台灣中古車貸款市場之業務代理人道德風險分析-－以個案公司為例

• Main Author: 王勗弘
• Other Authors: Liu, Day-yang
• Format: Others
• Language: zh-TW
• Published: 2004
• Online Access: http://ndltd.ncl.edu.tw/handle/59562794091142936066

碩士 === 國立臺灣科技大學 === 管理研究所 === 92 === As Taiwan automobile industry is globalize, and economical environments are changed; the vehicle sales industry offers customers to purchase by installments through channels in order to grab market share in the competitive saturated market. However, the result causes new vehicles gross profit decrease continuously and dealers need to develop new market to survive. Risk management has become the key point to succeed in the competition between banks, finance corporations and dealers in Taiwanese used-car loaning market. In terms of study of working moral hazard of dealer business agents, it is not only insufficient in academic researches, but a valid way has not been developed in practical control. As a result, this study discussed the problems relating moral hazard of dealers'' business agents in used-car loaning market by the thinking of information asymmetry and moral hazard. In case study of this research which entered used-car loaning market in 2002 and expanded business in 2003, business agents could conceal the information they owned to gain self-advantages since their actions can not being observed directly. Furthermore, considering problem caused by moral hazard like sales representative united other people to fraud, which makes the increase of doubtful accounts of case company. The strategy adopted by the case company in 2004 has been discussed in order to provide firms as a reference in making decision. Three points has been supposed to decrease the damages effectively caused information asymmetry as follows: 1.Constructing database through IT and introducing CRM(Customer Relationship Management) system to assist agents to manage every sales opportunity. 2.Building IT web-site and customer call center to let consumers understand the processes and conditions of transactions. 3.Normalizing and publishing all interactive processes between agents and customers, and managing the unusual information by the way of directly supervising.