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題名:顧客關係管理系統互動性之實驗分析
作者:楊棠堯 引用關係
作者(外文):Tarng-Yao Yang
校院名稱:國立成功大學
系所名稱:企業管理學系碩博士班
指導教授:張海青
學位類別:博士
出版日期:2002
主題關鍵詞:實驗設計顧客價值互動性顧客關係管理Experimental analysisCustomer valueInteractionCustomer relationship management
原始連結:連回原系統網址new window
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  網際網路(Internet)已經持續地重新定義企業的運作規則,愈來愈多的公司已經覺得顧客關係管理(Customer Relationship Management, CRM)是確保他們能夠在網路經濟(Internet economy)下存活的不可或缺要素。鑑於目前對於CRM系統之顧客價值的相關研究仍相當缺乏,本論文從消費者角度切入,發展一個可用來衡量CRM系統顧客價值的量表,並進而探討CRM系統互動性對顧客價值之影響。
  本論文之目的可分成三部分:第一部份在探尋消費者對顧客關係管理系統中之各類價值需求,進一步發展出衡量顧客關係管理系統之顧客價值量表;第二部分在探討不同消費者人口統計變項與顧客關係管理中顧客價值需求之關係;第三部分則在分析顧客關係管理系統中不同的互動機制層次—基本互動層、進階互動層及差異互動層,對顧客價值之影響。第一部分主要是以個案訪談方式進行,第二部分利用問卷調查與統計分析方法進行,至於第三部分則是採用較嚴謹的實驗分析方法進行。
  
  研究結果如下:(1)個案訪談結果歸納出二十五項顧客關係管理顧客價值需求項目,這二十五個項目經由因素分析可彙整為「資訊內容」、「顧客支援」、「網頁展示」、「系統設計」以及「安全機制」五個構面。(2)在消費者人口統計變項與顧客價值的分析上發現,部分人口統計變項確實會影響消費者對於CRM系統之顧客價值需求。(3)上述各類顧客價值構面會受到互動機制層次、互動機制層次與WWW使用經驗兩者之交互作用、互動機制層次與WWW使用經驗及WWW購物經驗三者之交互作用所影響,其中又以互動機制層次的影響最為顯著。此外,由差異分析亦可發現,隨著互動機制層次的提升,消費者對於CRM系統顧客價值認知程度也會隨之增加。
 As the Internet continues to redefine the rules of doing business, more and more online firms are turning to customer relationship management (CRM) as a means of ensuring their survival in the Internet economy. Due to the lack of researches related customer values of CRM system, this paper develops an instrument to measure customer values of CRM system from the perspective of consumers, and further, this research also explores the effect of interaction between customers and CRM systems on customer values.
 This study has three purposes: (1) To find out various customer value items of CRM system, and to develop new scales which are directly targeted to CRM system. (2) To explore the relationships of various demographic variables and customer value requirements of CRM system. (3) To examine the effect of interaction between customers and CRM systems on customer values. Purpose (1) is accomplished by case-study approach, purpose (2) is by questionnaire survey and statistical method, while purpose (3) is by experimental analysis.
 The results are as follows: (1) The case-study identifies twenty-five customer value items, a factor analysis further groups the 25-item instrument measures into five dimensions of CRM system: information context, customer support, web appearance, system design, and security mechanism. (2) In the analysis of demographic variables and customer values, it appears that some demographic variables surely affect the consumers’ perceptions to customer values. (3) Interaction levels, the two-way interactions between interaction levels and WWW use experience, and the three-way interactions between interaction levels, WWW use experience, and WWW shopping experience may affect the perceptions of customer values. Among them, the effect of “interaction levels” is notably significant. Furthermore, it appears that interaction levels may help increase the perceptions of customer values.
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