| dc.contributor.advisor | 吳安妮 | zh_TW |
| dc.contributor.advisor | Anne, Wu | en_US |
| dc.contributor.author (Authors) | 陳信克 | zh_TW |
| dc.creator (作者) | 陳信克 | zh_TW |
| dc.date (日期) | 2002 | en_US |
| dc.date.accessioned | 2009-09-18 | - |
| dc.date.available | 2009-09-18 | - |
| dc.date.issued (上傳時間) | 2009-09-18 | - |
| dc.identifier (Other Identifiers) | G0090353012 | en_US |
| dc.identifier.uri (URI) | https://nccur.lib.nccu.edu.tw/handle/140.119/34186 | - |
| dc.description (描述) | 碩士 | zh_TW |
| dc.description (描述) | 國立政治大學 | zh_TW |
| dc.description (描述) | 會計研究所 | zh_TW |
| dc.description (描述) | 90353012 | zh_TW |
| dc.description (描述) | 91 | zh_TW |
| dc.description.abstract (摘要) | 隨著相關管理技術之發展，準確衡量個別顧客所帶來的利潤已非難事，除此之外，亦有越來越多學者發現大多數企業之利潤其實集中於少部分客戶身上，符合80/20法則，因此本研究乃以一個案銀行內部之授信顧客資料為研究樣本，結合公司內外部相關資訊，探討影響顧客授信利潤高低之因素為何，以幫助企業有效配置行銷資源，作為企業實行客戶關係管理之參考。 在研究變數方面，本研究先針對全部樣本探討顧客交易習性、本身屬性(如年數、規模、獲利能力、成長趨勢、創新程度)、銷售人員特質等對顧客利潤之影響，嗣後再將顧客依行業別與往來期間作一區隔，探討不同行業別與往來期間之顧客利潤影響因素是否相同。 本研究研究結果顯示，顧客交叉銷售數、年數、獲利能力、成長趨勢、創新程度等皆會對顧客利潤產生影響。在短期內，僅交叉銷售會對顧客造成影響，然在中長期，除了交叉銷售數外，顧客之年數、獲利能力、成長趨勢、創新程度等皆會對顧客利潤產生影響，由此可知，在短期內，個案公司所採行之交叉銷售策略係增進顧客利潤最有效之方式，然就中長期而言，仍須考量顧客本身的屬性(如年數、規模、獲利能力、成長趨勢、創新程度)與本身銷售人員之特質，因此，就長期而言，選擇正確之顧客與培育適當的銷售人員亦為增加顧客利潤之關鍵因素。然在行業別方面，非高科技業顧客之模式並不顯著，顯示非高科技業顧客利潤影響因素可能仍受其他因素影響，值得後續研究進一步探討。 | zh_TW |
| dc.description.abstract (摘要) | With the development of related management technology, it’s easier for business to measure the customer profitability now. In addition, there’re more and more researchers indicate that in most company the profitability are concentrated on a few customers, which is according to the 80/20 rule. Accordingly, this research combines internal and external information from one bank in Taiwan to analyze the factors that affect the loan customer profitability in that bank. The purpose of this research is try to help business allocate marketing resources effectively, and try to provide for business as a reference to implement CRM. In the respect of variables, at first this research tries to analyze the affection of customer trading style, customer attributes, sales person attributes to customer profitability, after that this research will try to analyze whether the affection factors are the same or not when customers are in different industry and have different transaction period. Finally, this research has found that customer cross-selling number, year, profitability ability, growth rate, innovation degree and sales person have affection on customer profitability. In short-term period, only customer cross-selling number will affect the customer profitability, and in long-term period, in addition to customer cross-selling number, other variables like customer year, profitability ability, growth rate, innovation degree and sales person will also affect customer profitability. It indicates that in short-term period, the cross-selling strategy adopt by the research company is the best most effective way to increase customer profitability. But in long-term, selecting the right customer and training adequate sales employers are also very important factors to increase customer profitability. When taking industry into consideration, this research has found that the variables mentioned above also have affection on the customer profitability in high technology industry, but in non-high technology industry, the statistic model is not significant and could be discuss by further researches. | en_US |
| dc.description.tableofcontents | 第一章 緒論第一節 研究背景 1第二節 研究動機 3第三節 研究目的與研究問題 4第二章 文獻回顧第一節 顧客利潤觀念之文獻 7第二節 顧客利潤影響因素之相關文獻 15第三節 研究延伸 36第三章 產業與個案公司簡介第一節 工業銀行產業之介紹 38第二節 銀行業之趨勢 41第三節 個案公司之介紹 47第四節 個案公司授信業務介紹 52第四章 研究方法第一節 觀念性架構 58第二節 資料來源與樣本 59第三節 研究假說 60第四節 研究變數 70第五節 實證模型 74第六節 資料分析方法 78第五章 實證研究結果第一節 基本資料分析結果 79第二節 迴歸分析結果 88第三節 其他模式實證結果 90第四節 敏感性分析 97第六章 研究結論與建議第一節 研究結論 98第二節 研究限制 106第三節 建議與未來研究方向 107參考文獻 109 | zh_TW |
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| dc.language.iso | en_US | - |
| dc.source.uri (資料來源) | http://thesis.lib.nccu.edu.tw/record/#G0090353012 | en_US |
| dc.subject (關鍵詞) | 顧客利潤分析 | zh_TW |
| dc.subject (關鍵詞) | 作業基礎成本制度 | zh_TW |
| dc.subject (關鍵詞) | 作業基礎管理 | zh_TW |
| dc.subject (關鍵詞) | customer profitability analysis | en_US |
| dc.subject (關鍵詞) | activity-based costing | en_US |
| dc.subject (關鍵詞) | activity-baased management | en_US |
| dc.title (題名) | 顧客利潤影響因素之實地實證研究-以某個案銀行為例 | zh_TW |
| dc.type (資料類型) | thesis | en |
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