ASU Electronic Theses and Dissertations
This collection includes most of the ASU Theses and Dissertations from 2011 to present. ASU Theses and Dissertations are available in downloadable PDF format; however, a small percentage of items are under embargo. Information about the dissertations/theses includes degree information, committee members, an abstract, supporting data or media.
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Dissertations and Theses granted by Arizona State University are archived and made available through a joint effort of the ASU Graduate College and the ASU Libraries. For more information or questions about this collection contact or visit the Digital Repository ETD Library Guide or contact the ASU Graduate College at gradformat@asu.edu.
Filtering by
- All Subjects: localization strategy
- All Subjects: 业绩归因
- Creators: Shen, Wei
2019年中国车市增速明显放缓，目前已从中高速转入负增长，客户自然进店越来越少。如何抢占2020销售先机，修炼内功，那必须要想出措施维持销量，从而保住销售业务盈利。截止到2019年6月，中国互联网网民数量已经超过8.5亿人。其中，使用手机上网的群体占比高达99.1%。互联网的快速发展，改变了人们的生活习惯，使生活变得更便捷。购车过程也是如此，客户不是先去展厅，而是通过互联网去了解产品信息，数字营销业务已经成为4S店销售发力的重点，在数字营销部门电销专员在其中起到了承上启下的关键性作用，电销专员的业绩是衡量电销专员作战能力的核心指标，所以对于电销专员岗位业绩归因的研究分析至关重要。
所以本论文将从宏观背景、终端经销商实际调研数据分析两个不同的角度，进行综合性研究。将 “人员选拔”、“能力指标”、“岗位绩效”、“岗位辅导”作为4大自变量，对于因变量“电销专员业绩”的强弱相关性的影响分析，并分析“岗位辅导”与其他三大自变量对于因变量“电销专员业绩”的交互影响，从而建立起终端对于电销专员的最优人员模型。
关键词：互联网，汽车行业，数字营销，电销专员，业绩归因
To test the above proposition, I conduct the empirical analysis in three steps. In the first step, I investigate foreign banks’ management model by surveying 13 major foreign banks locally incorporated in Mainland China. The results suggest that these 13 foreign banks can be categorized into three distinct groups based on their management model: intergrators, customer-followers, and parent-followers. The results also indicate that intergrators have the highest level of localization while parent-followers have the lowest level of localization.
In the second step, I conduct DEA (Data Envelope Analysis) and CAMEL (Capital Adequacy, Asset Quality, Management, Earnings, Liquidity Analysis) to assess the operating efficiency of these 13 foreign banks. The assessment is conducted in two ways: 1) the inter-group comparison between foreign banks and local Chinese banks; 2) the intra-group comparison between the three distinct groups of foreign banks identified in the first step. The results indicates that the principal factor driving the operating efficiency of both local Chinese banks and foreign banks is the comprehensive technical efficiency, which includes both the quality of management and the quality of technical elements. I also find the uptrend of technical efficiency of the integrators is more stable than that of the other two groups of foreign banks.
Finally, I integrate the results from step one and step two to assess the relevance between foreign banks’ localization level and operating efficiency. I find that foreign banks that score higher in localization tend to have a higher level of operating efficiency. Although this finding is not conclusive about the causal relationship between localization and operating efficiency, it nevertheless suggests that the management model of the higher performing integrators can serve as references for the other foreign banks attempting to enhance their localization and operating efficiency. I also discuss the future trends of development in the banking industry in China and what foreign banks can learn from local Chinese banks to improve their market positions.