| Summary: | 碩士 === 元智大學 === 工業工程與管理學系 === 105 === In the e-business flourished today, companies faced fiercely competitive market. In addition to good quality, short delivery, flexible and low-cost of competitive brands, blems in pricing strategy of agents are the uncertainty demand and product types.. In negotiation mechanism of sales, agents must take all of ordering risk and the resulting costs. To avoid invisible losses, company should be carefully to fins the important factors for pricing when a request for quotation (RfQ) from customers.
This research aims to find the important factors that might affect the pricing decision when an RfQ is received. The possible factors are first collected based on literature review and expert interview. The questionnaire is designed through prelimary and final survey based on the Analytic Hierarchy Process (AHP) approach. From the experienced sales survey, top 10 important factors are found. They are quite different between standard and customized products. For the standard product, the top three factors are quantity, cost controllability, and potential demand, while they are time to pay, cost controllability, and quantity for customerized product.
Based on the weights of each important factors found by AHP, we test the RfQ from the case company’s database. Ten different RfQs for each product type were retrieved. The results on these RfQ showed that successful and failed RfQs have different scores. There is a gap for successful and failed RfQ and the gap is different for standard and customized products. In the future, these important factors could be used to evaluated whether a RfQ could be successful and bring revenue for the company.
|
|---|
