Submitted by Mariana Dornelles Vargas (marianadv) on 2015-05-20T16:55:05Z No. of bitstreams: 1 operacoes_servicos.pdf: 919521 bytes, checksum: e1d1e801019fc96ff707473003017eea (MD5) / Made available in DSpace on 2015-05-20T16:55:05Z (GMT). No. of bitstreams: 1 operacoes_servicos.pdf: 919521 bytes, checksum: e1d1e801019fc96ff707473003017eea (MD5) Previous issue date: 2010-08-27 / Nenhuma / A performance da assistência técnica depende de como as informações e o conhecimento são disseminadas para uma rede de serviços. Este trabalho foi desenvolvido com o objetivo de identificar como as operações de serviço de pós-venda podem gerar categorias competitivas para a uma rede de assistência técnica com base no gerenciamento da qualidade e do conhecimento. Este estudo de caso incluiu a observação participante pelo pesquisador, e a investigação da percepção de gerentes da empresa fabricante e das empresas terceirizadas. Foi pesquisada uma amostra de 8 empresas de um total 85, que prestam serviço de assistência técnica a uma empresa multinacional, que fabrica ar condicionado de ônibus e equipamentos para caminhões frigoríficos, procurando identificar os principais fatores capazes de entregar, de maneira confiável, um serviço de qualidade, com as informações, recursos e suporte disponível a partir do conhecimento organizacional. Dentre os resultados obtidos deste estudo, pode-se destacar que a qualidade e a confiabilidade dos produtos são essenciais para a sobrevivência de uma rede de serviços. A assistência técnica será competitiva se o fabricante tiver uma preocupação constante, oferecendo produtos de qualidade, aplicação e disseminação correta das informações. E, para que o cliente tenha credibilidade na assistência técnica, esta deve ter seus técnicos capacitados, com treinamentos frequentes. Isso traz agilidade na solução de problemas dos equipamentos e, consequentemente, uma maior produtividade para a empresa prestadora de serviços. A importância do serviço de pós-venda para as empresas fabricantes de produtos é vital a sua manutenção e ao crescimento no mercado. No momento da falha de um equipamento, este deve ser reparado o mais rápido possível e de maneira segura, evitando problemas que possam interferir na decisão do cliente em uma próxima compra. / The performance of technical assistance depends on how information and knowledge are disseminated to a network of services. This work was developed with the aim of identifying how the operations of after-sales service can generate competitive categories for a technical assistance network based on quality management and knowledge. This case study included participant observation by the researcher, and research on the perception of managers of the manufacturing company and subcontractors. A sample of 8 companies, total 85, which provide technical support service to a multinational company, which manufactures bus air conditioned and equipment for refrigerated trucks, was investigated in order to identify the main factors capable of delivering reliable, quality service, with information, resources and support available from the organizational knowledge. Among the results of this study, it can be noted that the quality and reliability of products are essential for the survival of a network of services. Technical assistance will be competitive if the manufacturer maintains continuing concern, offering quality products, application and dissemination of correct information. And, for the customer to have credibility in the servicing, this should have their technicians trained at regular intervals. This brings agility to solve problems of equipment and therefore greater productivity for the service provider. The importance of after-sales service to manufacturers of products is vital for maintaining and growing in the market. Upon failure of equipment, this must be repaired as quickly as possible and safely, avoiding problems that might interfere with the decision of the client for the next purchase.

顧客關係管理（Customer Relationship Management，縮寫為CRM）是近來十分熱門的觀念，而關係行銷是此觀念在行銷上的實際應用。關係行銷的理論認為如果企業能蒐集顧客的詳盡資訊，並據此開發出個人化的行銷計劃，就可以有效地提昇顧客的滿意度，使其成為企業的忠實客戶，為企業帶來長期性的收益。 　　在行銷活動中，售後服務是維持顧客滿意度的重要環節。本研究以售後服務中的產品常見問題集（Frequently Asked Questions，縮寫為FAQ）為主題，實作一個FAQ導覽與維護的雛型系統。使用者可以在系統的協助下，瀏覽與產品有關的FAQ，若找不到想要的資訊，則可以提出新的問題，要求公司為其解答。 　　本系統運用代理人程式的觀念，協助FAQ導覽與新問題處理工作的遂行，並利用社群討論的方式，為顧客提出的新問題尋求解答。為了讓企業重視FAQ的維護工作，本研究試圖將FAQ的維護責任與公司的客服體制作初步的結合，其作法是將新問題的處理責任加諸於公司的員工，並由公司主管監督其工作進度。藉由這些努力，本研究希望塑造出一個良好的FAQ服務環境，使得顧客與企業能互蒙其利。 / Customer relationship management (CRM) has become a very popular concept recently. Relationship marketing is one of its application in marketing area. The relationship marketing theory claims that collecting detailed information about customers and developing customized marketing plans for individual customers can improve customer satisfaction and loyalty significantly, and organizations will benefit from this strategy in the long term. 　　Post-sale service (or after-sale service) is a vital part of marketing activities for maintaining customers' satisfaction. This study focuses on product FAQs (Frequently Asked Questions) in the post-sale service category and implements a prototype system which would allow FAQ navigation and maintenance on the Internet. Users can browse product-related FAQs with assistance from the system. If they cannot find satisfying information, they could issue new requests, and the organization would then resolve them. 　　The system applies software agents to assist the process of FAQ navigation and answering of new questions. Customers' requests can also be solved by a community-discussion approach. To force organizations to pay more attention to post-sale service, this study tries to incorporate FAQ maintenance into customer services by requiring employees to answer any raised questions, and allowing the managers to monitor the performance of those employees. Through such efforts, this study establishes a FAQ service environment and creates a win-win situation for both customers and organizations.