HS医疗器械代理销售企业核心竞争力识别和培育研究

发布时间：2017-12-31 18:42

本文关键词：HS医疗器械代理销售企业核心竞争力识别和培育研究　出处：《云南财经大学》2015年硕士论文　论文类型：学位论文

【摘要】：HS医疗代理销售公司90年代成立以来,已成发展为云南省内医疗代理行业规模较大的企业,近年市场竞争者大量涌入,竞争异常激烈。企业运营战略缺乏持续性,某一经营环节出现问题就全力的加强该环节管理,这一环节的问题解决了其它环节又出现问题,总是在“顾此失彼”的循环中困惑,乃至迷失方向。有没有一种“方法”可以使企业获得持续的竞争优势?1990年,Coo Ko普拉哈拉德和Go哈默尔首次提出“核心竞争力”概念,这一理论很快成为全球关注的研究热点,现代企业竞争不再单纯是规模与价格的竞争,最根本的是企业核心竞争力的竞争,实质是看谁能赢得持续的领先优势,企业核心竞争力是企业长期获得竞争优势的源泉。本文从企业核心竞争力的理论知识入手,全面介绍企业核心竞争力的概念、内涵、特征、评价体系、识别方法、培育途径。在理清企业核心竞争力的培育是以企业核心竞争力的识别为前提的理论逻辑后,重点阐述企业核心竞争力的识别要从企业的内部和外部两个方面分析。内部识别主要从技能分析、资产分析、价值链分析、知识链分析;外部识别主要从顾客贡献分析、顾客价值分析、竞争差异分析。企业核心竞争力理论与HS医疗器械代理销售企业的实际情况相结合,通过对HS公司核心竞争力的内部识别和外部识别得出其企业核心竞争力主要蕴含于:企业文化、销售能力(销售技能、销售制度、市场资产)、人力资源、产品选择、企业知识、信息技术系统、售后服务、资产管理这八个“着力面”。对比HS医疗器械销售代理企业核心竞争力的不同“着力面”的现实状况与其理想状态的差距,系统性的提出HS医疗销售代理企业的核心竞争力培育需要重新树立更能有效激发员工参与企业经营的文化氛围;制定具有吸引力的人力资源制度,使企业在成长过程中进入不断积累企业知识,增强销售能力状态;以使企业所提供产品或服务更具有市场竞争力为原则规范企业的产品选择和售后服务环节;完善企业信息技术系统,使企业外部信息和内部信息高效传递;加强企业资产管理,提高企业资产利用率。通过对不同“着力面”梳理,最终构建出一个能不断感知外部市场变化并作出自身合理改变以适应市场的企业运行系统,这一系统的构建即为HS企业核心竞争力的培育。
[Abstract]:HS medical sales agent company since its establishment in 90s, has become the development of Yunnan Province medical agency industry large enterprises, in recent years, the influx of competitors in the market, the competition is fierce. The enterprise operation strategy and lack of continuity, a business link problems to strengthen the management, this part solves the problem of the other links problems, always in the "cycle of care for this and lose that confusion," and even lost. Is there a "method" can make the enterprise obtain sustainable competitive advantage? In 1990, Coo Ko Go Prahalad and Hamel first proposed the concept of core competence, this theory quickly become a hot research topic of global concern, the modern enterprise competition is not only the size and price competition, the most fundamental is the core competitiveness of enterprises competition, the essence is to see who will win the lead enterprises continued. The core competence is the source of enterprise long-term competitive advantage. This paper from the theoretical knowledge of the core competitiveness of enterprises with the concept, a comprehensive introduction to the enterprise's core competitiveness evaluation system, connotation, characteristics, identification methods, the way to cultivate. In clarifying the core competitiveness of enterprises to cultivate the core competitiveness of enterprises is to identify the theory of logical premise, recognition focuses on the core competitiveness of enterprises to analysis from the two aspects of the enterprise internal and external. Internal recognition mainly from skill analysis, asset analysis, value chain analysis, knowledge chain analysis; external recognition and analysis of main contribution from the customer, customer value analysis, competition analysis of the differences. The actual situation of the enterprise core competitiveness theory and the HS Medical Devices Agency Sales of enterprise combination, through internal and external recognition to identify the HS company core competitiveness of the enterprise core competitive force mainly contains In: corporate culture, sales (sales skills, sales system, market assets), human resources, product selection, enterprise knowledge, information technology system, customer service service, the eight asset management "to" reality. The core competitiveness comparison of HS medical equipment sales agent business of different "to" with its ideal the gap between the core competence system, HS medical sales agent enterprises need to establish more effective to cultivate and inspire employees to participate in enterprise culture; to develop attractive human resources system, so that enterprises in the process of growing up in the accumulation of knowledge, enhance the ability of state sales in order to enable enterprises to provide products; or the service to be more competitive in the market for the product specification and selection principle of enterprise customer service service sectors; perfect enterprise information technology system, make the enterprise internal and external information Efficient transfer of information; strengthen enterprise asset management, improve the utilization rate of corporate assets. Through combing the different "to", finally construct a continuous perception of the external market changes and make their own rational change to adapt to the market operation system, the system construction is the core competence of the HS enterprise culture.

【学位授予单位】：云南财经大学
【学位级别】：硕士
【学位授予年份】：2015
【分类号】：F426.4;F271

【相似文献】