臺灣博碩士論文加值系統

退化性關節炎已是國內邁入老年化趨勢的常見疾病，而目前臨床 醫師也會採用較新的療法血小板血漿分離套組幫助病人修復患處損傷 及改善患處功能，所以藥商正積極提升血小板血漿分離套組市場銷量 以期增加營收，因此，本研究以中部地區醫院之臨床醫師為研究對 象，探討如何提升藥商銷售血小板血漿分離套組績效並找出其關鍵因 素，以提供藥商增加業績之參考。

本研究蒐集相關文獻資料與使用德懷術研究方法，並邀請多位專 家進行討論，在經過深度訪談和三次的德懷術專家問卷，透過數據統 計分析出專家們對於「提升藥商銷售血小板血漿分離套組績效之研究以中部地區醫院為例」的共識。分別為：（一）環境因素（二）服務因 素（三）行銷因素（四）產品因素，計四個構面，及「注射 prp 時病人 舒適度」、「注射前醫護衛教」、「抽血至離心流程」、「醫療院所提供設 備與環境」…等十四項關鍵因素。

本研究結果分析出提升藥商銷售血小板血漿分離套組績效之研究以中部地區醫院為例之關鍵成功因素，提供販售血小板血漿分離套組 織藥商及醫療器材商藉由相關關鍵因素做為改善之參考，進而達到提 升應收績效之目的。

Degenerative arthritis has become a common disease in the trend of aging in Taiwan. At present, clinical physicalist will use the newer treatment platelet-rich plasma purification kit to help patients repair the damage of the pain area and improve the function of the affected area. Therefore, the pharmaceutical company is actively promoting platelet-rich plasma purification kit market sales in order to increase revenue, therefore, this study used clinical physicalist in central hospitals to study how to improve the performance of pharmaceutical company to sell platelet-rich plasma purification kit and identify key factors to provide increased performance of pharmaceutical company. This research collects relevant literature and uses the research method of Delphi Technique, and invites a number of experts to discuss. After indepth interviews and three times of the Delphi Technique expert questionnaire, through statistical analysis, experts have expressed the promotion of a study of improving the sales performance of platelet-rich plasma purification kit of pharmaceutical company-take the central region in Taiwan as an example. They are: (1) environmental factors (2) service factors (3) marketing factors (4) product factors, including four facets, and "patient comfort when injecting prp", "pre-injection medical education", "the process from blood draw to the centrifugation”, “equipment and environment of the medical institution”,and fourteen key factors in total. The results of this study analyze the key success factors for performance of improving the sales performance of platelet-rich plasma purification kit of pharmaceutical company-take the central region in Taiwan as an example . Provides the sale of platelet-rich plasma purification kit, pharmaceutical company and medical equipment company as a reference for improvement through relevant key factors in order to improve the reference, and to achieve the purpose of improving the performance of receivables.

摘要............................................................................................................ i Abstract .....................................................................................................ii 誌 謝..................................................................................................iii 目 錄................................................................................................... v 圖索引.....................................................................................................vii 表索引....................................................................................................viii 第一章 緒論………………………………………………………………..1 第一節 研究背景與動機……………………………………………..1 第二節 研究目的……………………………………………………..4 第三節 研究範圍與限制……………………………………………..5 第四節 重要名詞釋義………………………………………………..6 第五節 研究流程……………………………………………………..8 第二章 文獻探討 ....................................................................................11 第一節 PRP 介紹.............................................................................11 第二節 提升藥商營收績效文獻探討..............................................15 第三節 德懷術相關的文獻探討與整理……………………………18 第三章 研究方法與實施.........................................................................24 第一節 研究架構.............................................................................24 第二節 研究方法.............................................................................25 第三節 研究工具.............................................................................30 第四節 問卷資料整理.....................................................................33 第五節 效度與信度分析.................................................................35 第四章 研究結果與分析.........................................................................37 第一節 半開放式問卷資料分析.....................................................37 第二節 德懷術專家問卷資料分析 .................................................40 第三節 統計結果與整理…………………………………………...58 第四節 研究發現…………………………………………………...59 第五章 結論與建議.................................................................................67
第一節 結論 ....................................................................................67 第二節 建議 ....................................................................................68 參考文獻..................................................................................................72 附錄..........................................................................................................75 附錄一、半開放式訪談問卷...........................................................75 附錄二、第一次德懷術調查問卷 ...................................................83 附錄三、第二次德懷術調查問卷 ...................................................89 附錄四、第三次德懷術調查問卷 ...................................................95

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三、網站部份
台灣博碩士論文知識加值系統。檢索日期：2018/01/10。
https://ndltd.ncl.edu.tw/cgi
bin/gs32/gsweb.cgi/ccd=N.qdb./search#result
華藝線上圖書館。檢索日期：2018/01/10。
https://www.airitilibrary.com/
國家圖書館。檢索日期：2018/01/10。
https://www.ncl.edu.tw/