Teses / dissertações sobre o tema "In home sales consultant"

Les facteurs de la performance commerciale en formation professionnelle, le cas du néo formateur consultant (N.F.C.). Constat empirique : Pendant plus de 10 ans, l’auteur a formé des demandeurs d’emplois (plus de 450). Dans le cadre des enseignements prodigués, une suspicion est née sur l’origine des difficultés des N.F.C. concernant les facteurs de la performance commerciale en formation professionnelle.Posture épistémologique : La finalité de la recherche est d'établir les facteurs de la performance commerciale en formation professionnelle, le cas du N.F.C. La démarche est de type classique, par une approche positiviste, en fonction du mode de recherche empirique et avec une validation du transfert dans l’univers de la formation professionnelle. Le mode de raisonnement qui s'est imposé est la démarche abductive selon un cadre de logique hypothético-déductif avec l'utilisation de la méthode Delphi. Nous concluons ensuite par des recommandations managériales. Schéma des travaux de recherche : Le point de départ est un groupe de 5 N.F.C. par choix aléatoire pour valider la suspicion. Ensuite l’Etat de l’art apporte les définitions, l'élaboration des concepts et la revue de littérature recherche les travaux existants dans le domaine, en France et dans les pays anglo-saxons. Les concepts d'expertise et de confiance sont ainsi mis en évidence. Les hypothèses sont définies par le groupe Delphi (20 experts et 4 tours d’expression des opinions) et validées par l'étude quantitative (301 réponses). Résultat : Cette méthode propose 2 facteurs de succès : la démonstration de l'expertise et le développement du climat de confiance, portés par 4 principaux paramètres influençant les 2 facteurs de succès, La compréhension du problème du client (95%), l'implication (91%), la réalisation d'actions similaires (86%) et la démonstration des méthodes utilisées (77%). Les recommandations managériales éclairées par le groupe d’experts : proposent aux N.F.C. de développer leur charisme et de faire autorité par la maîtrise de la rhétorique. Si le travail le dispute au talent, le N.F.C. verra les facteurs de sa performance commerciale transformer son expérience en expertise et son expertise en revenu
The purpose of this research is to establish factors for commercial performance in the professional training sector, the case of the N.T.C. (Neo Trainer Consultant). Empirical observation: The author has trained job seekers (more than 450) for over 10 years. Through this experience providing lessons, a suspicion arose regarding the origin of the difficulties (N.T.C.) concerning the factors for commercial performance in professional training.Research work plan: The start point is a group of five randomly selected N.T.C. to confirm the suspicion. Then the state of the art bring the definitions, the development of concepts, and the literature review, research the works that already exist in the field in France and in English-speaking countries. The concepts of expertise and confidence are highlighted.The hypotheses are defined by the Delphi group (20 experts and 4 rounds of expressed opinions) and validated by the quantitative study (301 responses). Result: This method offers 2 factors of success: demonstration of the expertise and establishment of the confidence ascribed to the 4 principal parameters influencing 2 factors of success : comprehension of the client's problem (95%), involvement (91%), realisation of similar actions (86%) and demonstration of the methods employed (77%).Managerial recommendations enlightend by the group of experts who suggest to the N.T.C to develop their charisma and authoritativeness by mastering their grasp of rhetoric. If the work creates a conflict between this notion and talent, the N.T.C. will see factors for commercial performance transform his experience into expertise and his expertise into income

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Bachelors
Business Administration
Marketing

Abstract This is an exploratory study that poses the questions and discussion regarding live and recorded sales presentations via television. With its rich history, it appears that live television has more types of appeal that will get the shopper buying products. However, the recorded and edited presentation played back on television has had its share to grab the shopper's attention. Research questions are presented to determine which broadcasting method is stronger by examining factors related to home shopping such as credibility, authenticity, involvement, urgency, informativeness, entertaining value, sense of real time, spontaneity and interactivity. Additional questions will look at the overall presentation, the product itself, and what the potential future of home shopping may be based upon this study. The main findings show there is a significant difference in all factors between live and recorded; however, some factors are stronger than others between live and recorded. These factors could indicate where home shopping may want to concentrate its efforts to remain a viable entity in electronic retail.

This thesis uses a case study approach and investigates how the institutional environment has an impact on decision making regarding sales within three departments at WSP Management in Sweden. With the application of neo-institutional frameworks, the study explains how decision making is constrained by the institution and the actors that make up the institutional environment, as well as how a pursuit for stability and legitimacy isolate engineering consultant companies from other sectors within the market.   The study concludes that the institutional environments inducements have created a sales structure within the departments that is solely focused on the public sector and acquiring contracts through public procurement. This sales structure is heavily imprinted within the departments and has created a culture where employees rely in department management to solely sell their services to potential customers. The success and efficiency within this institutional environment has made it that the departments key performance indicator-demands from upper the upper management are based on a sales structure that requires little or no proactive sales. The inducements within the regulative institutional environment thus has a big impact on their decision making when they are trying to maintain a financial stability in relation to the company’s upper management. With the current structure they have been placed in an institutional comfort zone in which they will be stuck within if no change is made.

The theme of the thesis is "The sales support and its specifics." The first part describes the topic from a theoretical point of view and it is drawn largely from literature. The aim of the work is an analysis of sales promotions within the company Tupperware Czech Republic, which belongs between the companies of direct sales. It is also prepared a brief comparison with other representative - the company Oriflame Czech Republic. For to create the holistic view of the subject there was conducted the guestionnaire probe based on the opinion of consultants. Along with other information all has led to a proposal of a wider use of the Internet and social networks (specifically Facebook) as a potential future development of sales support.

This study uses content analysis and a controlled experiment as data generation methods to investigate the precise nature of the largely unexplored relationship between the content of real estate news and activities in the real estate market. The theoretical base of the research is Kahneman’s two system view (2003) of cognitive processing, which is applied to an individual’s decision-making about the residential real estate market. The affect heuristic provides the theoretical basis for studying the relationship between the emotional content of local media information and decision making in the residential real estate market. The research question seeks to measure the “framing effect” of news on real estate market activity. It is posited that the way local real estate news is framed will influence transaction prices and the number of pending sales. A behavioral approach is utilized to understand the underlying relationship between a residential real estate market and a news article to audiences; an effect called frame setting. It is conjectured that when media coverage about the real estate market is negative there is more downward pressure on the market compared to when media coverage is more objective and includes descriptive statistics on the current real estate market.

El presente estudio de investigación es para identificar qué canales de compra son los más utilizados por las mujeres que adquieren productos de Belleza y Cuidado Personal a través de catálogos en Lima Metropolitana. Se utilizó el tipo de investigación de alcance descriptivo con un enfoque mixto, con el objetivo de identificar los canales de compra que utilizan las mujeres y cuál es el de mayor relevancia y frecuencia. Asimismo, el tipo de diseño utilizado es No Experimental, Transeccional que ayudará con la recolección de información a la investigación. En el enfoque cualitativo, se desarrolló dos tipos de entrevistas en profundidad. La primera entrevista se aplicó a expertos en la venta de catálogos de belleza y que cuentan con consultoras a su cargo; nos ayudarán a comprender su opinión y su perspectiva sobre el tema estudiado y el mercado actual. La segunda entrevista en profundidad se aplicó a consultoras de belleza para conocer el modelo de venta y su influencia sobre las herramientas digitales. Con los resultados de los dos tipos de entrevistas se logró elaborar el cuestionario para el enfoque cuantitativo, con la información procesada se realizó un análisis descriptivo, de fiabilidad y factorial. Por lo tanto, se concluye que para las mujeres de 20 a 59 años que adquieren productos de Belleza y Cuidado personal a través de catálogos en Lima Metropolitana, el canal más utilizado es mediante una consultora de belleza; empleando las herramientas digitales como un refuerzo en el proceso de compra.
This research study is to identify which purchase channels are the most used by women who purchase Beauty and Personal Care products through catalogs in Metropolitan Lima. The type of descriptive research was used with a mixed approach, with the aim of identifying the shopping channels used by women and which one is the most relevant and frequent. Also, the type of design used is Non-Experimental, Transectional that will help with the collection of research information. In the qualitative approach, two types of in-depth interviews were developed. The first interview was applied to experts in the sale of beauty catalogs and who have consultants in their charge; They will help us understand your opinion and your perspective on the subject studied and the current market. The second in-depth interview was applied to beauty consultants to learn about the sales model and its influence on digital tools. With the results of the two types of interviews, the questionnaire for the quantitative approach was prepared, with the information processed a descriptive, reliability and factor analysis was performed. Therefore, it is concluded that for women aged 20 to 59 who purchase Beauty and Personal Care products through catalogs in Metropolitan Lima, the most used channel is through a beauty consultant; using digital tools as a reinforcement in the purchase process.
Tesis

Throughout the past decade American pine forests have experienced an epidemic of Mountain Pine Beetle (MPB) induced tree mortality. This thesis estimates the losses to home values caused by deteriorating forest quality in the Front Range Counties of Larimer and Boulder Colorado. We employ a repeat sales model that allows for region specific price indices, and non-linear age-related depreciation in home values. We use the time-invariant existence of pine forest near a home to overcome shortcomings in the measurement of MPB damage. We infer from temporal changes in the marginal "effect of pine trees near a home the approximate MPB "effect . We label this strategy the translating commodity approach. Using this strategy we are able to show that diminished forest quality causes forests to become a dis-amenity that negatively affects nearby home values. The total loss in 2011 home values due to their proximity to dying forest is estimated to be $137 million for all the homes in our sample. Such substantial losses may justify a forest management policy shift in order to better mitigate the risk of future MPB outbreaks.
Master of Science

This study analyzes the market share of the top 10 home builders in nine Metropolitan Statistical Areas, along with fourteen other independent variables, to find a statistical relationship with median home sales price. Through a stepwise regression of the independent variables it is determined that there is no correlation between median home sale price and market share of the top 10 home builders. In the stepwise regression two variables are found to be correlated to median homes sales price: Owner Occupancy Percentage and Residential Construction Wages, a data point compiled for this study. A linear regression is run between market share of the top 10 and median home sale price and no correlation is found.
Master of Science

Consumer sentiment has the ability to provide researchers with many avenues to test existing Finance and Economic theories. Chapter 1 introduces the issues that I seek to explore within the area of Behavioral Finance. Chapter 2 utilizes thirty years of consumer sentiment data to explore extant economic theories and hypotheses. In particular, I study the Prospect Theory and the Life Cycle Investment Hypothesis. In addition, I also study how changes in consumer sentiment can foretell future stock returns for firms in different industries and of different sizes. By studying how individuals of different ages display optimism and pessimism through consumer sentiment surveys, I am able to contribute to the literature by shedding additional light on just how the important age is with respect to a person's economic outlook. One particular phenomenon that I discuss in this chapter is downside risk. I will provide further support to the existing literature which shows that gains and losses are not viewed equally by individuals. To account for this discrepancy, this paper models the time series relationship between consumer sentiment and stock returns using asymmetric response models. Chapter 3 builds upon the previous chapter's findings by using consumer sentiment to explore if this index can forecast housing market variables such as changes in home sales and home prices. Given the recent financial market turmoil that stemmed from the U.S. housing market debacle, this chapter is timely. Using widely cited housing indices, I explore regional differences in the U.S. housing market and how the sentiment of local consumers can possibly affect their housing markets. I also include analyses in which the age of the consumer is accounted for to see if evidence of the Life Cycle Investment Hypothesis emerges. This theory postulates that younger individuals are more likely to demand housing as a financial asset and if this were true, I hypothesize that changes in younger individuals' sentiment would have more forecasting power with respect to future housing sales and price changes. Lastly, I conclude this dissertation with Chapter 4 which includes additional discussions of the issues studied.

Thesis (S.M. in Real Estate Development)--Massachusetts Institute of Technology, Program in Real Estate Development in Conjunction with the Center for Real Estate, 2011.
This electronic version was submitted by the student author. The certified thesis is available in the Institute Archives and Special Collections.
Cataloged from student-submitted PDF version of thesis.
Includes bibliographical references (p. 54-55).
The global economic expansion and subsequent creation of wealth as well as increased purchasing power and disposable income has contributed to the growth in the secondary home market. Over the past decade developers that cater to such discerning buyers have focused significantly on bringing to market products that will meet the wants, needs, and expectations of their target customers. Despite the significant growth in the secondary home market and general infatuation that most individuals have with real estate, there are limited studies that analyze the second home market. Instead most research has focused on the commercial and primary home real estate markets. This study examines a specific development, The Sporting Club at The Greenbrier Resort in White Sulphur Springs, WV. The study focuses on the residential home price transactions that occurred at The Greenbrier Resort since 1980. The data collected from the Greenbrier County Assessor!s Office will be used to derive a hedonic price equation. This equation will help to explain the value derived from key home attributes; beds, baths, home square footage, and location. Then a nominal and real price index will be constructed and used to understand the correlation between home prices and supply and GDP. The end goal is to calculate, through regression analysis, a price equation with the dependent variable price and independent variables of supply and demand (GDP) and a supply equation. The analysis has three conclusion sections. The first is the hedonic price equation that implies the law of marginal utility is recognized with respect to the number of bedrooms a home has and that any more than three a negative affect on price occurs. However, with respect to bathrooms, additional bathrooms do add to the price of the residence. The second and third conclusions are derived from time series equations. The first explains that for every increase by 1% in GDP the real price of a property increases by $4,332. The second equation tries to explain supply and concludes that a 5% increase in the real price index causes a 5.4% increase in supply or unit supply elasticity is observed. A recommendation for the owner/developer of The Greenbrier Sporting Club is to buyback vacant lots because currently 78% of the supply is in control of the owners. This phenomena will most likely lead to future price volatility as supply will be delivered to the market as families and speculators chose. In other words supply will not be delivered to the market at a rate that will stabilize prices.
by Hunter L. Kass.
S.M.in Real Estate Development

碩士
國立交通大學
多媒體工程研究所
99
Cardiovascular diseases are the most popular causes of death in the world recently. It is well know that doing the cardiac rehabilitation program treatment has positive effects on disease symptoms, quality of life, cardiopulmonary capability and reduction of mortality for the heart disease patients, such as cardiovascular patients, postoperative patients of cardiac surgery, heart failure patients and even the patients who received heart transplant. However, only a small part of heart diseases patients attends and does the exercise regularly. The main reasons of low participation rate are insufficient of medical institutions with rehabilitation treatment service, time constraints and distance from rehabilitation treatment centers. Therefore, a novel cardiac rehabilitation program is needed, especially for the home-based applications. In this study, home-based cardiac rehabilitation programs are designed as a feasible alternative to avoid various barriers related to care centre based programs. Indeed, there are still have drawbacks of current home-based cardiac rehabilitation program models such as, patients are unable to estimate exercise strength accurately, control and maintain the volume of training, safety control of exercise training, and preserve patients’ cooperation and make them follow doctor’s advice. The proposed system is built on mobile phone and receiving electrocardiograph (ECG) signal via a wireless ECG holter. Apart from heart rate (HR) monitor, an ECG derived Respiration (EDR) technique is also included to provide respiration rate (RR) which are the most important parameters during exercise. Clinical test of 16 subjects affording Bruce Task (treadmill), correlation between this system and commercial product (Custo-Med) is up to 98% in HR and 82% in RR. The prevention of sudden heart attack, an arrhythmia detection expert system and healthcare server at the backend are also integrated to this system for comprehensive cardio-pulmonary monitoring whenever and wherever doing the exercise. In word, the proposed system is reliable for the home-based cardiac rehabilitation.

碩士
國立臺灣科技大學
資訊管理系
100
In this age of advanced information technology, many businesses are contemplating the question of how to utilize information systems to enhance their competitive capacity. Most companies do not have sufficient time or human resources to develop information systems on their own and thus outsource this task to software vendors. However, providing the vendor with a complete plan for the proposed information system often poses difficulty for staff, particularly if they lack previous experience using such systems. As service providers, software vendors must meet the needs of their clients, create customer value, and enhance competitive capacity. However, when commencing a project, the vendor not only faces a limited timeframe for completion but often finds customers uncertain and ambiguous concerning their plans and requirements for the information system. All too often, it is only after both parties have invested a great deal of time and resources in the project that they realize that the initial plans do not meet the practical needs of the business. As a result, the results that were originally expected cannot be achieved. This study drew on the perspective of Robert, a pre-sales consultant working for a software supplier. We explored the difficulties encountered in the pre-sales stage of system evaluation and attempted to identify feasible solutions from previous successful experiences. The aim of this study was to explore how, within a short duration, software system vendors can quickly integrate themselves into the customer environment, explore customer needs, identify core problems, and propose suitable plans for information system. We try to find some way to review information systems plans to ensure that customer’s different level needs about strategy, management and operation are met. In teaching notes, we applied the concept of IT Artifacts to analysis of case studies. The goal was to identify how IT Artifacts can be used during the planning phase to determine whether project plans are in line with organizational needs, identify potential risks, build consensus between the company and software supplier, and enhance the quality and accuracy of project plans.

碩士
國立交通大學
管理學院財務金融學程
101
Abstract Financial markets have tumbled in 2008 after the financial tsunami, in addition to the financial industry is facing the same highly competitive industry environment, low investor confidence in the investment climate, it is also thereby affecting the financial and banking financial consultants financial investment willingness even merchandising low. However, investor confidence in investment and demand to focus on the government global stimulate. Economic recovery by continuing to take the low interest rate policy, inflation, population aging phenomenon, with increasingly evident disparity gains gradually restored, and thus also allows banks the willingness to fund sales management professionals to enhance the awareness of people and domestic financial institutions to provide financial planning. For those who have given banks also provide wealth management services by using mutual funds for several years. In the fund industry investment consultancy companies face the same industry for the highly competitive and selective diversification management professionals internal expertise on how to provide good quality services have become basic elements, and investment consulting company in order to allow banks to financial advisors and investment consultancy companies willing to maintain long-term friendly relations are continuing to provide diverse activities in relationship marketing and incentive activities to be attaches great importance to and often innovative ideas. This study aimed to investigate the activities of investment consultancy companies an incentive effect Taipei bank Financial Consultant Sales for variable sales relationships influence behavior intention. This study was to Taipei bank Financial Consultant Sales for the study of a sample of 50 people recovered 50 copies, no invalid questionnaires to be removed, a total of 50 valid questionnaires, the effective rate of 100%. Sample data collated for reliability analysis, factor analysis, Pearson correlation, multiple regression analysis and other statistical methods of analysis and processing, and access to the following conclusion, hope able to fund investment consulting company introduced a reward active policy the reference, the main findings are as follows: First, the incentive Activities of investment consultancy companies tothe Taipei bank Financial Consultant Sales for variable behavioral intention sale has a positive impact. Second, this study architecture "investment consultancy companies reward activities to Taipei bank Financial Consultant Sales practices Intention" mode, the order whichever is strongest correlation. Keywords: Incentives, loyalty, satisfaction, Financial Consultant Sales, investment consultancy companies

碩士
國立臺北科技大學
商業自動化與管理研究所
98
As the cycle of economic, the construction industry in order to respond the depressed environment, Pre-construction home sales process had built, consumers could pay by installments. Through this way both builders and consumers could reduce the pressure, and that was how consignment business started up. With the development and application of pre-sale system, many related issues had come, these issues with legal, financial or housing design-related. And these issues are nothing more than when consumers cannot fully express their own opinions, or it is difficult for consumers to look over consignment business’s whole process. In addition, because of the intense competition and high consumer demand, how to improve the quality of the services has become the subject for consignment business. In recent years, service science have become a new way to identify and improve the service, the past intangible services began a scientific manner with a clear definition and improvement. This research through blueprint to draw the service prcess then, using Servqual to find the service gap of consignment business, and use QFD to improve the service gaps, next, combine the improvement factors to the new blueprint. Finally, this research use FDM to verify the new process. This result can also offer enterprise to refer their process.

A nation’s housing sector has been the cornerstone of economic activity over the past several years. Right now, the economy of the United States is in a recession. To recover the economy, activity in the U.S. housing market deserves more attention, especially the new home market. Economists in the United States believe that if new home sales could keep increasing in the future, recovery of the whole housing market, even the whole economy in the U.S., would be hopeful. To bring the hope closer to the reality, forecasting changes in the new home market is important. An accurate forecast can provide useful information for the future, so that proper planning can take peace. The purpose of this thesis is to look for an appropriate method which can accurately forecast changes in new home sales and prices in the U.S. housing market, so that policy makers base decisions on reliable information.

abstract: This dissertation examines how direct selling organizations compel women to believe that direct selling is, among other things, centered on the needs of women. Drawing upon feminist interdisciplinary methodologies, this dissertation brings together qualitative, archival, and ethnographic materials to analyze direct selling through a technologies of gender framework. I argue that multi-level marketing direct selling companies (like Avon, Tupperware, Mary Kay, etc.) are able to turn belief into profits because they strategically tap into gender ideologies. I show that discursive technologies of gender coalesce with race and class discourses and are put to work by direct selling companies to construct a specific type of direct seller. This dissertation attempts to unpack the complex technologies of gender that direct selling women engage with while constructing their identities as workers and women. I argue that the companies in this study deliberately tap into women's anxieties and desires to blend their perceived gender roles with their need for income. I find that direct selling companies are exceptional at branding their businesses as uniquely suited for women and that this branding hinges upon the construction of a direct sales imaginary. I argue that the direct sales imaginary taps into powerful discourses of race, class, and gender to market the American dream to women who are seeking out a space that is empowering and inclusive. Because the direct selling industry tends to see an increase in profits and recruitment during economic recessions, it is likely that the current economic situation has channeled even more women toward direct sales as a fallback for uncertain economic futures. While some women may be inclined to view direct sales as an attractive employment alternative it is not a realistic means of supporting families during difficult economic times and this study might help some women make more informed decisions. Furthermore, this study brings to light how gender might be used to organize structural relationships between markets, people, and businesses.
Dissertation/Thesis
Ph.D. Gender Studies 2013

碩士
國立中央大學
土木工程學系碩士在職專班
98
The height of the 1980s, economic development, have contributed to the growth of Taiwan''s real estate market, real estate prices also will rise, while real estate investment environment due to the low barriers to entry, so to attract a lot of money influx. Messages in real estate transactions transparent and announced in early 1991 caused by the volumetric rate of the control building are rushing to build, but he led more than a large number of houses unmarketable. A huge backlog of capital is not only a waste of resources, real estate market downturn brought the non-performing loan ratio of financial institutions on the rise, forcing the Treasury rolled out starting in early 1999, hundreds of billions of low-interest housing loans, attempting to make into a quagmire of financial sector relief, and this one practice at the time much comment. In this study, the seller''s point of view, trying to find out the marketing decisions to be a focal point of consideration, and hope to build a complete real estate marketing standard operating procedures, provide the rest of home sales in the next release of the case, decision-making basis. Thus, in addition to market analysis and marketing strategies to explore the connection between the outside and in line with actual case of the verification and analysis of the theory with a view to practical experience can provide a complete logic of the industry''s ideas and practical direction for decision-making. At different stages in the marketing process encountered by the blind spot, may be the target market analysis customer-level analysis, media planning, product re-positioning, lock-off layer and development and other projects to be overcome to reduce the risk to push the case. The marketing research of the three major focus for the development of marketing strategies to provide appropriate basis. By collecting information, market analysis and develop strategies so far, each phase must be closely interlinked, are indispensable. A case study from the Longtan, verify that a structure can actually correspond with the case. From land development to the house I go to technology, have encountered to provide a reasonable and feasible guidelines. The case in the planning of products and develop sales strategies, we should first analyze target their customer characteristics. Local area due to the price level is not high on the high floors of the acceptance is limited; and the preference for low-floor residential high-rise housing on a larger resistance. A result of the case to the regional customer satisfaction, so planning product portfolio and pricing strategies, we should first understand the characteristics of the region. Longtan introduced at the beginning, failed to target their customer development and sales of locking operations in parallel, resulting in the loss of the best sales opportunities and cause excessive I housing, increasing the risk to the technology. As for the meaning of strategy is concerned, include the following: 1. For the various stages of marketing research and market analysis required to develop strategies, begin with a way to illustrate this process, can be used as the industry pushed the case when the actual reference; 2. marketing research analysis for different stages of the project very much visible changes in the actual needs of the situation to be in order to comply with the principle of cost-effectiveness; 3. because of the type of real estate varies types of different, although this study focused on the residential type of pre - Discussion on home sales, but other types of real estate required for the analysis of the focus is very much the same, the difference is not, should be able to apply by analogy to be adjusted.

碩士
國立勤益科技大學
流通管理系
100
Introduced in 1999, the home-delivery service industry has been in Taiwan for more than a decade. Increase in demand for home-delivery service has stimulated rapid growth, resulting in intensified competition between service providers. Cargo throughput has continued to increase. Future development potential for this industry is extremely high. In order to cope with large-scale increases in business volume, home-delivery companies must open additional bases of operations. As a goal and essential part of the companies’ business plan, this allows for an increase in market share while helping to promote company interests. In order to ensure greatest efficacy, additional bases of operations must be established in appropriate locales. This will enhance competitiveness and guarantee sustainable management. The establishment of additional bases of operations in appropriate regions also will lead to the all-important development of a complete pick-up and delivery network. Through investigation of relevant literature and consideration of related aspects of the home-delivery service industry, the present research has found out six major factors that contribute to selection criteria in the establishment of home-delivery bases of operations. These six factors include: production cost, plant location, transportation, geographical surroundings, manpower, and municipal legislation. In addition, there also are 20 criteria that arise from these six major ones. Questionnaires were used in order to evaluate relative importance attributed to each of the selection criterion. The Analytic Hierarchy Process (AHP) was used to calculate weighted selection criteria figures. Finally, these figures were converted to triangular fuzzy numbers, ordered, and used to establish a systematic, fuzzy MCDM approach that is suitable for use in home-delivery industry base of operations locale selection. This model will allow home-delivery service companies to select the most suitable expansion sites.

The purpose of this thesis is to discover which were the required competencies for a consultant to deal with a situation of crisis (COVID-19 pandemic) while working from home. The goal is to understand i) if the consultants were indeed prepared to work from home, due to the short notice of the companies and the government, ii) which were the most important competencies that enabled the consultants to deal better with the situation and iii) the real impact of working from home during the pandemic and the quarantine period. To empirically investigate the above question a qualitative research approach will be used and in order to collect empirical evidence, a total of 18 qualitative interviews have been conducted with consultants from different business areas that worked from home during the pandemic. The results will thereafter be compared to the theoretical framework by utilizing an inductive and deductive approach, in order to, find patterns or relevant information that lead to conclusions. The results suggest that the most relevant competences in the context of working from home during a crisis are: i) interpersonal communication, ii) anxiety and stress management, iii) manage time and iv) e-leadership. These competencies will cause a greater impact on the consultants’ performance, well-being at work and ability to work from home, if adequate training is provided by the companies. Working from home provides in the majority of the cases a better work-life balance, however, this depends on the individual’s personal situation, personality and competencies acquired.
O objetivo desta tese é descobrir quais são as competências necessárias para um consultor lidar com uma situação de crise (pandemia COVID-19) enquanto trabalha em casa. O objetivo é perceber i) se os consultores estavam preparados para trabalhar em casa, devido ao aviso de curto prazo das empresas e do governo, ii) quais foram as competências mais importantes que permitiram aos consultores lidar melhor com a situação e iii ) o impacto de trabalhar em casa durante a pandemia e o período de quarentena. Para investigar empiricamente a questão acima, uma abordagem de pesquisa qualitativa será usada e, a fim de recolher evidências empíricas, um total de 18 entrevistas qualitativas foram conduzidas com consultores de diferentes áreas de negócio que trabalharam em casa durante a crise. Os resultados serão posteriormente comparados com o enquadramento teórico, utilizando uma abordagem indutiva e dedutiva, a fim de encontrar padrões ou informações relevantes que levem a conclusões. Os resultados sugerem que as competências mais relevantes, no contexto do trabalho a partir de casa, durante uma crise são: i) comunicação interpessoal, ii) gestão da ansiedade e do stress, iii) gestão do tempo e iv) e-Leadership. Estas competências são as que irão causar um maior impacto no desempenho dos consultores, no bem-estar no trabalho e na capacidade para trabalhar em casa, se as empresas oferecerem formação adequada. Trabalhar em casa proporciona, na maioria dos casos, um melhor equilíbrio entre trabalho e vida pessoal, mas esta gestão depende da situação pessoal do indivíduo, da personalidade e das competências adquiridas.

碩士
逢甲大學
國際經營管理碩士學位學程
98
Channel has always been the most important part in marketing and amid the rapid information changing era, customer purchasing channel has already developed into multiple options. Now, customer purchasing behavior has no longer be restricted to a traditional channel, but rather through non-traditional ways, including TV home shopping, on-line shopping, etc. In other words, customer habits have gradually been changed to emphasize conveniences and high efficiency. Hence, they can no longer need to leave their houses, and yet able to fully enjoy the pleasure of shopping conveniences at home. The purpose of this study is to find out which hosts are able to touch the consumer hearts effectively with their promotional persuasive slogans, thereby helping us to learn about the strategic factors that affect the customer impulsive consumption intention. The study also aims to analyze the TV shopping audiences towards the specific persuasive slogans used by the hosts, as well as the correlation between different product categories and the impulsive consumption behavior. To coordinate with the purpose of the study, an empirical analysis was conducted to yield the research findings. After summarization, the study was able to obtain the specific conclusions towards 10 persuasive slogans used by TV shopping channel hosts on four different quadrants of products, and the types of persuasive slogans capable of stimulating and generating the consumer impulse purchasing intention were then determined. The conclusions are as follows: 1. Regarding the “first quadrant product,” consumers were easily affected by the persuasive slogans of “stress-free payment,” “excellent product,” “free satisfaction,” “the feeling of being envied by others,” “cheap prices” and “10 days of appreciation and try out” to generate the impulsive consumption intention. 2. Regarding the “second quadrant product,” consumers were easily affected by the persuasive slogans of “happiness for consumers and their families,” “stress-free payment,” “excellent product,” “free satisfaction,” “the feeling of being envied by others,” “the feeling of being able to walk ahead of fashion fad,” “cheap prices” and “10 days of appreciation and try out” to generate impulsive consumption intention. 3. Regarding the “third quadrant product,” consumers were easily affected by the persuasive slogans of “happiness for consumers and their families,” “excellent product,” “free satisfaction” and “10 days of appreciation and try out” to generate impulsive consumption intention. 4. Regarding the “fourth quadrant product,” consumers were easily affected by the persuasive slogans of “excellent product,” “free satisfaction” and “cheap prices” to generate impulsive consumption intention. Apart from design layout and “reasonable” persuasive slogans on TV home shopping programs, the hosts also need to enhance “sweet tips” in order to touch the consumer hearts effectively and then purchase the products. Consequently, the hosts of home TV shopping programs can use the results through the experimental analysis to stimulate the consumer impulsive purchasing intention by adding persuasive “sweet tips” that the consumers appreciate after they finish introducing the products. They are capable of creating more sales for the TV home shopping channels.

碩士
國立高雄大學
都市發展與建築研究所
99
In the global real estate market, Taiwan created her own pre¬-sale system at first in 1960, and after that this pre¬-sale system is now popular in mainland China. Therefore, the pre¬-sale system in Taiwan is very different in the real estate trading market in the whole world nowadays. However, to buy a house of one’s own is every young man’s dream. But there are some disputes in taking pre-sale houses when they are finished later. For Instance: the problem of houses’ leakage, the problem of the right of the contract’s review, the problem of returning “the deposit”, the problem of termination of commission for sale or the pur chase contract, concealing the important information, the defects of the construction, the problem of returning the mediation fee from the broker, the dispute of service pay, the problem of the loan of the house, the shortage of level ground, the cheating behavior of the agency company, the advertisement’s false, the non-clearness of property, the delay of starting the work, the non-match between building materials & equipment, the controversial issues related to taxes and fees, the problem about not offering the important contract book or the contract for the choice of mediation fee, the inconsistence with the provisions of building floor area ratio, changing the design of some unsold part of pre-sale house by oneself without saying, increasing the number of houses for selling, the requirement for the customers to return the contract of construction companies, the problem of design and construction, the problem of way of paying the fee, the problem of the issue of loan, the problem of water seepage and leakage, the problem of flowing and drainage, the not-tallying between the advertising content on the public facilities by the construction company and the completion of the house , if there being the impropriation for the way of calculating of public facilities, the problem of the boundary of the calculation of house’s area , the problem of the area public house area, the sea sand room, the problem of the structure of engineering and safety of public works, the delay of handing the house, the problem for the right of use of roof and disputes for property, the problem of the right of use the basement and the dispute for property, the problem of the legal right of use of the vacant land and property dispute, the problem of the parking fee, the problem of usage of the contract, double selling for one house, the problem of earning the price difference of the agency company, the problem of the service remuneration issues, the not-tallying between the current content in the house’s manual and the house’s real status, the problem of chloride ion detection, the problem of radiation detection, the fleeing with the money of the salesman, tax evasion, the bankrupt of the construction company, the having right to use parking spaces whether or not, the problem of having parking area whether or not, the termination on the contract of commission for sale or sale and purchase, not providing the real estate’s guide, the problem of public area, the problem of part of the interest, the problem during the warranty period, the problem of water and air-condition, the problem of the issue of the floor and wall, the difference between the plane chart of advertisement and the authorized plane chart of construction, the not tallying between the building’s purpose in the advertisement and the content written in building permits and use license, the calculation of the house area for sale and the way of remedy, the problem of the dispute on the error of the house area , the problem of the registration of property right of basement,…etc. Therefore, in order to reduce some related disputes, dissension, and unhappiness between the construction company and consumers after the handing of the house the pre-sale house, this research has been offered. This article will set some methods according to some information previously to reduce the related disputes and dissension after handing the house of buyers and sellers under the asymmetric information condition of both. However there are a lot of kinds of disputes in “pre-sale house”. And this research tries to design “the trade house’s check list” to provide “the department of government”(ex: the municipal government, the county government, the construction and planning agency ministry of the Interior (CPAMI)),””the construction company”, “apartment building management company”, “agency company”, “the sales agent for company”, “the organization of the public utility which is handing over item by item”, “people who want to buy pre-sale houses”, “bank”, “the company which manage the multi-storey buildings”, “he management committee of the multi-storey building”, “the company of the estate management”, “the multi-storey building of water and electricity contractor”, “Estate management academic society website in folk (ex: Taiwan Institute of Property Management、Taichung Property Management Association), “consumer culture and education foundation in website” and “other researchers who want to study in the future.” In addition, this study is using the CAD software and the two different calculating ways: by using “the heart of the wall” and “the heart of the column” to calculate “the percentage of the public utility”, and it is attached in the back of the questionnaire of the study. So the customers who want to buy the pre-sale houses in the future can calculate by their own through the information if they have interests in the part of the percentage of the public utility for instance. Finally, this study planes to collect some kinds of common disputes of pre-sale houses in domestic and foreign. And it will also combine with the case of “the collective housing by some Taipei construction company” and with the calculation the percentage of the public utility to design “the trade house’s check list”. And by having a depth interview with “the construction company” , “architects”, “ land administration agents”, “agency company”, “people who want to buy pre-sale houses” and “others which have related with agencies or government department”, and through the transcript, we will collect some related views and opinions. And what we have achieved will be the conclusion of this essay. Keywords : Information asymmetry、Real Estate、Pre-sale House

abstract: In this study I investigate the factors that may influence consumer preference and choice in China’s home interior decoration industry. With the fast development of information technology such as the internet in China, it becomes increasingly important to have a more precise understanding of consumer preference and choice in home interior decoration decisions so that companies in this industry can provide better services to meet customer needs. Using survey data from a sample of potential customers and a sample of existing customers of a large home interior decoration company, I find that (1) internet has become the mostly used channel by consumers to gather information about home interior decoration, (2) design style is the most influential factor in consumers’ choice of home interior decoration company, and (3) consumers are more likely to choose home interior decoration companies to provide full services when they are between 35 to 45 years old or above 55 years old, when it is the first time for them to purchase a real estate property, and when they are located in the Eastern region of China. Findings of this study can help home interior decoration companies better understand customer needs and preferences, facilitate changes in their marketing and sales strategies, and consequently strengthen their competitive advantage．
Dissertation/Thesis
Doctoral Dissertation Business Administration 2015

碩士
國立中山大學
企業管理學系研究所
95
Abstract In recent years, the domestic market has suffered shrinking domestic demands resulting from the long term poor economy. In this year, this is particularly prominent that every segment of the retail industry has rather reserved or pessimistic expectations of the economic growth for the next few years. When the performance of business enterprises and channels can no longer grow with economic growth, only through the research and implementation of successful marketing activities and channel strategies can there be an opportunity for another performance peak. In addition to developing strong capabilities in marketing planning, information application, market development, market analysis and retail management, good channel relationship and research are the most important factors of success. This study investigates the relationships between the series of activities conducted by business enterprises and channel management, and their interrelationship. It aims to provide business enterprises some decision reference in marketing and management strategy. The results of the study indicate that brand image, product, promotion pricing and service strategy have significant and positive relationship with relation marketing of the channel.

The healthcare environment in Portugal is changing and requires the adaptation and innovation of public and private health care providers. New health care practices such as home hospitalization are emerging. Sigma Saúde is a start-up founded in 2016 by two nurses with the aim of selling home hospitalization services to private hospitals in Lisbon. The start-up is the first business allowing hospitals to outsource home hospitalization services. Despite being a first mover, Sigma has found it hard to sell its services to private hospitals; it has had no sales to the present. This thesis aims to identify the reasons behind the difficulties Sigma has encountered in the process of penetrating the Portuguese private healthcare sector. Macro and microenvironmental factors affecting the start-up, current business model of Sigma Saúde, as well as the direct and indirect customers perspectives regarding the services offered, have been identified and analyzed. Based on the information gathered and the analysis conducted, the major causes for the startup’s inability to enter the market are presented. Further recommendations are provided for the start-up to overcome its major barriers and adjust its business model in order to be able to offer a more appealing value proposition.
O Mercado dos cuidados de Saúde em Portugal está a mudar, obrigando os hospitais públicos e privados a adaptarem-se a esta realidade e a inovarem. Novas práticas de cuidados de saúde como a hospitalização domiciliária estão a surgir. Sigma Saúde é uma start-up fundada em 2016 por dois enfermeiros com o objetivo de vender serviços de hospitalização domiciliária a hospitais privados em Lisboa. Esta start-up é a primeira empresa a permitir aos hospitais a subcontratação deste tipo de serviços. Apesar de ser pioneira, Sigma tem enfrentado dificuldades em vender os seus serviços a hospitais privados; não tendo vendas até ao momento presente. Esta tese tem como objetivo identificar as razões subjacentes às dificuldades encontradas pela Sigma ao tentar penetrar no mercado de saúde privada Português. Os fatores macro e micro ambientais capazes de afetar a start-up, o modelo de negócio da Sigma Saúde, bem como as perspectivas dos clientes diretos e indiretos em relação aos serviços oferecidos, foram identificados e analisados. Com base na informação recolhida e na analise realizada, são apresentadas as principais causas responsáveis pela incapacidade da start-up de entrar no mercado. Por fim, são dadas recomendações de forma a que a start-up consiga superar as suas principais barreiras e reestruturar o seu modelo de negócio a fim de conseguir oferecer uma proposta de valor mais apelativa.