京都大学 / 0048 / 新制・課程博士 / 博士(情報学) / 甲第20742号 / 情博第656号 / 新制||情||113(附属図書館) / 京都大学大学院情報学研究科通信情報システム専攻 / (主査)教授 原田 博司, 教授 守倉 正博, 教授 大木 英司 / 学位規則第4条第1項該当 / Doctor of Informatics / Kyoto University / DFAM

京都大学 / 0048 / 新制・課程博士 / 博士(工学) / 甲第21966号 / 工博第4621号 / 新制||工||1720(附属図書館) / 京都大学大学院工学研究科電気工学専攻 / (主査)教授 和田 修己, 教授 松尾 哲司, 教授 篠原 真毅 / 学位規則第4条第1項該当 / Doctor of Philosophy (Engineering) / Kyoto University / DFAM

藉由研究無線通信產業標準的制訂過程與主流標準的形成機制，本研究探討過去有關影響產業標準建立的文獻與個案，提出系統發展過程中，各影響因素扮演的角色與提供的功能，以瞭解在無線通信產業中，影響一標準脫穎而出成為市場主流的關鍵因素。本研究主要的研究發現如下： 一、政府的政策對標準後續發展相當重要，若政府態度是採開放競爭，則將在境內形成多種標準競爭而耗掉大部分能量，未來在標準向外推展上較吃虧。反之政府若能主導統一標準，常能使相關資源更集中焦點來發展單一標準，未來對外推展上較能成功。 二、協會能否發揮協商能力，使各業者提出之標準能相結合，是主流標準形成之關鍵之一，協會若能使各業者放棄成見，取得共識形成單一標準將有助於標準之發展。 三、對標準主導者而言，若能成為主流標準確實擁有很多潛在利益，為爭取標準的支持度，便會有很多遊說及策略聯盟產生，若能取得越多成員支持，常較能形成主流標準，因此標準擁有者若能降低權利金門檻，甚至將其免費授權並公開架構，標準成為市場主流之成長速度將會加快。但若成員過於複雜也容易阻礙標準演進的進度。 四、第三代行動電話的應用以多媒體為主，這是相當革命性的嚐試，故能否找到消費者公認的殺手級應用服務（killer application）成為成敗關鍵要素之一。 五、標準形成之發源地需有足夠的經濟規模量的支持，才能累積足夠資源向境外擴展。 六、標準形成在發酵期必須取得單一標準共識，在漸進變化期於境內快速建立成功經驗，並順利將成功複製於境外地區，這個模式較能成功成為主流標準。另在建立標準時需有明確的願景與目標、具國際化的規格設計，才可減少在對外擴展時之障礙。 / This thesis is intended to make explicit the roles played and functions provided by the various factors in the process of system development by means of an investigation of the process of the formation of a wireless communications standard and the mechanism that makes it a dominant. By studying the documents and cases on the factors affecting the establishment of a standard, we have come to recognize six fundamentals that make it stand out as a dominant. These six fundamentals are summarized as follows: 1. The policy made by the government plays an essential part in the further development of the formation of a given standard. If the government adopts an attitude of open competition, then lots of related resources will be wasted on the keen competition between vying forces in the local market, which is, in turn, detrimental to outward expansion. On the contrary, if the government integrates the related resources and helps form a unitary standard, the standard may succeed in opening other markets. 2. The Association is also an important positive contributor in the process of the formation of a unitary standard. The Association should do its best to mediate between each vying standard to reach an agreement and adopt a unitary standard, which is definitely instrumental in the further development. 3. For those who want to direct the formation of a standard and get the tremendous potential profits from it, they will do a lot of lobbying and form strategic alliances to attract more supports for the standard. When succeeding in doing so, the owners of the unitary standard can speed up the growth of its market by lowering the royalty and license limit, or even by opening its architecture with a free authorization. 4. The application of the third-generation cellular phones features multi-media, which is a considerably revolutionary attempt. Therefore, the success of it depends on whether the standard can come up with a killer application that appeals to consumers. 5. The local market from which the standard originates should be big enough to support it, so the standard can stand firm on the strong basis and reach out for other markets. 6. The formation of a standard should be based on an agreement of a unitary standard at the ferment stage. And at the transition stage, it should build up a successful experience as soon as possible in the local market and then successfully duplicate the model in the international ones. Besides, a definite goal and a clear vision as well as internationalized regulations and designs all contribute to lifting the barriers in its expanding outwards.

本研究之個案公司其專業於微波通訊零組件之代理銷售，及配套完整測試方案之整合。目前公司市場範圍延伸至商用與消費性市場，且合作夥伴分佈在台灣、大陸甚至歐美各國。企業面對全球化競爭，若要在世界經濟舞台上扮演重要角色，其中關鍵成功因素之一就是供應鏈夥伴建立緊密的關係。 以本研究之個案公司而言，其專業於微波通訊零組件之代理銷售，及配套完整測試方案之整合。近年來行動世代的崛起，更加速無線射頻通訊技術的革新，目前公司市場範圍延伸至商用與消費性市場，且合作夥伴分佈在台灣、大陸甚至歐美各國，因此供應商與客戶之間的合作與公司策略有密不可分的關係。 本研究藉由個案分析方法，得到以下結論：(一)供應商攻入客戶需掌握的要點，包括己之能力與價值、客戶需求、與客戶達成之共識並發展解決方案、服務之擴大與產品之提升。（二）供應商對於穩固客戶關係需考量之因素，包括產品品質、產品價格、產品交期、服務與信賴關係、進入障礙。 透過本研究結果作為供應商訂定營業策略時的參考，藉以提升供應商能力，增加攻入客戶的機會，並加強客戶與供應商的互動，提高客戶忠誠度並維繫客戶關係，以期獲致最大利益。 / The case company specialize in sale agent in microwave communications components, and supporting complete solution. Currently, the company extend its marketing range to the commercial and consumer markets, it has partners in Taiwan, mainland China, Europe and the United States. Companies face global competition, each of them wants to play an important role on the world economic stage. The key is to establish a close relationship to supply chain partners. This study explores how the case company meets clients needs by their own ability and value on the basis of Resource-Based theory. The relationship between companies and their clients is a special “strategic partnership”. The relationship let company make good use of the core competitiveness in procurement process, maintain a dominant position, thereby affect the clients or industry. This study using case analysis has the following conclusions: (a) There are five points in establishing relationships with clients by supplier, including “our own ability and value”, “clients need”, “the consensus with clients and develop solutions with clients” and “expand the services and products”. (b) There are five points in solidifying relationships with clients by supplier, including “product quality”, “product price”, “product delivery”, “service and relationship of trust”, “barriers to entry”. Suppliers can formulate strategies through the conclusion to enhance its capability, increase the chance of establishing clients, enhance interaction between clients and suppliers, increase clients loyalty, maintain relationship with clients and earn more profit.