The segment and effects on beneficial events between sellers and buyers

• Main Authors: Shan-Hsiang Wu, 吳善祥
• Other Authors: Dong-Shang Chang
• Format: Others
• Language: zh-TW
• Published: 2008
• Online Access: http://ndltd.ncl.edu.tw/handle/12192805092684448099

碩士 === 國立中央大學 === 企業管理學系碩士在職專班 === 96 === Despite asymmetric information will determine the relative relationship between sellers and buyers, the relative relationship will be affected by appropriate beneficial events, extant research, however, provides inadequate evidence for this effect. Here, we investigate this question: Does the beneficial event will truly affect the relationship quality or generate favorable financial results? We examine the extent and the effect on the activity through questionnaires with both salesperson and buyer. Multiple correspondence analysis can be applied to visualizing the interrelationships among response categories of a set of questions in this questionnaire survey. Once the relationships between the questions are visualized in a spatial map and interpreted, it allows the display of explanatory category variables such as country, industry and business model in order to enrich the interpretation. In this paper, we find support of the segment and effects on beneficial events from viewpoint of the industrial level, the research had demonstrated that we should perform “charming relationship marketing” according to circumstances for enhancing financial outcome.