-432, 1970
    8.Howard Ronald A. "Decision Analysis: Practice and Promise" , Management Science, Vol.34, No. 6, Jun.1988, pp679-695.
    9.Keen Peter G.W. and Scott Morton Michael S."Decision Support Systems: An Organizational Perspective", Addison-Wesley, 1978
    10.Larreche Jean-Claude and Montgomery David B. "A Framework for the Comparison of Marketing Decision Models" , Journal of Marketing Research , 14(November 1977), pp.487-498
    11.Lilien Gary L. and Kotler Philip "Marketing Decision Making" ,Harper & Row, 1983
    12.Lilien Gary L., Kotler Philip and Moorthy K. Sridhar "Marketing Models" , Prentice Hall, 1992
    13.Lilien Gary L. and Rangaswamy Arvind "Marketing Engineering" and Tutorial , Addison-Wesley, 1998
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    17.Lodish Leonard M. " CALLPLAN:An Interactive Salesperson`s Call Planning System" , Management Science, Vol.18, No. 4, Part II(December 1971), pp. 25-40.
    18.Lodish Leonard M. "Vaguely Right` Approach To Sales Force Allocations" Harvard Business Review, Vol. 52, No. 1(Jan.-Feb.1974),pp. 119-124
    19.Lodish Leonard M. " A User Oriented Model for Sales Force Size, Product and Market Allocation Decisions" , Journal of Marketing, V44(Summer 1980b), pp.70-78
    20.Lodish Leonard M. " A Marketing Decision Support System for Retailers" , Marketing Science, Vol.1, No.1 (Winter 1982), pp.31-56
    21.Lodish Leonard M., Curtis Ellen, Ness Michale, and Simpson M. Kerry "Sales Force Sizing and Deployment Using a Decision Calculus Model at Syntex Lab." Interfaces V18(Jan.-Feb. 1988) pp.5-20
    22.Mathes R. C., " `D` People and `S` People"(letter), Science, Vol.164 (9 May 1969), pp.630.
    23.Montgomery David B. , Silk Alvin J. and Zaragoza Carlos E. "A Multiple-Product Sales Force Allocation Model" , Management Science, Vol.18, No. 4, Part II (December 1971), pp.3-24
    24.Montgomery David B. and Silk Alvin J. "Estimating Dynamic Effects of Marketing Communications Expenditures" , Management Science, Vol. 18(June 1972), pp.485-501
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    26.Naert Philippe and Leeflang Peter "Building Implementable Marketing Models" , Leiden : Martinus Niihoff(1978)
    27.Paese Paul W. and Sniezek Janet A. "Influences on Appropriateness of Confidence in Judgement: Practice, Effort, Information, and Decision-Making", Organization Behavior and Human Decision Processes, Feb. 1991, pp100-130.
    28.Rangaswamy Arvind, Sinha Prabhajant, and Zoltners Andris "An Integrated Model Based Approach for Sales Force Restructuring" Marketing Science V 9, No. 4(Fall 1990) pp.279-298
    29.Russo J. Edward and Schoemaker Paul J.H. "Decision Traps" , Doubleday and Company, New York, 1989
    30.Sainfort Francois C., Gustafson David H., Bosworth Kris and Hawkins Robert P. "Dcision Support Systems Effectiveness: Conceptual Framework and Empirical Evaluation" Organization Behavior and Human Decision Processes, 1990, pp232-252.
    31.Taylor Ronald N. and Dunnette Marvin D. "Relative Contribution of Decision-Maker Attributes to Decision Processes", Organizational Behavior and Human Performance, 1974, 12, pp286-298.
    32.Young Jeffrey ,"Can computers really boost sales?" Forbes, August 28 1995, pp.84-98.
    Description: 碩士
    國立政治大學
    企業管理學系
    86355042
    Source URI: http://thesis.lib.nccu.edu.tw/record/#A2002002016
    Data Type: thesis
    Appears in Collections:[Department of Business Administation] Theses

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