在一個科技制度化的時代，科技人員不再個別地從事研究，而是經由任務小組（Task Force）或工作團隊（Team Work ）的組織方式來從事集體的創作。就組織設計權變 研究途徑的觀點言之，此種由科技人員為主所組成的技術機構，其所面臨的環境、使 用的技術、組成的成員均不同於一般行政機關或產業組織，故其組織內部的結構和過 程必有特殊之設計。 本篇論文以省屬農林技術機構（包括五個試驗所及桃園區農業改良場）為研究對象， 就組織設計之權變研究途徑及科技人員在組織中之行為研究為理論基礎，採用文獻分 析法、問卷調查法以及觀察訪問法對研究對象目前之組織設計情形作詳盡之分析，嘗 試對既有的學理主張予以檢證，進而提出建議供實務者及後讀研究者之參考。全文共 七章，約九萬餘言，茲將各章簡述如次： 第一章，緒論：敘述研究動機與目的、有關名詞詮釋，以及研究方法和研究對象。 第二章，理論基礎與研究架構，提出本篇論文之理論基礎，包括組織設計之權變研究 途徑以及科技人員在組織中進行之研究，並提出論文的研究架構和基本假設。 第三章，省屬農林技術機構之結構面設計，就研究對象其組織結構面設計之情形加以 分析討論，包括水平分化情形、垂直分化情形、結構型式以及結構特性。 第四章，省屬農林技術機構之過程面設計，就研究對象其組織過程面設計之情形加以 分析討論，包括領導與激勵過程、溝通與互動過程、決策與目標設定過程、以及控制 考核與績效評估過程。 第五章，省屬農林技術機構之權變因素設計：探究可能影響技術機構組織設計的內外 在因素，包括策略與技術特性、環境與人員特性、昇遷與報酬制度。 第六章，問卷調查結果之分析與討論，就上述各種組織變項之特性，編成問卷，對五 所一場之技術研究人員加以施測，並就調查結果作相關分析，及不同組樣本之差異分 析。 第七章，結論：除了對整個研究過程加以檢討，並對研究發現加以整理，提出建議。

本研究利用「平衡計分卡」之觀念，以我國中、小型產險業為對象，探討及建議其建立策略核心組織之相關作法。首先以總體性的經營危機，喚醒業界對「經濟任務」之關注，而平衡計分卡經評估與實證之經驗為最有效的策略執行工具，提供了經濟任務達成之具體藍圖。認識「平衡計分卡」之關鍵精神外，業界必須從基本體認「策略管理」理論主張，再深入分析計分卡轉化策略為營運架構的五個構面：財務面、顧客面、績效行銷面、內部流程面及學習與成長面。接著，以正確的認知，構築策略地圖與計分卡-策略規劃流程圖與績效衡量系統(法則一)，它強化了企業策略執行面的語言，並奠定推展「策略核心組織」之後續法則基礎：法則二、以策略為核心整合組織資源、法則三，將策略落實為每個人的日常工作、法則四、讓策略成為持續性循環流程、法則五，由高階領導帶動變革，透過這些法則流程引導產險業「變革計劃」之執行。其中，以筆者創意之目標市場：「溫心小棧」為本研究之主要差異化策略、並利用績效行銷構面中之計量模型，在一定前提性假設下，估算出每張保險單之實效額以及示範性之部門間「服務協約」、整合性獎勵辦法、修正式預算制度等，使業界於應用平衡計分卡時具實務上之可行性。 關鍵字：平衡計分卡、策略核心組織、經濟任務、五個構面、變革計劃、溫心小棧 / This thesis undertakes the Balanced Scorecard (BSC) concept to examine the issues related to establishing a strategy-focused organization for the small and medium non-life insurance companies in Taiwan. It emphasizes on the issue of macro-business crisis and intends to awake the target companies' perception on their economy mission. The BSC is one vehicle in strategy implementation based upon survey and practical application, and able to accomplish economy mission of target companies with streamlined map. With respect of the BSC fundamentals, target companies need to understand the basic proposition of strategy management planning, then analyze five perspectives of the BSC, namely finance, customer, performance, marketing,internal, and learning and growth. With the above perceptions, the following rules need to be undertaken： establishing a strategy map and scorecard (rule 1), integrating resources of organizations under the strategy (rule 2), transforming the strategy into the staff’s routine job (rule 3), making the strategy as a continuing procedure (rule 4) and conducting a change plan by the senior management (rule 5). As the conclusive recommendation, certain mechanisms integrated for facilitating practical availability are submitted to small and medium non-life insurance companies in Taiwan： 1. Key differentiated strategy - targeted markets： a “Sweet Inn”; 2. Merit evaluated based on certain assumptions; 3. Demonstrated service agreements among units； 4. Integrated compensation system; and 5. Revised budgeting plans. Keywords: The Balanced Scorecard、The Strategy-Focused Organization、Economy Mission、Five Perspectives、Change Plan、Sweet Inn

本研究是以個案公司為例，藉以了解企業公司盛衰起伏的背後原由。對於這些果與因，雖然不能直接以簡單的原由來歸納與說明，但其發展過程中勢必有其脈絡，可以幫助了解公司發展與適應的做法。因此本研究透過描述個案公司各項策略作為，來了解企業經營的歷程。 　　本文第貳章說明研究動機與問題，並對本研究的各項變數做必要的定義。第參章對個案公司的基本資料與背景有較多的說明。本研究主體係個案公司責任中心二(Strategic Business Unit II)，該事業單位為自動資料蒐集產業(Automatic Data Collection)的本土製造商，自1985年第一台條碼閱讀機問世至今，在產業中已將近十六年的時光。 　　十六年以來，由人機介面(Input Device)的定位，以開發個人電腦鍵盤與自動資料辨識產品(Automatic Identification & Data Capture，AID)的條碼閱讀機(Bar Code Reader)，到目前以自動資料蒐集(Automatic Data Collection)產業的主流產品攜帶式自動資料蒐集終端機(Portable Data Collection Terminal)為主的經營範疇；經銷通路從貿易商為主的型態，轉而進入經銷商與系統整合商的通路；由完全沒有產業知名度，到進入美國前十名的自動資料蒐集產業供應商。地理構形也從本土企業出發，成為跨美、歐、日與大陸都有分支機構的跨國經營。 　　從以上的說明可以了解個案公司的發展歷程，詳細的內容可以參考第參章與第肆章的兩個策略轉折點前後的各個構面分析；本文中另以競技場分析，比較個案公司歷經策略轉折點之後在體系、產業結構、產品/市場的相關位置，透過競技場分析可以讓經營者更清楚未來的策略走向。 　　本文第伍章則提出研究發現與後續研究建議，其中的研究建議較值得注意的是個案公司最新的主流產品WinCE攜帶式終端機即將進入開放式的主流環境，在開放式的主流環境對未來成長有絕對的幫助，但風險當然也就大很多。而這項經驗在個案公司早期投入個人電腦鍵盤產品時期非常類似，若能透過對個人電腦產業的反思，相信面對未來的競爭思考能有方向的指引作用。 / “The Company” has been used as an example for my thesis, that helps to understand how an enterprise been successful and going dead. Those reasons and results to be successful and dead, which maybe not easy to get conclusion from simple examples, but we did understand all possible development from those tracks. We are also possible to find the way to adapt all those changes from all tracks’ studies. 　　In this case, the chapter 2 gives the motivation and answers about the reasons to have this thesis. It also defines all variables. In Chapter 3, I give more information and back ground about “The Company.” The major studied body is the SBU II (Strategic Business Unit II) of “ The Company”. That SBU II is the Taiwanese local maker for ADC (Automatic Data Capture) industry. The SBU II produced first Bar Code Reader since 1985 and is existed in the ADC industry more than 16 years. 　　Since last 16 years, “The Company” was positioned as “Input Device Provider,” that developed the keyboard for IBM Personal Computer and Bar Code Reader for AIDC (Automatic Identification and data collection) Industry. Up to now, the business scopes of “The Company” is producing the main trend products for ADC industry, which is Portable Data Collecting Terminal. During last 16 years, the distribution channels of “The Company” are changed from “Trading Company” to “VAR (Value Added Retails) and SI (System integrators). It is also changed from “ No Named Company” becomes one of ten major players of ADC industry in USA market. The geographical point of view is also changed from Taiwanese company to become multiple locations in Europe, USA, The Mainland China and Japan. 　　The description above helps to understand the development of “ The Company”. The detailed information will refer all details in “Three Dimensional Analysis” of those two strategic turning points in the Chapter 3 and Chapter 4. In these chapters, “The Competitive Field Model” is used to compare the different related positioning between two industrial structures, Products and Markets. After that study, I hope that can guide “The Company” to be much clear the way to the future. 　　In Chapter 5, I give some comments about my own development and also give some hints for future studies. There are some key comments about “The WinCE Portable Terminals”, which are going to be the main trend products and opened architecture environment. In the opened architecture environment that is very high growth in market size and industrial business. That is of course coming with very high risky in the future. This experience is very similar with the age of IBM PC Keyboard. If we can rethink the related experience from IBM PC age that may help a lot to face all future market competition. That is one of the key reasons to have this case study.

隨著時代的變遷，商業盛行，全世界的企業都很清楚了解到必須靈活運用經濟學的「比較利益法則」，才可以讓企業本身創造出成本極小化與利潤極大化的空間。美國密西根大學Ross Business School知名的教授C.K. Prahalad也提出「N＝1，R＝G」的觀念，證實了「全球化」在現今的確是一股讓我們不容忽視的力量與演進。 伴隨「全球化」而來的便是「在地化」所面臨的問題，這一點在過去傳統的實體產業中，國際企業已經對於在地化的策略有很深入的剖析與研究，但是由於時代的演進快速，現今商業市場最大，最具發展潛力的產業，儼然已經變成虛擬的網路資訊產業了。因此過去學者所研究的在地化策略是否在網路資訊產業中會有不同的地方？國際企業於在地化時，實體產業需要注意的地方會和虛擬的網路資訊產業相同或是相異？而網路資訊產業中的國際企業又應該如何制定在地化策略？針對國際企業的大舉入侵，本土產業是否有和抵抗其在地化的策略？這些問題在過去並無針對網路資訊產業做探討，因此本研究將以吳思華教授提出的策略三構面為研究架構基礎，針對網路資訊產業設計出新的研究架構與研究問題，研究問題分別為：（1）為了克服在地化的劣勢，國際企業如何爭取在地市場上的競爭力？（2）國際企業如何結合本身全球化的優勢與在地市場的競爭力？（3）國際企業達到全球在地化的關鍵成功因素為何？ 最後藉由次級資料的蒐集以及實地訪談在網路資訊產業中最具指標性的三家公司（Google、YAHOO!、愛情公寓）之一手資料，透過質性研究的方式，分析整理出以下研究結論，包括有在地市場環境的了解與掌握、網路位置的定位與連結整合在地資源、彈性策略、以及重新鍵結的在地策略…等。 / As time goes by, global commercial has been developed into a new stage. Businesses around the world now understand that the Law of Comparative Advantage must be used correctly to create the cost minimization and maximize their profits. Professor C.K. Prahalad, renowned professor in Ross Business School at the University of Michigan who developed a theory of “N=1, R=G”, restated that “Globalization” is indeed an invincible force in the new age. The topic of “Globalization” comes with the issue of “Localization”. In the past, localization business strategy has been analyzed and studied in depth for the traditional industry. Due to the rapid evolution of global business, the greatest business opportunities now lie in the virtual world of information and internet. Now the question is, are there any differences in the localization strategy of the traditional business and those of the information and internet industry? When traditional international enterprises develop their localization strategy, is it any different than the localization strategy of international information and internet businesses? How do international enterprises develop localization strategy in information and internet industry? How do local companies develop their best strategies to fight against the penetration of international enterprises? These issues are not discussed in depth in the information and internet industry in the past. This study is based on the Professor Wu’s theory, “Three dimensions of strategy”. This is redesigned in a new structure and, additionally, a set of innovative research questions. The research questions are: (1) In order to overcome the disadvantages in local market, how does international enterprise develop business strategies to gain the competitive advantages in a new market? (2) How do international enterprises combine their global competitive advantages with the special local market condition? (3) What are the key successful factors of “glocalization” for international enterprise? With the second-hand data collecting, and the first-hand information gathering by interviewing three representative companies (Google, YAHOO!, iPart) in information and internet industry, I developed the research conclusions through the qualitative research method which include the understanding and overall control of international enterprises in local market, the right positioning of the international enterprises in the internet and information industry, the integration of the global advantages and the local resources, flexible international business strategy, and recontextualization of local strategy…etc.

本研究旨在透過符號學觀點探討Chanel與Dior香水廣告建構的法國文化意涵，並特別針對廣告普遍使用的性別題材，剖析隱藏在廣告符碼中的性別形象，以及文本意義如何被受訪者解讀。對此，本研究援引Hofstede的文化構面理論、廣告的女性形象論述與閱聽人研究，以Chanel與Dior共六支電視廣告為例，一方面進行符號學的文本分析，另一方面執行閱聽人的深度訪談。 研究結果發現，廣告文本的主體是「被解放的」女性，她們並不需要透過刻意裸露或賣弄性感來展現自我風格，更不用引誘或依附男性來定義自我；同時，廣告透過敘事手法與符號的組合，在毗鄰軸上自然化「法國」與「巴黎」這兩個實不相同的符號，建構出具有現代感的「時尚」等縱向跳躍的系譜軸意涵，並在更高層次的表意過程中，與「西方性」等符號結合，擴展成訴諸全球市場的意義指向。 歸納廣告建構的文化意涵，整體呈現「權力距離低」、「低不確定性規避」、「個人主義」、「陰柔」與「短期關係導向」的國家概念；而閱聽人的深度訪談結果也與文本建構的意義相符，屬於優勢解讀。 / This research aims to explore what “French culture” is in perfume commercials of Chanel and Dior from the perspective of Semiotics. In addition to analyzing the “gender image”, which is the principal issue among commercials, this research also seeks to reveal how the audience interprets perfume commercial. Based on the theories of Hofstede’s cultural dimensions, gender discourse and audience’s research, this research takes six commercial for example, conducting text-analysis on one hand and interviewing the audience on the other. The result shows that the subject of the texts is “liberated” female. They are independent, confident and characteristic instead of being the object of men. Meanwhile, through narrating and the combination of signs, “France” is to be equalized with “Paris”, representing the meaning of modern “fashion”. At a higher level of signifying, “France” is combined with “Europe” and further with “western world”, indicating the meaning of global market. To summarize the cultural dimensions in the commercials, it implies low power distance, low uncertainty avoidance, individualism, femininity and short-term orientation. As for the interpretation of the audience, the result is consistent with the constructive meaning of the texts, which means the audience takes the way of dominant reading.

京都大学 / 0048 / 新制・課程博士 / 博士(工学) / 甲第18941号 / 工博第3983号 / 新制||工||1614(附属図書館) / 31892 / 京都大学大学院工学研究科建築学専攻 / (主査)教授 吹田 啓一郎, 教授 中島 正愛, 教授 竹脇 出 / 学位規則第4条第1項該当 / Doctor of Philosophy (Engineering) / Kyoto University / DFAM

隨著高分子材料工業的快速發展，塑膠材料被廣泛地應用在日常生活中各個不同的領域，而提供塑膠材料加工製品所需設備的塑膠機械產業的地位就日益重要。在我國國內的塑膠機械產業的年產值已經超過400億，而且在外銷的比例上更高達八成以上，是僅次於工具機的第二大機械類產業；然而由於經濟全球化的發展，以及中國大陸等新興國家崛起的衝擊，使得國內的塑膠機械產業受到嚴重影響而呈現外移的現象。 在這個動盪劇烈的年代，企業將無法再滿足於現狀的象牙塔之中，而是必須不斷的藉由創新開發增加企業的能量，建立企業產品的差異化，將創意轉化為滿足顧客需求的客製化實體價值，來提升企業自我的競爭優勢；是以在做個案公司策略研究時，依據企業所處的的產業外部環境與企業本身所具有的條件，然後探討其策營運略形成與所產生的策略效果。 本研究最後係以策略六大構面理論作為策略分析的結論，對於採取有別於計畫性量產的塑膠機械產業業者，而以客製化為營運模式的代表性業者，以進行深度訪談的研究方法，來進行個案企業的策略研究；在面臨越來越激烈的國際競爭環境中，對於未來的環境發展動向的掌握，企圖透過對於個案企業的營運策略的研究，匯聚個案公司過往的營運經驗，提供相關產業業者參考方案，共同開創新的市場利基，以真正提升我國國內塑膠機械產業在國際上的競爭優勢，也為產業業者的永續發展奠定穩固的基石。 / As the polymer materials industry's rapid growth, plastic materials are widely used in daily life in many different areas, and provides plastic materials processing products required equipment for plastic machinery industry increasingly important role. The plastic machinery industry's annual output of more than 400 million, and in the export ratio is as high as 80%, is only next to the machine tools - the second largest of the general mechanical engineering industry; However, because of the development of economic globalization, and the Mainland China, and so the impact of the rise of emerging countries, makes plastic machinery industry severely affected and move out. In this turbulent rapid, enterprises will no longer be able to meet with the status quo of ivory, Instead, the enterprises must continuously by innovation development increase energy, set up an enterprise product differentiation, creativity to meet customer demand for customized orders entity value, to enhance the competitive advantage of corporate self; In the case of the company policy of doing, according to the enterprise's external environment of industrial and enterprise itself has a condition, and then examine its strategy of trading on the formation and the resulting policy effects. This last line to policy six dimensions theory as policy analysis of the case, for taking different from planned volume production of the plastic machinery industry firms, and to customized to operating mode of representation firms, by depth interviews of research methods, to conduct research on enterprise policy cases; in the face of increasingly fierce international competition environment, for the future development of the environment, using for cases of operation of the enterprise strategy, will bring together the cases previously operating experience, provide relevant industry operators reference scenario, common around the world to market niche, to really improve the domestic plastic machinery industry in the world of competitive advantage, as well as industrial companies in the sustainable development lay the cornerstone.

台灣半導體產業協會指出，半導體產業無論是在產值、營運附加價值、外匯收入、稅賦、就業機會、政府投資獲利、興建晶圓廠所帶動的周邊效益等，都有穩定且持續成長之表現，對國家有相當大的貢獻。在半導體產業中，半導體原物料通路商位居上游供應商與下游製造商之間的橋樑位置，維繫通路貨暢其流，在整個產業鏈中扮演重要角色。在此一領域中，以崇越科技的經營績效卓越，足為業界楷模。因此，本研究擬以崇越科技為個案，進行策略研究。 一個成功的營運模式，應該可以解釋如何增強價值展現、如何作好價值傳遞，以及如何達成價值回饋等議題。藉由研究連續成長的個案公司－崇越科技，本研究希望可以確認下列議題所採取的關鍵策略： (1)個案公司如何確保其在產業價值鏈中的位置？亦即如何增強價值展現？ (2)個案公司如何提升相對於其他同業的競爭力，並更有效地提供客戶最大的價值？亦即如何作好價值傳遞？ (3)個案公司如何作到提升營業利潤及實現公司價值？亦即通路商如何達成價值回饋？ / 本研究使用吳思華教授的「策略三構面」及「四個競技場」分析進行個案研究。策略三構面理論主張，規劃企業策略時，可以由下列觀點進行： (1)營運範疇：產品／市場、活動組合、地理構形、業務規模 (2)核心資源：有形／無形的資源、個人／組織能力 (3)事業網路：體系成員、網路關係、網路位置 / 此外，本研究也將探討三構面之間彼此的調整關係。至於四個競技場分析，則是以下列四個不同觀點，分析企業的策略： (1)價值與效率競技場 (2)能耐與結構競技場 (3)實力與體系競技場 (4)異質與同形競技場 / 本研究針對崇越科技的四項重要策略事件，包括成立光電材料部、成立水處理部、IPO、成立中古設備部等，進行策略三構面分析，以及四個競技場分析。藉以研究半導體原物料通路商如何增強價值展現，如何作好價值傳遞，以及如何達成價值回饋。茲將各策略事件分述如下所示： (1)策略事件一：成立光電材料部 成立光電材料部，使得崇越科技的營運模式，由原本的佣金交易，擴增為現品交易。此一策略事件使得崇越科技提昇了倉儲、物管及資金調度的能力。成立光電材料部之後，崇越科技的主要產品，由原有的矽晶片、半導體製程用石英器材，擴展到黃光製程的主要原料－深紫外線光阻液，在2005年該項產品貢獻了逾18億台幣的營業額。其他主要產品如化學研磨液、環氧樹脂積體電路封裝材料、液態封裝材料…等，也可以複製深紫外線光阻液成功的營運模式進行推廣。 (2)策略事件二：成立水處理部 崇越科技成立水處理部，跨入半導體製造廠的廠務系統相關業務。此一策略事件使得崇越科技發展出工程設計、施工維護之組織能耐，並建立了良好的下包廠商體系。之後，水處理部將業務切割為：純水工程及廢水工程等二部份，並在廢水工程此一領域發展自有品牌。在2005年時，水處理部的年營業額達新台幣15億1千萬。此一策略事件也帶來其他額外的商機，如發展潔淨室建造工程以及中央供酸系統等相關業務。 (3)策略事件三：IPO IPO提供崇越科技較佳的籌措資金管道，使得財務運作上更有彈性。IPO使得崇越科技公司知名度及形象大幅提昇，對於延攬優秀的員工，自然也會有正面的助益。此外，財務管理的能力也因此提昇，與金融體系間的關係也更為緊密。 (4)策略事件四：成立中古設備部 崇越科技成立中古設備部，以成為高科技產業的全方位供應者。崇越科技掌握半導體中古設備的商機，使得營運範疇得以擴展至中古設備的買賣、運送、設備翻新、裝機、零件供應、機台調校、甚至包括製程參數設定。「高科技產業的全方位供應者」的公司願景，也使得崇越科技得以在半導體產業有更明確的定位。 / 經由「策略三構面」及「四個競技場」分析，確定崇越科技的四項策略事件對於其成長具有重大意義。崇越科技的營運範疇、核心資源、事業網路在各個策略事件之後均有顯著的擴展，而不論是在「價值－效率」、「能耐－結構」、「實力－體系」、「異質－同型」競技場，都可看到崇越科技的具體成長趨勢。因此，崇越科技在四個策略事件中所採行的各項關鍵策略，應可成為半導體原物料通路商在勾勒其未來發展的營運策略時的標竿參考。 / 在本研究的事件描述及三構面調整關係當中，我們可以整理出來個案公司在各個策略事件所運用的關鍵策略，並依研究目的所要探討的主題歸納如下： (1)以個案公司為例，通路商如何確保其在產業價值鏈中的位置，亦即通路商如何增強價值展現。 1)擴大服務平台，滿足顧客整體需求，是通路商確保代理權的重要關鍵。 2)維持暢通而綿密的人脈網路是通路商的天職。 3)對通路商而言，自有品牌的創立應該因勢利導，不該破壞與原有代理的供應商之間的良好關係。 4)踴躍參加各項服務品質競賽有助於提升通路商形象及強化公司體質。 (2)以個案公司為例，通路商如何提升相對於其他同業的競爭力，並更有效地提供客戶最大的價值，亦即通路商如何作好價值傳遞。 1)通路商辨識需求缺口的能耐，與其是否能持續發展有高度正向關係。 2)人才為通路商最重要的資產。 3)顧客內部的各個部門也存在競爭狀態，通路商應善用情勢並維持與各部門的良好互動。 4)通路商應建立完整的支援／外包體系。 (3)以個案公司為例，通路商如何提升營業利潤及實現公司價值，亦即通路商如何達成價值回饋？ 1)通路商適用多種營運模式。 2)切割現有的服務內容，創造新立足點。 3)延伸產品線，善用核心能耐，創造新價值。 4)健全而靈活的財務控管是通路商持續成長、實現公司價值的重要基礎。 / As Taiwan Semiconductor Industry Association pointed out, semiconductor industry had been and is of great contribution to Taiwan in the aspects of GDP, foreign currency income, tax income, unemployment rate, government investment achievement, and also subsidiary industry of wafer fabrication. Semiconductor manufacturing raw material distributors play a very important role in semiconductor industrial value chain, who bridging the raw material manufacturers and semiconductor manufacturers. Topco Scientific Co., Ltd (TSC) is a leading company of semiconductor raw material distributor in Taiwan and Great China Region. TSC would be the case to be studied on the strategy of its continuous growth. / A successful business model should cover how to enhance “Value Proposition”, how to perform “Value Delivery”, and how to achieve “Value Capturing”. In the study of TSC’s continuous growth, we shall be able to identify the key strategies which were employed in the following three themes: 1. How does the distributor secure their position in the value chain i.e. how to enhance their value proposition? 2. In what way the distributor compete with their competitors and perform better i.e. how to perform their value delivery? 3. How does the distributor make their own benefit feasible i.e. how to achieve their value capturing? / “Three Aspects of Strategy” theory and “Four Coliseums of Business” analysis by Dr. S.H. Wu were applied in this study. The “Three Aspects of Strategy” theory provides the scope of establishing a thorough business strategy, and “Four Coliseums of Business” analysis exploit the business growth in four different points of view. “Three Aspects of Strategy” theory claims the following aspects should be reviewed when establishing the business strategy: 1.Business Domain : product/market, business activities, business geography, business scale 2.Core Resource : physical/non-physical properties, personal/ganizational competence 3.Business Network : network parties, network relationship, network position Also, the adjustment/correlation of these three aspects should be discussed. The “Four Coliseums of Business” analysis exploits the status of company’s strategy in four different points of view: 1.Value-Efficiency coliseum 2.Competence-Organization coliseum 3.Power-Networks coliseum 4.Innovation- Authenticity coliseum / This study applied the “Three Aspects of Strategy” and “Four Coliseums of Business” analysis on TSC’s four critical strategic issues including the issues of establishing the “Opto-Electronics Department”, establishing the “Water Treatment Department”, IPO, and establishing the “Used Machine Department”. From which we could conclude how the semiconductor raw material distributors enhancing their Value Proposition, improving their Value Delivery, and achieving their Value Capturing. The briefing of these four issues is as followings: Issue 1: Establishing the “Opto-Electronics Department” Establishing the “Opto-Electronics Department” was to extend the TSC’s business model from indent order business to stock sale business. Also, this issue strengthened TSC’s ability of technical service, logistics, and financial management. The success of DUV Resist brought annual revenue of over NTD1.8 billion in 2005. Other major products such as CMP slurry, Epoxy Molding Compound, IC Underfill Material…could also copy the business model of DUV Resist. Issue 2: Establishing the “Water Treatment Department” Establishing the “Water Treatment Department” was to create new business in the semiconductor manufacturers’ facility area. TSC built up their engineering capability and also the subcontractor network. The success of separating the water treatment business into pure water and waste water two categories let TSC could have their own brand waste water business. Water treatment business contributed NTD1.5 billion in 2005. Also it brought new business chance like Cleanroom and Chemical Supply System. Issue 3: IPO IPO to let TSC has much stronger financial flexibility. The company status has been up rated and could be easier to recruit excellent employees. The financial management capability had been improved and the business network is much stronger. Issue 4: Establishing the “Used Machine Department” Establishing the “Used Machine Department” was to address TSC as a Total Solution Provider of High Tech Industry. TSC captured the business chance of semiconductor manufacturing used machine off-shore service from which they could extend the business to used machine buy-and-sale, logistics, refurbish, installation, parts sourcing, calibration/tuning, and process parameter setting. The company vision of Total Solution Provider of High Tech Industry will lead TSC to exploit the semiconductor industry with a higher and thorough position. / Through the “Three Aspects of Strategy” and “Four Coliseums of Business” analysis we could confirm that the above mentioned four critical strategic issues are of great positive effects to TSC in the sense of Business Domain, Core Resource, and Business Networks. Also we could see the continuous growth trend in the Value-Efficiency, Competence-Organization, Power-Networks, and Innovation- Authenticity coliseums. Therefore, the key strategies applied in these four critical strategic issues could be the bench mark of semiconductor raw material distributors for their further growth. From the description of these strategic issues and the adjustment/correlation of three aspects discussion, we could conclude the key strategies for a successful business model of semiconductor raw material distributor, and list these key strategies with respect to our three themes of study: How does the distributor secure their position in the value chain i.e. how to enhance their value proposition? 1.Expanding the service base and providing the total solutions to customers is very essential to secure the agency rights 2.Maintaining a freely flowing and circumspect human relationship network is a must-do job of distributors. 3.Distributors should take very caution when developing own-brand products, should not damage the relationship with principles. 4.Attending the service quality contest will strongly promote company’s image and improve competence. In what way the distributor compete with their competitors and perform better i.e. how to perform their value delivery? 1.The ability of identifying customers’ needs is proportional to the success of continuous growth of distributors. 2.People are the most valuable assets of distributors. 3.Competitions inside customer’s organization should be handled with care, and should maintain good communications with each departments of customer. 4.Distributor should establish an integrated supporting/subcontractor system. How does the distributor make their own benefit feasible i.e. how to achieve their value capturing? 1.Multiple business models are adequate for distributor. 2.Rearranging current service contents to create new business niches. 3.Fully utilize core competence to extend product lines and create new values. 4.Nimble and integral financial management is the foundation of long-term growth and can capture company’s value.