Wong, Chi-Wing. / Thesis (M.Phil.)--Chinese University of Hong Kong, 2004. / Includes bibliographical references (leaves 149-153). / Abstracts in English and Chinese. / Abstract --- p.i / Acknowledgement --- p.iv / Chapter 1 --- Introduction --- p.1 / Chapter 1.1 --- MPIS --- p.3 / Chapter 1.2 --- ISM --- p.5 / Chapter 1.3 --- MPIS and ISM --- p.5 / Chapter 1.4 --- Thesis Organization --- p.6 / Chapter 2 --- MPIS --- p.7 / Chapter 2.1 --- Introduction --- p.7 / Chapter 2.2 --- Related Work --- p.10 / Chapter 2.2.1 --- Item Selection Related Work --- p.11 / Chapter 2.3 --- Problem Definition --- p.22 / Chapter 2.3.1 --- NP-hardness --- p.25 / Chapter 2.4 --- Cross Selling Effect by Association Rules --- p.28 / Chapter 2.5 --- Quadratic Programming Method --- p.32 / Chapter 2.6 --- Algorithm MPIS_Alg --- p.41 / Chapter 2.6.1 --- Overall Framework --- p.43 / Chapter 2.6.2 --- Enhancement Step --- p.47 / Chapter 2.6.3 --- Implementation Details --- p.48 / Chapter 2.7 --- Genetic Algorithm --- p.60 / Chapter 2.7.1 --- Crossover --- p.62 / Chapter 2.7.2 --- Mutation --- p.64 / Chapter 2.8 --- Performance Analysis --- p.64 / Chapter 2.8.1 --- Preparation Phase --- p.65 / Chapter 2.8.2 --- Main Phase --- p.69 / Chapter 2.9 --- Experimental Result --- p.77 / Chapter 2.9.1 --- Tools for Quadratic Programming --- p.77 / Chapter 2.9.2 --- Partition Matrix Technique --- p.78 / Chapter 2.9.3 --- Data Sets --- p.81 / Chapter 2.9.4 --- Empirical Study for GA --- p.84 / Chapter 2.9.5 --- Experimental Results --- p.92 / Chapter 2.9.6 --- Scalability --- p.102 / Chapter 2.10 --- Conclusion --- p.106 / Chapter 3 --- ISM --- p.107 / Chapter 3.1 --- Introduction --- p.107 / Chapter 3.2 --- Related Work --- p.108 / Chapter 3.2.1 --- Network Model --- p.108 / Chapter 3.3 --- Problem Definition --- p.112 / Chapter 3.4 --- Association Based Cross-Selling Effect --- p.117 / Chapter 3.5 --- Quadratic Programming --- p.118 / Chapter 3.5.1 --- Quadratic Form --- p.119 / Chapter 3.5.2 --- Algorithm --- p.128 / Chapter 3.5.3 --- Example --- p.129 / Chapter 3.6 --- Hill-Climbing Approach --- p.134 / Chapter 3.6.1 --- Efficient Calculation of Formula of Profit Gain --- p.134 / Chapter 3.6.2 --- FP-tree Implementation --- p.135 / Chapter 3.7 --- Empirical Study --- p.136 / Chapter 3.7.1 --- Data Set --- p.137 / Chapter 3.7.2 --- Experimental Results --- p.138 / Chapter 3.8 --- Conclusion --- p.141 / Chapter 4 --- Conclusion --- p.147 / Bibliography --- p.153

by Leung Man-Wai, Dannie. / Thesis (M.B.A.)--Chinese University of Hong Kong, 1997. / Includes bibliographical references (leaves 68-70). / ABSTRACT --- p.i / TABLE OF CONTENTS --- p.ii / Chapter / Chapter I. --- INTRODUCTION --- p.1 / Chapter II. --- METHODOLOGY --- p.5 / Chapter III. --- LITERATURE REVIEW --- p.7 / Reengineering --- p.7 / What is Reengineering? --- p.7 / Approaches to Reengineering --- p.10 / The Role of Management in Reengineering --- p.11 / Why Reengineering Project Failed and Succeeded? --- p.13 / Relationship Between Reengineering and Information Technology --- p.14 / Human Dimensions in Reengineering --- p.16 / The Concept of Selling Chain Management --- p.18 / Chapter IV. --- REENGINEERING THE SELLING CHAIN AT DATA GENERAL CORPORATION --- p.20 / Company Background --- p.20 / Call to Action --- p.21 / The Reengineering Competency Group --- p.22 / Reengineer the Selling Chain --- p.24 / Problems Before Reengineering --- p.24 / Three Phases of Reengineering --- p.27 / Redesign Concepts Applied --- p.37 / The Lessons Learnt --- p.38 / The Reengineered Data General --- p.42 / Critical Success Factors of Data General Reengineering --- p.42 / Chapter V. --- TECHNOLOGY-ENABLED SELLING --- p.45 / Aligning Technology-Enabled Selling with Selling Chain Management --- p.45 / What Is Technology-Enabled Selling? --- p.46 / The Impact of the Sales Organization on SCM --- p.46 / A Transition in Customer Relationships --- p.47 / Moving the Decision Point --- p.47 / Fact-Based Presentation --- p.48 / Optimizing the Selling Chain and Maximizing Profit --- p.49 / The Building Blocks of Technology-Enabled Selling --- p.49 / Opportunity Management System --- p.49 / Marketing Information System --- p.50 / Sales Configuration System --- p.51 / Sales Order Management System --- p.53 / The Interactive Selling System --- p.53 / Which Building Block Should be Implemented First? --- p.54 / Leveraging the Benefits of Technology-Enabled Selling --- p.55 / Avoiding the Cost-Reduction Pitfall --- p.55 / Understand the Market Force --- p.56 / Demonstrating Customer Value --- p.57 / Selling Models Consideration --- p.58 / Chapter VI. --- REDESIGNING DATA GENERAL'S SELLING CHAIN IN ASIA --- p.62 / Chapter VII. --- CONCLUSION --- p.67 / BIBLIOGRAPHY --- p.68