臺灣博碩士論文加值系統

處於科技快速變遷的世代中，研發不再是維持持久性競爭優勢的唯一方式，而尋找與發展公司內部性與外部性的競爭優勢的來源，是當今最大的挑戰與難題。本次研究的主題是探討醫藥生物科技的業務人員的業績績效與授權之間的關聯性。我們針對業務人員的五項任務﹕市場及客戶資訊收集及分析、銷售策略制定、現場銷售、客戶溝通、客戶服務等等，分析其授權相對應的成本與效益項目，以了解不同的授權程度如何影響業務團隊的績效﹔並探討不同業務地區、職位與年資如何影響授權的成本與效益項目。我們藉由問卷得到了下列幾項初步的結論﹕
1.業務人員之授權程度高者對銷售績效表現較佳
2.授權程度應以地區不同而異
3.不同年資之業務人員因經驗知識之累積不同對授權看法不同
4.職等不同對授權的看法不同成立
此研究之初步結果提供給有意願要研究授權機制的研究人員一個思考的方向與參考。

Rapid changes in technology generation are to accelerate the competition of bio-pharmaceutical industry. Today’s greatest challenges and problems in such a fast change, R & D is no longer a sustainable competitive advantage to maintain the only way to find and develop the internal resistance and external sources of competitive advantage. The main theme of this study was to explore the correlation between the team sales per-formance of medical sales representative in biopharmaceutical and the cost or benefit of delegation.
This study tried to find the implementation from the 5 major tasks; market and customer information collection and analysis, sales strategy development, field sales, customer communication, customer service. Analysis the delegation rela-tive costs and benefits should be to understand the effect of delegation on performance of the sales team. To explore different areas, positions and working experience which affect the costs and benefits of delegation. Through survey we got the preliminary con-clusions are in below:
1.The high effect of delegation induced the high sales performance.
2.Different Area will impact the effect of delegation.
3.The sales representatives will have different opinion of delegation due to the experience of assemble knowledge.
4.The position will reflect the different opinion of delegation.
The preliminary results of this study will provide a mechanism to empower re-searchers to reflect on the direction and reference.

摘要 I
ABSTRACT III
誌謝 IV
圖目錄 VI
表目錄 VI
第1章 緒論 7
第2章 文獻探討 9
第一節 企業組織的能耐(THE NATURE AND DYNAMICS OF ORGANIZATIONAL CAPABILITIES) 9
第二節 代理理論(AGENCY THEORY) 11
第三節 決策權之探討(DECISION RIGHT) 13
第四節 任務分派、決策權分派研究與假設推導 15
第3章 研究方法 24
第一節 研究架構 24
第二節 研究變數之定義與衡量 25
第4章 實證結果與分析 27
第一節 資料蒐集 27
第二節 分析結果之統計 28
第三節 影響因素之分析與探討 38
第5章 結論與建議 39
第一節 研究結論 39
第二節 研究限制與建議 41
參考文獻 42
附錄 44
附件一：授權與業務人員之銷售關聯性之問卷 44
附件二：授權效益之分析(以地區做為分析) 50

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