Title page for 984303002


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Student Number 984303002
Author Yang-hsing Yeh(葉陽興)
Author's Email Address No Public.
Statistics This thesis had been viewed 483 times. Download 11 times.
Department Executive Master of Information Management
Year 2010
Semester 2
Degree Master
Type of Document Master's Thesis
Language zh-TW.Big5 Chinese
Title Dealer Management Reengineering – A Case Study of A Leading Beverage Manafacturer in Taiwan
Date of Defense 2011-06-30
Page Count 93
Keyword
  • Dealer management
  • Performance appraisal
  • Abstract Traditional manufacturing sector in the global trading environments needs to reduce production costs to improve overall profits and to enhance overall competitiveness through global deployment. Affecting the the marketing performance and business profits, the dealers are important resources in sales channels for manufacturers. However, other than the salesforces have direct contacts with distributors, the dealer system is often ignored and excluded from the company’s annual targets, and as a result the back-end support is also interrupted. The dealer management system has to be refocused and reengineered so that distributors can be manufacturers’ business extensions.
      A leading beverage manafacturer in Taiwan is taken as the case company of which the dealer management reengineering is investigated in this research. The researcher interviewed and surveyed the existing dealers of the case company to understand their information and function needs for dealer management system (DMS). DMS will be augmented and upgraded to attract dealers to use the system, so that dealers’ sales information can be obtained and analyzed to develop marketing and production strategies. Moreover, balanced scorecards (BSC) are incorporated into the dealer management to establish a sound, fair and institutionalized dealer management practices, supported by DMS so that dealer's performance appraisal can be improved. The goal of dealer management reengineering is to strengthen the interdependence between the case company and its distributors, and to enhance dealer compliance, so the case company’s sales strategy can be implemented and to achieve a win-win partnership.
    Table of Content 中文摘要…………………………………………………………………………i
    英文摘要………………………………………………………………………ii
    目錄……………………………………………………………………………iii
    圖目錄…………………………………………………………………………iv
    表目錄…………………………………………………………………………vi
    一、緒論1
    1.1研究背景1
    1.2研究動機2
    1.3研究目的2
    1.4研究問題3
    1.5論文架構3
    二、文獻探討5
    2.1經銷商管理策略5
    2.1.1經銷商的類型5
    2.1.2經銷商與製造商的關係6
    2.1.3製造商對經銷商如何進行日常作業管理7
    2.2傳統的經銷商績效管理9
    2.2.1關鍵績效指標(KPI)9
    2.2.2魚骨圖法10
    2.2.3經銷商管理的關鍵績效指標(KPI)10
    2.3經銷商的績效評估11
    2.3.1平衡計分卡(BSC)及策略地圖11
    2.3.2商業智慧 (BI)12
    三、研究方法14
    3.1研究方法14
    3.2資料收集方法14
    3.2.1個案公司經銷商訪談15
    3.2.2問卷設計16
    四、個案分析17
    4.1個案公司介紹17
    4.2產業概況21
    4.2.1產業環境21
    4.2.2個案公司的供應鏈關係26
    4.2.3個案公司五力分析26
    4.3個案公司經銷制度28
    4.3.1個案公司的經銷商現況28
    4.3.2個案公司的經銷商管理現況30
    4.3.3導入平衡計分卡後的經銷商管理34
    4.3.4現有經銷商系統38
    4.3.5現有經銷商系統的改版53
    4.4經銷商管理系統的架構設計60
    4.5預期效益分析61
    4.5.1既有經銷商系統變革後預期效益分析62
    4.5.2經銷商管理制度變革後預期效益分析63
    4.5.3新建經銷商管理系統後預期效益分析63
    4.6個案分析小結64
    五、研究結論與建議65
    5.1研究結論65
    5.2管理和實務意涵66
    5.3研究限制67
    5.4研究建議67
    參考文獻69
    附錄一 經銷商系統需求調查問卷71
    附錄二 KC公司通過塑化劑檢驗的產品79
    Reference 中文部份
    1.戴國良 (2008),《通路行銷與管理:實戰與本土案例》,鼎茂圖書出版股份有限公司。
    2.Gorchels, L., Marien, E., and West, C. (2005) ,《通路管理》,范淼編審,美商麥克羅.希爾國際股份有限公司。
    3.胡保玲 (2008),《相互依賴對經銷商依從的影響研究》,華東經濟管理,第22卷第10期。
    4.吳清南、黃憲仁、林建強 (2010),《經銷商管理手冊-企業成功基因在於銷售通路根深脈廣 (增訂三版) 》,憲業企管顧問有限公司。
    5.于泳泓、陳依蘋 (2004),《平衡計分卡完全教戰守策》,梅霖文化事業有限公司。
    6.吳嘉玲、李宛怡、陳昵雯、姜俊廷、石弘域 (2008),《工作,分析了再做:提升工作實力與表現的20項必備分析技術》,易博士出版社。
    7.吳衛傑、王游嵐 (2005),《基於BSC的經銷商績效測評體系》,商場現代化,總第452期,58-58頁。
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    9.Senge, P. M. ( 2007 ) ,《第五項修練:學習型組織的藝術與實務》,郭進隆編譯,天下文化。
    10.劉昱成 (2009),台灣中小型乳品業者乳品利基市場之研究。東海大學食品科學研究所碩士論文,台中。
    11.李秀麗 (2010),探討食品飲料業導入決策支援系統之成功因素-以KC公司為例。台灣科技大學管理研究所碩士論文,台北。
    網路部份
    1.MBA智庫百科(無作者),《經銷商》,(無日期)2011.04.27,取自: http://wiki.mbalib.com/zh-tw/%E7%BB%8F%E9%94%80%E5%95%86。
    2.楊永華 (2011.04.27),《中小食企如何重塑管道。全球品牌網》,2011.05.08, 取自:http:// www.globrand.com/2011/519557.shtml。
    3.MBA智庫百科(無作者),《魚骨圖》,(無日期)2011.05.27,取自: http://wiki.mbalib.com/wiki/%E9%B1%BC%E9%AA%A8%E5%9B%BE。
    4.維基百科(無作者),《關鍵績效指標》,(無日期)2011.05.27,取自: http://zh.wikipedia.org/wiki/%E9%97%9C%E9%8D%B5%E7%B8%BE%E6%95%88%E6%8C%87%E6%A8%99。
    英文部份
    1.Aaker, D.A. (1992), “The value of brand equity,” Journal of Business Strategy, 13 (4), pp.27-32.
    2.Andrews, K.R. (1951), “Executive Training by the Case Method, ” Harvard Business Review, September, pp.58-70
    3.Chopra, S., Meindl, P. (2007), “Supply Chain Management: Strategy, Planning and Operation,” Third Edition, Pearson Publications.
    4.Christopher, M (1992), “Logistics and Supply Chain Management,” Pitman Publications.
    5.Christy, R., Gordon O., and Penn, J. (1996), “Relationship Marketing in Consumer Markets,”Journal of Marketing Management,12(1), pp.175-187。
    6.Dodds, B.W., Monroe, K.B. and Grewal D. (1991), “The Effect of Price, Brands and Store Information on Buyers, Product Evaluation,” Journal of Marketing Research, 28 (8), pp.307-319.
    7.Kumar, N., Scheer, L.K., and Steenkamp, J.E.M. (1998), “Interdependence, Punitive Capability, and the Reciprocation of Punitive Actions in Channel Relationships,” Journal of Marketing Research, 35 (5), pp.225-235.
    8.Kumar, N. (2005), “The Power of Power in Supplier-Retailer Relationship,” Industrial Marketing Management, 34 (8), pp.863-866.
    9.Landry, L. (1998), “Relationship Marketing : Hype or Here to Stay,”Marketing News , 32 (14), pp.4.
    10.Norton, F. (1987), “The Case Theorem and Sub optimization in Marketing Channels,”
    Marketing Science, 6 (3), pp.268-285.
    11.Olshavsky, R.W., Andrew B.A., and DeAnna S.K. (1995),“The Price-Choice Relationship: A Contingent Processing Approach,” Journal of Business Research, 33, pp.207-218.
    12.Wilson, D.T. (1995),“An Integrated Model of Buyer-Seller Relationships,” Journal of the Academy of Marketing Science, 23 (4), pp.335-345.
    13.Yin, R.K. (1994), “Case Study Research: Design and Methods,” Second Edition, Sage Publications.
    Advisor
  • Chin-Yuan Ho(何靖遠)
  • Files
  • 984303002.pdf
  • disapprove authorization
    Date of Submission 2011-07-14

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