自從網際網路興起、電子商務蓬勃發展、企業電子化蔚為風潮、國際價值鏈分工體系等全球大趨勢之下，我國產業面臨製造業及服務業全球佈局與產業升級轉型的挑戰。資訊服務業因可提供結合產業專業知識及資訊通訊技術來協助產業提升營運績效與強化國際競爭力，在過去數年內蓬勃發展，但因為台灣市場小而提供服務者多，在市場競爭的結果，資訊服務業的獲利狀況每況日下，但同時間又必須保持技術領先及公司成長，如何整合公司內部有限的資源來維持公司的成長變成是一個極為重要的課題。
本研究是嘗試以資源基礎觀點並以一大型跨國資訊服務公司台灣分公司之企業系統服務事業群為例，探討個案企業內部如何運用有限的資源和能力，從而調整本身的業務銷售組織以符合市場環境的需要，進一步成功的經營。
本研究將以個案公司為研究對象，先進行產業調查，有系統地深入了解該公司的資源、市場、技術、組織架構，發現該公司的優勢、弱勢、面臨競爭與威脅再成長的機會。繼而探討銷售組織模式之改變之較佳模式及企業資源對業務銷售組織的影響，並以銷售組織改變之前後業務銷售績效對於銷售組織變動之影響，歸納出下列結論：
一、較合適於資訊服務業所採用之銷售組織模式是業務發展策略目標並依據其產品銷售特性( Selling Motion )而設計。
二、資訊服務業進行業務銷售組織改造時，企業無形資源中的人員資本及組織能力是影響業務銷售組織改造成功與否的關鍵因素。
三、資訊服務業在變動業務銷售組織模式時，需依據其組織設計模式之特性加以調整業務績效評估方式。

As the growth of internet, the E-commerce has become a global business trend. Under this globalization of the e-economy, the international value chains, such as the division of labor, force the domestic enterprises such as manufacturing and service industries to face this great challenge in recent years. The reason why the information technology(IT) services industries are flourishing for past few years is due to they can provide a combination between professional knowledge and information technology for improving enterprises’ international competiveness to gain excess-profit. However, the market in Taiwan is too limited to survive for those service providers. Under such highly competitive market, the services industries have made a drop in making profits. In order to sustain technological leadership to maintain a stable market place, how to integrate inter limited resources becomes a key factor to gain business improvement.
This study will be the case for the study, the first industrial survey, a systematic insight into the company's resources, markets, technology, organizational structure and found that the company's strengths, weak, facing the threat of competition and opportunities for further growth. Organizational model and then explore the sale of better mode of change and corporate resources to business organizations, the impact of sales and marketing organizations before and after changes in sales performance for the effect of changes in sales organization, summed up the following conclusions:
1, The IT services industry sales organization designed based on strategic objectives and characteristics of its Selling Motion designed.
2, Sales organization of IT services industry transformation, the enterprise intangible resources of personnel and organizational skills that affect business sales organizations key to the success of the transformation factor.
3, Sales organization of IT services industry transformation, that need to design model according to their characteristics to be adjusted business performance assessment methods.

致謝辭..................................................................................2
摘要..................................................................................3
英文摘要(ABSTRACT)..................................................................................4
目錄..................................................................................5
圖目錄..................................................................................8
表目錄..................................................................................9
第一章 緒論.................................................................................. 10
第一節 研究背景與動機......................................................... 10
第二節 研究目的..................................................................... 10
第三節 研究限制..................................................................... 11
第四節 研究流程..................................................................... 11
第二章 文獻探討.......................................................................... 13
第一節 資源基礎理論.................................................................. 13
第二節 銷售組織相關理論.............................................19
第三節SWOT分析...............................................................................26
第四節 銷售績效評估..................................................................................28

第三章 研究方法與研究設計.................................................... 30
第一節 研究架構.....................................................................30
第二節 質性研究方法.........................................................30
一、探索性研究法
二、深度訪談法
三、次級資料
第三節 研究對象....................................................................33
第四章 台灣資訊服務業情況.................................................... 35
第一節 資訊服務業及其定義...................................................................35
第二節 台灣資訊服務業產業情況...........................................................35
第五章 個案公司介紹.................................................................... 42
第一節 個案公司簡介............................................................................42
第二節 個案公司組織架構....................................................................44
第六章 研究發現.................................................................... 53
第七章 結論與建議.................................................................... 66
第一節 結論............................................................................66
第二節 對H公司的建議............................................................68
第三節 後續研究建議........................................................68

附錄：本研究問卷...................................................................................... 69
參考文獻...................................................................................... 70
一、中文部份......................................................................70
二、英文部分........................................................................71
三、網站部分........................................................................73

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英文部份：
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網站部份：
http://www.dgbas.gov.tw/ct.asp?xItem=13213&CtNode=3504 , Accessed on April 10, 2009.
http://www.idc.com.tw/about/detail.jsp?id=Njk= , Accessed on April 05, 2009.
http://welcome.hp.com/country/tw/zh/companyinfo/index.html , Accessed on April 30, 2009.