ETDs

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.

In addition to the electronic theses found in the ASU Digital Repository, ASU Theses and Dissertations can be found in the ASU Library Catalog.

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.

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汽车4S店数字营销业务—电销专员业绩归因研究

Description

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

ContributorsWu, Jun` (Author) / Shen, Wei (Thesis advisor) / Chen, Xinlei (Thesis advisor) / Sun, Tianshu (Committee member) / Arizona State University (Publisher)
Created2020
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The Source of Senior Management in the Branches of China’s City Commercial Bank: Internal Training or External Introduction

Description
China's city commercial banks were reorganized by the urban credit cooperatives in the same city in the 1990s. Although they are allowed to open branches outside the registered city, the location and the number of their branches have been strictly restricted. It is fatal to them to increase the competitiveness…

China's city commercial banks were reorganized by the urban credit cooperatives in the same city in the 1990s. Although they are allowed to open branches outside the registered city, the location and the number of their branches have been strictly restricted. It is fatal to them to increase the competitiveness of their branches. Based on the diversity theory and its mechanism, in this study I examined the impact of source diversity of the senior management in the branches of the city commercial bank on the branches’ productivity and their asset yield. Invoking the resource-based theory and the social capital framework, the source diversity lead to the organization resources diversity and the organization knowledge diversity. The results demonstrate that the source diversity contribute to the branches’ competitiveness advantage. Both internal trained personnel and external introduction personnel are important for the branches’ top management team. But one of the two kinds of personnel is more suitable to their middle management team.
ContributorsZhang, Xiande (Author) / Gu, Bin (Thesis advisor) / Wang, Tan (Thesis advisor) / Shen, Wei (Committee member) / Arizona State University (Publisher)
Created2017