Development of New Business Model Evaluation of the Relationship between Cable Manufacturing and Dealers from Purchasing Behavior of Dealers － a Case Study of W Company

• Main Authors: Xing-Zhong Wang, 王興仲
• Other Authors: Hsiao-Chi Chen
• Format: Others
• Language: zh-TW
• Published: 2018
• Online Access: http://ndltd.ncl.edu.tw/handle/5m8tbs

碩士 === 中原大學 === 企業管理研究所 === 106 === In a stable and mature industrial market, new value should be provided to the loyal customers in order to keep them, or win over new ones from the competitors. It is an arduous task to improve customers’ ‘stickiness’ and loyalty. The company W studied in this paper is the market leader in the cable industry. Its leadership can only be maintained by constant research of the changes in the market and the superior service quality of its products. Therefore, this paper has probed deeply into the key procurement factors of the distributors, for the purpose of developing an appropriate operation pattern to establish cooperation between cable manufacturers and distributers. 　　Five dimensions and twenty criteria have been concluded, according to the important impact factors obtained by reviewing the documents and completing the data collection. Thirty three questionnaires were analyzed via the Decision Making Trial and Evaluation Laboratory (DEMATEL) method and regression analysis in SPSS. The research efforts focused on studying the consequences occurring under the influence correlation of these criteria. 　　This study discovered that “good cooperation experiences” and “benefits” are very important in the eyes of the distributors. “Payment terms” and “after-sales service” are two key items related to their purchase. Therefore, these points shall be listed as the key items and added to the previous cooperation model to achieve a closer relationship between company W and its distributors.