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    Title: 資訊通路商發展策略之研究
    Research of IT distributors` develop strategy
    Authors: 蕭宏明
    Contributors: 周宣光
    蕭宏明
    Keywords: 資訊通路商
    四格商業模式
    IT distributor
    Date: 2013
    Issue Date: 2014-06-04 14:43:35 (UTC+8)
    Abstract:   國內資訊通路業由聯強最早於1990年代在最早投入這個市場,當時就提出銷售、配送、維修三合一的經營模式,首創了資訊通路商的名詞,也正式將傳統的代理商銷售模式打破成為了新興市場的銷售模式,隨後二十幾年國內資訊通路商有精技電腦、建達國際、捷元電腦、展基國際等皆無法有較突破性的發展與成長,營業額與聯強亦有相當大的差距,引發想探究國際性資訊通路商的經營模式與經營績效,與個案公司相較之下,有何學習之處及提供多角化經營的參考。

      本研究探討了通路商選擇因素、經營模式、企業轉型策略與成功關鍵因素及成長策略的相關文獻,以確定通路商在供應鏈架構中的價值地位。除了文獻探討外,本研究以5間個案公司做分析、比較,分別為精技電腦、聯強國際,及2家國際性資訊通路商Ingram Micro、Tech Data及一家中國大陸內需經營的神州數碼,分析這5家資訊通路商在他們的發展歷程中如何去發掘顧客的價值主張,建置關鍵資源,精進關鍵流程,創造利潤公式而能不斷的擴大營收規模,並由其5家個案公司經營績效中,探討資訊通路商利潤公司的比較。

      最後建議個案公司精技電腦在選擇風險最低的考量下,採取下列3個方案:
    一、 應朝國際化發展-水平整合,首先朝中國市場發展
    二、 增加更多產品線
    三、 建構電子商務訂購平台 B To B To C
    Reference: 壹、 英文部分:

    1. A. Viscio and B. A. Pasternack, “Toward a new business model,” Strategy & Business, vol. 20, no. 2, pp. 125–134, 1996.
    2. E. R. Corey, F. V. Cespedes, V. K. Rangan, and B. Carrey, Going to market: distribution systems for industrial products. Harvard Business School Press Boston, 1989.
    3. E. Vaucher and E. Hamel, “Cholinergic basal forebrain neurons project to cortical microvessels in the rat: electron microscopic study with anterogradely transported Phaseolus vulgaris leucoagglutinin and choline acetyltransferase immunocytochemistry,” The Journal of neuroscience, vol. 15, no. 11, pp. 7427–7441, 1995.
    4. G. Armstrong and P. Kotler, “Marketing: An Introduction, 7th,” vol. 63, no. 4, pp. 146–163, 2000.
    5. G. Hamel, Leading the revolution: How to thrive in turbulent times by making innovation a way of life. Harvard Business Press, 2002.
    6. H. Chesbough and R. S. Rosenbloom, “The role of the business model in capturing value from innovation: evidence from Xerox Corporation’s technology spin-off companies,” Industrial and corporate change, vol. 11, no. 3, pp. 529–555, 2002.
    7. Ingram Micro 2012 Annual Report.
    8. J. D. Day and M. Jung, “Corporate transformation without a crisis,” McKinsey Quarterly, no. 4, pp. 116–127, 2000.
    9. J. R. Kimberly and R. E. Quinn, Managing organizational transitions. McGraw-Hill/Irwin, 1984.
    10. J. W. Creswell, Qualitative inquiry and research design: Choosing among five approaches. Sage, 2012.
    11. L. W. Stern and A. I. El-Ansary, “Marketing channels,” 1988.
    12. M. W. Johnson and H. Nair, “New business models in emerging markets,” Harvard Business Review, vol. 89, no. 1/2, 2011.
    13. P. J. Kotler and G. M. Armstrong, Principles of marketing. Pearson Education, 2010.
    14. P. Kotler, “Marketing management: Analysis, planning, implementation, and control,” 1988.
    15. P. Kotler, Marketing Management: Analysis, Planning, Implementation, and Control-7/E. Prentice Hall, Englewood Cliffs, NJ, 1991.
    16. P. Timmers, “Business models for electronic markets,” Electronic markets, vol. 8, no. 2, pp. 3–8, 1998.
    17. R. Amit and C. Zott, Value drivers of e-commerce business models. INSEAD, 2000.
    18. R. K. Yin, “Case study research: design and methods,” 1994.
    19. Tech Data 2012 Annual Report.
    20. T. V. Bonoma, “Case research in marketing: opportunities, problems, and a process,” Journal of marketing research, pp. 199–208, 1985.

    貳、 中文部分:

    1. 吳建昌,「以交易成本理論探討資訊代理商之通路經營策略」,國立中山大學企業管理學系碩士論文,2004。
    2. 林毓廷,「半導體機台派工知識表達模型之設計與實作」,國立台灣大學碩士論文,2002。
    3. 神州數碼2012年年報。
    4. 袁素萍,「企業轉型成功關鍵因素之研究」,國立成功大學管學院高階管理碩士在職專班碩士論文,2003。
    5. 陳明璋,「企業贏的策略:掌握成功的4項關鍵:經理人、接棒、轉型、創新」,遠流出版,1990年。
    6. 郭晉彰,「3%的超越: 透視杜書伍的聯強國際經營學」,天下遠見出版,2006。
    7. 黃俊英,「行銷管理--策略性的觀點」,華泰文化事業公司,2000。
    8. 精技電腦2012年年報。
    9. 聯強國際2012年年報。
    10. 神州數碼2012年年報。
    11. 謝效昭,「行銷資訊與通路領袖關係之研究」,政治大學企業管理研究所未出版博士論文,1996。
    12. 資策會MIC IT IS 計畫 (2013/12)
    13. 馬克,強森著,林麗冠譯,「白地策略–打造無法模仿的市場新規則」。天下文化出版,2010。
    Description: 碩士
    國立政治大學
    經營管理碩士學程(EMBA)
    101932018
    102
    Source URI: http://thesis.lib.nccu.edu.tw/record/#G0101932018
    Data Type: thesis
    Appears in Collections:[經營管理碩士學程EMBA] 學位論文

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