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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
    譚丹琪

    酈芃羽
    Keywords: 國際代理關係
    當地資源
    當地知識
    交易成本理論
    資源基礎觀理論
    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。
    本研究以台灣電子零件代理商為研究對象,代理自國外原廠的產品線為分析單位,實證結果發現,在代理商避免被國外原廠取消代理權的問題上,國外原廠對代理商投入的資源越多,越能降低被取消代理權的可能性;而代理商在對上游(國外原廠)的關係中,擁有的當地市場資源越多、越瞭解國外原廠、越能掌握當地網絡,越能降低被國外原廠取消代理權的可能性;代理商在對下游(當地客戶)的關係中,越瞭解當地客戶、越能提供附加價值活動給當地客戶,越能降低被國外原廠取消代理權的可能性。在即使面對被國外原廠取消代理權,代理商依舊可以保有生存機會的議題上,代理商越能適度增加國外原廠數目,分散產品來源,越能降低因為被國外原廠取消代理權而造成的損失。
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    Description: 博士
    國立政治大學
    企業管理學系
    93355501
    Source URI: http://thesis.lib.nccu.edu.tw/record/#G0093355501
    Data Type: thesis
    Appears in Collections:[企業管理學系] 學位論文

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