| Summary: | 碩士 === 國立東華大學 === 管理學院高階經營管理碩士在職專班 === 99 === This thesis aims to analyze the main influencing factors on three business performance indexes: gross profit, total purchasing, and trade intensity from 860 enterprise customers of the study case, the food ingredient supplier (the case supplier) from 2007 to 2010. This thesis develops the multiple-regression model to conduct the empirical analysis. The results show that the three performance indexes are significantly positively correlated with the frequency ratio of price up to price down, business period, purchased item, maintenance costs of customer’s relation, credit period, and customer firm scale. However, they are significantly negatively correlated with the ranking of main purchased products and the distance of delivery. Besides pricing, product source, risk evading, and customer attributes, this research can offer the case supplier different strategies to the customers with high loyalty and good financial situation. The case supplier can also set up its operating performance management on aggressively outsourcing and building up business with potential customers on the ice and bio-tech industries.
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