上海交通大学
硕士学位论文
江铃汽车销售业务DMS系统建设的研究
姓名：邓君
申请学位级别：硕士
专业：工商管理
指导教师：徐博艺
20070128
江铃汽车销售业务DMS系统建设的研究
帕加尼zonda tricolore
摘要
随着我国加入WTO和宏观经济的持续高速增长，汽车市场在02、03年高速增长。但随后而来的宏观调控
、油价不断走高、环保法规等诸多不利因素使处于高速增长中的汽车行业迅速减速，激烈的竞争在不断拉低整车价格的同时，也使汽车企业越来越认识到售后服务领域的重要性，以前在整车光芒掩盖之下的零部件、汽车售后服务市场开始吸引越来越多的投资者的目光。在此背景下，作为价值链实际控制者的汽车企业必将加大对汽车销售服务渠道的整合，通过与经销商紧密协同打造整个业务链的优势来应对竞争，并借助优良的售后服务延伸整车的品牌内涵，增强顾客的忠诚和信心。
但在管理信息系统方面，企业内部信息系统只解决各企业内部的业务问题，较少考虑到整车厂与维修站多个公司间业务的协同作业，因此也一直无法应对整车厂加强渠道管理的趋势，并为之提供强力的支持。因此，DMS（Dealer Management System）系统的出现正是顺应整车厂整合销售业务链的趋势，它跨越整车厂和代理商两端，使整车厂与代理商在统一的信息平台上协同运作，充分享受业务链整合和信息共享带来的竞争优势。
古思特报价
dvd播放格式本文首先回顾了国内外汽车工业的发展历程、论述了国内外汽车工业销售业务的异同和未来销售服务渠道的发展趋势以及对汽车企业信息系统建设带来的挑战，详细描述了整车厂在有前向一体化要求又不具备相应条件的情况下通过信息系统的前向延伸来获得协同优势。考虑到DMS 系统跨越整车厂和代理商企业边界的特殊性，本文通过运用价值链分析工具和五力模型理论对现阶段中国汽车行业进行分析，阐述了DMS系统在汽车行业实施的可行性和必要性。结合对江铃汽车DMS系统建设案例的研究，分析了江铃汽车原有信息系统存在的问题和DMS系统给江铃汽车及其代理商和维修站带来的优势。通
过对江铃汽车构建DMS系统案例的分析，阐述了整车厂在系统建设时必须考虑的系统可行性、技术框架、业务范围、实施规划等问题。虽然，DMS系统比较适合应用于汽车行业，但不说明DMS系统为汽车行业所独有，在论文的最后，对可能应用DMS 概念的其他行业进行了分析。
关键字：汽车行业，销售服务，信息系统，协同
THE RESEARCH OF JIANGLING MOTOR COMPANY FOR CONSTRUCTING DEARLER MANAGEMENT SYSTEM FOR
SALES BUSINESS
ABSTRACT
纳智捷怎么样With China’s entry to WTO and the great growth of economy, China auto industry increased rapidly in 2003 and 2004. However, the succeeding disadvantageous factors such as macro controls, oil price and environment rules quickly decelerate China auto industry. While fierce competitions continuously lowered vehicle price, China vehicle manufacturers more and more recognized the importance of after sale business. In this situation, China vehicle manufacturers that were actual controllers of auto industry chain must adjust their sales and services channel and cooperated closel
y with their dealers to challenge competitions. Moreover, the excellent after sales also can extend the brand of vehicle and improve the royalty and confidence of customers.
But as to management information system, the company internal IT systems that can only resolve its internal business problems seldom consider
广州车辆违章查询the cooperation between auto company and its dealers and therefore can not be adapted to the trend of auto company’s regulating the sales business chain. The emergence of DMS (Dealer Management System) just supported the trend. DMS bridges the two points of vehicle manufacturers and their dealers and makes their close co-operations in the same information platform possible.
The thesis firstly reviews the auto industry development history and discusses the difference between China auto industry and developed country’s. Secondly, the thesis studies the ideas and advantages of DMS in detail and analyzes possibility of DMS in China auto industry today. With the case research of Jiangling Motor Company constructing DMS, the system feasibility, technology architecture, business blueprint, implementation plan are discussed detailedly. The possibilities of applying DMS in other industry are also analyzed at last.
KEY WORDS: auto industry, sale business, information system, cooperation
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