Selling chain reengineering enabled by information technology: a case of data general corporation.
Jazyk: | angličtina |
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Rok vydání: | 1997 |
Předmět: | |
Druh dokumentu: | Bibliografie |
Popis: | by Leung Man-Wai, Dannie. Thesis (M.B.A.)--Chinese University of Hong Kong, 1997. Includes bibliographical references (leaves 68-70). p.i TABLE OF CONTENTS --- p.ii Chapter Chapter I. --- INTRODUCTION --- p.1 Chapter II. --- METHODOLOGY --- p.5 Chapter III. --- LITERATURE REVIEW --- p.7 Reengineering --- p.7 What is Reengineering? --- p.7 Approaches to Reengineering --- p.10 The Role of Management in Reengineering --- p.11 Why Reengineering Project Failed and Succeeded? --- p.13 Relationship Between Reengineering and Information Technology --- p.14 Human Dimensions in Reengineering --- p.16 The Concept of Selling Chain Management --- p.18 Chapter IV. --- REENGINEERING THE SELLING CHAIN AT DATA GENERAL CORPORATION --- p.20 Company Background --- p.20 Call to Action --- p.21 The Reengineering Competency Group --- p.22 Reengineer the Selling Chain --- p.24 Problems Before Reengineering --- p.24 Three Phases of Reengineering --- p.27 Redesign Concepts Applied --- p.37 The Lessons Learnt --- p.38 The Reengineered Data General --- p.42 Critical Success Factors of Data General Reengineering --- p.42 Chapter V. --- TECHNOLOGY-ENABLED SELLING --- p.45 Aligning Technology-Enabled Selling with Selling Chain Management --- p.45 What Is Technology-Enabled Selling? --- p.46 The Impact of the Sales Organization on SCM --- p.46 A Transition in Customer Relationships --- p.47 Moving the Decision Point --- p.47 Fact-Based Presentation --- p.48 Optimizing the Selling Chain and Maximizing Profit --- p.49 The Building Blocks of Technology-Enabled Selling --- p.49 Opportunity Management System --- p.49 Marketing Information System --- p.50 Sales Configuration System --- p.51 Sales Order Management System --- p.53 The Interactive Selling System --- p.53 Which Building Block Should be Implemented First? --- p.54 Leveraging the Benefits of Technology-Enabled Selling --- p.55 Avoiding the Cost-Reduction Pitfall --- p.55 Understand the Market Force --- p.56 Demonstrating Customer Value --- p.57 Selling Models Consideration --- p.58 Chapter VI. --- REDESIGNING DATA GENERAL'S SELLING CHAIN IN ASIA --- p.62 Chapter VII. --- CONCLUSION --- p.67 BIBLIOGRAPHY --- p.68 |
Databáze: | Networked Digital Library of Theses & Dissertations |
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