台灣出口至俄羅斯的商品，機械類商品為前三大項目之一。本研究試以策略三構面分析，台灣機械產業進入俄羅斯市場的經營策略。另外，採用訪談法的方式，訪問有俄國經商經驗之台灣機械廠商，探析廠商拓展俄國市場之經營情形與發展策略。本文之研究目的有兩點：其一，藉由策略三構面，分析台灣機械產業經營俄羅斯市場的策略；其二，實地訪問台灣廠商，探悉其於俄國市場經營的實際策略。選擇1992至2010年，對俄羅斯市場有往來經驗且生產H.S. Code 84的台灣機械廠商為研究範疇。 研究結果顯示，現階段台灣機械業於俄國，主要以代理商的方式接洽，藉由台灣製造的品牌形象以及研發技術生產水準，在當地市場具有競爭優勢，台俄雙方以互信為基礎，建立良好合作關係。根據訪談調查，實際上，台灣機械廠商對俄國市場的拓商大多非主動接洽，是由俄國廠商尋找買主，與台灣方面合作。另外，受到自身的資源影響，以及本身對俄羅斯市場的熟悉度，會影響廠商在當地的經營發展策略，在不熟悉市場的情況下，廠商多採保守策略，以觀望的態度經營市場。 關鍵字：經營策略、機械產業、俄羅斯市場 / Russia inherits the industrial structure of former Soviet Union. Soviet Union devoted to develop military industry but ignored machinery industries for household use. In order to fulfill domestic demand, Russia imported lots of machineries from Germany, China, Italy and Taiwan and so on. As a result, machinery goods are the top three of total exported goods which Taiwan exported to Russia for the long time. According to the background above, this study attempts to research the business strategies of Taiwan machinery industry to the Russian market by strategic management. The method of study is interviewing Taiwanese machinery firms which trading with Russia for analyzing their strategy used to the Russian Market. The study period is from 1992 to 2010, and participants are Taiwanese machinery firms who produced H.S. Code 84, and traded with Russia. Currently, most of Taiwanese machinery firms choose to use agent as their entry model, selling machinery and make conservative decision to the Russian Market by agent. Due to Russia is an emerging market; Taiwanese machinery firms are not familiar with Russian in the scope of economy, politics, social culture and language. In Russia, Taiwanese machinery industry has core resources like price is reasonable than Europe countries, quality is better than China; they will be very competitive in the Russian market. Thus, in order to keep each other good business connection for a long time, Taiwanese machinery firms should build up honest and friendly relationship with Russian agents and clients aggressively. Keyword: Business Strategy, Machinery Industry, Russian Market

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.