Selling chain reengineering enabled by information technology: a case of data general corporation.

Jazyk: angličtina
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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