根據AMR Research的預估，全球的客戶關係管理(Customer Relationship Management，CRM)市場規模，從1998年23憶美元，預估西元2003年將達到168憶美元。以及由2002年底Siebel推出的解決方案來看，CRM的趨勢將針對各種應用系統如何做好整合。 本研究之目的，旨在整合現有客戶關係管理相關文獻，與日商B公司多年來的經驗，以流程再造為出發點，從而設計出新的客戶管理資訊系統中之「銷售」、「行銷」以及「客戶服務」等機制，以解決舊系統不敷使用的問題，並且提供新商品線銷售與服務的機制，以及整合部份內外部系統。研究過程中實踐了系統開發生命週期(System Development Lifecycle)的理論進行新系統之分析、設計、開發、測試，並進一步分析與探討新系統實際上為B公司帶來的效益。以期對於國內企業因應快速發展的CRM趨勢，本系統的實現提供了國內其它產業進行CRM資訊系統建置過程的參考價值。 / According to the prediction of AMR research, the marketing scale of global Customer Relationship Management will be expected to rise from 2.3 billions in 1998 to 16.8 billions in 2003. Viewing the CRM solution of Siebel in the end of 2002, the trend of CRM will focus on how to integrate other hundreds of applications. The objective of this study is to integrate the related references of present CRM and the publisher industry experiences within a Japanese company B. On the basis of Business Process Reengineering (BPR) theory, we design the Sales, marketing, and customer services in the new CRM system in order to solve the problems on the legacy system, to provide the new sale channels and services mechanism of new product line and to integrate parts of the inner and 3rd party information system. During the research process, we accomplished the theorem of System Development Lifecycle to analyze, design, develop, and test of the new system. And further analyze and discuss of the benefit to company B from the the new system. In order to match the trend of the rapid growth in the CRM market for local enterprises, this system supplied the referenced value during building the CRM information system for other local enterprises. / 目 錄 摘要……..………………………………………………………… I 目錄………….…………………………………………………… II 表目錄……………………………………………………………. IV 圖目錄………………….………………………………………… V 第一章 緒論………………….…………………………………... 1 1.1. 研究背景與動機……….……………………………… 1 1.2. 研究目的與範圍………………………………………. 3 1.3. 研究方法與論文結構………………………………….. 4 第二章 文獻探討…………………………………………………6 2.1顧客關係管理系統………………………………………..……6 2.2企業資訊系統整合………………………………….…..…..…10 2.3企業策略委外…………………………………………….……12 2.4企業流程再造…………………………………………….........13 第三章 案例背景與解決方案………………………………..….15 3.1案例背景分析…………………………………………………16 3.1.1 舊系統功能……………………………………….…...17 3.1.2 舊系統業務流程………………………………………25 3.1.3 舊系統流程分析………………………………………27 3.2 解決方案……………………………………………………...29 3.2.1 新系統流程分析………………………………………30 3.2.2 新系統功能設計重點…………………………………31 3.2.3 預期效益………………………………………………33 3.3 技術需求分析………………………………………………...34 3.3.1 系統分析與設計方法…………………………………34 3.3.2 技術選用………………………………………………41 第四章 系統架構…………………………………..…………….44 4.1系統分析………………………………………………..……..44 4.1.1 業務流程圖……………………………………………45 4.1.2 Data Modeling………………………………………….50 4.2 系統設計……………………………………………………...57 4.2.1平行設計……………………………………………….58 4.2.2 MVC設計概念………………………………………...59 4.2.3 系統雛形……………………………………………....62 4.2.4其他系統整合介面…………………………………….68 4.2.5系統架構圖…………………………………………….69 4.3 系統開發………………………………………………….…..71 4.3.1 Web功能模組……………………………………….....72 4.3.2 批次模組………………………………………………74 4.4 系統測試……………………………………………………...76 4.4.1系統整合測試………………………………………….77 4.4.2使用者接受度測試…………………………………….81 4.5 系統上線……………………………………………………...82 4.5.1教育訓練……………………………………………….82 4.5.2上線計畫……………………………………………….82 4.6 系統開發相關技術…………………………………………...86 4.7 效益評估……………………………………………………...91 第五章 結論與後續研究方向…………………………………..98 5.1 結論…………………………………………………………..98 5.2後續研究方向…………………………….…………………..99 參考文獻………………………………….………………….101 表目錄 表2-1 四大巨人CRM解決方案的銷售與趨勢分析表…………………………...8 表3-1 銷售系統功能簡述………………………………………………………….17 表3-2訂戶資料管理功能簡述……………………………………………………..19 表3-3 契約(訂單)管理功能簡述…………………………………………………...20 表3-4 債權管理功能簡述………………………………………………………….22 表3-5催款管理功能簡述…………………………………………………………..22 表3-6發貨管理功能簡述…………………………………………………………..23 表3-7舊系統功能分析……………………………………………………………..24 表3-8新系統解決方案重點………………………………………………………..29 表3-9新系統各部門人員動作概要說明…………………………………………..30 表3-10流程分析策略分析表………………………………………………………36 表3-11軟體生命週期模式比較表…………………………………………………38 表 3-12 系統建構模式與軟體品質評析表………………………………………..42 表3-13 J2EE與 .Net比較表……………………………………………………….43 表4-1 Table Schema 範例…………………………………………………………..52 表 4-2 系統測試分類表……………………………………………………………76 表4-3 Unit Test測試案例…………………………………………………………...79 表4-4 SIT測試案例………………………………………………………………...80 表4-5 上線計畫表執行細項……………………………………………………….84 圖目錄 圖1-1研究方法……………………………………………………………………….5 圖3-1舊系統功能架構圖一(依子系統) ……………………………………………18 圖3-2舊系統功能架構圖二(依部門) ………………………………………………18 圖3-3 舊系統訂購/出貨流程……………………………………………………….26 圖3-4 新系統訂購/出貨流程圖…………………………………………………….31 圖3-5 ERD範例……………………………………………………………………..35 圖3-6 應用系統平行開發的方……………………………………………………..40 圖3-7 系統雛形設計流程圖………………………………………………………..41 圖4-1 B公司整體業務流程圖………………………………………………………45 圖4-2 客戶註冊/訂購流程………………………………………………………….46 圖4-3個人資料變更流程……………………………………………………………46 圖4-4 訂單內容變更………………………………………………………………..47 圖4-5 信用卡入金流程……………………………………………………………..47 圖4-6 退款流程……………………………………………………………………..48 圖4-7 客戶服務……………………………………………………………………..48 圖4-8 物流再發送流程……………………………………………………………..49 圖4-9 名條列印與線上分析報表流程……………………………………………..49 圖4-10 Conceptual Data Model (E-R with Entity) ………………………………….51 圖4-11 Conceptual Data Model Sample(E-R with attributes)……………………….52 圖4-12 亞洲共通版系統設計概念圖………………………………………………58 圖4-13 各子系統功能概要圖……………………………………………………....59 圖4-14 i18n的技術應用範例……………………………………………………….60 圖4-15第一層級Prototype範例(訂單) ……………………………………………63 圖4-16第二層級Prototype範例(訂單) …………………………………………..64 圖4.17第三層級Prototype範例(訂單) …………………………………………..65 圖4-18新系統架構圖……………………………………………………………..69 圖4-19系統硬體部署圖…………………………………………………………..70 圖4-20 JDBC Connection Pooling Module………………………………………..88

Braess' paradox is a counter-intuitive phenomenon which can occur in congesting networks. It refers to those cases where the introduction of a new link in the network results in the total travel time on the network increasing. The dissertation starts by introducing the traffic assignment problem and the concept of equilibrium in traffic assignment. The concept of equilibrium is based on Wardrop's first principle that all travellers will attempt to minimize their own travel time regardless of the effect on others. A literature review includes details of a number of papers that have been published investigating theoretical aspects of the paradox. There is also a brief description of Game Theory and the Nash Equilibrium. It has been shown that the equilibrium assignment is an example of Nash Equilibrium. The majority of work that has been published deals with networks where the delay functions that are used to compute the travel times on the links of the network do not include explicit representation of the capacity of the links. In this dissertation a network that is similar in form to the one first presented by Braess was constructed with the difference being that the well-known BPR function was used in the delay functions. This network was used to show that a number of findings that had been presented previously using simpler functions also applied to this network. It was shown that when it occurs, Braess' paradox only occurs over a range of values at relatively low levels of congestion. Real-world networks were then investigated and it was found that similar results occurred to those found in the simpler test networks that are often used in discussions of the paradox. Two methodologies of eliminating the paradox were investigated and the results are presented. / Decision Sciences / M.Sc.

The study identifies how different stakeholders perceive service quality improvement initiatives in public higher education institutions in Ethiopia. For this purpose, a mixed research methodology was employed. Furthermore, secondary data were collected from a variety of literature and primary data were collected from academic staff and final year students at public higher education institutions using the SERVQUAL scale and through focus group interviews. The collected data were analysed using both descriptive and inferential statistics. The research findings indicated that all dimensions of the service quality improvement initiatives were perceived by academic staff and studentsto be verypoor. The reasons for these poor or low perceptions were: the high expectationsof the stakeholders, the government’s intention to expand, lack of adequate knowledge regarding the implementation of the BPR process, the lack of motivation by service providers, poor management and the lack of good governance by the universities, inexperienced workers, non-empowered and task specific frontline employees, the low quality of the infrastructure, non-value adding hierarchical structures and approval systems, ethical problems with some service providers, the high staff turnoverand the lack of experienced staff. In addition, at all new universities, construction is underway and as a result,there are problems such as the poor state of the dormitories, classes,bathrooms, recreation areas, lounges, TV rooms, sport fields and internet connectivity, while the libraries are not well stocked with books and periodicals either. This study has recommended that the institutions should have standardised instruments that can be used to measure the status of service quality improvement and deliveryperiodically and to identify the areas that have the highest perceived performance gap scores in order to redeploy some of the resources. It also needs to be pointed out that the service providers lack sufficient knowledge and skillsconcerning the implementation of BPR, thus training is recommended in this regard.It is further recommended that for effective implementation of the BPR process, the importance of the provision of different guiding documents, continuous monitoring of activities and top management support should be kept in mind. / Educational Leadership and Management / D. Ed. (Educational Management)

The purpose of the research is to propose and evaluate a methodology for implementing EDI to assist organisations in reaping the anticipated benefits. The research involved the systematic analysis of the state of the art of EDI and paradigms of methodologies, to define a model for the EDI implementation methodology, and to define criteria for evaluating such a model. The methodology was developed and modelled utilising the software process model, as adopted by Boehm (1988) and later duPlessis and van der Walt (1992), as a framework. Next a synthesis of the assimilated knowledge and brainstorming of project teams involved in EDI pilot projects, was used to systematically develop an EDI implementation methodology. The methodology was evaluated by utilising it in the implementation of EDI between two organisations, Computer Equipment Brokers (PTY) and Marksec (PTY). It was concluded that the methodology was efficient for implementing EDI. / Computing / M. Sc. (Information Systems)

The purpose of the research is to propose and evaluate a methodology for implementing EDI to assist organisations in reaping the anticipated benefits. The research involved the systematic analysis of the state of the art of EDI and paradigms of methodologies, to define a model for the EDI implementation methodology, and to define criteria for evaluating such a model. The methodology was developed and modelled utilising the software process model, as adopted by Boehm (1988) and later duPlessis and van der Walt (1992), as a framework. Next a synthesis of the assimilated knowledge and brainstorming of project teams involved in EDI pilot projects, was used to systematically develop an EDI implementation methodology. The methodology was evaluated by utilising it in the implementation of EDI between two organisations, Computer Equipment Brokers (PTY) and Marksec (PTY). It was concluded that the methodology was efficient for implementing EDI. / Computing / M. Sc. (Information Systems)

Purpose of this project is a) the evaluation of the Thrust Specific Fuel Consumption (TSFC) of jet engines in cruise as a function of flight altitude, speed and thrust and b) the determination of the optimum cruise speed for maximum range of jet airplanes based on TSFC characteristics from a). Related to a) a literature review shows different models for the influence of altitude and speed on TSFC. A simple model describing the influence of thrust on TSFC seems not to exist in the literature. Here, openly available data was collected and evaluated. TSFC versus thrust is described by the so-called bucket curve with lowest TSFC at the bucket point at a certain thrust setting. A new simple equation was devised approximating the influence of thrust on TSFC. It was found that the influence of thrust as well as of altitude on TSFC is small and can be neglected in cruise conditions in many cases. However, TSFC is roughly a linear function of speed. This follows already from first principles. Related to b) it was found that the academically taught optimum flight speed (1.316 times minimum drag speed) for maximum range of jet airplanes is inaccurate, because the derivation is based on the unrealistic assumption of TSFC being constant with speed. Taking account of the influence of speed on TSFC and on drag, the optimum flight speed is only about 1.05 to 1.11 the minimum drag speed depending on aircraft weight. The amount of actual engine data was extremely limited in this project and the results will, therefore, only be as accurate as the input data. Results may only have a limited universal validity, because only four jet engine types were analyzed. One of the project's original value is the new simple polynomial function to estimate variations in TSFC from variations in thrust while maintaining constant speed and altitude.

Companies are under constant pressure to adapt and improve their processes to staycompetitive. Since most of their processes are handled by software, it also needs toconstantly change. Those improvements and changes add up over time and increase thecomplexity of the system, which in turn prevents the company from further adaption.In order to change and improve existing business processes and their implementation withinsoftware, several stakeholders have to go through a long process. Current IT methodologies arenot suitable for such a dynamic environment. The analysis of this change process shows thatfour software characteristics are important to speed it up. They are: transparency, adaptability,testability and reparability. Transparency refers to the users capability to understand what thesystem is doing, where and why. Adaptability is a mainly technical characteristic that indicatesthe capability of the system to evolve or change. Testability allows automated testing andvalidation for correctness without requiring manual checks. The last characteristic is reparability,which describes the possibility to bring the system back into a consistent and correct state, evenif erroneous software was deployed.An architecture and software development patterns are evaluated to build an overall programmingmodel that provides the software characteristics. The overall architecture is basedon microservices, which facilitates decoupling and maintainability for the software as well asorganizations. Command Query Responsibility Segregation decouples read from write operationsand makes data changes explicit. With Event Sourcing, the system stores not only the currentstate, but all historic events. It provides a built-in audit trail and is able to reproduce differentscenarios for troubleshooting and testing.A demo process is defined and implemented within multiple prototypes. The design of theprototype is based on the programming model. It is built in Javascript and implements Microservices,CQRS and Event Sourcing. The prototypes show and validate how the programmingmodel provides the software characteristics. Software built with the programming model allowscompanies to iterate faster at scale. Since the programming model is suited for complex processes,the main limitation is that the validation is based on a demo process that is simpler and thebenefits are hard to quantify. / ör att fortsatt vara konkurrenskraftiga är företag under konstant press att anpassa ochförbättra sina processer. Eftersom de flesta processer hanteras av programvara, behöveräven de ständigt förändras. Övertiden leder dessa förbättringar och förändringar till ökadsystemkomplexitet, vilket i sin tur hindrar företaget från ytterligare anpassningar. För attförändra och förbättra befintliga affärsprocesser och dess programvara, måste idag typiskt fleraaktörer vara en del av en lång och tidskrävande process. Nuvarande metoder är inte lämpade fören sådan dynamisk miljö. Detta arbete har fokuserat på fyra programvaruegenskaper som ärviktiga för att underlätta förändringsprocesser. Dessa fyra egenskaper är: öppenhet, anpassningsförmåga,testbarhet och reparerbarhet. Öppenhet, hänvisar till förmågan att förstå varför, var ochvad systemet gör. Anpassningsbarhet är huvudsakligen en teknisk egenskap som fokuserar påsystemets förmåga att utvecklas och förändras. Testbarhet strävar efter automatisk testning ochvalidering av korrekthet som kräver ingen eller lite manuell kontroll. Den sista egenskapen ärreparerbarhet, som beskriver möjligheten att återhämta systemet till ett konsekvent och korrekttillstånd, även om felaktig programvara har använts. En programmeringsmodell som rustarprogramvara med de ovan beskrivna programegenskaperna är utvecklad i detta examensarbete.Programmeringsmodellens arkitektur är baserad på diverse micro-tjänster, vilka ger brafrånkopplings- och underhållsförmåga för en programvara, samt användarorganisationerna.Command Query Responsibility Segregation (CQRS) frånkopplar läsoperationer från skrivoperationeroch gör ändringar i data explicita. Med Event Sourcing lagrar systemet inte endastdet nuvarande tillståndet, utan alla historiska händelser. Modellen förser användarna medett inbyggt revisionsspår och kan reproducera olika scenarion för felsökning och testning. Endemoprocess är definierad och implementerad i tre olika prototyper. Designen av prototypernaär baserad på den föreslagna programmeringsmodellen. Vilken är byggd i Javascript och implementerarmicro-tjänster, CQRS och Event Sourcing. Prototyperna visar och validerar hurprogrammeringsmodellen ger programvaran rätt egenskaper. Programvara byggd med dennaprogrammeringsmodell tillåter företag att iterera snabbare. De huvudsakliga begränsningarna iarbetet är att valideringen är baserad på en enklare demoprocess och att dess fördelar är svåraatt kvantifiera.

System dynamics modelling has been used for around 40 years to address complex, systemic, dynamic problems, those often described as wicked. But, system dynamics modelling is not an exact science and arguments about the most suitable techniques to use in which circumstances, continues. The nature of these wicked problems is investigated through a series of case studies where poor situational awareness among stakeholders was identified. This was found to be an underlying cause for management failure, suggesting need for better ways of recognising and managing wicked problem situations. Human cognition is considered both as a limitation and enabler to decision-making in wicked problem environments. Naturalistic and deliberate decision-making are reviewed. The thesis identifies the need for integration of qualitative and quantitative techniques. Case study results and a review of the literature led to identification of a set of principles of method to be applied in an integrated framework, the aim being to develop an improved way of addressing wicked problems. These principles were applied to a series of cases in an action research setting. However, organisational and political barriers were encountered. This limited the exploitation and investigation of cases to varying degrees. In response to a need identified in the literature review and the case studies, a tool is designed to facilitate analysis of multi-factorial, non-linear causality. This unique tool and its use to assist in problem conceptualisation, and as an aid to testing alternate strategies, are demonstrated. Further investigation is needed in relation to the veracity of combining causal influences using this tool and system dynamics, broadly. System dynamics modelling was found to have utility needed to support analysis of wicked problems. However, failure in a particular modelling project occurred when it was found necessary to rely on human judgement in estimating values to be input into the models. This was found to be problematic and unacceptably risky for sponsors of the modelling effort. Finally, this work has also identified that further study is required into: the use of human judgement in decision-making and the validity of system dynamics models that rely on the quantification of human judgement.

System dynamics modelling has been used for around 40 years to address complex, systemic, dynamic problems, those often described as wicked. But, system dynamics modelling is not an exact science and arguments about the most suitable techniques to use in which circumstances, continues. The nature of these wicked problems is investigated through a series of case studies where poor situational awareness among stakeholders was identified. This was found to be an underlying cause for management failure, suggesting need for better ways of recognising and managing wicked problem situations. Human cognition is considered both as a limitation and enabler to decision-making in wicked problem environments. Naturalistic and deliberate decision-making are reviewed. The thesis identifies the need for integration of qualitative and quantitative techniques. Case study results and a review of the literature led to identification of a set of principles of method to be applied in an integrated framework, the aim being to develop an improved way of addressing wicked problems. These principles were applied to a series of cases in an action research setting. However, organisational and political barriers were encountered. This limited the exploitation and investigation of cases to varying degrees. In response to a need identified in the literature review and the case studies, a tool is designed to facilitate analysis of multi-factorial, non-linear causality. This unique tool and its use to assist in problem conceptualisation, and as an aid to testing alternate strategies, are demonstrated. Further investigation is needed in relation to the veracity of combining causal influences using this tool and system dynamics, broadly. System dynamics modelling was found to have utility needed to support analysis of wicked problems. However, failure in a particular modelling project occurred when it was found necessary to rely on human judgement in estimating values to be input into the models. This was found to be problematic and unacceptably risky for sponsors of the modelling effort. Finally, this work has also identified that further study is required into: the use of human judgement in decision-making and the validity of system dynamics models that rely on the quantification of human judgement.