臺灣博碩士論文加值系統

L公司為一專業的進口代理商(中間商)，在開放平行輸入的現今，跟許多產品代理商一樣面臨著貿易商(水貨商)的衝擊。當產品的來源一致，、品質一貫時，正牌代理商比貿易商多出了不少成本，例如，合法進口的關稅、貨物稅、營業稅、較高的人事管銷、售後服務的人事成本、庫存、零件備料與特殊商品送政府間關檢驗費用。
網路發達的交易模式不論是B2B、B2C、C2C、O2O還是C2B，都能有效降低中間人事成本，讓工廠、生產者、最終消費者能直接溝通與交易。
此研究期盼能經由L公司的案例，解析現今的情勢，來提出顧客關係、銷售人員的專業知識、顧客的信任度與購買意願的關聯性，提供代理商(中間商) 一些提升的參考意見。
研究生利用問卷調查法作為研究論述之工具，依照顧客的年齡、性別、行業別、職務、教育程度與年營業額，交叉比對。並依據資料分析結果，提供相關的理論發展與實務應用之建議。

Company L is a professional import agent. Today, with the opening of parallel imports, like many product agents, it is facing the impact of traders. When the source of the product is consistent and the quality is consistent, the authentic agent has a lot of costs more than the trader, for example, the legal import tariff, goods tax, business tax, higher personnel management, after-sales service personnel costs, Inventory, spare parts preparation, and special commodities are sent to the government for inspection.
No matter whether it is a B2B, B2C, C2C, O2O, or C2B, the well-developed transaction model on the Internet can effectively reduce intermediary personnel costs, allowing factories, producers, and final consumers to communicate and trade directly.
This research is expected to analyze the current situation through the case of Company L, to propose the relationship between customer relations, salesperson expertise, customer trust and purchase intention, and provide some improved reference opinions for agents.
Graduate students use questionnaire survey as a tool for research and discussion, according to the customer's age, gender, industry, position, education level and annual turnover, cross-check. And based on the results of the data analysis, it provides relevant theoretical development and practical application suggestions.

第一章 導論 1
第一節研究背景 1
第二節問題形成 3
第三節研究流程 4
第二章 產業背景概述 5
第一節產業分析 7
第二節競爭者分析-五力分析 12
第三章 研究方法 15
第一節研究架構 15
第二節研究對象 17
第三節問題調查方法與定義 19
第四章 實證結果與分析 21
第一節敘述型統計分析與樣本特性 22
第二節銷售人員之行為與背景資料差異交叉比對 24
第三節產品使用經驗與背景資料交叉比對 33
第四節購買意願與背景資料交叉比對 40
第五節品牌形象與背景資料交叉比對 51
第五章 結論與建議 59
第一節結論 59
第二節未來研究建議 60
參考文獻 63
附錄 66

一、中文部份
圖書期刊:
1.行政院經濟建設委員會(2013)。台灣經濟發展歷程與策略。台北市:行政院經濟建設委員會
2.顏建發、黃琬珺(2013)。從國際政經觀點看中國經濟發展的成就與難題。台灣國際研究季刊，9(3)，71-92
3.Porter, M. E.，2008，策略領導再升級波特新論競爭五力，哈佛商業評論全球繁體中文版，新版第17期，85-104
網路資源:
1.經濟部加工出口區管理處(2017)創設沿革。上網日期 2019 年 11月8日，檢自https://www.epza.gov.tw/page.aspx?pageid=45da8e73a81d495d。
2.詹佳俊(2015)網路去中間化，台商如何因應歐洲中間商的轉型？上網日期 2019 年 5月25日，檢自https://www.bnext.com.tw/article/36366/BN-2015-05-26-233011-112。
3.陳敬典(2019) 車輛產業調查與分析，2018全球汽車銷售約9,560輛上網日期 2019 年 3月20日，檢自https://www.artc.org.tw/chinese/03_service/03_02detail.aspx?pid=13338。




二、英文部份
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9.Davide Sher(2019).This is how we are going to focus on AM for part production in aviation, automotive and medical.Oerlikon website. Retrieved November 23,2019,from https://www.3dprintingmedia.network/mtc3-sven-hicken-am-for-part-production/
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12.Lagace, R. R., R. Dahlstrom & J. B. Gassenheimer(1991),"The Relevance of Ethical Salesperson Behavior on Relationship Quality: The Pharmaceutical Industry," Journal of Personal Selling and Sale Management, 11(4),pp39-47
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