English  |  正體中文  |  简体中文  |  Post-Print筆數 : 27 |  Items with full text/Total items : 114014/145046 (79%)
Visitors : 52055930      Online Users : 274
RC Version 6.0 © Powered By DSPACE, MIT. Enhanced by NTU Library IR team.
Scope Tips:
  • please add "double quotation mark" for query phrases to get precise results
  • please goto advance search for comprehansive author search
  • Adv. Search
    HomeLoginUploadHelpAboutAdminister Goto mobile version
    政大機構典藏 > 商學院 > 統計學系 > 學位論文 >  Item 140.119/99533
    Please use this identifier to cite or link to this item: https://nccur.lib.nccu.edu.tw/handle/140.119/99533


    Title: 應用資料採礦技術於業務員拜訪行為 影響交易成效之研究
    The Application of Data Mining on the Study of Visiting by Salesman Affecting Traded Result
    Authors: 詹珺崴
    Contributors: 鄭宇庭
    詹珺崴
    Keywords: 商業智慧
    拜訪行為
    集群分析
    羅吉斯迴歸
    Date: 2016
    Issue Date: 2016-08-02 15:53:56 (UTC+8)
    Abstract: 隨著經濟的發展與產業結構改變,國家經濟的發展大致是由早期的農業社會,經歷技術設備等進步,發展成為工業社會,並漸漸轉往以服務業為導向。雖然服務業佔GDP比重逐年增長,但是服務業產值的成長率則是逐漸趨緩。服務業主管機關的保護、管制思維,在相關法規條例的彈性與資源配置上,難以針對服務業發展特性給予友善的發展環境,使服務業近來增長動能有限。想突破此現況,改善業務員拜訪客戶的方法以提升服務性商品的銷售是服務業產能提升的重點。
    本研究以A公司的業務員拜訪記錄作為研究對象,以資料採礦的技術進行分析,對業務員的行為差別進行分隔,並分析其能夠增進推銷成功之行為,進而評估電子商務系統的效益,以期提升公司之經營績效。並就公司未來可應用之方向提出建議。
    Reference: 一、 中文文獻
    1. 台灣服務業聯盟,2016,服務業現況資訊。
    2. 吳孟爵、丁學勤,2012,個人銷售行為之知識圖譜:回顧與前瞻。東吳經濟商學學報,第78期。
    3. 李慶章、蔡秉儒,2007,壽險業採用行動商務之實證研究。資訊管理展望,第9 卷第2期。
    4. 林震岩,2007,多變量分析:SPSS的操作與應用,台北:智勝文化。
    5. 鄭惠心,2003,PDA 應用在保險業務員工作之研究。樹德科技大學資訊管理研究所,高雄市。
    6. 謝邦昌,2002,聚焦 Data Mining: Data Mining 觀念, 方法及技術, 應用實例 (上篇),中國統計,(5),51-52。
    7. 謝邦昌、鄭宇庭,2015,資料採礦之技術及應用—Excel實例演練,新陸書局股份有限公司。
    8. 謝邦昌、鄭宇庭、蘇志雄,2009,Data Mining概述—以Clementine 12.0為例,中華資料採礦協會。
    二、 英文文獻
    1. Agresti, A., 2002, An Introduction To Categorical Data Analysis, 2nd ed. New York:Wiley.
    2. Berry, M. J. & G. Linoff, (1997). Data mining techniques:for marketing, sales, and customer support. John Wiley & Sons, Inc.
    3. Berry, M., and Linoff, G. “Data mining Techniques: For Marketing, Sales, and Customer Support,” John Wiley & Sons, Inc, pp.1-30, 1997.
    4. Crosby, L. A., K. R. Evans, and D. Cowles, 1990, Relationship Quality in Services Selling: An Interpersonal Influence Approach., Journal of Marketing, 54, No.3, pp.68-81.
    5. Durlacher (1999) “Mobile Commerce Report” Durlacher Research Ltd. http://www.durlacher.com
    6. Fayyad, U., G. Piatetsky-Shapiro & P. Smyth, (1996). From data mining to knowledge discovery in databases. AI magazine, 17(3), 37.
    7. Hawes, Jon M.; Mast, Kenneth E.; Swan, John E. (1989), “Trust Earning Perceptions Of Sellers And Buyers ,” The Journal of Personal Selling & Sales Management, Spring, Vol. 9, pp.1-8.
    8. Hunt, S. D., 1983, General Theories and the Fundamental Explanation of Marketing., Journal of Marketing, 47, No.4, pp.9-17.
    9. Kleissner, C., (1998). Data mining for the enterprise. In System Sciences, 1998., Proceedings of the Thirty-First Hawaii International Conference on, Vol. 7, pp. 295-304, IEEE.
    10. Kotler, Philip (2000), “Marketing Management: Planning, Implementation, and Control,” 10th ed., Englewood Cliffs, NJ: Prentice Hall.
    11. Lee, C. C., Cheng, H. K, & Cheng, H. H., 2007, An empirical study of mobile commerce in insurance industry: Task-technology fit and individual differences, Decision Support Systems, 43, 95-110.
    12. Levitt, Theodore, 1980, Marketing Success through Differentiation of Anything, Harvard Business Review, pp.83-91, January- February.
    13. McMurry, Robert N.(1961) , “The Mystique of SuperSalesmanship,” Harward Business Review, ,p114, March-April.
    14. Parasuraman, A., Zeithaml, Valarie A. and Berry, Leonard L., 1985, A Conceptual Model of Service Quality and Its Implications for Future Research. , Journal of Marketing, 49(Fall),pp.41-50.
    15. Spiro, R. L., W. D. Perreault, and F. D. Reynolds, 1977, The Personal Selling Process: A Critical Review and Model, Industrial Marketing Management, 5, No.6, pp.351-363.
    16. Swan, J. E., I. F. Trawick and D. W. Silva(1985), “How Industrial Salespeople Gain Customer Trust, ”Industrial Marketing Management, Vol. 14, No. 3, pp.203-211.
    17. Wang, Y.S., & Liao, Y.W., 2007, The conceptualization and measurement of m-commerce user satisfaction. Computers in Human behavior, 23, 381-398.
    18. Weitz, B. A., 1981, Effectiveness in Sales Interactions: A Continqency Framework., Journal of Marketing, 45, No.1, pp.85-103.
    19. Yang, S., Lu, Y., Gupta, S., Cao, Y., & Zhang, R., 2012, Mobile payment services adoption across time: An empirical study of the effects of behavioral beliefs, social influences, and personal traits. Computers in Human Behavior, 28, 129-142.
    Description: 碩士
    國立政治大學
    統計學系
    103354022
    Source URI: http://thesis.lib.nccu.edu.tw/record/#G0103354022
    Data Type: thesis
    Appears in Collections:[統計學系] 學位論文

    Files in This Item:

    File SizeFormat
    402201.pdf1498KbAdobe PDF254View/Open


    All items in 政大典藏 are protected by copyright, with all rights reserved.


    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 ©   - Feedback