Journal of the Korean Operations Research and Management Science Society (한국경영과학회지)

The Korean Operations Research and Management Science Society (한국경영과학회)
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Cognitive Map based Tacit Knowledge Management Approach to Intelligent Sales Strategy Sharing of Enterprise S/W

기업용 S/W 판매전략 공유를 위한 인지지도 기반의 암묵지 관리 접근법

  • Published : 2007.12.31
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Abstract

Dramatic development of information technology requires new type of sales strategy to enterprise S/W dealers. That is, one should thoroughly consider diversified types of enterprise S/W and more elaborated consumer needs to establish successful sales strategy. However, various factors that should be considered in establishing enterprise S/W sales strategy are different according to types of enterprise S/W and hard to be managed systematically which led to the current situation where they have not been discussed enough. Therefore, this study introduced the relationship between the factors that affect selection of enterprise S/W using the concept of cognitive map on various enterprise S/W sales cases. Through this process, this study grouped the cognitive maps of similar cases to introduce their characteristics and made this result to be practically useful to enterprise S/W sales strategy.

Keywords

References

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