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博碩士論文 etd-0901111-173641 詳細資訊
Title page for etd-0901111-173641
論文名稱
Title
電子連結器產業代理商與製造商商業合作模式之研究與探討-以 A公司與T公司為例
A Study on Business Partnership between Distribution Channels and Manufacturers in the Electronic Connector Industry – Using Company A & Company T as Examples
系所名稱
Department
畢業學年期
Year, semester
語文別
Language
學位類別
Degree
頁數
Number of pages
110
研究生
Author
指導教授
Advisor
召集委員
Convenor
口試委員
Advisory Committee
口試日期
Date of Exam
2011-08-31
繳交日期
Date of Submission
2011-09-01
關鍵字
Keywords
影響力、合資、策略聯盟、功能性衝突、信任、承諾
Joint venture, Strategic alliance, Functional conflict, Influence
統計
Statistics
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中文摘要
摘 要

本研究之主要目的是針對電子連結器產業中最大代理商與最大製造商之間的合作模式提供建議與改進方式以增進業績成長、利潤的攀升、並提高客戶的滿意度為目標。在代理商與製造商合作的過程中因為產生信任與承諾的問題,導致所有期待的結果差強人意。沒有信任的合作是無法承諾任何事情,沒有承諾更無法有任何有意義的改善。

研究的方法將針對過去對代理商與製造商合作模式理論作探討,再根據同時期合作模式其實際操作的經驗分析與對照,研究之間的差異化。在這些理論與實際的分析中,我們專注在如何利用影響力(權力)、依賴性、功能性衝突、與合作來使得代理商與製造商彼此的合作關係更為緊密。更精準地說,以上這些因素或是參數都或多或少與特定的投資與契約條款相關聯,代理商與製造商可以根據這些條件去分析其間的優缺點,作為維繫彼此緊密關係的重要參考。其他的方法像是策略性聯盟或是合資也是增進彼此利益的重要依據,因為他們可以協助代理商與製造商在目前日益高漲的競爭環境下提升競爭優勢。

在本研究最後,我們使用個案研究的方式,去凸顯現過去幾十年所發生的代理商與製造商彼此合作上,所產生的潛在問題依然呈現在今天的商業合作關係中。然後運用研究的理論與過去實際經驗來探討如何在今天如此競爭的商業環境中強化,並改進國際主流連結器代理商與製造商的合作的關係。
Abstract
Abstract
The main purpose of this research & analysis report is to suggest a working model between a world leading connector distribution firm and a world leading connector manufacturer firm that will guide them to improved sales performance, increased profitability, and higher levels of customer satisfaction. However, a lack of trust and commitment is keeping them from accomplishing these outcomes. Without trust, there is no commitment. Without commitment, there can be no meaningful change.
The method of this research is to first analyze the theories developed in the past for working partnership between distribution firms and manufacturer firms and then, the empirical studies conducted for the same period of time. Among the theories and empirical studies, we focus on how to bond the relationship by using influence (or power), dependence, functional conflict, and cooperation. More specifically, these factors or variables are somewhat related to idiosyncratic investments and contractual terms which provide the two parties with the options to compare pros and cons of taking the next step for relationship bonding. Other ways that may affect their common interest are to form a strategic alliance or joint venture that will provide a competitive advantage for both companies to win the business in this highly competitive environment.
At the end of this research, we use a case study to represent potential relationship issues that still go on in today’s business environment which occurred decades ago. Then, we apply the theories and studies and provide suggestions to both leading connector distributor and manufacturer on how to strengthen working relationship in today’s competitive business environment.
目次 Table of Contents
Table of Content
Chapter 1 Introduction 1
1.1 Research Motive and Purpose 1
1.2 Research Scope and Limitation 7
1.3 Thesis Structure 8
Chapter 2 Literature Review 10
2.1 Strategy Concept 10
2.2 Strategy Theory 11
Chapter 3 Market Analysis 44
3.1 Competitive environment 44
3.2 Electronic Connector Industry Practice 51
3.3 Michael Porter 5 forces Analysis 59
Chapter 4 Case Study and Analysis 65
4.1 Method 65
4.2 Electronic Connector knowledge 66
4.3 Company introduction 73
4.4 Case Analysis 77
Chapter 5 Conclusions and Suggestions 86
5.1 Conclusions 86
5.2 Suggestions 89
Appendix: Questionnaire for Case Study 93
References 95










List of Tables:

Table 1 2009/2010 Total Interconnect Market By Region 2
Table 2 The World’s Distribution Market for Connectors 3
Table 3 Traditional vs. New Distribution Function & Value 47
Table 4 World Leading Connector Distributors 74
Table 5 World’s Top 10 Connector Manufacturers Sales 76
Table 6 The Score of Perception of Business Relationship Between Company A and Company T – Overall 79
Table 7 The Score of Perception of Business Relationship Between Company A and Company T – Non Financial Factors 81
Table 8 The Score of Perception of Business Relationship Between Company A and Company T – Financial Factors 82





List of Figures

Figure 1 Relationship Model of Commitment and Pledges 15
Figure 2 Model of Manufacturer and Distributor Working Partnerships 28
Figure 3 The Relational Exchanges in Relationship Marketing 41
Figure 4 The KMV Model of Relationship Marketing 43
Figure 5 Michael Porter’s 5 forces of Competitive Position Model 60
Figure 6 Notebook Computer Exploded View 67
Figure 7 Mobile Phone Exploded View 68
Figure 8 Typical Electronic Connector Components 69
Figure 9 Basic Connector Production/Manufacturing Process 73
參考文獻 References
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