碩士 / 國立高雄大學 / 高階經營管理碩士在職專班(EMBA) / 106 / There has been seen the intense competition among numerous shipping
companies in Taiwan. To avoid a price war or fall into a myth of winning via
low price, one of the key successes is to maintain good service relationships
between salesperson and customers. In such a high competitive industry, it is
important for a salesperson to develop differences in professionalism,
timeliness, and price among competitors. To do so, the salespersons have to
strengthen their core competencies and integrate company resources to meet
the fast-changing business strategy. However, literature has paid limited
attention to the operation performance that salespersons contribute to their
company. The research thesis is motived to conduct a qualitative case study that
focuses on the P shipping company. Based on the balanced scorecard approach
that includes dimensions of finance, customer, internal process, and learning
and growth, the research presents findings by analyzing data collected from ten
salespersons in P case company. The findings that are related to salespersons’
contribution perceptions are: (1) relationship and credibility line, (2) ship
classes and finance, (3) service and information facilitation, (4) service
stability, (5) service resilience, and (6) service experience and value-added
relationships. The research implications and suggestion are used to support
making operational decisions of P case company.
| Identifer | oai:union.ndltd.org:TW/106NUK01457011 |
| Date | January 2018 |
| Creators | CHEN YA FANG, 陳雅芳 |
| Contributors | 吳建興 |
| Source Sets | National Digital Library of Theses and Dissertations in Taiwan |
| Language | zh-TW |
| Detected Language | English |
| Type | 學位論文 ; thesis |
| Format | 50 |
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