碩士 / 中華大學 / 科技管理學系 / 106 / The purpose of this study is to create incentives based on the thinking logic of the machine manufacturer and to confirm its relevance from the perspective of overseas agents. The incentives for overseas agents that are suitable for motivating the sale of industrial machines can be used by manufacturers to encourage agents to voluntarily and aggressively sell manufacturers’ machines. The incentives allow manufacturers to obtain the maximum economic benefits with the lowest cost and help improve the performance of agents. This study is based on the theoretical basis of agency and examines the agency issues between manufacturers and overseas agents in practice, hoping to solve the problem that manufacturers and agents have different goals. In addition to risk sharing, what kind of incentives can be provided from the manufacturer's perspective to obtain the most incentive effect so that the goals of both parties gradually converge is the objective of this research. The scope of this study is based on the Taiwan tool machine band saw machine industry. The agents of the leading manufacturers of the band saws, which are included in the Taiwan Machine Association (TAMI)'s shipment statistics table, are invited to fill out a questionnaire through mailing letters, e-mails or fax. Analytic Hierarchy Process (AHP) is applied to analyze the importance of four perspectives, i.e. financial incentives, incentives for sales incentives, management incentives and service incentives. The importance weights of the criteria under the perspectives are further calculated. The twelve criteria are flexible payment, quantity discounts, reasonable commissions, exhibition assistance, joint advertising, providing sample machines, identification of agency regions, marketing strategy assistance, competitive products, providing education and training, technical support services, and complete after-sales service. The results of the study show that the after-sales service under the service incentives perspective is the most important criterion. This research is helpful for the manufacturers to provide overseas agents the most effective incentives and to make both parties mutually beneficial.
| Identifer | oai:union.ndltd.org:TW/106CHPI0230039 |
| Date | January 2018 |
| Creators | Lin, Ming-Chu, 林明珠 |
| Contributors | LEE, XIN-YI, 李欣怡 |
| Source Sets | National Digital Library of Theses and Dissertations in Taiwan |
| Language | zh-TW |
| Detected Language | English |
| Type | 學位論文 ; thesis |
| Format | 57 |
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