• 主题
高级搜索  >
历史搜索 清空历史
首页> 外文学位 >FACTORS AFFECTING THE COMPETITIVE PROCESS IN THE ACQUISITION OF MAJOR WEAPON SYSTEMS (DEFENSE, MARKETING).
【24h】

FACTORS AFFECTING THE COMPETITIVE PROCESS IN THE ACQUISITION OF MAJOR WEAPON SYSTEMS (DEFENSE, MARKETING).

机译：影响主要武器系统（国防，市场营销）竞争过程的因素。

获取原文
获取原文并翻译 | 示例
页面导航
  • 摘要
  • 著录项
  • 相似文献
  • 相关主题

摘要

This dissertation examines the competitive process in the defense market to determine what factors beyond the government's specified formal selection criteria, are significant in winning or losing. The principal focus is on the market segment concerned with the development and production of major weapon systems.;A computer based literature survey was performed which encompassed marketing theory, defense marketing, competitive procurement, and defense industry statistics. The marketing theory literature failed to provide an adequate theoretical basis for the dissertation's hypotheses. They are, therefore, empirical, and reflect the experience and observations of highly successful practitioners in the defense community.;Quantitative methods were employed to test the validity of each hypothesis. Data pertaining to all ten hypotheses was acquired via a questionnaire mailed to 250 industry and government candidate respondents. Interviews with selected respondents were used to augment the survey data base.;Various descriptive and inferential statistics were employed as the bases for acceptance or rejection of the hypotheses. They included frequency distributions, correlation matrices, multiple regressions, and Chi-Square tests. Based on the statistical results of the survey data, six hypotheses were accepted, two were conditionally accepted, and one was rejected. The findings pertaining to the remaining one were indeterminant.;The formal source selection process employed by the Department of Defense for competitive acquisitions is described first. Next, ten hypotheses are presented pertaining to factors that are alleged to impact the formal source selection process. These hypotheses were derived from the defense marketing and competitive procurement literature, and from the author's personal experience in this field.;Results of the survey and of the interviews are integrated in a discussion concerning the competitive significance of each hypothesis.;The conclusion of the dissertation summarizes the findings of greatest competitive significance. They are synthesized into a set of eight principles of successful competitive behavior.;The author contends these principles are essential "tools of the trade" for consistent winners in the defense marketplace. He argues that, properly applied, they provide the firm a competitive advantage of overwhelming proportion.
机译：本文考察了国防市场的竞争过程，确定了哪些因素超出了政府规定的正式选拔标准，对成功或失败都有重要影响。主要重点是与主要武器系统的开发和生产有关的市场领域。进行了基于计算机的文献调查，包括营销理论，国防营销，竞争性采购和国防工业统计。市场营销理论文献未能为论文的假设提供足够的理论基础。因此，它们是经验性的，反映了国防界非常成功的从业人员的经验和观察结果。；采用了定量方法来检验每个假设的有效性。通过邮寄给250个行业和政府候选人的问卷调查表，获得了所有10个假设的相关数据。通过与选定受访者的访谈来扩充调查数据库。;各种描述性和推论统计被用作接受或拒绝假设的基础。它们包括频率分布，相关矩阵，多元回归和卡方检验。根据调查数据的统计结果，接受了六个假设，有条件地接受了两个假设，一个被拒绝了。与剩下的有关的发现是不确定的。首先描述国防部用于竞争性收购的正式来源选择过程。接下来，提出了十种假设，这些假设与据称会影响正式来源选择过程的因素有关。这些假设来自国防营销和竞争性采购文献，以及作者在该领域的个人经验。；调查结果和访谈结果被整合到有关每种假设的竞争意义的讨论中。论文总结了具有最大竞争意义的发现。它们被合成为成功竞争行为的八项原则。作者认为，这些原则是国防市场上始终如一的赢家必不可少的“交易工具”。他认为，如果运用得当，它们可以为公司提供压倒性优势的竞争优势。

著录项

  • 作者

    EDWARDS, FRANK LESLIE.;

  • 作者单位

    The Claremont Graduate University.;

  • 授予单位 The Claremont Graduate University.;
  • 学科 Business Administration Marketing.
  • 学位 Ph.D.
  • 年度 1984
  • 页码 201 p.
  • 总页数 201
  • 原文格式 PDF
  • 正文语种 eng
  • 中图分类
  • 关键词

相似文献

  • 外文文献
  • 中文文献
  • 专利
获取原文

客服邮箱：kefu@zhangqiaokeyan.com

京公网安备：11010802029741号 ICP备案号：京ICP备15016152号-6 六维联合信息科技 (北京) 有限公司©版权所有

  • 客服微信

  • 服务号