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    政大典藏 > College of Commerce > Department of MIS > Theses >  Item 140.119/98851


    Please use this identifier to cite or link to this item: https://nccur.lib.nccu.edu.tw/handle/140.119/98851


    Title: 電子零件通路商在非直販模式下的訂單決策研究－以ABC公司為例
    The Study of Order Decisions under Indirect Selling Model of an Electronic Component Distributor－taking ABC Company as an Example
    Authors: 蕭博修
    Hsiao, Po Hsiu
    Contributors: 張欣綠
    Chang, Hsin Lu
    蕭博修
    Hsiao, Po Hsiu
    Keywords: 電子零件通路商
    緊急訂單
    重排訂單
    接單決策
    非直販模式
    Electronic Component Distributor
    Urgent Order
    Reschedule Order
    Order Decision
    Indirect Selling Model
    Date: 2016
    Issue Date: 2016-07-11 17:01:52 (UTC+8)
    Abstract: 電子零件通路商在電子零件產業中扮演協調的角色，需要調解上游供應商與下游顧客，減少市場供給與需求間的差距。ABC公司，為亞洲市場數一數二的電子零件通路商，負責企業間的配銷工作，在整體供應鏈中具有緩衝的作用。
    ABC公司有兩個主要的銷售模式：非直販與直販模式。兩者差異在於負責訂單管理流程中的角色不同。非直販模式有兩個主要角色：銷售員Sales與產品經理PM (Product Managers)。Sales需負責將產品售出，而PM則負責訂單的達交、履行。而直販模式則只需PM來處理所有訂單或銷售相關的業務。在非直販模式下，Sales的訂單需要經由PM審核通過才算成立。而在訂單要求被拒絕的同時可能造成兩者間的衝突產生。Sales傾向盡可能的銷售較多的產品來達到預期的目標，而PM則需顧慮相應訂單產生的剩餘產品所造成的庫存水準提升的風險。這種情況在訂單履行的問題中非常常見。一般來說，公司會考量訂單達交的預算，包含為了完成此筆訂單的其他成本，如額外的附加運送成本，而Sales通常會被鼓勵採用“Sell what you have”的銷售策略來販售產品以避免額外的庫存產生。
    為此，本研究想得知電子零件通路商如何在非直販模式下作訂單決策，釐清它的訂單流程並進一步瞭解影響訂單決策的重要因素。本研究採用訪談作為主要研究方法，透過與與個案公司的Sales與PM的訪談，整理了在非直販模式下的訂單流程與不同的訂單履行策略。本研究成果可幫助企業瞭解非直販模式的接單流程，以及決策所需考量的變數與其影響，有助於提升企業的知識管理功能。
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    Description: 碩士
    國立政治大學
    資訊管理學系
    103356033
    Source URI: http://thesis.lib.nccu.edu.tw/record/#G0103356033
    Data Type: thesis
    Appears in Collections:[Department of MIS] Theses

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