國際貿易對臺灣經濟有著舉足輕重的影響力，然而隨著貿易商競爭越發激烈以及去中間化之議題逐漸興起，臺灣的貿易商為了提升競爭力逐漸轉型，使自身企業之價值更加提升。貿易商轉型後之角色，以銷售代理商為被學者探討最多之主題，研究者認為採購的角色也是交易不容忽視的另一方，因此本研究以國際採購代理商為研究主題，探討採購代理商如何保有競爭力，吸引客戶與其合作，以及如何在與客戶合作時發揮中間商之功能與價值。 　　本研究之研究問題為：「哪些因素會影響國際採購代理商與客戶合作之內容?」，經過文獻探討及研究者之採購經驗歸納，本研究整理出五類因素影響採購代理商與客戶之合作內容：(1)外國客戶之合作動機；(2)外國客戶之策略與資源；(3)採購代理商之策略與資源；(4)採購代理商與外國客戶之合作成果；(5)採購代理商與外國客戶之合作關係。本研究以個案研究法進行研究，並搜尋次級資料及實際訪問採購代理商與採購協會來進行個案分析及整理，進而提出結論與建議，期望本研究結果對於採購代理商之業者及欲轉型為採購代理商之業者具參考價值。 　　透過資料蒐集及個案訪談之結果，本研究之研究結果支持研究初期所設計之研究架構。外國客戶之合作動機、外國客戶之策略與資源與採購代理商之策略與資源會影響雙方之合作內容與方式，合作之結果有可能是好的或不好的，也有糾紛發生的情形，這些合作結果會影響雙方之合作關係，而關係的強化、弱化會影響下次的合作內容，或是產生停止合作的結果。本研究依據研究發現，整理五類因素之內容，以供業者參考。本研究建議業者須發展企業自身之獨特核心資源，並建立與客戶及供應商夥伴關係，以持續保有自身之競爭力。 / International trade has decisive influences over Taiwan’s economy. As competition between traders has become more intense, and companies are taking consideration about disintermediation, Taiwan’s traders need to transform themselves to enhance their values and strengths for competiveness. Sales agents are the most popular role for this kind of research topic; however, the author thinks purchasing agents are also important. This research aims at studying how international purchasing agents remains their competitiveness to attract their clients and display their functions and values as middlemen. The research question is “How purchasing agents cooperate with their clients?” According literature review and purchasing experience from the author, the research summarizes five cooperation influential factors between purchasing agents and clients: (1) incentives for clients working with purchasing agents, (2) strategies and resources of clients, (3) strategies and resources of purchasing agents, (4) results of cooperation between purchasing agents and clients, and (5) relations between purchasing agents and clients. The research used case study method with collecting information and visiting target companies and institute to analyze and organize summery along with suggestion. The purpose of the research is giving valuable reference for purchasing agents and those who will become purchasing agents. After analyzing related information and visiting target companies and institute, the result of the research supports the research framework. Incentives for clients working with purchasing agents, strategies and resources of clients and strategies and resources of purchasing agents influence ways and contents of cooperation between two parties. Results of cooperation may be positive or negative, and even disputes can occur between two parties. These results will strengthen, weaken or even end cooperative relationship between purchasing agents and clients. According to research findings, the author summarizes contents of five cooperative influential factors between purchasing agents and clients for reference. The research suggests purchasing agents should develop their core resources and built up relations with clients and suppliers for maintaining their competitiveness.

在2000年後，由於大陸外貿的崛起，大陸禮品業者也在國際展場中嶄露頭角；許多國外買家為其低廉的價格吸引下單，但是之後衍生出來的品質、交期的問題則層出不窮。 國外買家的無奈在於期間的溝通，也深刻體驗到大陸人的商場文化 – 「什麼都沒問題！」(Everything is NO PROBLEM = OK & YES)。等貨到國外倉庫，開箱一看，所有問題就完整呈現了。 其中的語言溝通、消費市場的需求、文化差異 … 等是主要因素。 問題發生後， 解決方案的合理性也是從事國際貿易者所要具備的能力之ㄧ。 這時有些較積極、採購項目繁多、產品屬中低價位的國外買家就會派人來中國大陸探路，設立採購辦事處 (Buying Office)。初期會在香港成立運作子公司，主要以搜尋產品、採購、驗貨為主要業務；慢慢進入大陸本土，如深圳、廣州、廈門、 上海等沿岸城市； 近期內地的興起，因應產業不同的需求，也紛紛設點遍及北京、天津、太原、重慶、成都等重點城市。 但這些採購辦事處 (Buying Office) 的組織運作中， 高階管理人可能是外國總公司直接派遣，但往下的工作很多需要用到大陸的人力，而衍生出採購拿回扣、驗貨拿紅包的弊端。 同時也有一些產品屬中低價位的國外買家，他們並未躁進；但因應貿易環境的改變，為了避免設立採購辦事處的風險，他們也會透過一些第三方驗貨的服務公司 (The 3rd Party Inspection)，替他們把關品質。 當然這類的公司多為大陸人組織運作，衍生出來的弊病也較單純，就是驗貨拿紅包；但犧牲的就是品質了。 最後，就是有一些保守派的國際精品買家，我們稱他們為禮品業「金字塔頂端」的少數買家。 他們在價格彈性有空間的條件下，會把搜尋產品、驗廠、採購、驗貨等業務委外給值得信任的公司，並簽下採購代理的合約，做為外國公司在亞洲的備用團隊 (Backup Team)，為其公司的功能性部門加長了戰線。 本研究從行銷策略、商業模式、服務創新、供應鏈整合等理論出發，結合國際精品採購代理公司Tableware & Home Décor產業，提出了一個新的國際精品採購代理公司的未來的成長機會。 這個成長的機會中建議公司進行客戶、供應商整合及內部人才的培育，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，增強採購代理的競爭力及績效，並在公司既有的核心能力下創造更多的成長機會。 / After 2000, due to the rise of China's foreign trade, the gift industry also emerged at the international exhibition; many foreign buyers are attracted by its low prices and placed orders, but then derived from the quality, delivery problems are endless. The frustration is that foreign buyers not only during the communication, but also a profound experience to the mainland's mall culture - "Everything is no problem." (NO PROBLEM = OK & YES). But when goods is delivered to foreign warehouses, out of the box and saw all the problems presented to the full. The main factor is the language, communication, consumer markets, cultural differences ... and so on. After the problem occurs, the international trader has the ability to be a problem solver, who should provide the reasonable solution subsequently. At the same time there are also some middle-low-priced driven foreign buyers, they did not rush things; but faced the trade environment changes, in order to avoid the risk of buying offices, they will through some the 3rd Party service company for them to check the quality. Of course, many of these the 3rd Party companies operate by Mainland people, the weaknesses they found are simpler, that is, an inspector get a red envelope when they conduct inspections; but is the quality of the sacrifice. Finally, there are some conservative international boutique buyers; we call them the buyers of the gift industry "pyramid". They have room on price elasticity conditions, they will outsourced a trusted company for products sourcing, audits, procurement, inspection and other services, and signed a contract procurement agency, as its foreign companies in Asia, alternate team (Backup Team), for which the company's functional departments lengthened the front. In this study, starts from marketing strategy, business model, service innovation, supply chain integration theory, combined with international boutique procurement agent Tableware & Home Décor industry, proposed a new international boutique procurement agent's future growth opportunities. The opportunities for growth companies recommended customers, suppliers and internal integration of the nurturing of talents, helps companies reduce transaction costs, has better customer service, improve the quality of existing services and provide new additional services, enhance the competitive procurement agency power and performance, and in the company under the existing core competencies to create more growth opportunities.