Intention of Contribution of Business Persons to Organizational Performance in the Shipping Industry: The Case of P Company
| Autor: | CHEN YA FANG, 陳雅芳 |
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| Rok vydání: | 2018 |
| Druh dokumentu: | 學位論文 ; thesis |
| Popis: | 高階經營管理碩士在職專班(EMBA) 106 There has been seen the intense competition among numerous shipping companies in Taiwan. To avoid a price war or fall into a myth of winning via low price, one of the key successes is to maintain good service relationships between salesperson and customers. In such a high competitive industry, it is important for a salesperson to develop differences in professionalism, timeliness, and price among competitors. To do so, the salespersons have to strengthen their core competencies and integrate company resources to meet the fast-changing business strategy. However, literature has paid limited attention to the operation performance that salespersons contribute to their company. The research thesis is motived to conduct a qualitative case study that focuses on the P shipping company. Based on the balanced scorecard approach that includes dimensions of finance, customer, internal process, and learning and growth, the research presents findings by analyzing data collected from ten salespersons in P case company. The findings that are related to salespersons’ contribution perceptions are: (1) relationship and credibility line, (2) ship classes and finance, (3) service and information facilitation, (4) service stability, (5) service resilience, and (6) service experience and value-added relationships. The research implications and suggestion are used to support making operational decisions of P case company. |
| Databáze: | Networked Digital Library of Theses & Dissertations |
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