由於健保財源的短促，使得健保要達成財務收支平衡的目標更加困難，無形中也讓醫界以及藥業在健保局不斷釋出政策干擾的情況下，經營更形困難嚴峻。因此如何提升組織效率和生產力，以因應健保不利藥業經營的政策對營收所可能產生的衝擊，已然成為藥廠不得不正視的課題。因為業務成本往往占據藥廠營運成本之絕大部分，所以業務效率 (SFE : Sales Force Effectiveness) 成為藥廠在監測及創造業務績效上極力著眼的重點。
本研究以量化的實證研究方式探討業務人員運用業務區域管理系統之使用者滿意度對於使用績效的影響，在相關性分析中「系統效能」、「整體表現」，與使用績效確實有顯著的正相關存在。研究分析中亦發覺，「系統親和性」對使用績效的影響也是正向的，也是牽動著使用績效的重要關鍵因素。
因此，個案公司應該持續改善系統效能及系統親和性，以發揮業務區域管理系統之最大效益，進而提昇業務人員的工作效率。

The environment in which pharmaceutical companies promote their product has become increasingly tough over recent years as a number of trends and factors drive changes. As the effect of patent expires, shrinking piplines and rising R&D costs impact companies. In addition, because NHI intervention, cost-containment policy, regulatory constraints on promotion, ever more influencers on prescribing, they are under increasing pressure to delivery greater productivity from their sales forces. Furthermore, the network of prescribing decision maker and influencers is becoming more complicated. How to optimizing sales force effectiveness become a critical key issue in pharmaceutical company.
This empirical study utilizes a questionnaire to explore the relationship between Satisfaction and Performance of Using Electronic Territory Management System(ETMS). In a correlation analysis we have found a positive correlation between Satisfaction of Using ETMS System and such categories as “System Performance”, “Overall Performance”. We have also found that “System Compatibility” play important roles in raising performance of using ETMS system.
We are also assured that the company can experience continuous performance improvement by improving system performance and system compatibility.

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