臺灣博碩士論文加值系統

隨著歷史的發展，科技的演進人們學會了製造了工具，學會了使用天然的木材，石材到金屬來製作方便人類使用的產品包含了食衣住行，生活一日比一日更進步也更方便。然而隨著天然資源因人類的發展需求增加但畢竟這資源有限，直到了十九世紀塑膠這種原料被發明了出來，能以更低的成本也接近天然原物料的性能來取代了原本需求大量的木材、金屬、石材。一直到現在，發展了更優異性能的工程塑膠來滿足日新月異的人類科技和產品，百家爭鳴無不想在市場上維持其知名度和市場佔有率，也幫助了人類持續的向前走。歐美日的工程塑膠供應商幾乎每分每秒的都在競爭著。

本研究透過華碩電腦在選擇USB-Type C的工程塑膠的個案討論中來尋找歐洲工程塑膠D公司所在的現行電子資訊業的環境中最適合的銷售模式，達到取得專案成功的方法。希望藉由本研究的成果，讓工程塑膠產業的銷售過程當中能夠更有效率，服務更上一層樓，對整個人類的進步有所貢獻。

With the development of history, the evolution of science and technology that people learned to create a tool to learn the use of natural wood, stone to metal to facilitate the use of human, life become more and more convenient. As human development needs increased, but all-natural resources are limited until the nineteenth century, plastic was invented with lower cost and equivalent performance in stead of natural raw materials. Until now, the development of a more excellent performance of engineering plastics to meet the ever-changing human technology and products, a hundred schools of thought contend with all the market to maintain its visibility and market share, but also help the human to move forward. Europe and the United States on the engineering plastics suppliers almost every minute in the competition.
Through the ASUS computer in the selection of USB-Type C engineering plastic case study to find the European engineering plastics D company where the current electronic information industry environment, the most suitable sales model, to achieve a successful project approach. Hope that the results of this study, so that the engineering plastics industry sales process which can be more efficient, a higher level of service, contribute to the progress of the whole human.

中文摘要 i
英文摘要 ii
誌謝 iv
目錄 v
表目錄 vii
圖目錄 viii
第一章 緒論 1
1.1 研究背景 1
1.2 研究動機 2
1.3 研究目的 3
1.4 研究流程 4
第二章 文獻探討 5
2.1 工程塑膠產業 5
2.1.1 工程塑膠定義與應用 5
2.1.2 工程塑膠市場概況 7
2.2 連接器產業市場概況 11
2.3 製造服務化 14
2.4 銷售行爲 15
2.4.1 適應性銷售行為 16
2.4.2 顧客導向銷售行為 17
2.4.3 關係式銷售行為 18
2.4.4 顧問式銷售行為 19
第三章 研究方法 21
3.1 研究方式 21
3.2 分析方法 22
3.3 研究對象 29
第四章 個案研究結果與討論 32
4.1 工程塑膠供應商D公司簡介 32
4.2 華碩電腦簡介 35
4.3 連接器USB Type C簡介 36
4.4 訪談結果 38
4.4.1客戶端訪談 38
4.4.2 D工程塑膠公司銷售團隊訪談 54
4.5 分析與討論 58
4.5.1個案D公司之五力分析 58
4.5.2個案D公司產品服務與銷售行為之商業模式九宮格分析 59
第五章 結論與建議 63
5.1 結論 63
5.2 建議 65
參考文獻 66
中文 66
英文 67

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