臺灣博碩士論文加值系統

在現今資訊科技發達的時代，每一個企業都在思考如何利用資訊系統，來強化企業的競爭力。許多企業沒有太多的人力及時間可以自行開發資訊系統，會在資訊系統建置時找軟體公司來協助，但對企業中的資訊單位人員，如何提供給委外廠商一個完整的資訊系統規劃案，卻是一個難題，如果之前沒有相關的應用經驗，更是難上加難。而對軟體系統供應商而言，滿足客戶需求，幫客戶創造價值，提高客戶的競爭力，本來就是最根本的服務目的，然而實際在專案進行時卻仍會遇到客戶一開始的資訊規劃需求不清，時程緊迫，以至於專案匆匆開始，雙方都投入許多時間及成本後，才發現實際的需求和初始規劃相去甚遠，最後雙方都達不到原先預期的結果。
本個案主要目的是以軟體系統供應廠商售前顧問Robert的角度，探討銷售前期的系統評估規劃階段所遭遇到的困難，並嘗試在過去的成功經驗中，探索出可以再利用的模式。方便在未來的系統評估規劃時，在短短的幾次、幾個小時的會談時間中，快速地融入客戶情境，探索客戶需求，找出問題的根源，提出最適切的資訊系統規劃。並試著找出一些方法，來審視資訊系統的規劃，是否能夠滿足客戶公司的策略目標、管理目的及作業需求等不同層次的需要。
最後在教學建議中，透過設計科學的IT Artifacts來分析案例，以利在專案開始前的評估規劃階段，就能有效的呈現出資訊系統規劃是否符合企業需要，可能會有哪些地方有風險，縮短企業及軟體系統供應商的認知落差，提高規劃品質，降低規劃方向錯誤的風險。

In this age of advanced information technology, many businesses are contemplating the question of how to utilize information systems to enhance their competitive capacity. Most companies do not have sufficient time or human resources to develop information systems on their own and thus outsource this task to software vendors. However, providing the vendor with a complete plan for the proposed information system often poses difficulty for staff, particularly if they lack previous experience using such systems. As service providers, software vendors must meet the needs of their clients, create customer value, and enhance competitive capacity. However, when commencing a project, the vendor not only faces a limited timeframe for completion but often finds customers uncertain and ambiguous concerning their plans and requirements for the information system. All too often, it is only after both parties have invested a great deal of time and resources in the project that they realize that the initial plans do not meet the practical needs of the business. As a result, the results that were originally expected cannot be achieved.
This study drew on the perspective of Robert, a pre-sales consultant working for a software supplier. We explored the difficulties encountered in the pre-sales stage of system evaluation and attempted to identify feasible solutions from previous successful experiences. The aim of this study was to explore how, within a short duration, software system vendors can quickly integrate themselves into the customer environment, explore customer needs, identify core problems, and propose suitable plans for information system. We try to find some way to review information systems plans to ensure that customer’s different level needs about strategy, management and operation are met.
In teaching notes, we applied the concept of IT Artifacts to analysis of case studies. The goal was to identify how IT Artifacts can be used during the planning phase to determine whether project plans are in line with organizational needs, identify potential risks, build consensus between the company and software supplier, and enhance the quality and accuracy of project plans.

摘 要 0
ABSTRACT 1
誌 謝 2
資訊系統不合用？那當初為什麼要買？ 1
D公司簡介 2
D公司售前、售後分工方式 3
售前顧問的工作挑戰 3
售前顧問ROBERT的難題 4
成功案例一 6
E公司的成功案例 6
E公司案例的啟發 10
成功案例二 11
T公司的成功案例 11
T公司案例的啟發 14
成功案例三 15
K公司的成功案例 15
K公司案例的啟發 19
售前顧問ROBERT的心得 20
客戶A公司真的發客訴函給總經理了 21
ROBERT的新希望 21
壹、 個案討論 23
一、 個案總覽 23
二、 教學目標與適用課程 23
三、 學員課前討論問題 26
四、 學員課前準備 27
五、 個案背景 27
六、 個案分析 28
七、 教學建議 48
八、 板書規劃 49
1. 課程教案板書一：資訊系統引進的成敗原因 49
2. 教學個案板書二：溝通模型 49
3. 教學個案板書三：資訊科技框架 49
4. 教學個案板書四：IT Artifacts (以E公司為例) 51
中文參考文獻 52
英文參考文獻 52
網站部分 52

中文參考文獻
張玲星、顏河清，「電腦化過程參與成員認知差異之研究－以科技框架分析」，資訊管理展望，第8卷，第1期，頁27-44 (2006)
林志明，「以設計科學角度探索知識管理系開發：以MIC為例」，碩士論文，國立台灣科技大學 (2011)
英文參考文獻
David K. Berlo, The Process of Communication, New York: Holt, Rinehart, and Winston (1960)
Henderson, J. C., and Venkatraman, N., "Strategic alignment: Leveraging information technology for transforming organizations", IBM Systems Journal, Vol. 32, No1, pp. 472-484 (1993)
March, S., and Smith, G., “Design and Natural Science Research on Information Technology”, Decision Support Systems (15), pp. 251-266 (1995)
Orlikowski, W. J. & Gash D. C., “Technological Frames: Making Sense of Information Technology in Organizations”, ACM Transactions on Information Systems. Vol. 12, No. 2, pp. 174-207 (1994)
Sophia B. Kuchmistaya, Incorporation of Joint Application Design (JAD) In Systems Requirement Determination, MSIS 488: Information Systems Analysis (2001)
網站部分
DIGITIMES：http://www.digitimes.com.tw
IT Home：http://www.ithome.com.tw
MBA智庫百科：http://wiki.mbalib.com
維基百科： http://www.wikipedia.org/
公開資訊觀測站：http://newmops.twse.com.tw