美容瘦身業導入門市銷售系統之關鍵成功因素探討; Critical factors for successful implementation of the the retail sales systems in beauty salon and the fitness center

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题名:	美容瘦身業導入門市銷售系統之關鍵成功因素探討;Critical factors for successful implementation of the the retail sales systems in beauty salon and the fitness center
作者:	楊儒津;Ju-chin Yang
贡献者:	資訊管理學系碩士在職專班
关键词:	美容瘦身業;關鍵成功因素;Success and failure factors;critical success factors
日期:	2007-06-27
上传时间:	2009-09-22 15:28:41 (UTC+8)
出版者:	國立中央大學圖書館
摘要:	台灣的美容瘦身產業環境急速變遷，企業間早已是白熱化的競爭狀態，企業要如何能夠做到有效的行銷、銷售並且持續保有或提昇顧客滿意度、忠誠度等，才能確保企業在市場上之競爭力甚至領導地位。成功的導入門市銷售資訊系統，儼然成為企業經營成敗的關鍵因素之一，能夠協助經營者充分掌握銷售相關資訊，進而讓經營者能制定正確有效之銷售策略的最佳幫手。本研究以資訊系統導入之關鍵成功因素為基礎，透過個案研究方式深入訪談個案公司，探討「美容瘦身產業導入門市銷售系統」的關鍵成功因素，以及瞭解在關鍵成功因素上，實務面的具體作法為何？希望提供其他同業或類似產業在導入資訊系統之參考，如何掌握重要關鍵成功因素，克服資訊系統導入時所面臨之障礙與困難的挑戰。研究結果發現，導入「美容瘦身產業導入門市銷售系統」之關鍵因素： 1、最重要的關鍵因素為「高階主管的承諾與支持」、「有效完整的教育訓練」、「選擇合適系統」。 2、次重要的關鍵因素為「明確定義專案目標」、「良好溝通管理」、「專案人員足夠的授權」、「專案管理的能力」、「軟體開發及測試」。 3、不重要的關鍵因素為「優秀顧問團隊」。研究結果也發現，在導入「美容瘦身產業導入門市銷售系統」過程中，在進行資料轉檔時都面臨同樣的困難，就是客人的資料不完整且可能同一客戶資料，卻分散在幾家門市中。在共通動機為，可獲得完整可信的客戶資料及相關交易資料，提供銷售策略訂定參考甚至是顧客關係管理，及藉由門市銷售系統的導入，達到門市銷售標準化。 The environment of the beauty salon and the fitness center in Taiwan has changed rapidly in recent years, and the status of keen competition from company to company can obviously be seen. Therefore, it is inevitably a great thesis for a company to remain competitive and become a leading company by how to make effective marketing, sales and maintain or even raise the satisfaction and royalty of the customers. It has become a critical issue for the management of every company to succeed whether it can triumphantly introduce management information system (MIS) of retail sales which is capable of providing sufficient sales information to the manager and even establish precise and effective sales strategies. This research is based upon the crucial factor of a successful introduction of management information system to probe into the triumphant crucial factor of introducing MIS into beauty salon and fitness center, by means of case study and further go deep into the interview of every case company. By realizing the triumphant crucial factor, the way of implementation can be discovered simultaneously. It can be referred for those companies or similar industries that intend to introduce the management information system into their companies. In this way the manger can learn the way to control the crucial factors to success, and to conquer the obstacles and difficult challenges during the introduction of management information system. According to the result of the research, the crucial factors of introducing MIS into beauty salon and fitness center include the following points: 1.The most significant crucial factors are “the commitment and support out of high-level directors”, “effective and completed training” and “the selection of suitable system”. 2.The minor important factors are “the precise definition of a project target”, “smooth communication and management”, “the full authorization from the project person”, “the competency of project management” and “the software development and measurement” 3.The insignificant factor is “outstanding consultant team” The research also discovered that in the course of introducing MIS into beauty salon and fitness center, most companies encountered almost the same difficulty engaging in data switch. It is found that some information of the customers is incomplete or several data may eventually point to the same customer, which may due to that the customer left his or her datum in several retailers. Somehow, there is a common motive that reliable customers’ information can be established completely in such a way, and can be referred to as a sales strategy or the management of customer relationship. By introducing retail sales, a standardization of retail sales system can be accomplished.
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