:::

詳目顯示

回上一頁
題名:資料探勘技術於台灣製藥產業客戶價值分析-行銷策略與銷售人力績效特質之探討
作者:江淑惠
作者(外文):Shui-Hui Chia
校院名稱:銘傳大學
系所名稱:企業管理學系博士班
指導教授:莊懿妃
翁振益
學位類別:博士
出版日期:2014
主題關鍵詞:決策樹製藥產業資料探勘客戶價值銷售人力Sales forceDecision treeCustomer valuePharmaceutical industryData mining
原始連結:連回原系統網址new window
相關次數:
  • 被引用次數被引用次數:期刊(0) 博士論文(0) 專書(0) 專書論文(0)
  • 排除自我引用排除自我引用:0
  • 共同引用共同引用:0
  • 點閱點閱:2
學名藥的銷售競爭激烈,醫療院所的需求不易預期下,醫藥行銷活動往往未能配合醫療院所的特性。為了鞏固藥品研發的優勢,減少管銷成本,製藥產業同時運用本身的與代理商的銷售人力,而有銷售績效不易控制的管理困境。本文應用的實際資料庫,內含台灣88家製藥商與663家醫療院所的交易資料,反應49位銷售人員的銷售業績,基於客戶導向與銷售績效維護的理念,系統化整合交易頻次、交易金額及契約時間三項指標,作為客戶價值分類的基準,將醫療院所分成四類。之後,衍生客戶家數、全年接單數目、配送點數目、團隊取單、經驗值等五項變數,作為衡量銷售人力的績效指標。再由C5.0決策樹挖掘不同客戶群的採購行為規則,以及製藥商的自有人力與代理商的銷售人力,在不同客戶群的運用規則,最後,配合其他相關變數的統計結果,歸納不同價值的客戶群對應的行銷策略與銷售人力委外策略。研究結果,除提供製藥產業瞭解醫療院所的交易特性,有助於醫藥行銷外,亦可提供其他B2B的業者,規劃銷售管理及維繫長期客戶關係管理的參考。
The intensive competition of generics selling and the unpredictable of medical demand make the pharmaceutical marketing activities often unable to meet the demand characteristics of healthcare institutions. In order to consolidate the advantages of drug development and to reduce the marketing cost, pharmaceutical industry has to outsource sales force to agents. Thus, sales performance controlling is difficult. In this study, the research sample contains the transaction data of 88 pharmaceutical manufacturers and 663 healthcare institutions in Taiwan. Those transaction data reacts the sales performance of 49 sales persons. This study systematic integrates Frequency, Monetary and Contract term (FMC) indicators to divide healthcare institutions into four types. Then, Number of customer, Number of orders, Number of distribution destinations, Team work, and Experience had been derivatived from database to respond to sales force performance. C5.0 decision tree is used to mining purchasing behavior difference among customer groups. The sales force application rules in regarding to customer groups are also explored. Finally, combining with other statistical results of relevant variables, this study provides marketing, and sales force outsourcing strategies to the pharmaceutical industry. These research results provide references to pharmaceutical industry and other B2B business in maintaining long-term customer relationship and planning sales force management.
ㄧ、英文部分
1.Abdullah, L. M. &; Verner, J. M. (2012). Analysis and application of an outsourcing risk framework. Journal of Systems and Software, 85(8), 1930-1952.
2.Ahearne, M., Rapp, A., Hughes, D. E., &; Jindal, R. (2010). Managing sales force product perceptions and control systems in the success of new product introductions. Journal of Marketing Research, 47(4), 764-776.
3.Ali, S. &; Smith, K. A. (2006). On learning algorithm selection for classification, Applied Soft Computing, 6(2), 119-38.
4.Alt, R., &;Ouml;sterle, H., &; Puschmann, T. (2003). Customer relationship management architecture in the pharmaceutical industry. International Journal of Healthcare Technology and Management, 5(3), 296-314.
5.Alt&;#305;n&;ccedil;ay, H. (2007). Decision trees using model ensemble-based nodes. Pattern Recognition, 40(12), 3540-3551.
6.Anderson, E. &; Schmittlein, D. C. (1984). Integration of the sales force: An empirical examination. Rand Journal of Economics, 15(3), 385-395.
7.Andrius, J. &; Arvydas, B. (2010). Customer value: Determination in undefined environment. Management of Organizations: Systematic Research, 53(1), 7-18.
8.Arminger, G., Enache, D., &; Bonne, T., (1997). Analyzing credit risk data: A comparison of logistic discrimination classification tree analysis and feedforward networks. Computational Statistics, 12(2), 293-310.
9.Armstrong, M. (2001). A Handbook of Management Techniques: The Best-selling Guide to Modern Management Methods. Australia: Kogan Page Publishers.
10.Arnold, U. (2000). New dimensions of outsourcing: A combination of transaction cost economics and the core competence concept. European Journal of Purchasing and Supply Management, 6(1), 23-39.
11.Avlonitis, G. J. &; Panagopoulos, N. G. (2007). Exploring the influence of sales management practices on the industrial salesperson: A multi-source hierarchical linear modeling approach. Journal of Business Research, 60(7), 765-775.
12.Bagozzi, R. P. (1974). Marketing as an organized behavioral system of exchange. Journal of Marketing, 38 (4), 77-81.
13.Bandura, A. (1982). Self-efficacy mechanism in human agency. American Psychologist, 37(2), 122-147.
14.Barling, J. &; Beattie, R. (1983). Self-efficacy beliefs and sales performance. Journal of Organizational Behavior Management, 5(1), 41-51.
15.Barrick, M. R., Mount, M. K., &; Judge T. A. (2001). Personality and performance at the beginning of the new millennium: what do we know and where do we go next? International Journal of Selection and Assessment, 9(1/2), 9-30.
16.Barrick, M. R., Stewart, G. L., &; Piotrowski, M. (2002). Personality and job performance: Test of the mediating effects of motivation among sales representatives. Journal of Applied Psychology, 87(1), 43-51.
17.Barry, J. &; Terry, T. S. (2008). Empirical study of relationship value in industrial services. Journal of Business &; Industrial Marketing, 23 (4), 228-241.
18.Belcourt, M. (2006). Outsourcing: The benefits and risks. Human Resource Management Review, 16(2), 269-279.
19.Bellazzi, R. &; Zupan, B. (2008). Predictive data mining in clinical medicine: Current issues and guidelines. International Journal of Medical Informatics, 77(2), 81-97.
20.Berry, J. A. &; Linoff, G. (1997). Data Mining Techniques: For Marketing, Sales, and Customer Support. New York: John Wiley &; Sons, Inc.
21.Berry, M. J. A. &; Linoff, G. (2004). Data Mining Techniques: For Marking, Sales, and Customer Relationship Management (2th ed.). New York: John Wiley &; Sons, Inc.
22.Berson, A. &; Smith, S. J. (1997). Data Warehousing, Data mining, and OLAP. New York: McGraw-Hill.
23.Biemans, W. G., Bren&;#269;i&;#269;, M. M., &; Malshe, A. (2010). Marketing–sales interface configurations in B2B firms. Industrial Marketing Management, 39(2), 183-194.
24.Blocker, C. P. &; Flint, D. J. (2007). Customer segments as moving targets: Integrating customer value dynamism into segment instability logic. Industrial Marketing Management, 36(6), 810-822.
25.Bose, I. &; Mahapatra, R. K. (2001). Business data mining- A machine learning perspective. Information &; Management, 39(3), 211-225.
26.Bouvy, M. L. &; Egberts, T. C. G. (2000). Consequences of a change in reimbursement status on prescription patterns. European Journal of Clinical Pharmacology, 56 (6/7), 511-2.
27.Breiman, L., Friedman, J., Olsen, R., &; Stone, C. (1984). Classification and Regression Trees. Monterey: Wadsworth and Brooks.
28.Butler, M. G. &; Callahan, C. M. (2014). Human resource outsourcing: Market and operating performance effects of administrative HR functions. Journal of Business Research, 67(2), 218-224.
29.Cadez, S. &; Guilding, C. (2012). Strategy, strategic management accounting and performance: A configurational analysis. Industrial Management &; Data Systems, 112(3), 484-501.
30.Campbell, N. C. G. &; Cunningham, M. T. (1983). Customer analysis for strategy development in industrial markets. Strategic Management Journal, 4(4) 369-380.
31.Cannon, J. P. &; Homburg, C. (2001). Buyer-supplier relationships and customer firm costs. Journal of Marketing, 65(1), 29-43.
32.Cano, J. R., Herrera, F., &; Lozano, M. (2007). Evolutionary stratified training set selection for extracting classification rules with trade off precision-interpretability. Data &; Knowledge Engineering, 60(1), 90-108.
33.Chen, I. J. &; Popovich, K. (2003). Understanding customer relationship management (CRM): People, process and technology. Business Process Management Journal, 9(5), 672- 88.
34.Chen, Y. L., Kuo, M. H., Wu, S. Y., &; Tang, K. (2009). Discovering recency, frequency, and monetary (RFM) sequential patterns from customers purchasing data. Electronic Commerce Research and Applications, 8(5), 241-51.
35.Cheng, C. H. &; Chen, Y. S. (2009). Classifying the segmentation of customer value via RFM model and RS theory. Expert Systems with Applications, 36(3), 4176-4184.
36.Cheng, C. J., Chiu, S.W., Cheng, C. B., &; Wu, J. Y. (2012). Customer lifetime value prediction by a Markov chain based data mining model: Application to an auto repair and maintenance company in Taiwan. Scientia Iranica, 19(3), 849-855.
37.Chien, C. F. &; Chen, L. F. (2008). Data mining to improve personnel selection and enhance human capital: A case study in high-technology industry. Expert System with Applications, 34(1), 280-290.
38.Cheng, C. &; Hsieh, C. R. (2005). Economic analysis of NHI pharmaceutical policies and drug expenditures. Socioeconomic Law and Institution Review, 35(1), 1-42.
39.Cho, Y. O., Kim, J. K., &; Kim, S. H. (2002). A personalized recommender system based on web usage mining and decision tree induction. Expert Systems with Applications, 23(3), 329-342.
40.Chou, C. C., Lee, M. S., Ke, C. H., &; Chung, M. H. (2004). Prescription patterns of hypertension-National Health Insurance in Taiwan. Journal of the Chinese Medical Association, 67(1), 123-130.
41.Chu, C. L., Chiang, T. L., &; Chang, R. E. (2011). Hospital competition and inpatient services efficiency in Taiwan: A longitudinal study. Health Economics, 20(10), 1268-1280.
42.Chuang, Y. F., Chia, S. H., &; Wong, J. Y. (2013). Customer value assessment of pharmaceutical marketing in Taiwan. Industrial Management &; Data System, 113(9), 1315-1333.
43.Civaner, M. (2012). Sale strategies of pharmaceutical companies in a “pharmerging” country: The problems will not improve if the gaps remain. Health Policy, 106(3), 225- 232.
44.Compagni, A., Cavalli, L., &; Jommi, C. (2008). Pharmaceutical companies and Italian regional governments: Managing relationships in an increasing institutional complexity. Health Policy, 87(3), 333-341.
45.Cravens, D. W., Lassk, F. G., Low, G. S., Marshall, G. W., &; Moncrief, W. C. (2004). Formal and informal management control combinations in saes organizations: The impact on salesperson consequences. Journal of Business Research, 57(3), 241-248.
46.Craven, M. W. &; Shavlik, J. W. (1997). Using neural networks for data mining. Future Generation Computer Systems, 13(2), 221-229.
47.Crespo, F. &; Weber R. (2005). A methodology for dynamic data mining based on fuzzy clustering. Fuzzy Sets and Systems, 150(2), 267-284.
48.Crittenden, V. L. &; Crittenden, W. F. (2004). Developing the sales force, growing the business: The direct selling experience. Business Horizons, 47(5), 39-44.
49.Curram, S. P. &; Mingers, J. (1994). Neural networks, decision tree induction and discriminant analysis: An empirical comparison. The Journal of the Operational Research Society, 45(4), 440-450.
50.Curt, H. (1995). The devil’s in the detail: Techniques, tools, and applications for database mining and knowledge discovery-part 1. Intelligent Software Strategies, 6(9), 1-15.
51.Danese, P. (2013). Supplier integration and company performance: A configurational view. Omega, 41(6), 1029-1041.
52.Danzon, P. M. &; Chao, L. W. (2000a). Cross-national price differences for pharmaceuticals: how large, and why? Journal of Health Economics, 19(2), 159-195.
53.Danzon, P. M. &; Chao, L. W. (2000b). Does regulation drive out competition in pharmaceutical markets? Journal of Law &; Economics, 43(2), 311-357.
54.Danzon, P. M., Wang, Y. R., &; Wang, L. (2005). The impact of price regulation on the launch delay of new drugs-evidence from twenty-five major markets in the 1990s. Health Economics, 14(3), 269-292.
55.Darmon, R. Y. &; Martin, X. C. (2011). A new conceptual framework of sales force control systems. Journal of Personal Selling &; Sales Management, 31(3), 297-310.
56.Davies, I. A., Ryals, L. J., &; Holt, S. (2010). Relationship management: A sales role, or a state of mind? An investigation of functions and attitudes across a business-to-business sales force. Industrial Marketing Management, 39(7), 1049-1062.
57.Davis, R. N. (2004). No more chances for supply-chain savings? Look again! Healthcare Financial Management, 58 (1), 68-75.
58.Desiraju, R., Nair, H., &; Chintagunta, P. (2004). Diffusion of new pharmaceutical drugs in developing and developed nations. Internal Journal of Research in Marketing, 21(4), 341-357.
59.Dibb, S. &; Simkin, L. (2001). Marketing segmentation: Diagnosing and treating the barriers. Industrial Marketing Management, 30(8), 609-625.
60.Dishman, P. (1996). Exploring strategies forcompanies that use manufacturers’ representatives as their sales force. Industrial Marketing Management, 25(5), 456-461.
61.Dubinsky. A. J. (1999). Salesperson Failure: Sales management is the key. Industrial Marketing Management, 28(1), 7-17.
62.Duda, R. O., Hart, P. E., &; Stork, D. G. (2001). Pattern classification. New York: Wiley.
63.Dwyer, F. R. (1997). Customer lifetime valuation to support marketing decision making. Journal of Interactive Marketing, 11(4), 6-13.
64.Fang, E. A., Wu, Q., Miao, C., Xia, J., &; Chen, D. (2013). The impact of new product &; operations technological practices on organization structure. International Journal of Production Economics, 145(2), 733-742.
65.Fayyad, U., Piatetsky-Shapiro, G., &; Smyth, P. (1996a). The KDD process for extracting useful knowledge from volumes of data. Communications of the ACM, 39(11), 27-34.
66.Fayyad, U., Piatetsky-Shapiro, G., &; Smyth, P. (1996b). From data mining to knowledge discovery in databases. AI Magazine, 17(3), 37-54.
67.Fiss, P. C. (2007). A set-theoretic approach to organizational configurations. Academy of Management Review, 32(4), 1180-1198.
68.Flaherty, K. E. &; Pappas, J. M. (2012). Control mechanisms, idea transfer, and performance in sales organization. Industrial Marketing Management, 41(5), 841-848.
69.Forlay-Frick, P., Gyseghem, E. V., H&;eacute;berger, K., &; Heyden, Y. V. (2005). Selection of orthogonal chromatographic systems based on parametric and non-parametric statistical tests. Analytica Chimica Acta, 539(1/2), 1-10.
70.Frankenberger, K., Weiblen, T., &; Gassmann, O. (2013). Network configuration, customer centricity, and performance of open business models: A solution provider perspective. Industrial Marketing Management, 42(5), 671-682.
71.Freytag, P. V. &; Clarke, A. H. (2001). Business to business market segmentation. Industrial Marketing Management, 30(6), 473-86.
72.Freytag, P. V., Clarke, A. H., &; Evald, M. R. (2012). Reconsidering outsourcing solutions. European Management Journal, 30(2), 99-110.
73.Gadde, L. E. &; H&;aring;kansson, H. (2001). Supply Networks Strategies. England: John Wiley &; Sons, Lnc.
74.Gailly, B., Installe, M., &; Smeers, Y. (2001). A new resolution method for the parametric linear complementarity problem. European Journal of Operational Research, 128(3), 639-646.
75.Gainer, B. &; Padanyi, P. (2005). The relationship between market-oriented activities and market-oriented culture: Implications for the development of market orientation in nonprofit service organizations. Journal of Business Research, 58(6), 854-862.
76.Germain, R. &; Cooper, M. B. (1990). How a customer mission statement affects company performance, Industrial Marketing Management, 19(1), 47-54.
77.Gilley, K. M., Greer, C. R., &; Rasheed, A. A. (2004). Human resource outsourcing and organizational performance in manufacturing firms. Journal of Business Research, 57(3), 232-240.
78.Golalikhani, M. &; Karwan, M. H. (2013). A hierarchical procedure for multi-skilled sales force spatial planning. Computers &; Operations Research, 40(5), 1467-1480.
79.Golfetto, F. &; Gibbert, M. (2006). Marketing competencies and the sources of customer value in business markets. Industrial Marketing management, 35(8), 904-912.
80.Gray, J. V., Roth, A. V., &; Leiblein, M. J. (2011). Quality risk in offshore manufacturing: Evidence from the pharmaceutical industry. Journal of Operations Management, 29(7), 737-752.
81.Gray, N. J., Klein, J. D., Noyce, P. R., Sesselberg, T. S., &; Cantrill, J. A. (2005). Health information-seeking behaviour in adolescence: The place of the internet. Social Science &; Medicine, 60 (7), 1467-1478.
82.Guenzi, P., Pardo, C., &; Georges, L. (2007). Relational selling strategy and key account managers’ relational behaviors: An exploratory study. Industrial Marketing Management, 36(1), 121-133.
83.Guenzi, P. &; Troilo, G. (2007). The joint contribution of marketing and sales to the creation of superior customer value. Journal of Business Research, 60(2), 98-107.
84.Gulati, R. &; Bristow, D. (2005). The impact of relationships-specific adaptations and information exchange on sales agents'' role salience. The Marketing Management Journal, 15(1), 126-139.
85.Gupta, S., Woodside, A., Dubelaar, C., &; Bradmore, D. (2009). Diffusing knowledge-based core competencies for leveraging innovation strategies: Modelling outsourcing to knowledge process organizations (KPOs) in pharmaceutical networks. Industrial Marketing Management, 38(2), 219-227.
86.Ha, S. H. (2007). Applying knowledge engineering techniques to customer analysis in the service industry. Advanced Engineering Informatics, 21(3), 293-301.
87.Hadaya, P. &; Cassivi, L. (2007). The role of joint collaboration planning actions in a demand-driven supply chain. Industrial Management &; Data System, 107(7), 954-978.
88.Han, J. &; Kamber, M. (2001). Data Mining: Concepts and Techniques. San Francisco: Morgan Kaufmann Publishers.
89.Han, S. H., Lu, S. X., &; Leung, S. C. H. (2012). Segmentation of telecom customers based on customer value by decision tree model. Expert Systems with Applications, 39(4), 3964-3973.
90.Hand, D. J. (1998). Data mining: Statistics and more? The American Statistician, 52(2), 1-5.
91.Handfield, R. B. &; Nichols Jr., E. L. (2004). Key issues in global supply base management. Industrial Marketing Management, 33(1), 29-35.
92.Harper, P. R., Shahani, A. K., Gallagher, J. E., &; Bowie, C. (2005). Planning health services with explicit geographical considerations: A stochastic location–allocation approach. Omega, 33(2), 141-152.
93.Harmancioglu, N. (2009). Portfolio of controls in outsourcing relationships for global new product development. Industrial Marketing Management, 38(4), 394-403.
94.Hawkes, V. A. (2000). The heart of the matter: The challenge of customer lifetime value. CRM Forum Resources, 13(1), 2-10.
95.He, Y. &; Cheung, H. S. (2009). Exploring ant-based algorithms for gene expression data analysis. Artificial Intelligence in Medicine, 47(2), 235-241.
96.Helander, N. &; Ulkuniemi, P. (2012). Customer perceived value in the software business. The Journal of High Technology Management Research, 23(1), 26-35.
97.Henry, D. &; Lexchin, J. (2002). The pharmaceutical industry as a medicines provider. The Lancet, 360(16), 1590-1595.
98.Hiziroglu, A. &; Sengul, S. (2012). Investigating two customer lifetime value models from segmentation perspective. Procedia-Social &; Behavioral Sciences, 62(24), 766-774.
99.Hoekstra, J. C. &; Huizingh, E. K. R. E. (1999). The lifetime value concept in customer-based marketing. Journal of Market-Focused Management, 3(3/4), 257-274.
100.Hogan J. E. (2001). Expected relationship value: A construct, a methodology for measurement, and a modeling technique. Industrial Marketing Management, 30(4), 339-351.
101.Hoque, Z. &; James, W. (2000). Linking balanced scorecard measures to size and market factors: Impact on organizational performance. Journal of Management Accounting Research, 12(1), 1-17.
102.Hosseini, S. M. S., Maleki, A., &; Gholamian, M. R. (2010). Cluster analysis using data mining approach to develop CRM methodology to assess the customer loyalty. Expert Systems with Applications, 37(7), 5259-5264.
103.Hu, Y. H., Wu, F., &; Liao, Y. J. (2013). An efficient tree-based algorithm for mining sequential patterns with multiple minimum. Journal of Systems and Software, 86(5), 1224-1238.
104.Hughes, A. M. (1994). Strategic Database Marketing. Chicago: Probus Publishing Company.
105.Hwang, H., Jung, T., &; Suh, E. (2004). An LTV model and customer segmentation based on customer value: A case study on the wireless telecommunication industry. Expert Systems with Applications, 26(2), 181-188.
106.Jackson, S. E. &; Joshi, A. (2004). Diversity in social context: A multi&;#8208;attribute, multilevel analysis of team diversity and sales performance. Journal of Organizational Behavior Management, 25(6), 675-702.
107.Jackson Jr., D. W., Keith, J. E., &; Schlacter, J. L. (1983). Evaluation of selling performance: A study of current practices. Journal of Personal Selling &; Sales Management, 3(2), 42-51.
108.Jackson Jr., D. W., Schlacter, J. L., &; Wolfe, W. G. (1995). Examining the bases utilized for evaluating salespeoples'' performance. The Journal of Personal Selling and Sales Management, 15(4), 57-65.
109.Jain, D. &; Singh, S. S. (2002). Customer lifetime value research in marketing: a review and future directions. Journal of Interactive Marketing, 16(2), 344-45.
110.James, A. &; Vira, B. (2010). ‘Unionising’ the new spaces of the new economy? Alternative labour organizing in India’s IT enabled services–business process outsourcing industry. Geoforum, 41(3), 364-376.
111.Jason, D., Robyn, D., &; Nathanial, P. (2013). Belief in the unstructured interview: The persistence of an illusion. Judgment &; Decision Making, 8(5), 512-520.
112.Jones, E., Sundaram, S., &; Chin, W. (2002). Factors leading to sales force automation use: A longitudinal analysis. The Journal of Personal Selling and Sales Management, 22(3), 145-156.
113.Joz&;eacute;e, L. &; Arnaud, D. (2005). ICT adoption and moderating effects of institutional factors on salesperson’s communication effectiveness: a contingency study in high-tech industries. Technovation, 25(8), 909-927.
114.Junker, U. (2006). Configuration. In Rossi, F., Beek, P. V., &; Walsh, T. (Eds.), Handbook of Constraint Programming-Foundations of Artificial Intelligence 2 (pp. 839-873). New York: Elsevier Science.
115.Kass, G. (1980). An exploratory technique for investigating large quantities of categorical data. Applied Statistics, 29(2), 119-127.
116.Keane, T. J. &; Wang, P. (1995). Applications for the lifetime value model in modern mewspaper publishing. Journal of Direct Marketing, 9(2), 59-66.
117.Keillor, B. D., Parker, R. S., &; Pettijohn, C. E. (1999). Sales force performance satisfaction and aspects of relational selling: Implications for sales managers. Journal of Marketing Theory and Practice, 7(1), 101-115.
118.Ketchen Jr., D. J. &; Giunipero, L. C. (2004). The intersection of strategic management and supply chain management. Industrial Marketing Management, 33(1), 51-56.
119.Khajvand, M., Zolfaghar, K., &; Ashoori, S. (2011). Estimating customer lifetime value based on RFM analysis of customer purchase behavior: Case study. Procedia Computer Science, 3(1), 57-63.
120.Kim, S. Y., Jung, T. S., Suh, E. H., &; Hwang, H. S. (2006). Customer segmentation and strategy development based on customer lifetime value: A case study. Expert Systems with Applications, 31(1), 101-107.
121.Ko, D. G. &; Dennis, A. R. (2004). Sales force automation and sales performance: do experience and expertise matter? Journal of Personal Selling and Sales Management, 24(4), 311-322.
122.Kotabe, M. &; Murray, J. Y. (2004). Global sourcing strategy and sustainable competitive advantage. Industrial Marketing Management, 33(1), 7-14.
123.Krishnamurthy, K., Jegen, D., &; Brownell, B. (2009). Strategic out-tasking: Creating “win–win’’ outsourcing partnerships. Information &; Management, 46(1), 42-51.
124.Kumar, V. &; Petersen, J. A. (2005). Using a customer-level marketing strategy to enhance firm performance: A review of theoretical and empirical evidence. Journal of the Academy of Marketing Science, 33(4), 504-519.
125.Kurth, F., Zilles, K., Fox, P. T., Laird, A. R., &; Eickhoff, S. B. (2010). A link between the systems: functional differentiation and integration within the human insula revealed by meta-analysis. Brain Structure and Function, 214(5/6), 519-534.
126.Lado, N., Mart&;iacute;nez-Ros, E., &; Valenzuela, A. (2004). Identifying successful marketing strategies by export regional destination. International Marketing Review, 21(6), 573- 597.
127.Lane, N. &; Piercy, N. F. (2004). Strategic customer management: designing a profitable future for your sales organization. European Management Journal, 22(6), 659-68.
128.Lerer, L. (2002). Pharmaceutical marketing segmentation in the age of the Internet. International Journal of Medical Marketing, 2(2), 159-166.
129.Linacre, J. M. (2002). Optimizing rating scale category effectiveness. Journal of Applied Measurement, 3(1), 85-106.
130.Lindgreen, A. &; Wynstra, F. (2005). Value in business markets: What do we know? Where are we going? Industrial Marketing Management, 34(7), 732-748.
131.Liu, D. R. &; Shih, Y. Y. (2005). Integrating AHP and data mining for product recommendation based on customer lifetime value. Information &; Management, 42 (3), 387-400.
132.Longenecker, C. O. (1989). Truth or consequences: Politics and performance appraisals. Business Horizons, 32(6), 76-82.
133.Lonsdale, C. &; Cox, A. (2000). The historical development of outsourcing: The latest fad? Industrial Management &; Data Systems, 100(9), 444-450.
134.Lorge, S. (2006). Sales reps are company’s best source of competitive intelligence. Sales and Marketing Management, 8(1), 76-85.
135.Lukkari, P. &; Parvinen, P. (2008). Pharmaceutical marketing through the customer portfolio: institutional influence and adaptation. Industrial Marketing Management, 37(8), 965-976.
136.Lutz, S. &; Ritter, T. (2009). Outsourcing, supply chain upgrading and connectedness of a firm''s competencies. Industrial Marketing Management, 38 (4), 387-393.
137.Malmi, T. &; Brown, D. A. (2008). Management control systems as a package– Opportunities, challenges and research directions. Management Accounting Research, 19(4), 287-300.
138.Matteo, L. D. (2010). The sustainability of public health expenditures: Evidence from the Canadian federation. The European Journal of Health Economics, 11(6), 569-584.
139.McCarty, J. A. &; Hastak, M. (2007). Segmentation approaches in data-mining: A comparison of RFM, CHAID, and logistic regression. Journal of Business Research, 60(6), 656-662.
140.McCulloch, W. S. &; Walter, P. (1990). A logical calculus of the ideas immanent in nervous activity. Bulletin of Mathematical Biology, 52(1/2), 99-115.
141.Mclvor, R., Humphreys, P., McKittrick, A., &; Wall. T. (2009). Performance management and the outsourcing process: Lessons from a financial service organization. International Journal of Operations and Production Management, 29(10), 1025-1048.
142.McSherry, D. (1999). Strategic induction of decision trees. Knowledge-Based Systems, 12(5/6), 269-275.
143.Mehta, K. &; Bhattacharyya, S. (2004). Adequacy of training data for evolutionary mining of trading rules. Decision Support Systems, 37(4), 461-474.
144.Mehta, R., Dubinsky, A. J., &; Anderson, R. E. (2002). Marketing channel management and the sales manager. Industrial Marketing Management, 31(5), 429-439.
145.Meyer, A. D., Tsui, A. S., &; Hinings, C. R. (1993). Configurational approaches to organizational analysis. Academy of Management Journal, 36(6), 1175-1195.
146.Miller, D. (1981).Toward a new contingency approach-The search for organizational gestalts. Journal of Management Studies, 18(1), 1-26.
147.Miles, R. E. &; Snow, C. C. (1978). Organizational Strategy, Structure, and Process. New York: McGraw-Hill.
148.Ming, M., Zehui, L., &; Jinyuan, C. (2008). Phase-type distribution of customer relationship with Markovian response and marketing expenditure decision on the customer lifetime value, European Journal of Operational Research, 187(1), 313-326.
149.Mintzberg, H. (1981). Research notes and communications what is planning anyway? Strategic Management Journal, 2(3), 319-324.
150.Mintzberg, H. (1990). The design school: Reconsidering the basic premises of strategic management. Strategic Management Journal, 11(3), 171-195.
151.Moe, W. W. &; Fader, P. S. (2002). Fast-track: Article using advance purchase orders to forecast new product sales. Marketing Science, 21(3), 347-364.
152.Moran, C. J. &; Bui, E. N. (2002). Spatial data mining for enhanced soil map modeling. International Journal of Geographical Information Science, 16(6), 533-550.
153.Morris, M. H., Davis, D. L., Allen, J. W., Avila, R. A., &; Chapman J. (1991). Assessing the relationships among performance measures, managerial practices, and satisfaction when evaluating the salesforce: a replication and extension. The Journal of Personal Selling and Sales Management, 11(3), 25-35.
154.Myung, S. &; Han, S. (2001). Knowledge-based parametric design of mechanical products based on configuration design method. Expert Systems with Applications, 21(2), 99-107.
155.Neher, A. (2005). The configurational approach in supply chain management. In: Kotzab, H., Seuring, S., M&;uuml;ller, M. &; Reiner, G. (Eds.), Research Methodologies in Supply Chain Management (pp. 75-89), Berlin: Physica-Verlag HD.
156.Ng, M. K. (2000). A note constrained k-means algorithms. Pattern Recognition, 33(3), 515-519.
157.Ngai, E. W. T., Xiu, L., &; Chau, D. C. K. (2009). Application of data mining techniques in customer relationship management: a literature review and classification. Expert Systems with Applications, 36(2), 2592-2602.
158.Palmatier, R. W., Scheer. L. K., &; Steenkamp, J. B. E. M. (2007). Customer loyalty to whom? Managing the benefits and risks of salesperson-owned loyalty. Journal of Marketing Research, 44(2), 185-199.
159.Pandit, Y. P., Badhe, Y. P., Sharma, B. K., Tambe, S. S., &; Kulkarni, B. D. (2011). Classification of Indian power coals using k-means clustering and Self Organizing Map neural network. Fuel, 90(1), 339-347.
160.Payne, A. &; Frow, P. (2005). A strategic framework for customer relationship management. Journal of Marketing, 69(4), 167-176.
161.Peacock, P. R. (1998). Data mining in marketing: Part 1. Marketing Management, 6(4), 8-18.
162.Pedroso, M. C. &; Nakano, D. (2009). Knowledge and information flows in supply chains: A study on pharmaceutical companies. International Journal of Production Economics, 122(1), 376-384.
163.Piachaud, B. S. (2002). Outsourcing in the pharmaceutical manufacturing process: An examination of the CRO experience. Technovation, 22(2), 81-90.
164.Piercy, N. F., Low, G. S., &; Cravens, D. W. (2004). Examining the effectiveness of sales management control practices in developing countries. Journal of World Business, 39(3), 255-267.
165.Pierre, S. (1993). Application of artificial intelligence techniques to computer network topology design. Engineering Applications of Artifical Intelligence, 6(5), 465-472.
166.Poter, M. E. (1980). Competitive Strategy: Techniques for Analyzing Industries and Competitors. New York: Free Press.
167.Que&;acute;lin, B. &; Duhamel, F. (2003). Bringing together strategic outsourcing and corporate strategy: Outsourcing motives and risks. European Management Journal, 21(5), 647-661.
168.Quinlan, J. R. (1979). Discovering rules by induction from large collections of examples. In Michie, D. (Ed.), Expert Systems in the Micro Electronic Age. Edinburgh: University Press.
169.Quinlan, J. R. (1986). Induction of decision trees. Machine Learning, 1(1), 81-106.
170.Quinlan, J. R. (1993). C4.5: Programs for Machine Learning. San Mateo: Morgan Kaufmann.
171.Quinlan, J. R. (1996, August). Bagging, boosting and C4.5. Paper present at Proceedings of the 13th National Conference on Artificial Intelligence. Oregon: AAAI Press and MIT Press.
172.Rajer-Kandu&;#269;, K., Zupan, J., &; Majcen, N. (2003). Separation of data on the training and test set for modelling: a case study for modelling of five colour properties of a white pigment. Chemometrics and Intelligent Laboratory Systems, 65(2), 221-229.
173.Rapp, A. (2009). Outsourcing the sales process: Hiring a mercenary sales force, Industrial Marketing Management, 38(4), 411-418.
174.Ravald, A. &; Gr&;ouml;nroos, C. (1996). The value concept and relationship marketing. European Journal of Marketing, 30(2), 19-30.
175.Reed, G, Story, V., &; Saker, J. (2004). Business-to-business marketing: What is important to the practitioner? Marketing Intelligence &; Planning, 22(5), 501-510.
176.Ross Jr., W. T., Dalsace, F. &; Anderson, E. (2005). Should you set up your own sales force or should you outsoure it? Pitfalls in the standard analysis. Business Horizon, 48(1), 23-36.
177.Shah, N. (2004). Pharmaceutical supply chain: Key issues and strategies for optimization. Computers &; Chemical Engineering, 28(6/7), 929-941.
178.Shao, X. &; Ji, J. (2006). Reconfiguration of pharmaceutical logistics operations in China: An empirical study. Transportation Journal, 45(4), 52-66.
179.Sharma, A., Iyer, G. R., &; Raajpoot, N. A. (2009). A framework for offshoring marking processes in business-to-business marketing relationships. Industrial Marketing Management, 38, 419-425.
180.Shim, B., Choi, K., &; Suh, Y. (2012). CRM strategies for a small-sized online shopping mall based on association rules and sequential patterns. Expert Systems with Applications, 39(9), 7736-7742.
181.Short, J. C., Payne, G. T., &; Ketchen, D. J. (2008). Research on organizational configurations: Past accomplishments and future challenges. Journal of Management, 34(6), 1053-1080.
182.Siguaw, J. A., Kimes, S. E., &; Gassenheimer, J. B. (2003). B2B sales force productivity: Applications of revenue management strategies sales management. Industrial Marketing Management, 32(7), 539-551.
183.Simonet, D. (2007). Evaluation of downstream integration in the US pharmaceutical industry. International Journal of Pharmaceutical and Healthcare Marketing, 1(2), 143-158.
184.Skiera, B. &; Albers, S. (2008). Prioritizing sales force decision areas for productivity impovements using a core sales response fuction. Journal of Personal Selling &; Sales Management, 28(2), 145-154.
185.Slywotsky, A. J. (1996). Value migration: How to think several moves ahead of the competition. Boston: Harvard Business Press.
186.Spiteri J. M. &; Dion, P. A. (2004). Customer value, overall satisfaction, end-user loyalty, and market performance in detail intensive industries. Industrial Marketing Management, 33(8), 675-687.
187.Stanko, M. A. &; Olleros, X. (2013). Industry growth and the knowledge spillover regime: Does outsourcing harm innovativeness but help profit? Journal of Business Research, 66(10), 2007-2016.
188.Stewart, G. L. (1996). Reward structure as a moderator of the relationship between extraversion and sales performance. Journal of Applied Psychology, 81(6), 619-627.
189.Su, S., Lai, M. C., &; Huang, H. C. (2009). Healthcare industry value creation and productivity measurement in an emerging economy. The Service Industries Journal, 29(7), 963-975.
190.Sun, H. L., Kao, Y. H., Chou, M. C., Lu, T. H., &; Lue, K. H. (2006). Differences in the prescription patterns of anti-asthmatic medications for children by pediatricians, family physicians and physicians of other specialties. Journal of the Formosan Medical Association, 105(4), 277-283.
191.Syama, S. S. &; C&;ocirc;t&;eacute;b, M. J. (2010). A location–allocation model for service providers with application to not-for-profit health care organizations. Omega, 38(3/4), 157-166.
192.Szalkai, Z. (2004), Relationship marketing in the pharmaceutical market-analysis of the Hungarian case. Periodical Polytechnica Ser. Social Management Science, 12(2), 177-188.
193.Ulaga, W. &; Eggert, A. (2002). Customer perceived value: A substitute for satisfaction in business market. Journal of Business &; Industrial Marketing, 17 (2/3), 107-118.
194.Uraikul, V., Chan, C. W., &; Tontiwachwuthikul, P. (2007). Artificial intelligence for monitoring and supervisory control of process systems. Engineering Applications of Artificial Intelligence, 20(2), 115-131.
195.Utgoff, P. E. (1988, June). ID5: An Incremental ID3. In Ann Arbor (Chair), Proceedings of the 5th International Conference on Machine Learning. American Association for Artificial Intelligence, University of Michigan, Morgan Kaufmann.
196.Utgoff, P. E. (1989). Incremental induction of decision trees. Machine Learning, 4(2), 161-186.
197.Vashi, N. A. &; Latkowski, J. A. (2012). The ethics of the medical-pharmaceutical relationship. Clinics in Dermatology, 30(2), 188-191.
198.Verhoef, P. C. &; Donkers, B. (2001). Predicting customer potential value an application in the insurance industry. Decision Support Systems, 32(2), 189-199.
199.Verhoef, P. C. &; Lemon, K. N. (2013). Successful customer value management: Key lessons and emerging trends. European Management Journal, 31(1), 1-15.
200.Vining, A. &; Globerman, S. (1999). A conceptual framework for understanding the outsourcing decision. European Management Journal, 17(6), 645-654.
201.Webster, F. (1999). The industrial salesman as a source of market information. Business Horizons, 8(1), 77-82.
202.Weitz, B. A. (1978). Relationship between salesperson performance and understanding of customer decision making. Journal of Marketing Research, 15(4), 501-516.
203.Weitz, B. A. &; Bradford, K. D. (2009). Personal selling and sales management: A relationship marketing perspective. Journal of the Academy of Marketing Science. 27(2), 241-254.
204.Williamson, O. E. (1975). Markets and Hierarchies: Analysis and Antitrust Implications. New York: The Free Press.
205.Wong, J. Y. &; Chung, P. H. (2007). Managing valuable Taiwanese airline passengers using knowledge discovery in database techniques. Journal of Air Transport Management, 13(6), 362-370.
206.Woo, J. Y., Bae, S. M., &; Park, S. C. (2005). Visualization method for customer targeting using customer map. Expert Systems with Applications, 28(4), 763-772.
207.Woodruff, R. B. (1997). Customer value: The next source for competitive advantage. Journal of the Academy of Marketing Science, 25 (2), 139-153.
208.Wotruba, T. R. (1991). The evolution of personal selling? Journal of Personal Selling and Sales Management, 11(3), 1-12.
209.Wu, L. Y., Chang, W. S., &; Chiang, Y. M. (2005). An interface usability evaluation of physician order entry system on large hospitals in Taiwan. The Journal of Taiwan Association Medical Informatics, 14(2), 37-50.
210.Xu, B. (2006). Market differential evaluations of strategic alliances in the pharmaceutical/biotech industry. The Journal of High Technology Management Research, 17(1), 43-52.
211.Xu, M. &; Walton, J. (2005). Gaining customer knowledge through analytical CRM. Industrial Management &; Data Systems, 105 (7), 955-971.
212.Yada, K. (2011). String analysis technique for shopping path in a supermarket. Journal of Intelligent Information Systems, 36(3), 385-402.
213.Yeh, I. C., Yang, K. J., &; Ting, T. M. (2009). Knowledge discovery on RFM model using Bernoulli sequence. Expert Systems with Applications, 36(3), 5866-5871.
214.Yu, X., Li, C., Shi, Y., &; Yu, M. (2010). Pharmacutical supply chain in China: Current issues and implications for health system reform. Health Policy, 97(1), 8-15.
215.Zeithaml, V. A. (1988). Consumer perceptions of price, quality, and value: A means–end model and synthesis of evidence. Journal of Marketing, 52(3). 2-22.
216.Zhang, X., Edwards, J., &; Harding, J. (2007). Personalised online sales using web usage data mining. Computer in Industry, 58(8), 772-782.
二、中文部分
1.朱兆文(2000)。全球藥廠經營策略研究。台&;#63843;:財團法人生物技術開發中心。
2.&;#63969;御璽、顏秀珍、張韋豪、&;#63988;基玄、鄭郁翰、楊乃樺、賴郁菁、廖晨涵(2006)。運用分&;#63952;技術發掘潛在中小企業借貸戶之研究。Journal of Information Technology and Applications,1(3),173-181。
3.財團法人生物技術開發中心(2013)。經濟部技術處產業技術知識服務計畫(ITIS),產業經濟概況(102年8月第384期)。台&;#63843;:經濟部ITIS專案辦公室。
4.許美玉(1998)。也為製藥業問診配藥-台灣製藥業的現況與未來。台灣經濟研究月 刊,21(11),100-104。
5.梁定澎(2009)。決策支援系統與企業智慧。台北:智勝文化。
6.彭文正譯(2001)。資料採礦:顧客關係管理暨電子行銷之應用,台北:數博網資訊。
7.鄧振源(2005)。計畫評估:方法與運用。基隆市:國立臺灣海洋大學運籌規劃與管理研究中心。
三、網站資料
1.行政院主計處(2013)。中華民國行業標準分類系統第9次修訂,2013年9月3日,取自行政院政府統計行業標準分類服務網:http://www.dgbas.gov.tw/lp.asp?ctNode=5479&;CtUnit=566&;BaseDSD=7。
2.行政院經濟建設委員會(2009)。「台灣生技起飛鑽石行動方案」行動計畫。2012年6月25日,取自行政院經科技會報服務網: http://www.bost.ey.gov.tw/cp.aspx?n=00B015B30413F9C2&;#8206;。
3.行政院經濟建設委員會(2012)。「中華民國2012年至2060年人口推計」報告。台灣生技起飛鑽石行動方案」行動計畫(GPN:1009903003)。行政院經濟建設委員會網址: http://www.cepd.gov.tw/m1.aspx?sNo=0000455&;#8206;。
4.衛生福利部中央健保署(2013)。全民健康保險特約醫事服務機構家數表--按分區業務組別,2013年8月13日,取自行政院衛生福利部中央健康保險署網址:http://www.nhi.gov.tw/Resource/webdata/15050_2_10207家數統計.pdf。
5.藥事法。http://www.cto.moea.gov.tw/one/Factor/degree_1/6.htm。
 
 
 
 
第一頁 上一頁 下一頁 最後一頁 top
:::
無相關書籍
 
無相關著作
 
無相關點閱
 
QR Code
QRCODE