Anskaffning av programvara kan ses som en möjlighet att utveckla ett företag och dess affärsverksamhet. Det finns idag ett stort utbud av standardiserade programvaror att välja emellan. Sådana produkter brukar i dagligt tal kallas för standardsystem. Dessa kan köpas på den öppna marknaden eller vara system som återanvänds mellan företag. Det görs en del felinvesteringar när företag anskaffar standardsystem. Många standardsystem ger inte önskade resultat för verksamheten eller förblir i vissa fall oanvända på företagen. Detta ledde mig in på frågan om en systematisk metod för upphandling av standardsystem kan förbättra situationen. Syftet med denna avhandling har därför varit att konstruera metodik för anskaffning av standardsystem som ett led i att utveckla verksamheter hos företag och organisationer. Mer precist förelåg tre huvudmål för studien: Att utveckla en metod för anskaffning av standardsystem som ger stöd åt företags affärsverksamheter. Att pröva metodens användbarhet, genomförbarhet och logiska uppbyggnad med hjälp av empiri och teori inom området. Att vidareutveckla metoden utifrån gjorda erfarenheter och framförda förändringsbehov från metodprövningen. Metoden som utvecklats och prövats benämns genomgående "SIV-metoden" (Standardsystem I Verksamheter). SIV-metoden bygger på erfarenheter från olika företag som ABB, Alfa-Laval, Arla, Ericsson och Philips. / Diss. Stockholm : Handelshögskolan

Många företag väljer idag att anskaffa sig ett standardsystem istället för egenutvecklade och skräddarsydda system. Standardsystem är ett färdigt programpaket som är uppbyggt av vissa moduler och funktionaliteter som ska föras in i en verksamhet. Det existerar dock problematiska aspekter när det kommer till att anpassa verksamhet och dess standardsystem. Dessa problem är viktiga att identifiera tidigt i förstudien för att undvika komplikationer som kan uppstå och samtidigt förebygga eventuella hinder.Vi vill därför lyfta fram förstudiens betydelse i denna uppsats. Huvudfokus ligger på hur man arbetar i förstudien för att anpassa verksamheten och systemet på bästa möjliga sätt. Syftet är att undersöka utmaningar i en förstudieprocess som berör anpassningen av IT system och verksamhet tillvarandra. För att uppnå syftet och komma fram till ett resultat så ska dessa två frågeställningar besvaras:  • Hur arbetar ett svenskt företag praktiskt med en förstudie för att bemöta kundens krav och önskemål för att anpassa standardsystemet och verksamheten till varandra?• Vilka utmaningar finns det för fallföretaget vid anpassning av standardsystemet och verksamheten till varandra?  Utgångspunkten för att uppfylla studiens syfte och frågeställningar grundar sig i en litteraturöversikt och empirisk grundad data.Metoden grundar sig i en kvalitativ fallstudie gjord på företaget IT Software, vi har intervjuat tre respondenter som beskrivit sina uppfattningar och erfarenheter kring förstudier och hur deras system och verksamhet ska anpassas. Två av respondenterna är från leverantören IT Software och den tredje respondenten är från en av IT Softwares kundföretag. Därmed fick vi både leverantörs- och kundperspektiv. Resultatet av fallstudien i denna uppsats riktar sig till att det är kundens verksamhet som ska anpassa sina processer och arbetssätt till systemet i högsta grad. I studien lyfter vi även fram dom viktiga aspekterna i förstudien som bör tas hänsyn till för att system och verksamhet ska få en optimal passform. Dessa aspekter är bland annat vilka befattningshavare som arbetar med förstudien, krav, önskemål och kompetens etc. / Many companies today choose to obtain packaged software instead of self-developed and customized systems. Packaged software is a complete software package that consists of modules and functionalities that will be brought into an organization. There exists, however, problematic aspects when it comes to adapting businesses and packaged software. These issues are important to identify early in the pre-study to be prepared for the complications that can occur and simultaneously preventing obstacles.We want therefore highlight the importance of the pre-study in this composition. The main focus is on how to work with a pre-study to adapt the businesses in the best possible way. The aim is to examine the challenges of a prestudy process that affect the adaptation of IT systems and businesses. In order to achieve the purpose and come to a result, we have answered these two questions:• How does a Swedish company work practically with a prestudy to meet the customer’s demands and requests to adapt the packaged software and the businesses to each other?• What are the challenges for the case company when it comes to the adaptation of packaged software and businesses to each other?  The starting point to meet the purpose and questions in this study are based on a literature overview and empirical based data.The method is based on a qualitative case study performed at the company IT Software, we have interviewed three respondents who described their perceptions and experiences of pre-study and how system and businesses should be adapted. Two of the respondents were from the supplier IT Software and the third respondent was from IT Softwares customer company. Thereby, we got both the supplier and customer perspective. The result of the case study in this composition addresses that the customer need to adapt their processes and ways of working to the system in the highest degree. In the study, we highlight the most important aspects in the pre-study that should be taken into consideration so the adoption between businesses and system get an optimal fit. These aspects include the personnel who work with the pre-study, requirements, requests and competence etc.

Consultancy practices have significant influence on the ERP (Enterprise Resource Planning) project success. In this sense, client-consultant relationship comes into prominence in terms of  project  achievement.  Therefore  client-consultant  relationship  needs  to  be  understood  in depth in order to strengthen the consultancy practices and eliminate problems between two parties.  Hence,  in  this  research  client-consultant  relationship  is  examined  from  ERP consultancy aspect during ERP implementation phase in Turkey. Some factors that influence this relationship is evaluated and existing client-consultant models are analyzed whether they are compatible with the client-consultant relationship within ERP concept. Cultures basis as an influential factor is examined in order to understand this impacts on this relationship. ERP consultancy profile and partially client profile are drawn in order to have deep insight of this relationship.

Methodologies designed to support new product development are receiving increasing interest in recent literature. A significant percentage of new product failure is attributed to a mismatch between designed product features and consumer liking. A variety of methodologies have been proposed and tested for consumer liking or preference prediction, ranging from statistical methodologies e.g. multiple linear regression (MLR) to non-statistical approaches e.g. artificial neural networks (ANN), support vector machines (SVM), and belief rule-based (BRB) systems. BRB has been previously tested for consumer preference prediction and target setting in case studies from the beverages industry. Results have indicated a number of technical and conceptual advantages which BRB holds over the aforementioned alternative approaches. This thesis focuses on presenting further advantages and applications of the BRB methodology for consumer liking prediction. The features and advantages are selected in response to challenges raised by three addressed case studies. The first case study addresses a novel industry for BRB application: the fast moving consumer goods industry, the personal care sector. A series of challenges are tackled. Firstly, stepwise linear regression, principal component analysis and AutoEncoder are tested for predictors’ selection and data reduction. Secondly, an investigation is carried out to analyse the impact of employing complete distributions, instead of averages, for sensory attributes. Moreover, the effect of modelling instrumental measurement error is assessed. The second case study addresses a different product from the personal care sector. A bi-objective prescriptive approach for BRB model structure selection and validation is proposed and tested. Genetic Algorithms and Simulated Annealing are benchmarked against complete enumeration for searching the model structures. A novel criterion based on an adjusted Akaike Information Criterion is designed for identifying the optimal model structure from the Pareto frontier based on two objectives: model complexity and model fit. The third case study introduces yet another novel industry for BRB application: the pastry and confectionary specialties industry. A new prescriptive framework, for rule validation and random training set allocation, is designed and tested. In all case studies, the BRB methodology is compared with the most popular alternative approaches: MLR, ANN, and SVM. The results indicate that BRB outperforms these methodologies both conceptually and in terms of prediction accuracy.

銷售情報一直是行銷研究的一個重心，透過銷售情報之收集，可以掌握與了解消費者對各種不同商品、價格、通路及促銷活動的反應，以協助製造商、批發商及零售商擬定出有效的生產、配銷、商品選擇及販賣等重要決策。而日常消費品產業基本上是以產品的銷售為核心的相關產業之集合體，因此經由多個不同通路上銷售情報之收集與分析，便可使產業中的各廠商掌握更精準可靠的情報，進而使各廠商在經營上同沾其利。由於國內的日常消費品產業仍以中小企業居多，以其有限的資金與人才，往往無法積極掌握商品銷售情報，進行管理資訊系統之維護與更新，也無法即時採用資訊與通訊之新科技，使得其經營效率偏低，並逐漸喪失其競爭力。因此，在不危及業者競爭核心的前提下，如能集合多數業者共享資訊，參考日本流通資訊服務中心（RDS）的作法，推廣情報共享觀念與共存共榮的經營理念，來建立共同銷售情報系統，並以此系統產生一些有用的整體性市場資訊的報告，提供給參與的業者做為其經營管理之參考，勢必對國內日常消費品產業的整體競爭力及經營效率的提昇，有極大的助益。有鑑於此，本研究以了解影響加入共同銷售情報系統的因素為探討的重心，並對共同銷售情報系統的運用情形及運用的成效進行探討與分析，希望藉由此研究，能夠找出加入共同銷售情報系統的誘因與其運作的可能機制，及對其成效進行評估，以做為工研院電通所在推廣共同銷售情報系統時的參考，並提高業者加入共同銷售情報系統的誘因，期能推廣情報共享及促進良性競爭的商業環境。 針對超市、超商及量販店業者進行問卷調查統計資料分析的結果，可歸納出影響業者加入共同銷售情報系統之意願具顯著正相關的因素包括：對同業合作的需求程度、和同業合作共享銷售資訊的意願、即時取得正確交易資訊、業者支持與提供正確資料、提供重要的報表種類數量、多數同業的加入以及相關成本的節省；而影響業者加入共同銷售情報系統之意願具顯著負相關的因素為可投入資訊系統的資金。而由訪談業者之意見可歸納出業者對於共同銷售情報系統的運用及其所重視的效益如下：1、對於共同合作機制之建立的看法方面，受訪業者普遍認為，共同銷售情報系統應由公法人來主導或推動較佳。2、對於策略性資訊系統的建構方面，受訪者普遍已建構類似的系統，主要是以公司內部資料的分析為主，不過可利用共同銷售情報系統產生的整體性資料來做標竿的比較。3、由於上、下游廠商間的互信基礎仍嫌不足，因此快速反應這樣的作法仍有待推廣，以提高供應鏈上多層次的附加價值。4、對於資訊科技的運用方面，受訪業者普遍有利用電子郵件、傳真及銷售時點情報系統來收集或傳遞資訊，同時也建構行銷資料庫來做商品的分析。而由於電子資料交換系統的建置成本太高，且政府有關單位的推廣不足，因此導致業者較少採用此一系統。由於受訪業者目前與共同銷售情報系統正式連接的時間還不夠長，且加入系統的業者也不夠多，因此，對於共同銷售情報系統所產生的效益仍不易用具體的數字來評估，是以本論文的效益評估以受訪業者分別對於財務面、行銷與顧客服務面、企業內部流程面及員工成長面所較重視的項目來衡量的。在財務面：受訪業者普遍較重視流通成本的削減、銷售量的增加、存貨的減少、存貨周轉率的提昇、獲利率的提升及產品市場佔有率的提升等方面；在行銷與顧客服務面：受訪業者普遍較重視服務水準及品質的提昇、缺貨率的下降、保有原有的顧客及提供合理化的價格；在企業內部流程面：受訪業者普遍較重視訂購循環的縮短、引入新的商品、開發出自有商品、能分析消費者的使用型態、能提供最佳產品組合、銷售商情的掌握與運用、能提昇銷售預測精確度、對上游廠商談判力的提昇及同業間合作或競爭關係的改變；在員工成長面：受訪業者普遍較重視員工能學習到最新的電腦作業系統以及分析資料的能力。 第一章 緒論…………………………………………………………..1 第一節 研究背景……………………………………………………………………1 第二節 研究動機……………………………………………………………………2 第三節 研究目的……………………………………………………………………4 第四節 研究範圍……………………………………………………………………4 第五節 研究流程……………………………………………………………………5 第六節 章節架構……………………………………………………………………6 第二章 文獻探討……………………………………………………..7 第一節 共同銷售情報系統…………………………………………………………7 第二節 資訊科技的運用………………………………………………………….32 第三章 研究方法…………………………………………………….61 第一節 研究架構………………………………………………………………..61 第二節 研究假設………………………………………………………………..64 第三節 研究變數操作性定義與衡量…………………………………………..69 第四節 問卷發展………………………………………………………………..77 第四章 資料分析…………………………………………………….80 第一節 回收樣本之基本資料分析……………………………………………….80 第二節 產業特性對加入共同銷售情報系統的意願之相關性分析…………….88 第三節 公司特性對加入共同銷售情報系統的意願之相關性分析…………….89 第四節 管理者特質對加入共同銷售情報系統的意願之相關性分析………….90 第五節 業者對於系統的認知程度對加入系統的意願之相關性分析………….91 第六節 本章總結………………………………………………………………….92 第五章 個案描述與分析…………………………………………….95 第一節 受訪業者基本資料分析…………………………………………………95 第二節 甲超商…………………………………………………………………..97 第三節 乙超市…………………………………………………………………..103 第四節 丙超市…………………………………………………………………..108 第五節 丁物流行銷公司………………………………………………………..113 第六節 工研院電通所…………………………………………………………..120 第七節 本章總結………………………………………………………………..128 第六章 結論與建議…………………………………………………135 第一節 研究結論………………………………………………………………..135 第二節 研究限制………………………………………………………………..139 第三節 後續研究建議…………………………………………………………..140 參考文獻…………………………………………………………….141 附錄一……………………………………………………………….150 附錄二……………………………………………………………….155 附錄三……………………………………………………………….159 / The scope of retailing industry covers foods , clothes , housing , transportation , education , and entertainment , etc.. Since it is closely related to our daily life , the demand of retailing industry will by no means grow when the income of people increases , the life style changes and the standard of living rises. In order to enhance the response to market , the retailers have to take some actions . Internally , evaluation system needs to be established based on observed data , and the operating process has to be standardized and formalized to ensure the service quality. In the marketing segment , retailers should consider both software and hardware to establish the image of the company and reinforce the competency of the company in order to gain more market share in the violent and complicated retailing market. And the most important of all is to monitor the information of sales. Once the information of the sales is monitored , managers can effectively control the levels of inventory , place order in more economic scale and meet the variety of demand. Therefore , it is indispensable to manage the company with computerized process and utilize the sales information system. Since the sales information is one of the focus of the marketing research , managers can fully understand and learn the reaction from consumers in the different products , prices , places and promotions strategies through the collection of sales information. And based on the sales information , producers , wholesalers and retailers can effectively make decisions about production , distribution , merchandise selection and selling. Since there are more and more chain stores of supermarkets , hypermarkets , and convenience stores arised , these modern retailing mode becomes the mainstream in the retailing market. It changes not only the purchasing behavior of the consumers , but also the business strategies and operation models of the producers in the supply chain. The consumer packaged goods industry is basically the conglomerate of the related industries which focus on selling of products. Thus , collecting the sales information through different channels , the firms in consumer packaged goods industry can actually help other firms in their supply chain to get more exact and reliable information , and also improve performance in both. In Taiwan , the domestic consumer packaged goods industry is composed mostly of small and median enterprises (SMEs). Due to limited money and manpower of SMEs , they are limited from aggressively accessing the sales information and maintaining and upgrading of the MIS. They are also incapable of catching the trend of the information technology and communication. And this will make the firms lose their competency . Therefore , if most of the firms of the consumer packaged goods industry would share the sales information without weakening their core competence , the Japanese Retailer Data Service (RDS) could be adapted as a good reference to promote the idea of sharing sales information and establish the common sales information system. The common sales information system will provide useful reports of the overall market information , and to the firms who join in this system as reference points for running their business. This system will also improve the competency and operation efficiency of the whole consumer packaged goods industry. According to the passage thereinbefore , this research tries to find the factors which will affect the firms to join in or not the common sales information system , and further explore and analyze the implementation situation and performance of the common sales information system. Hopefully , this research will be able to find the attractive factors for the firms to join the common sales information system , possible operating mechanism to run the system , and evaluation criteria . The results could also be referenced for the Computer and Communication Research Laboratories (CCL) of ITRI when they promote the common sales information system to attract more firms to join the system in order to promote the idea of sales information sharing and a good business environment for competition. Based on the outcome of the statistical analysis, some factors are strongly related to the willingness of retailers to join the common sales information system. These factors are as follows : the degree of needs to cooperate with counterparts, the will of sharing the sales information with counterparts , real time information acquiring, the firms' supporting and the collected data providing , the important report providing , most counterparts' participating , saving on the related costs. All of the above factors are positively related to the willingness of the firms to join the common sales information system ; But , the budget on investing the information system is negatively related to the willingness of the firms to join the common sales information system. Based on the interviews with the participating firms , the applications and the possible benefits coming from the common sales information system can be summarized as follows : 1. On the viewpoint of establishing the cooperative mechanism , most of the respondents think that the common sales information system should be directed or promoted by the public legal sectors. 2. On the viewpoint of establishing the strategic information system , most of the respondents have built up this system but now mainly use it to analyze the internally produced data which they believed can be compared with the overall market information produced by the common sales information system. 3. Due to lack of mutual trust among the different tiers of supply chain , the concepts and applications of QR/ECR should be continually promoted to provide more added values for the supply chain. 4. From the applications of information technology , most of the respondents gather or transfer information by using e-mail , fax and point of sale（POS）system . They also develop marketing database to analyze the sales. Since the time that the firms joined the common sales information system is not long enough and there are only limited firms joined this system , performance produced by the common sales information system are difficult to be evaluated concretely. So the performance of the system at this stage is only based on the importance perceived by the respondents on the dimensions such as financial performance , marketing and customer service , business internal process , and the growth of staff. On the dimension of financial performance , most of the respondents emphasize more on the reduction of the logistics cost , the increase of the sales , the reduction in the inventory , the increase of the turnover rate , the increase of the profitability and the increase of the market share；on the dimension of marketing and customer service , most of the respondents emphasize more on the improvement of the level of service and quality , the reduction of the shortage rate , keeping the original customers and providing the reasonable price；on the dimension of business internal process , most of the respondents emphasize more on the reduction of the order cycle , introduction of the new products , development of the products with its own brand , the ability to analyze customers' patterns, providing the best mix of the products , monitoring and utilizing the sales information , improving the accuracy of sales forecast , increasing the bargaining power to the suppliers , and the change on the cooperation or competition relationship among the counterparts；on the dimension of staff's growth , most of the respondents emphasize more on that the staff can learn more the latest computer related operation and the ability to analyze the information.