| Summary: | 碩士 === 逢甲大學 === 企業管理所 === 100 === The environment is more competitive, especially in business activities. The weak are the prey of the strong . The jungle law is planted to the mind. The more tight relationship you got, the more complicated the problem of profit need to be solved. That is why negotiation is more important than before. The corporations obtain the competitive advantage by creating the customer value. Customer value is the point. So, corporations need to recruit the best one into the team, and provide the customer a constant and attractive response. In business negotiation, the negotiator how to show the value to the other, to create the opportunity of cooperation? This research regards bargaining power as the starting point, to organizing the influence between the drivers and the barriers for creating the customer value. We lock information industry, financial circles, manufacturing industry and electron industry to send the questionnaire, and analyze from the sample materials of 306 questionnaires of analyzing the influence for employees of creating customer value between the drivers and barriers. For the research, the employee who has the better bargaining power will do better with customers, and smoothes the flow of creating the customer value. This research gave the brand-new prospect for corporation to recruit and choose which person is better to get into the team, and which way is better to keep the person working hard and full of passion. If corporation put the right person on the right place, the person will create the value more. At the same time, it will create the customer value also.
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