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    政大機構典藏 > 商學院 > 企業管理學系 > 學位論文 >  Item 140.119/94635
    Please use this identifier to cite or link to this item: http://nccur.lib.nccu.edu.tw/handle/140.119/94635

    Title: 國際代理關係之維繫與延續
    Maintaining and Developing Relationships with International Manufacturers by Agents
    Authors: 酈芃羽
    Contributors: 于卓民

    Keywords: 國際代理關係
    international agent relationship
    local resource
    local knowledge
    transaction cost theory
    resource-based view
    Date: 2008
    Issue Date: 2016-05-09 11:24:15 (UTC+8)
    Abstract: 代理商是許多國外廠商在初入陌生的海外市場時,最常使用的低涉入模式之一,其代表國外原廠在當地市場執行產品銷售的相關業務,並服務當地客戶,扮演國外原廠與當地客戶之間橋樑的角色。但是代理商也常被視為是國外原廠在進入當地市場時暫時或次要的工具,一旦當地市場逐漸成長,國外原廠就會收回代理權自行經營;當地市場太小,代理商又面臨自身經營的困境,所以代理商常面臨生存的兩難。加上一般代理商不涉及製造活動,需仰賴國外原廠提供產品,一旦當國外原廠取消代理關係,往往造成代理商因失去產品來源而遭受重大損失。
    本研究從代理商的角度,探討代理商如何避免被國外原廠取消代理權,以及 代理商即使面對被國外原廠取消代理權,其仍舊可以繼續生存的策略作為。本研究以交易成本理論與資源基礎理論,分別從國外原廠對當地市場的興趣、代理商與國外原廠的上游關係以及代理商與國內客戶的下游關係三個部分加以分析,探討代理商如何利用上、下游關係中的知識與資源,來維繫與發展與國外原廠之間的關係,避免被國外原廠取消代理權。再者,代理商可以透過運用知識與資源,使其在面對被國外原廠終止代理關係時,降低損失的程度、並提高生存空間。
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    Data Type: thesis
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