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전략유형과 성과에 관한 연구-판매력 관리 실행 중심으로-
이선규(Sun-Kyu Lee),서명지(Myoung-Gee Seo),이웅희(Ung-Hee Lee) 한국산업경영시스템학회 2004 한국산업경영시스템학회지 Vol.27 No.4
This study examines the relationship between multiple sales force management practices and performance within each of Miles & Snow (1978)'s strategy types and Walker & Ruekert (1987)'s strategy types. The findings are as follows First, Prospectors seem to be associated with Increased performance when they are utilizing a relationship selling strategy, In-ternal sales force, moderate levels of supervision, outcome~based control system and incentive-oriented compensation system Second, Analyzers seem to be associated with increased performance when they are utilizing a relationship selling strategy, internal sales force, outcome-based control system to deal with the instability in their strategic focus. Third, Low Cost Defender seem to be associated with increased performance when they are utilizing a relationship selling strategy, ex-ternal sales force, low levels of supervision, outcome-based control system and salary-oriented compensation system. Fourth, Differentiated Defenders seem to be associated with increased performance when they are utilizing a relationship selling strategy, high levels of supervision, balanced (outcome+behavior) control system and salary-oriented compensation system
Porter의 산업구조분석모형을 이용한 TFT-LCD 사업매력도 분석
이선규,이웅희,서명지,허연호,홍민정 금오공과대학교 산업기술개발연구원 2001 産業技術開發硏究 Vol.17 No.-
This study examined the key success factors and the degree of industry attractiveness in the TFT-LCD industries. The five competitive force factors include: barriers o entry, industry rivalry, threat of substitutes, supplier power and buyer power. As the result of this study, it was found that the key success factors were customer needs, high screen quality, low price, high performance, convenience and stability concerning with display device. This study provides another link in the chain of understanding of the industry attractiveness and key success factors in the TFT-LCD markets.