身為供應商，服務一個開始國際化的客戶是其企業成長的重要契機，為了因應客戶海外設廠，廠商面臨不得不跨出母國市場的壓力。臺灣過去是全球許多資訊產品的生產重鎮，但近年來許多廠商開始進行海外直接投資，將生產線移至亞洲(如中國大陸、越南等)、北美(墨西哥)或歐洲(捷克)等國家，臺灣的供應商開始感受到客戶外移的壓力，中心廠將生產基地外移，連帶促使其上游產業也陸續跟隨其客戶至一起至海外進行投資，在考量組織資源與客戶服務的天平上，供應商在此議題必須做出重要的抉擇。是該在當地設立完整價值活動的子公司，還是以出口方式來服務？是否存在其它折衷的策略選項？不跟隨客戶進行國際化，可能因無法維繫買賣關係而喪失該客戶，跟隨客戶國際化，又面臨到環境的不確定性及跨國營運的挑戰，企業需要尋求可以兼顧客戶關係與維持原有優勢的營運方式，同樣面臨客戶在海外設廠的情境，為何供應商在價值活動的國際化上會有不同的決策？對於製造業的供應商而言，營運活動之佈局尚未獲得完整解答，因此，本論文探討之研究問題包括：(一)當母國客戶在海外設立製造據點時，供應商的國際化跟隨策略為何？(二)當母國客戶在海外設立製造據點時，供應商價值活動的跟隨決策受到哪些因素的影響？ 本研究以供應商為研究對象，與客戶接觸之價值活動為分析單位，針對研究問題一，透過個案研究，本研究探究國際化跟隨策略之內涵，發現「價值活動之地理位置」與「價值活動之決策權」為跟隨策略之兩個重要構面。針對研究問題二，透過問卷調查，本研究證實跟隨決策之影響因素：供應商對客戶的依賴關係會增加供應商決策權外移程度；供應商內部作業鑲嵌程度愈高時會促使廠商採取價值活動留在母國；客戶集權程度愈高時，供應商之價值活動與決策權均傾向留在母國；價值活動與客戶海外據點之知識與決策鑲嵌程度，會促使供應商將價值活動與決策權均移往地主國。 本研究從個案資料及組織間關係的依賴、同形及鑲嵌觀點等理論觀點，以供應商之主要客戶海外設廠為主要研究情境，探討供應商之國際化跟隨策略內涵與影響因素，並進行理論意義與實務意涵之討論。 / As a supplier, serving an international customer is a key opportunity of growth. Taiwan was a major manufacturing country of many electronic products in the world in the past. But in recent years, many firms, for cost or service concern, start to move their production lines to China, Vietnam, Mexico, Czech Republic, etc. The suppliers of these firms face pressures from customer migrations. By exporting to serve the customer in the host country, the buyer-seller relationship can not be well-kept. By Setting up a completed value activities subsidiary, the suppler face the uncertainties and challenges of cross-border operations. To or not to go, it’s an important decision the supplier must make. Furthermore, facing the same situation, customer’s FDI, why firms chose different strategies？ This paper considers both inter and intro organizational interactions to discuss this issue. Two research questions are investigated. First, to quickly respond to the key customer’s demand in the host country, what is supplier’s customer-driven internationalization strategy? Second, what factors would affect supplier’s customer-driven internationalization strategy. In other words, this research aims to explore the influential factors abut a supplier’s internationalization strategies to service home customer’s demand in the host country. This study takes the view of a supplier, who faces the key customer set up manufacture unit in host country. In order to explore the issues, this study adopted two study researches. At first, this study took 7 case studies form 6 companies to confirm the decision dimensions of internationalization strategies. We found that the locations of activities and the degree of decision power are two important dimensions of supplier’s internationalization strategies. Secondly, according to survey results from 103 suppliers in Taiwan, the findings include below. (1) Positive relationship between suppliers’ dependency and decision power in the host country. (2) The higher internal-embeddedness of the activities, the higher possibilities the location of the activities would located in the home country. (3) Negative relationship between customer’s decision centrality and decision power in the host country. Also negative relationship between customer’s decision centrality and the possibility the location of the activity would located in the home country. (4) The higher external-embeddedness of the activity, the higher possibilities the location of the activity would located in the host country. Also positive relationship between external-embeddedness and decision power in the host country.

近年來，互聯網及資訊通訊技術的發展使得買方和賣方之間的交流溝通更為通暢，交易成本降低，因此單純從事買賣中間業務的貿易公司的作用變得越來越小，其生存空間不斷縮小。國際貿易公司如果仍然只是接受國外訂單，組織國內貨源，進行出口交貨，這樣的代理角色必然會缺乏競爭力，並逐漸被市場淘汰。在傢俱行業之中，貿易公司也面臨著這樣的問題。 本研究從供應鏈整合、交易成本、服務創新等理論出發，結合傢俱行業貿易公司發展的實際情況，提出了一個新的傢俱行業貿易公司商業模型。新商業模型建議貿易公司進行客戶整合、供應商整合及內部整合，有助於公司降低交易成本、更好的服務客戶，提升原有服務品質並提供新的附加服務，增強貿易公司的競爭力及績效。 並且本研究使用一個實際的企業案例來說明該商業模型應用，通過實際的例子說明了該商業模型的運作方式，包括目標市場定位、經營業務、人員編製、營收估計及投資效益分析、風險及敏感性分析，同時也證明了該商業模型確實能夠為企業帶來效益增長與長遠發展。本研究具有理論意義及實踐意義。

鋰離子電池（Li-Ion Battery）在筆記型電腦產品的應用性愈來愈高，而臺灣廠商在筆記型電腦產品之產業鏈上素來扮演重要地位，鋰離子電池產業也不例外。然而，環顧目前全球筆記型電腦鋰離子電池產業，日本與韓國廠商一方面供應筆記型電腦所使用的18650電池芯給台灣的電池組裝廠，另一方面在電池組上與台灣組裝廠競爭電池組的市場。而臺灣廠商在日本、韓國等電池芯供應商的夾擊下，該要如何找到出路？ 本研究利用Brandenburger & Nalebuff（1996）在「競合策略」（Co-opetition）一書中發表的賽局理論為架構，利用賽局理論的架構探討臺灣電池組裝廠廠商在全球筆記型電腦鋰離子電池產業的定位。本研究採個案研究法深入訪談個案公司的高階主管，以瞭解其與供應商、競爭者的競合關係。由個案分析與研究發現得出研究結論如下: 結論一：明確的客戶選擇與產品策略，有助於凝聚內部的共識，創造對客戶和對供應商附加價值。 結論二：面對強勢的供應商，並且積極的爭取下游客戶的競爭下，企業要積極扮演好客戶期待的角色，並進一步藉由客戶的力量來提升供應商的服務。 結論三：企業透過不同的價值活動來展現技術和未來的發展力，可以提升在客戶端的價值地位；也可以讓供應商廠感受威脅來提升供貨的服務。 結論四：企業藉由客戶、互補者在其他產業的連結，有助於擴展產品的範圍及開發新的客戶。 / Lithium Ion Battery is getting more widely used at portable electronic products, particularly at laptop PC. In laptop PC industry, Taiwanese manufacturers have been playing important role in the worldwide supply chain, and Taiwanese battery pack makers also have significant share of computing batteries market for laptop PC in past years. Most of computing batteries adopt 18650 Lithium ion cell which is the most significant cost factor of a computing battery pack. Taiwanese battery pack makers source the Lithium ion cells mainly from Korean and Japanese Lithium ion cell suppliers. However, these cell suppliers are not only supply cells to pack makers, but also build the packs to compete against Taiwanese suppliers in pack market. Facing the competition from suppliers in end market, how can Taiwan pack makers survive in the battery pack business? This research uses "Co-opetition" of Game Theory by Adam M.Brandenburger and Barry J. Nalebuff as the framework , adopt case-study method to understand Taiwanese battery pack makers strategies to win the market share, how Taiwan battery pack makers position themselves among their suppliers, rivals and customers, what actions shall Taiwanese pack makers take to sustain in this industry. The conclusions of this research are stated as below 1. Clear and specific customer selection strategy and product plan would help the corporate to reach internal consensus, create value-add to customers and suppliers. 2. Corporate would obtain supports from suppliers through customers’ assistances when the supplier are also a competitor in product end market 3. Corporate would gain better service from suppliers by delivering its innovations and technologies through value activities. 4. Corporate would expand its product portfolio and develops new customers by utilizing the connections with customers and complementors.

在科技發達的今天，資通訊科技與家電產品造就了一般大眾生活上的便利，但也使天然資源的消耗速度加快，因此，如何能夠有效地節能減碳並進行綠色創新，乃成為企業經營管理上很重要的課題。 本研究的主軸即探討企業進行綠色創新的過程與管理。論文研究上先結合研究目的與文獻探討，建構出一個包含「外在環境」、「創新策略」、「創新管理」與「創新成效」等四大構面的研究架構圖。接著選擇一家製造電源供應器的代表性廠商，進行深入的探索性個案研究。本研究所得到的初步結論包括： (1)企業對於外在環境的改變要擬定創新策略及勇於挑戰的決心進行創新管理，有助於其創新成效的實現。 (2)企業的綠色創新策略主軸明確，有助於組織內形成共識，對其創新管理資源的運用容易聚焦，並改變其組織文化。 (3)企業運用創新策略及技術策略，可藉由檢視過往失敗的經驗，從中發掘新創思維並進行新產品開發，有助於實現創新成效。 (4)創新研發團隊組織中領導者如能擁有創新熱忱，並給予適當的資源及高階的信任，將有助於企業創新的發展。 (5)「以人為本」的綠色創新模式有助於企業的永續經營及因節能的貢獻而減少環境的衝擊。 本論文最後並提出對廠商與後續研究者的建議。 關鍵字：綠色創新、節能減碳、創新策略、創新管理、企業社會責任、電源供應器、創新團隊、永續經營

產品服務系統的概念是在八十年代被提出,當時基於國際化導致各國產業日趨競爭,企業因而積極尋求更多的途徑來創造成長,而當時許多企業,如: IBM、Xerox 等,由原本的產品銷售事業逐漸 跨足服務的提供,這帶給這些企業許多市場競爭優勢,進而促使更 多不同產業的企業開始應用類似的策略實施。 有鑑於國內產業目前積極地推廣產品服務系統,以創造各個領域的產業升級,因此本研究以產品服務系統的供應鏈管理做為討論的核心,希望了解企業在產品服務系統的落實中,應如何應對這商 業模式的變化。對此,本研究採用個案研究法,首先透過文獻探討 以整理出研究的分析模型,再配合產品服務系統實施成功的國內傢 俱零售廠商做為研究個案,以進行調查。其中,分析模型主要由三個面向所構成,分別為下游供應網絡、焦點企業與上游供應網絡 , 並且在下游供應網絡的環節重點討論企業與顧客的互動模式,在焦 點企業的部分探討企業內部的管理措施,而在上游供應網絡探究企業與供應商的合作模式。 本研究發現產品服務系統的採行會直接地改變企業與顧客之間的互動關係,這促使企業必須與顧客進行密切的溝通,同時還需要積極獲取顧客的資訊。而由企業內部角度來看,則需要創造服務能力,調整績效管理模式,以及培養服務導向的組織文化。最後,企 業應與供應商應建立作業連結、資訊共享管道與誘因同盟,使彼此促成長期的合作關係,並讓整合方案能夠更效率地傳遞給顧客。 本研究透過實際案例的深入探討,了解到企業在執行產品服務系統的過程中,對於供應鏈採行了何種管理因應,其結果不但擴充 了“產品服務系統供應鏈”的理論探討,同時能夠也提供給未來相關領域的研究者與其他相關企業發展的參考。 / The concept of Product Service System (PPS) has been expanded since 1980s, when the globalization boosted the competition of various industries. Therefore, companies were longed to explore new business model to facilitate their performance within the market and at that period several companies (including IBM, Xerox) successfully obtained outstanding competitive advantages through providing service, which is derived from their product business, and formed the idea of PPS and Servitization. And so, more and more companies involve in PPS, hence PPS have already applied in numerous industries nowadays. Previously, Taiwan’s local market put a lot of emphasis on PPS, in order to promote upgrade in various industries. Therefore, this paper is aim to discover implementational insight of PSS in the perspective of supply chain management (SCM) and realize how should company responds, when facing the change of business model. In this case, this paper utilize case study methodology with analysis model, which is contrived by desk research on PPS supply chain related paper, and execute in-depth analysis on case study of local furniture retailer, which possess successfully experience in PPS. In this research, the analysis model is consisted with three major dimensions, that is upstream supply network, focal company and downstream supply network. In the aspect of upstream supply network will focus on the discussion of customer interaction, but when it comes to the aspect of focal company will put emphasis on inner management and last would be the dimension of downstream supply network with understanding of supplier relationship management in the background of PPS. The research results indicate that the application of PPS would bring direct change on the interrelationship of customer and focal company, this would cause the company to have frequent communication with customer and shall obtain customer information during interaction. And in the viewpoint of focal company, it should alter the performance evaluation model and acquire new ability of service and service-oriented culture. Last but the least, focal company should establish comprehensive operational linkages, information sharing methods and incentive alignment with supplier to deliver integrated solution to the customer efficiently. With in-depth case study, this paper unveils the SCM detail information of Servitization and the result is not only contributive toward the academic research of PPS, but also provides valuable insight for industry with further expansion on PPS.

本研究主要探討電源供應器產業之突破式創新的可能性。透過文獻了解創新的涵意和學者對創新的分類，深入比較「維持性創新」（Sustaining Innovation）與其高階入侵（High-end encroachment），以及「突破式創新」（Disruptive Innovation）之三種低階入侵（Low-end encroachment）方式，分別為：即刻市場入侵（Immediate low-end encroachment）、邊緣市場入侵（Fringe-market low-end encroachment）、分離市場入侵（ Detached-market low-end encroachment）。 首先探究電源供應器之技術、產業現況、供應鏈結構及電源供應器的應用分類；將無線充電器歸類為新科技，針對無線充電技術的市場、聯盟、應用、未來機會做深入的剖析。為驗證無線充電技術之突破式創新的可能性分析，本研究採取學者Schmidt（2008）所提之「辨別創新的三步驟」進行突破性創新的驗證，以「無線方便性」與「充電速度」為關鍵指標。現有充電器的消費者比較重視「充電速度」，而新市場的消費者比較在意「無線方便性」，兩者的需求曲線不同，無線充電科技因提供與既有市場不同的新功能，所以被歸類為「低端突破式創新」之「分離市場」入侵。分離市場的消費者願意為無線的方便性付出較高的價格購買新產品。在新產品推出初期不會侵蝕主流市場的銷售，但經過一段時間，當價格下降及充電速度性能提升後，新產品會「低端突破」原有市場；到最後，新產品會往主流市場及高階市場擴散而影響既有產業和原來的市場結構。 本文藉由與產業專家的深入訪談得知目前既有企業對於新科技尚未開始準備，著實也驗證了Christensen（2005）提過主流企業常常因為過度著重現有技術，而忽略突破性科技的存在。最後，本文建議既有電源供應器產業應多留意突破性科技的入侵且適時跨入新科技，才能在突破性科技崛起時做好準備。 / The main purpose of this research is to examine the potential of disruptive innovation on the power supply industry. This article investigates the definitions and the classifications of innovation by various scholars. It identifies sustaining innovation with its high-end encroachment and disruptive innovation with its three approaches of low-end encroachment which are immediate, fringe-market, and detached-market. This article reviews the power supply industry and its technology, applications, market status, supply chains and then investigates the wireless charging industry and its technologies, evolutions, standards, and market opportunities. To identify the potential of wireless charging becoming disruptive technology, the article refers to the three-step framework of Schmidt (2008) to assess the potential diffusion pattern. The primary attribute of the incumbent is the charging time whereas the primary attribute of new technology is its wireless convenience. The results classify wireless charging as a low-end detached-market encroachment. The current and new products initially sell to the two opposite ends of the market and the highest willingness to pay for each market in the beginning are different, which are “detached “from one another. Over time, charging time would be expected to improve and cost would be expected to decrease, wireless chargers will be more favorable to high-end users of the wired chargers, and eventually current market will be encroached by the new technology. The interviews with incumbents present that current power supply firms have not initiated the development of wireless technology. Companies usually pursue sustaining innovations at the higher tiers of their markets because this is what has historically helped them succeed and they often missed the chances to disruptive innovation. (Christensen, 2005) The results suggest the established organizations to take more efforts to start looking into the disruptive technology so that established organizations will not be displaced by the new firms.

設備供應商在顯示器產業的市場競爭與策略: 以應用材料為例 / Flat panel display (FPD) is one of the most booming industries in the past decade. It shows everywhere in our life, such as TV, smartphone, laptop, car display, and public display. In the FPD plants, the manufacturing equipment is the critical portion to determine the performance of the production lines. Equipment suppliers combine advanced technologies into mass production tools, and eventually boost the innovation of information technology. In this thesis we will discuss about the market of display industry and the equipment market, followed by analysis of the strategy of equipment suppliers. We will use Applied Materials as the case, to see what their strategy to keep the leading position in the competitive market for over 20 years.

在新興市場逐漸蓬勃發展及2008年金融海嘯發生後，低價電腦商品需求開始大增，低價迷你筆電由台灣電腦廠商華碩率先開發出來，但競爭對手宏碁在半年後推出同類型產品，出貨量及產品銷售成績屢創佳績，超越市場先進者華碩，讓人不禁思考，何以華碩表現卻不如後進者宏碁？創新產品若要為企業帶量龐大利潤，除了創新這項元素外，還有哪些因素值得讓企業學習仿效？ 研究問題包括，一、企業在發展創新性產品時，對「先行競爭者產品」的知識為何？二、企業在推出創新性產品前，對「整體市場」的知識為何？三、企業的組織策略在創新性產品開發流程中所扮演的角色為何？四、企業在發展創新性產品的過程中，其合作伙伴的角色為何？ 本研究從過往眾多文獻中，整理出市場面、組織面及產品面等三大重要構面，做為研究架構，並以宏碁迷你筆電Aspire One系列為例，從產品開發流程中，尋找產品開發成功的重要因素。本研究藉由關鍵人物訪談及次級資料蒐集取得資訊，建構起研究的主體。 本研究所得到的結論包括，一、企業在開發創新性產品時，若能注重市場導向及消費者需求，可提高創新性產品開發之成功機率；二、企業在開發創新性產品時，上市速度是影響產品銷售成功的關鍵；三、企業售後服務可提升顧客忠誠度，有助創新產品的銷售；四、高階主管的支持是推動創新性產品上市重要的動力；五、企業成立跨部門組織專責處理創新性產品開發事宜，有助溝通與縮短產品推出時程；六、豐富的行銷、通路及技術等組織資源，有助創新產品開發的成功；七、企業產品出貨量到達經濟規模，有助創新性產品開發時，提高對外談判籌碼多及成本優勢；八、產品競爭力及消費者需求並存時，將會提高創新性產品的成功機率；九、企業與供應商關係良好，有助維持新產品品質及上市時程。

近年來政府大量開放銀行設立，使得銀行間過度競爭，造成存放利差大幅縮小，授信風險為之大增，而2006年本國銀行亦將適用新巴塞爾協定（Basel II）規範，這對銀行在授信管理上是衝擊亦是挑戰。2001年政府運用AB計畫建立之電子化訂單資訊，推動了資訊業金流電子化計畫（C計畫），C計畫係以中心廠與供應商間之交易資訊，作為供應商還款能力的擔保，且透過電子化之傳遞，加快供應商取得融資之腳步，C計畫嶄新之融資概念對銀行來說亦是一項新的衝擊，顛覆銀行以往傳統之授信、放款觀念。 本研究以供應鏈管理之角度，探討中心廠與供應商間之交易流程對於銀行融資風險之影響，以銀行關切之三件事情：中心廠支付金額是否大於融資金額與利息之合計數、中心廠是否在預期期間內付款以及中心廠是否有付款義務，分析其對銀行融資風險之影響，並試圖建立相關之風險監控機制，使銀行得以透過系統監控風險，以承做更多小額之融資。 在中心廠支付金額是否大於融資金額與利息合計數方面，本研究針對供應商延遲交貨、數量不足與品質檢驗不合格之情形，以數學推導方式建議銀行可透過對遲交天數、品質不合格比例與數量不足比例之管理以監控風險；在中心廠是否在預期期間內付款方面，建議透過管理延遲付款天數建議風險監控機制；最後在中心廠是否有付款義務，建議銀行以後單抵前單之作法收回融資金額與利息，節省催收作業之人力與資源。 / On the foundation of existing Project AB e-Supply Chain, Ministry of Economic Affairs has initiated Supply Chain e-Financing Project (Project C) in 2000. Project C encourages banks to employ the transaction information provided by the lead manufacturers as a proof of the suppliers' ability to repay. The concept of Project C is quite a big shock to banks. Project C has been fully executed at the end of 2003. The accumulated amount of e-Finance has reached 230 million at the first quarter of 2004. However, the banks have little understanding of the transactions between lead IT manufacturers and suppliers. The study is to discuss the influence of transaction process to credit risk of banks. In Project C design, the banks concern 3 points: whether the lead IT manufacturers will pay enough for suppliers’ loan, whether they pay on time, and whether they have obligation to pay. For 1st point, the study analyze the examination process when suppliers deliver goods, suggesting banks to control delay, unqualified percentage and insufficient amount to set up a detect mechanism. For 2nd point, the study suggests banks to take deferment payment into consideration. As for the last point, we suggest banks can use the following purchase orders to repay. The study researches on the transaction process and attempts to set up a risk detect mechanism for banks. With the efficient risk detect mechanism, banks can spare resources to do more small-amount loans and manage credit risk well.

本篇研究試圖探討半導體產業供應鏈上游的IC設計業者召開法人說明會後，基於我國半導體產業供應鏈緊密連結之特性，同屬半導體供應鏈的其他中、下游製造和封測廠之機構投資人的交易行為是否將受到IC設計業者宣告之法人說明會資訊影響，亦即證明法人說明會資訊在半導體供應鏈中是否具有垂直資訊移轉效果。實證結果發現在法人說明會召開訊息首次見報日時，供應鏈上游公司之法人說明會訊息確實會影響其中、下游公司之機構投資人的持股變化，於宣告好(壞)消息時買進(賣出)，顯示機構投資人藉由其專業團隊和私有資訊能早一般大眾提前調整其交易策略，而此資訊移轉效果也會隨著公司在供應鏈上之距離而逐漸稀釋。此外，結果亦顯示外資由於地緣限制，相較於投信和自營商更會倚賴法人說明會宣告之資訊調整其持股策略，於宣告好(壞)消息時買進(賣出)。 / This research examine the conference call which hold by the IC design companies will transfer useful information to the institutional investors of IC manufacturing and packaging companies in the supply chain downstream. I am interested in if there is a vertical information transfer in the semi-conduct industry. The empirical results show that the conference call information is significantly influence the holding percentage of the institutional investors of the downstream supply chain companies after the information of conference call first reported in the newspapers. The institutional investors will increase the holding percentage after the good news released and vice versa. It is showed that the institutional investors can gather more information before the conference call and adjust their invest strategy in advance. Furthermore, this vertical information transfer effect will dilute by degrees as distance increases. Lastly, the result also shows that the foreign institutional investors more rely on the information released from the conference call to adjust their invest strategy than native institutional investors.