by Fok Chi Chuen. / Includes bibliographical references / Thesis (M.B.A.)--Chinese University of Hong Kong, 1986

by Cheung Kam-to, Yee Po-kui Lawrence. / Thesis (M.B.A.)--Chinese University of Hong Kong, 1982. / Includes bibliographical references (leaves 116-117).

by Yuen Ying-kit. / Thesis (M.B.A.)--Chinese Unversity of Hong Kong, 1990. / Bibliography: leaves 80-81. / ABSTRACT --- p.ii / TABLE OF CONTENTS --- p.iii / PREFACE --- p.v / Chapter I. --- INTRODUCTION --- p.1 / Background --- p.1 / The Computer Industry --- p.2 / Chapter II. --- LITERATURE REVIEW --- p.5 / Definition of Customer-Oriented Selling --- p.5 / The Marketing Concept --- p.7 / Customer-Oriented Selling and Marketing --- p.11 / Chapter III. --- RESEARCH OBJECTIVE --- p.14 / Chapter IV. --- METHODOLOGY --- p.16 / Research Design --- p.16 / Test Instrument --- p.17 / Sampling and Data Collection --- p.19 / Chapter V. --- ANALYSIS AND DISCUSSION OF RESULTS --- p.23 / Reliability of Testing Instrument --- p.23 / SOCO Scores 一 Salespeople vs Customers --- p.24 / Salespeople Variables --- p.27 / SOCO Scores and Salespeople Variables --- p.30 / SOCO Scores and Customer Variables --- p.30 / Chapter VI. --- CONCLUSIONS --- p.40 / APPENDIX --- p.43 / Chapter I. --- Questionnaire before Pretest / Chapter II. --- Revised Questionnaire (English Version) / Chapter III. --- Revised Questionnaire (Chinese Version) / Chapter IV. --- Asian Computer Directory (Sample) / Chapter V. --- Coding Format for Questionnaire on Salespeople / Chapter VI. --- Coding Format for Questionnaire on Customers / Chapter VII. --- Calculation of Coefficient Alpha / Chapter VIII. --- SPSS Statistical Analysis for Salespeople Data / Chapter IX. --- SPSS Statistical Analysis for Customer Data / BIBLIOGRAPHY --- p.80

Summary in Chinese. / Thesis (M.B.A.)--Chinese University of Hong Kong. / Bibliography: leave 116-117.

Thesis (Ph. D.)--George Washington University, 2002. / Includes bibliographical references (leaves 311-336).

published_or_final_version / Business Administration / Master / Master of Business Administration

by Tsang Tze-kon. / Thesis (M.B.A.)--Chinese University of Hong Kong, 1995. / Includes bibliographical references (leaves 50-51). / ABSTRACT --- p.iii / TABLE OF CONTENTS --- p.v / ACKNOWLEDGEMENT --- p.vii / CHAPTER / Chapter 1. --- INTRODUCTION / Chapter 1.1 --- Technology-based Products --- p.1 / Chapter 1.2 --- Computer-Aided Design & Computer-Aided Manufacturing (CAD/CAM) --- p.2 / Chapter 1.3 --- Research Objectives --- p.3 / Chapter 2. --- LITERATURE REVIEW / Chapter 2.1 --- Characteristics of High-Technology Market --- p.4 / Chapter 2.2 --- Non-technical Approach to Marketing High-Tech --- p.5 / Chapter 2.3 --- Importance of Pre-Sale & Post-Sale Services --- p.7 / Chapter 2.4 --- Technical Life Cycle --- p.7 / Chapter 2.5 --- Innovation-Driven versus Market-Driven --- p.9 / Chapter 2.6 --- Product Positioning of Technology-based Products --- p.10 / Chapter 2.7 --- Country -of- Origin Issue --- p.12 / Chapter 3. --- RESEARCH METHODOLOGY / Chapter 3.1 --- Exploratory Research --- p.14 / Chapter 3.2 --- Descriptive Research --- p.14 / Chapter 4. --- FINDINGS / Chapter 4.1 --- Case Studies --- p.16 / Chapter 4.1.1 --- Company C / Chapter 4.1.2 --- Prima Design System Ltd. / Chapter 4.1.3 --- Splineware Graphics Systems Co. Ltd. / Chapter 4.2 --- Findings of Survey & Data Analysis --- p.29 / Chapter 4.2.1 --- Sample Characteristics / Chapter 4.2.2 --- Factors Affecting Buying Decision / Chapter 4.2.3 --- Country -of- Origin Issue / Chapter 5. --- DISCUSSION / Chapter 5.1 --- Marketing Strategy of Company C --- p.31 / Chapter 5.2 --- Marketing Strategy of Prima Design Systems Ltd. --- p.33 / Chapter 5.3 --- Marketing Strategy of Splineware Graphics Systems Co. Ltd. --- p.35 / Chapter 5.4 --- Role of the Hong Kong Industrial Technology Centre Corporation --- p.36 / Chapter 5.5 --- Limitations of Case Studies --- p.37 / Chapter 5.6 --- Limitations of Questionnaire Survey --- p.38 / Chapter 5.7 --- Country-of-Origin Issue --- p.39 / Chapter 5.8 --- Future of Technology-based Companies in Hong Kong --- p.40 / Chapter 6. --- RECOMMENDATIONS & CONCLUSIONS / Chapter 6.1 --- Recommendations --- p.42 / Chapter 6.2 --- Conclusions --- p.43 / APPENDICES / Appendix A: Questionnaire for Case Study --- p.44 / Appendix B: Questionnaire for Descriptive Research --- p.46 / Appendix C: Survey Findings --- p.48 / BIBLIOGRAPHY --- p.50