商業軟體銷售之研究 -以傑報資訊公司人力資源資訊系統為例

Research on Commercial Software Selling Strategy - A Case Study of HR Info-system of JB's

許名瑤(Min-Yao Hsu)

指導教授 ： 王秉鈞

元智大學/資訊學院/資訊管理學系/碩士(2008年)

摘要

本論文是以個案分析的方式並使用口語資料分析法，以人力資源資訊系統為例，探討商業軟體在銷售時，廠商的評估重點是哪些，藉此做為軟體公司在發展與銷售產品時參考，並採用大量的歸納分析方式以推導而得研究結果。歸納的探索方式使得新的理論觀點或是模型建立得以產生- 藉由從多重來源的資料收集多重個案的內容比較，以及現有的理論與新驗證取得的資料中推導與證實。

本論文將企業在評估軟體廠商的項目分為：產品功能面，產品服務面，及過去成功經驗的評估三個構面分別探討。在產品功能面：企業希望軟體廠商能夠提供所有涵蓋人力資源系統的功能的模組，系統功能與現行的管理架構愈相似愈好，重視薪資保密性要求，能滿足客戶客製化的規格，能符合未來公司營運的策略，系統必須要能搭上人力資源管理活動與資訊科技發展的潮流等。在產品服務面，企業最先希望軟體產品必須與現有內部系統整合一致，再來則必須評估軟體的工程文件，導入時的輔導方式與訓練內容，及後續維護費用與服務方式，最後則是評估軟體廠商使用的軟體工具與系統平台。最後企業則是評估軟體廠商過去的成功經驗裡，是否有與公司相同背景的客戶，包括公司規模，產業經驗與是否有國際化經驗等。

關鍵字：人力資源資訊系統，人力資源，軟體行銷，軟體銷售，商業軟體

關鍵字

人力資源資訊系統，人力資源，軟體行銷，軟體銷售，商業軟體

並列摘要

The thesis is a case study research on HR Info-system selling strategy. Its purpose is to analyze the purchasing behavior of a commercial software package and to find the important strategies and key points for software developing companies in future development.

The marketing strategy of this study will be discussed in three portions: the functionalities of the system, customer services, and successful selling experience in the past. The conclusions of the study are as follow:
On the functionality, the system:
- should cover all HR functions
- should be similar with the current management structure, and keep salary confidentiality
- should customize to meet corporate future development strategy
- should cope with HR activities and to meet with information technology future trends as well
On the Customer Services, the system:
- should be integrated with internal system
- should provide technical documents
- should include implementations and training
- should facilitate maintenance and Services
On the successful selling experience in the past, the system:
- should have rich experience of dealing with the customers of the different background, scale, industry
- should be able to work with Multi-national requirements

Key work: Human Resources Info System, Human Resources, Software Sales and Marketing, Commercial Software

並列關鍵字

Human Resources Info System, Human Resources, Software Sales and Marketing, Commercial Software

參考文獻

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