在無線感測器網路中，由於感測器電池的不可替換性，有效的能源管理是一項重要的研究議題。既然通訊及偵測都會消耗感測器的能量，減少多餘偵測範圍的重疊，及降低重覆資料(duplicate data)的影響，可有效節省能量，延長網路生命週期。於本研究中，我們提出VERA (Voronoi dEtection Range Adjustment)，利用分散式Voronoi diagram演算法劃分各感測器負責監控的區域，並利用基因演算法計算每個感測器最合適的偵測範圍以節省能量，延長網路生命週期。此外，我們亦考慮偵測能力的限制，在減少感測器偵測範圍重疊的同時，也避免某些區域的偵測能力低於門檻值。在實驗模擬的部份，我們利用模擬系統驗證所提出的方法是否能有效降低各感測器偵測範圍的重疊性，並因偵測範圍降低而導致duplicate data的減少和整個感測器網路總能量耗損的減少。末了，也將驗證本方法是否能延長無線感測器網路的生命週期和達到滿足偵測機率的最低保證。 / In the wireless sensor networks, the batteries are not replaceable, efficient power management thus becomes an important research issue. Since both communication and detection consume energy, if we can largely decrease the overlaps among detection ranges and reduce the duplicate data then we can save the energy effectively. This will thus prolong the network lifetime. In this research, we propose a Voronoi dEtection Range Adjustment (VERA) method that utilizes distributed Voronoi diagram to delimit the responsible area for each sensor, and utilize Genetic Algorithm to compute the most suitable detection range for each sensor. As we try to decrease the detection ranges, we still guarantee to meet the lower bound of the sensor detection probability. Simulations showed that our method can decrease the redundant overlaps among detection ranges, minimize energy consumption, and prolong the lifetime of the whole network effectively.

在技術快速變遷的環境中，如何迅速掌握與研發相關的情報以協助研發決策的制訂，已經成為企業重要的競爭優勢來源。近年來，由於電腦運算能力的快速提昇，使用電腦輔助企業自動、快速地從大量增加的科技資訊（特別是專利和論文）中淬取出攸關的資訊，就成為了近年來產業界和學術界積極研究的目標。 在眾多方法中，使用書目計量分析和專利分析方法是最引人注目的方法之一。使用書目計量分析和專利分析可以從龐大的論文和專利資訊中，快速瞭解科技發展的動態：包括瞭解科技發展的階段為何，熱門的科技領域為何，重要的作者和企業為何等等。然而，現階段的書目計量分析和專利分析雖然可以協助瞭解科技發展的全貌，對於科技發展下技術發明活動與科學研究活動的關聯性，以及不同的科技發展階段裡發明人和作者的動態關係，卻仍然缺少相關的研究。 因此，本研究提出以下三點研究問題： 1. 不同類型的論文作者和專利發明人的科學研究／技術發明活動，與技術發展階段的關聯性為何？ 2. 發明作者的技術發明／科學研究活動與一般發明人或作者的差異為何？ 3. 發明作者的技術發明活動與科學研究活動關係為何？ 針對以上的研究問題，本研究首先通過回顧相關文獻以建立分析發明人和作者的研究架構，再蒐集專利和論文的資料並依照架構的需要處理資料，最後進行分析與討論以得到研究結論。 本研究主要獲得以下三點研究結論： 1. 天才發明人是技術發展處於萌芽期時專利發明的要角，而關鍵發明人大多在技術發展進入成長期時才投入專利發明。至於頂尖作者，則在技術發展的萌芽期、成長期和成熟期都是論文發表的要角。 2. 關鍵發明人有很高的機會是頂尖作者，而發明作者如果不是關鍵發明人，則其專利發明的表現有略高的機會較其他發明人更差。 3. 大部份發明作者的專利發明活動在論文發表活動之後；但是關鍵發明人則較傾向先申請專利，再發表主題高度相關的論文。 / Mining information to improve corporate R&D decision making had been an important source of competitive advantage in the rapid changing technological environment. Recently, extracting relevant information quickly and automatically from massive amount of technological data (especially patent and scientific publications) with the aide of computer had become an active research area for both industrial and academic researchers due to ever-growing computing power. Among the methods of retrieving technological information, bibliometrics and patent analysis are two of the most attractive ones. Bibliometrics and patent analysis provide a quick way to capture the dynamics of technological development, including the stage of technological development, active technological research area and important researchers/corporates, etc. Although bibliometrics and patent analysis are helpful to understand the landscape of technological development, there still lacks researches about the relationship between scientific invention and research activities as well as the dynamics between patent inventors and publication authors along different stages of technological development. Hence, this research raises the following questions: 1. What is the relation between scientific research/invention activities and technological development stages for different categories of publication authors and patent inventors? 2. What is the difference of scientific research/invention activities between Inventor-Authors and other inventors/authors? 3. What is the relation between scientific research and invention activities of Inventor-Authors? This research reviews related researches to define a research framework connecting authors, inventors and technological development stages. Then patent and publication data are collected and processed based on the research framework. This research conclusion is made after analysis and discussion. Conclusion of the research includes the followings: 1. "Talent Inventors" play important role when the technological development is in "Emerging" stage, and "Key Inventors" starts patent inventions after the technological development enters "Growth" stage. "Top Authors" play important role across "Emerging", "Growth" and "Maturity" stages of technological development. 2. "Key Inventors" are more probable to be also "Top Author". "Inventor-Authors" who are not "Key Inventors" are more probably to perform worse than other inventors. 3. Most "Inventor-Authors" apply for patents after papers of highly related topics are published. But "Key Inventors" tend to apply for patents before papers of highly related topics are published.

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。

「世代」是一個是父死子繼的過程，亦是一個家庭生命歷程的交換、更新與取代，要產生人口「替代」（replace），就必須有人口「再生產」或「繁殖」（reproduction），才會有所謂的替代過程發生。本文以繁殖率（reproduction rate）為基礎，計算世代長度（mean length of generation）。並以臺灣總生育率的變化作為切入點，從其半世紀以來的整體趨勢，去看生育率變化與世代長度變遷之關連性；而代間間隔時間之變遷必然影響臺灣家庭世代的共存結構，使得家庭結構產生改變。本文從女性觀點著手，納入初婚年齡中位數與平均餘命的概念，討論半世紀以來臺灣家庭世代共存結構變遷。世代變遷之所以重要在於其不只是對家庭產生意義，也同時影響個人生命及其生活之樣貌。 在1979年以前，臺灣世代長度變化與總生育率變化的趨勢大抵一致，在1979年以前，世代長度隨著總生育率下滑，到了1979年，總生育率還是不斷減少，但世代長度卻已停止下降，向上攀升。 從家庭可能產生之人口數量說明臺灣五十餘年之家庭世代共存結構變化： 1) 50年代--三代共存：此時期的家庭人口相當多，可能同時包括雙親、七個子女、七個媳婦，八至十個孫子三代，家庭裡共存人數可能多到40人以上，此時期家庭最大的特色在於叔姪同齡、「長兄如父、長嫂如母」的特殊現象。 2) 60年代--四代共存：從人口層面推論，四代同堂最有可能發生在70年代，主要在於此時期的平均餘命延長，讓親代有足夠的生命等待曾孫子女的來臨，同時也有足夠的生命看著所有的子女長大結婚生子。 3) 70年代--四代共存：此時期的家中共存人數較前期減少許多，約莫在30人左右，主要原因是此時期的總生育率已下降至1.9人。 4) 80年代--四代共存：和70年代相同的是，此時期也可能是個四代同堂的家庭型態，不同的是，由於總生育率下降，家庭共存人口比起70年代數量驟減，約莫10-15人。 5) 90年代--三代共存：此時期的家庭結構將再度回到三代共存的情形，與50年代三代共存不同的是，此時期由四代共存回到三代共存原因在於遲育現象，而家庭人口組成也愈趨簡單。 6) 21世紀--兩代共存：此時期的家庭結構將產生很大的變化，結婚年齡延後加上所生育的子女數銳減，使得家庭人口數將更少，可能出現僅有兩代共存的情形，勢必造成親代與子代的鍊結更深，意味著所有雙親照顧的責任可能全落在一個子女身上。 世代變遷影響下的家庭世代共存結構改變，改變了家庭人口的規模與組成，進而影響了家庭成員的生活模式及型態；現今家庭所生育子女數僅1人餘，因此獨生子女現象造成一人需負擔兩人的照顧問題，無論是在經濟或心理上都將是一種沈重的負擔。 關鍵字：世代、代間間隔時間、女性生命週期、家庭世代共存結構 / The languid flow of one generation to the next symbolizes the constant reweaving of our social fabric: As daughters assume the roles their mothers left in death, the life of the family is renewed and perpetuated, but also is steered onto a unique path. The motivating force behind this familiar familial story is the reproduction of human life, without which the replacement of human populations, of mothers with daughters and fathers with sons, cannot occur. Naturally, reproduction rates form the crux of my research, as I use it to calculate mean generation lengths over the last fifty years. The trends and trajectories of the past half-century are integral to examining the interconnectivity of changes in the total fertility rate and changes in mean generation lengths; moreover, changes in mean generation lengths impact significantly the structure of intergenerational coexistence in particular and the entire family structure in general. My research also approaches the topic through a yoni-centric perspective: I employ statistics concerning the median age of first marriage and average life expectancy of women to discuss the evolution of the structure of intergenerational coexistence in Taiwan over the past half-century, as women, stereotypically speaking, exhibit more predictable and stable life patterns than men. Ultimately, generation replacement is important not only because it fosters meaning within the family, but also because it weighs heavily on the very content that forms the lives that individual family members lead. Prior to 1979, the mean generation length and total fertility rate in Taiwan exhibited similar fluctuation patterns: Mean generation lengths shortened in accordance with total fertility rate’s steady decline. However, by 1979, the total fertility rate continued to fall, while mean generation lengths leveled off and even began to rise. Through my research, I discovered that potential family size serves as an effective analytical window to study the evolution of the structure of intergenerational coexistence in Taiwan over the last fifty odd years: 1) 1950s (three generations coexisting): The family size during this decade was very large, and can include parents, seven children, seven daughter-in-laws, and eight to ten grandchildren all living under the same roof. Total family size sometimes exceeds forty persons. There were two unique characteristics of families during this decade. First, family members of two generations may be of the same age (i.e. an uncle is the same age as his nephew). Second, traditional practice dictated that upon the death of the parents, the eldest son assumes the role of the father (head of the house) and his wife assumes the role of the mother. 2) 1960s (four generations coexisting): According to population studies, the phenomenon of four generations living under the same roof was mostly likely to occur during the 1970s, since average life expectancies increased significantly during this decade, allowing parents to witness grandchildren marry and sire great-grandchildren. 3) 1970s (four generations coexisting): Due to total fertility rates declining to 1.9, family size during this decade decreased significantly, consisting of at most about thirty persons. 4) 1980s (four generations coexisting): Like the 1970s, it was also possible for four generations to live under one roof during this decade. Unlike the 1970s, family size shrunk to about ten to fifteen persons in accordance with steady declines in the total fertility rate. 5) 1990s (three generations coexisting): Family structures returned to three generations living under the same roof during this decade. Unlike the 1950s, however, the cause of this decline was the fact that women began bearing their first child at an older age, which resulted in simpler organization of family members. 6) Present (two generations coexisting): Family structures are undergoing dramatic changes in the 21st century. People are marrying later in life and having fewer children, which leads to considerable decline in family size and only two generations living under the same roof. This, however, has also precipitated closer ties between parents and their children, and the responsibility of caring for both parents in their old age is likely to fall on a single son or daughter. The structure of intergenerational coexistence has evolved over the past half-century under the influence of changes in the process of generation replacement. As a result, the roles of individual family members and the particular burdens they bear have also undergone considerable change. Today, families often have only one child, which results in the problem of a single child having to care for two aging parents. This is a mighty burden in terms of both economic and emotional sacrifice. Keyword: Generation、Mean Length of Generation、Life Course of Female 、Structure of Intergenerational Coexistence

隨著時間的發展，基金的種類與數量成倍數增長，導致投資人在挑選基金時，亦面臨了選擇股票時的窘境：投資標的數目過多、複雜度高，身陷其中，而不知如何挑選理想的投資組合。目前由於人們對於退休金的相關規劃愈益重視，遂有基金商品針對此概念來設計。 生命週期基金基本上符合這樣的概念，生命週期基金基本上是屬於一種組合型基金，但是並不一定要以組合型基金的型態來顯現，美國80只生命週期基金中將近半數為基金的基金。生命週期基金是為了滿足某個年份左右退休投資者的退休投資目標的基金，如FidelityFreedom系列、FrankRussell Life Points系列、T.Rowe PriceRetirement系列、Vanguard LifeStrategy系列等。例如FidelityFreedom2020是針對2020年左右退休的投資者設計的，為實現投資者退休的投資目標的基金，主要投資在Fidelity旗下股票型基金、債券型基金和貨幣市場基金等各類基金。我們便想要了解此種商品的投資型態下具有何種特色。 我們首先要探討基金在不同投資策略其表現如何，而我們衡量的方式---簡單的說是以是否能夠達到投資人的要求報酬率為基準，以投資報酬率來建構出年金終值，最後以各種投資策略所得到的最終價值之差距做為成本的衡量，之後我們則根據生命週期基金的樣態，自行設計出兩種投資模式同樣來探討不足要求資本的相關概念。 再來以投資聚集效果(pooling effect)為主題，因為在基金存在著不同風險容忍程度的投資人，所以我們希望探討在不同投資策略下所建構的效率前緣對於不同風險忍受程度的投資人是否具有超額報酬。 首先我們就兩種投資標的(股票、債劵)之投資報酬率變化以下列方式作設定---利用隨機模型(Stochastic Model)：並利用蒙地卡羅模擬的方式來建構投資標的之報酬率。 我們觀察不同的起始投資比重(股票資產權重考慮由0%~100%，間隔為1%，共101組；債券資產的權重則為1-股票資產權重，也就是100%~0%)，並以投資組合保險中三種常見的投資策略：買入持有(Buy & Hold；BH)、固定比例混合法(Constant Mixture；CM)及時間不變性投資組合保護(Time-invariant Portfolio Protection；TIPP)，作為投資策略。在完成對投資標的之報酬率變化及投資策略的設定後，就可以在三種投資策略及每個投資策略有101個起始權重下，得到303組不同的投資結果，如此我們就可以得到帳戶的最終價值，就可以針對是否符合投資者要求的報酬率做相關的研究。 同樣的我們可以就個別的投資策略建立個別的效率前緣。之後我們就不同風險容忍程度的投資大眾，以Harry M.Markowitz等人所提出的optimal frontier的概念加以設定風險點(risk point) ，各種不同風險程度的投資人即代表不同的風險點，如此我們便可以就不同的投資模型來探討基金的投資聚集效果(pooling effect) 。 最後我們想探討的部分則是希望讓投資大眾知道如果其處於何種經濟體之下，應該採用何種投資方式，或者是在投資人的不同要求之下，可以知道採取何種投資策略，以求學術上的操作可以應用到實務上，並求取更佳的效果。 / With the development of time, the kind and quantity of the fund become multiples to increase, cause investors to face the awkward situation while choosing the stock when they select funds: There is too much figure of the investment object marking investment complexity more diffcult , and does not know how to select ideal investment combination. Nowdays, people put emphasize on retirement plan more and more. so some mutual funds are designed for this concept. Lifecycle fund is identical to this concept .Lifecycle fund is a kind of Fund of Funds basically, but might not appear like the Fund of Funds , 80 Fund of Funds in U.S.A. nearly half appear like Fund of Funds . Lifecycle fund is for the fund of retired investors' retired investment needs which is different from age-changed , such as Fidelity Freedom series, Frank Russell Life Points series , T.Rowe Price Retirement series , Vanguard Life Strategy series ,etc.. For example Fidelity Freedom2020 is designed for pensioner's investor to retire about 2020 year, the fund that in order to realize the goal of investors when they retired, make an investment in many objectives, such as stock fund ,bond fund and money market fund ,etc. under command of Fidelity mainly. I want to know the characteristic of lifecycle fund and based on this concept to design mutual fund. I will discuss behavior of fund in different investment strategies, and the way which we measure ---It is to set the rate of returns by meeting investor's requirement as the datum, build and pay the end value of the annuity to construct by investing in the rate of returns, for the measurement of " bankrupt " with the disparity of the final value got of various kinds of investment strategies , later I designed two kinds of investment ways according to the concept of lifecycle fund and also discuss the concept of " bankrupt ". This research will also make emphasize on pooling effect , There are a lot of investors of different risk tolerance in the fund ,so I hope to discuss investor of different risk tolerance will have abcdrmal return under different efficiency frontier which are derived by different invest model and strategies. First, two kind investment target (stock, bond) Investment rate of returns by way of the following to settle ---Utilize Stochastic Mode: Wilkie investment model, Taiwan investment model and the rate of returns of the one that make use of simulation that build and construct investment terms. In each method, we will consider 101 different initial ratio of stock value and three different investment strategies: Buy & Hold(BH)、Constant Mixture(CM) and Time-invariant Portfolio Protection(TIPP).According to theses investment combination, I can construct different efficiency frontier under different investment models and strategies. Such final value of the account that we can receive so I can do relevant research to the rate of returns according with investor's request . Later, according to investor of different risk tolerance , set some risk point with the concept of optimal frontier published by Harry M.Markowitz, the investors of different risk degrees represent risk point, I can discuss pooling effect in fund under different investment model and strategies. Finally, the topic I want to discuss is let the investor know at which kind of economy , should adopt the investment strategies , or under investors' different requests, can know which kind of investment tactics are adopted , so that the operation on academy can be applied to the practice , and ask for better result.

現行各國的退休金計畫逐漸地由確定給付制轉變為確定提撥制。這表示投資的風險由原本退休金計畫的發起者(雇主)轉移到了參與者(員工)的身上。為了減少每個確定提撥制計畫參與者的投資風險，本文中採用退休時所得替代率為預估的目標，藉由模擬與最適化的方法找到最適投資策略與最適提撥率。 能反映出時間性的隨機模型在精算科學的領域是日漸重要，本文試著藉由隨機性的變化來估計代替以往精算上各種假設下所求得的負債。本文藉由隨機模擬的方式，得到各種資產在市場上或者是經濟上的價值來建構相關投資標的之報酬率，並利用動態隨機規劃模型去改善財務上避險以及資產負債管理。此外，為了避免模擬分析時間過長的問題，本文採用了情境抽樣的方法去改善電腦模擬分析計算時的效率。 我們主要得到以下結論： (一)確定提撥制下的負債受薪資水準波動的影響，所以此時會持有較 多的指數連結型債券以反應薪資水準及通貨膨脹的影響。整體投 資的結果與Vigna & Haberman (2001) 文中的結果及實務上生命 週期型態(lifestyle)投資方式呈現相同的現象。 (二)考慮每期下跌風險(downside risk)時，期中的投資可能會偏向 於投資風險較高的股票。在每年觀察下跌風險的情況下其投資因 為必須考慮避免每一年的下跌風險，需要比每五年觀察下跌風險 的情況做風險較大的投資，以達到其目標。 (三)在本文的調整投資組合策略下，因為調整次數不多，所以在考慮 交易成本的情況，當交易成本很小時對於整體的最適化資產配置 與最適化提撥率的影響是很小的。在本文的調整投資組合策略 下，交易成本的影響只有在交易成本非常大的情況下才能看得出 來。 (四)均勻抽樣法抽出的400組情境幾乎可以完全的代替4000組情境， 其結果可以看出與未抽樣相同的生命週期型態(lifestyle)投資 方式。而隨機抽樣法的結果雖然也可看出趨勢，但準確性相對於 均勻抽樣法仍稍嫌不足，並不適合用來代替原先的4000組情境。 / A shift from defined-benefit pension plan towards defined-contribution pension plan is currently popular around the world. This means that a serious investment risk transfers from defined-benefit sponsors to the individual members of defined-contribution plans. In order to reduce the risk of individual DC member, we investigate the methodology of finding the optimal contribution rate and asset allocation to reach a certain target of the retirement replacement rate in this paper. Stochastic processes are getting more important to the field of actuarial science. Instead of trying to approximate liabilities by a single deterministic set of actuarial assumption, we seek to take account of market or economic valuation for both assets and liabilities using stochastic simulation. We applied dynamic stochastic programming models to improve financial hedging and asset liability management. Moreover, in order to avoid the problem of time-consuming, we use scenario sampling method to improve the efficiency of computer calculation. We draw four conclusions from our investigations： (1)We will hold more assets in indexed-linked bonds because the pension liability is highly related to the wage- index and inflation rate. The optimal investment strategy is very like the so called "lifestyle" investment strategy. (2)When we consider downside risk, we should hold more risky equities. The investment strategy is more risky when we consider downside risk every year than every 5 years. (3)Under our rebalancing strategy, if the transaction cost is small, the influence on the investment strategy and contribution rate is small. We can see the influence of the transaction cost in a situation that the transaction cost is very big only. (4)There are almost no different between uniform sampling scenarios and original simulation scenarios, so uniform sampling scenarios may replace the original simulation scenarios perfectly. And random sampling method is unsuitable to replace the original simulation scenarios.

台灣許多大型企業，過去都是靠國外客戶之OEM訂單起家，雖有部分廠商後來成功走向自有品牌路線，但目前仍有很多代工廠商的主要業務是接OEM/ODM訂單，近年來，許多顧客開始推動減少供應商數，代工條件或合作關係較差的代工廠商逐漸被淘汰。以往有不少對顧客關係管理(CRM)的相關文獻，但談的多數是一般企業或品牌商對大眾客戶(B2C)的顧客關係管理議題。關鍵顧客管理的相關研究雖然已經發展40年，但過去的研究多數是觀察國外廠商或屬較大型廠商的關鍵顧客管理。目前國內代工廠商或工業行銷的關鍵顧客管理之相關文獻有限，針對中小型代工產業的研究更是少之又少。根據資策會2011年的研究報告，台灣中小企業家數約為123萬5千家，佔總體企業家數的97.7%。台灣中小企業也是台灣經濟發展的主力。因此本研究著重在探討顧客之間可能存在利益衝突的國內屬較中型代工廠商如何實施其B2B關鍵顧客管理，另外也會探討影響關鍵顧客管理的相關因素。 本研究透過質化個案研究方法去深入訪談一家辦公室電子設備的代工廠，從訪談結果和過去文獻中找出關鍵顧客管理的方法架構和相關理論。而影響關鍵顧客管理的因素可以被歸納為顧客型態、海外擴展策略、競爭優勢和產品生命週期。歸納分析結果後本研究做出以下論述：(一)代工廠商的關鍵顧客之認定方法以營業額為主，其次才考量利潤、(二)關鍵顧客的移轉成本、對關係的承諾和目標的一致性影響代工廠商經營關鍵顧客的策略、(三)代工廠商的競爭優勢影響其對關鍵顧客的議價能力、(四)顧客大小及議價能力能使代工廠商對其關鍵顧客管理上做組織等變化、(五)代工廠商的海外發展策略主要以已開發國家但會以產品差異化避免與關鍵顧客之間發生直接性競爭或衝突、(六) 各種型態顧客在產品生命週期的不同階段其關鍵顧客管理上有所不同。 本研究根據分析結果、實務觀察並與既有的相關論文做相互的對應，以提供代工廠商在工業行銷導入關鍵客戶管理的做法和應注意的事項。導入關鍵顧客管理不但能有效應用公司資源、加強與顧客的關係並帶來更高的獲利，也能避免與關鍵顧客之間的利益衝突。但建議代工廠商得注意不要因為長期依頼少數關鍵顧客的訂單而忽略了顧客營業額過於集中的風險且受阻於發展自有品牌。 / There were many Taiwanese companies in the past grew and thrived relied on foreign OEM customers. Although some of the companies later launch successfully their own brand, but so far there are still many contract manufacturers whose main business model is OEM/ODM. Recently, there are many customers starting to reduce their supplier number, contract manufacturer with bad capability or relationship is eliminated gradually. There were a lot customer relationship management (CRM) related paper in the past, but mostly discussed about business to customer (B2C) CRM topics. Although Key Account Management related research had been developing for 40 years, but most of the past researches are dedicated to key account management of foreign or big size company. At present, related paper about key account management of domestic contract manufacturer or industry manufacturing is limited and research focus on medium or small size contract manufacturer is very few. According to 2011 research report, there are 1.235 million small and medium size enterprises (SMEs) that occupied 97.7% of total companies in Taiwan. SMEs are also main force for Taiwan economic development. Therefore, this research focus on studying how Taiwan medium size contract manufacturer whose customers may have interest conflict implement its B2B key account management and also explore related factors that influence key account management. This research uses quality approach case study method by applying depth-interview to a contract manufacturer of office appliance electronic equipment, explore key account management approach and related theory through interview result and past literacy review. And factors that influence key account management could be concluded as customer type, foreign expansion strategy, competitive advantage and product life cycle. The findings conclude that (1) Contract manufacturer identify the key account primarily based on sales amount, secondary consideration on margin, (2) Switching cost, relationship commitment and goal congruence influence contract manufacturer strategy on managing the key account, (3) Competitive Advantage of contract manufacturer influence its bargaining power over its key account, (4) Customer size, bargaining power may let contract manufacturer adjust its organizational structure and make other changes, (5) Foreign expansion strategy of contract manufacturer is mainly targeting developed countries but will differentiate its product to avoid direct competition or conflict among its customers, (6) Key account management among different customer type varies among each stage of product life cycle. This research bases on analysis result, practical observation and mutual corresponding suggest how and what factors should be considerated when contract manufacturer applying key account management approach on industry marketing. Applying key account management is not only allocating company resources effectively, enhance customer relationship that bring further profit, but also avoid conflict or direct competition among the key accounts, but this research suggest that contract manufacturer should not because of relying on few key accounts for long term then neglect the risk of concentrating sales amount and have difficulty in developing own brand business.

製藥業和其他消費性用品產業有許多不同，像是需要大量地投資於新產品研發與創新。許多藥品和其他消費品相比，有較長的產品生命週期，而且藥品購買者通常並非是藥品使用者。儘管藥品有較長的生命週期，最終仍會面對專利到期的一天。對於製藥業而言，近年來的市場准入(market access)變得更具挑戰性，臨床試驗的障礙、法規核可，和健保給付核可價格也變得比以前困難。藥品需要較長時間以準備進入市場，因此在專利到期前的市場銷售期也縮短許多。如何在有限的市場銷售期極大化銷售業績和利潤對於藥品行銷者而言，也日益重要。即使是在專利過期後，如何管理以及延展藥品生命週期對於製藥業也是一門學問。 為了縮短藥品上市前的準備期，製藥公司需要了解管制法規的申請策略，和選擇最適宜者。下一步是思考健保價格策略。了解中央健康保險局的機制，可以有效減少反覆送件的過程。 度過藥品上市前的準備期後，下一個任務是如何延展產品生命週期。常見策略有1)增加原藥品的新適應症；2)推出機轉類似，但稍微改良過的新產品，以替換即將專利保護過期的藥品；3)將即將專利保護過期的舊產品在劑型上導入新科技，而此新劑型具有專利保護;4)導入固定劑量複方藥品;5)投資學名藥。 產品生命週期的管理對於製藥業非常重要，公司應該強化縮短產品上市前準備期間的能力，在市場銷售期極大化銷售業績與利潤，並在專利到期後延展產品生命週期。 對健康保險環境的研究，以及醫生行為受保險體制的改變，與長時間對人們健康的影響仍待未來進行進一步地探討。 / Pharmaceutical industry is quite different from other consumer products industry. It needs heavy investment on product development and innovation. Most of drugs have longer lifecycle than consumer products, and usually the drug buyer is not drug user. Though drug has long lifecycle, eventually it will face patent-off. Recently market access becomes more and more challenging for pharmaceutical industry. The barriers of clinical trials, regulatory approval, and reimbursement price approval are more difficult than before. Drugs need longer time to go-to-market, and the period of commercialization before patent-off is shorter. How to maximize sales and profits within limited commercialization time becomes more critical for marketers. And how to well manage drug lifecycle and extend lifecycle even after patent-off are the other crucial lessons for industry. In order to shorten “go-to-market” period, drug company needs to understand the regulatory submission strategies, and choose the most appropriate one for submission. Next step is considering reimbursement price strategies. Understanding Bureau of National Health Insurance’s (BNHI) mechanism can minimize back-and-forth process. After “go-to-market”, the next task is how to extend product lifecycle. The most common methods are 1) launch new indication, 2) launch new/ improved generation to replace old drug, 3) launch new dosage/ presentation form, which have patent to extend compound patent, 4) introduce fix-dosed combination, 5) invest in generics. Lifecycle management is critical for pharmaceutical industry. Company should strengthen the competencies to shorten product “go-to-market” period, maximize the sales and profits during commercialization, and extend lifecycle after patent-off. The research of health insurance environment, the changes of physicians’ behaviors and impacts on people health need further studies.

虛實整合商業模式及O2O模式等概念在市場上的應用不斷崛起，許多業者紛紛投入電商平台之經營，然在越來越多企業朝電子商務發展的同時，線上消費平台卻傳出一道警訊。目前，全球零售市場的規模在2016年約為22兆美元，其中，電商的份額僅佔了8.7%；即使到了2020年，7成以上市場份額仍由實體通路所把持，此現象催生了「全通路」時代的來臨。 許多人誤以為實體與網路是完全獨立的兩個世界，且兩個世界互相是此消彼長的，但其實不然。目前，實體店面與純電子商務單一的銷售模式已逐漸被打破且面臨僵固不前的窘境，而唯有打造全通路，落實虛實整合並打破通路間的界線，將兩邊的危機化為轉機才是突破現況的新解方。 「新零售革命」正在零售業者間展開，究竟如何同時經營實體店面與網路商店，並進行有效的虛實整合，對於純實體商店或純網路銷售商都是一大挑戰。而過去O2O模式相關文獻多聚焦於經營模式、商業策略上的改變，但在實務上如何實際應用以落實虛實整合仍未有所見。因此，本文將探討企業如何透過新興科技的導入來協助完善O2O模式之整合應用，並探究其行銷策略規劃以創造全通路之經營。 本文藉由瞭解所選擇之該產業極具代表性的實際企業個案騰訊以及燦坤，透過二者經營策略上的創新做法，來檢視其二運用Beacon技術於各市場階段的行銷策略決策，進而剖析管理者在運用物聯網產品於經營模式之思維，深入探究其對於虛實整合問題的見解與作法。 / Since The upgrading integration of Click and Mortar Business and O2O model, more and more companies tried to entry the online business. However, as an increasing number of enterprises got into the e-commerce, there came up a warning. The scale of the global retail market in 2016 was about 22 trillion US dollars, but the market shares of e-commerce only got 8.7%. Even by 2020, more than 70% of the market share will still hold by the physical channel, and this phenomenon let the “Omni-channel Retailing” idea showed up. Many people had mistaken the related worlds between the virtual and physical as completely independent. Actually, the only one side business model of physical store or e-commerce has been gradually broken, and the only way to create the new path is developing the omni-channel retailing method. To fully implement the click and mortar business model and break out the boundaries between the path, it’s the best cure for breakthrough the current situation. The "new retail revolution" is being launched between retailers, but how to operate the physical stores and the online stores simultaneously, it’s a big challenge for pure physical stores or online stores managers. Since past O2O model literatures were focus on the change of business model and business strategies, we haven’t seen the practical application to implement the click and mortar business method. Therefore, this paper will explore how enterprises improved the O2O model by importing new techs, and discovered its management of omni-channel retailing with marketing strategy. At last, by studying the innovative business strategy and the decision-making in each products stage of these two businesses Tencent and TSANN KUEN which selected in the industries. This paper will explore the thinking of the managers by using IOT products in their business model, and understand the insights of the click and mortar business model.

由微笑曲線理論(施振榮1992年提出)知道企業應該朝高附加價值領域發展，而其中上游智財權(Intelligent Property)、知識經濟(Knowledge Economics)是我國OEM、ODM製造業將生產基地移到大陸後，為避免國內產業空洞化，必須在國內深耕的核心競爭力領域。要強化智財權、知識經濟則必須強化產品研發與創新能力，而產品研發與創新能力的提升必須藉助良好的「協同產品研發生命週期管理解決方案」(Collaborative product development lifecycle management solution) ；但是此解決方案尚在發展初期，不論企業或是個人對於它皆了解不夠，也不知如何利用此解決方案來提升產品研發能力。 因此本研究透過文獻的收集與探討，整理出PLM(Product Lifecycle Management)解決方案的定義、演進，並對PLM解決方案的架構進行探討，再針對市場上PLM解決方案系統廠商所提供的PLM系統產品進行說明，讓有意導入PLM解決方案的公司企業可以參考。另外由於知識管理可以讓PLM系統所收集的產品資料與產品研發經驗與知識得以分享、流通與再創造與加值，因此對於知識管理(Knowledge Management)與PLM的關係進行探討。2003年歐盟立法通過兩大環保法規—WEEE(Waste Electronics and Electrical Equipment)及RoHS(Restriction of Hazardous Substances)，要求製造廠商從設計開始即需考慮整個產品生命週期的環境保護觀念，此法規讓產品生命週期觀念有了具體的落實實施，因此本研究亦對綠色環保法規與PLM解決方案的關係進行探討與說明。 本研究為協助企業在導入PLM解決方案前，能夠深入了解PLM解決方案，因此以個案研究方式深入分析個案公司在協同研發產品生命週期中所面臨的問題，並針對這些問題提出PLM系統解決方案的建構策略，也提出PLM系統整合應用架構做為PLM企業策略方法施行的基礎；此PLM系統整合應用架構的特色包括以產品為核心，重視人員、流程及產品資訊；涵蓋從產品觀念的構思開始一直到產品生命結束為止的全生命期間的管理與支援；支援涵蓋跨部門、客戶、設計夥伴與供應夥伴等跨企業間的協同合作。並說明此整合應用架構在協同產品研發生命週期管理中的運作情境，最後再對導入PLM系統解決方案提出規劃重點與想法。 本研究在研究過程中有底下幾點重要發現，特別整理如下： 一、 因為綠色環保法規的規定而使得產品生命週期觀念能落實執行。 二、 PLM是一種企業策略方法，要成功導入必須從人員、流程、資訊科技三方面同時規劃。 三、 由於PLM系統架構的定義不同，且PLM系統廠商所提供的PLM系統解決方案亦有不同功能，企業必須根據自己的需求選擇適當的解決方案。 四、 PLM理念一直不斷變化與延伸，PLM系統已成為製造業不可或缺的系統。 對於後續研究者，本研究建議的未來研究方向如下： 一、 建議對於導入PLM要如何進行變革管理進行研究。 二、 建議對於如何利用知識管理來協助研發創新進行研究。 三、 建議對於PLM解決方案所帶來的協同產品研發績效的影響進行研究。 / Referring to the Smiling Curve Theory (Shih Chen-Rong, 1992), it is realized that enterprise should gradually lead the “High Value-Added” concept to its management system. Since recent years, Taiwan local OEM and ODM factories widely moved their production base to Mainland China, and so in order to avoid domestic industries being emptied, “Intelligent Property” and “Knowledge Economics” must be cultivated deep into our country. On the other hand, prior to strengthen Intelligent Property and Knowledge Economics, the premise is to strengthen the competency of Product Development and Product Innovation. In addition, to enhance the competency of Product Development and Product Innovation must follow by good “Collaborative product development lifecycle management solution”. However, the solution is still at initiation phase, therefore so far as now, either the enterprises or the individuals are not acquainted with it, and also do not know well how to utilize the solution to reinforce the Product Development competency. By means of the concept mentioned above, literatures are collected and investigated by this study to work up the definition and evolution of PLM (Product Lifecycle Management) Solution. In advance, the framework of PLM solution is discussed; and the PLM system, provided by supplier, is introduced by this research as well, in order to allow businessmen, who would like to lead PLM Solution into their organizations, to adopt them as a reference for developing their enterprises. Moreover, considering of that Knowledge Management enables the experience and knowledge of Product Development and Product Information, collected by PLM system, to be shared, circulated, recreated and value-added, the relation between Knowledge Management and PLM system is examined in this study. Also, the relation between the legislated rules of Green Environmental Protection and PLM Solution is researched and reported in response to the two regulations of WEEE (Waste Electronics and Electrical Equipment) and RoHS (Restriction of Hazardous Substances), which were legislated by European Union (EU) in 2003. In accordance with the two statutes, manufacturers are requested to think of the concept of environmental protection for the entire Product Lifecycle, starting from product design begins. For the sake of assisting enterprises in understanding deeply about the PLM Solution, before introducing it into their organization, “case study” access is therefore adopted by the study to analyze in deep the problems on “Collaborative product development lifecycle management solution”, which might be incurred in each individual case. In line with the problems, a constructional strategy for PLM system as well as a framework of the application and integration of PLM system are proposed as a base of executing business strategic approach. Characteristics of the framework of the application and integration of PLM system include “strategic core by product”; “to value personnel, operation flow and product information”; “to manage and support the entire lifecycle from product concept to product lifespan being ended”; “the support covers collaboration between the divisions, customers, designing coworkers, suppliers. In addition, the running situation of this framework, which runs under the “Collaborative product development lifecycle management solution” is presented in the study. In the final part of the research, the key-points and strategies are presented for the proposal of introducing PLM systemic solution. During the researching process, some important conceptions are discovered, and are summarized as follow: 1. Owing to the rules of Green Environmental Protection is legislated, it therefore enables the concept of product lifecycle be executed accurately. 2. PLM is a business strategic approach, so to introduce into enterprise successfully must through a proposal with the factors of personnel, operation flow and information technology simultaneously. 3. Since PLM system has varied system as well as different solution function from different suppliers, enterprises should choose a proper PLM systemic solution based on actual needs. 4. PLM concept varies and extends consecutively, so today PLM has become to the only system for option. Hereunder suggestions from researcher to the latter in future as the researching direction reference. 1. Suggest proceeding study with how to run Reformation Management after the adoption of PLM system. 2. Suggest proceeding study with how to utilize Knowledge Management for assisting in developing innovation. 3. Suggest proceeding study with the subject of “Influence on the results of collaborative product development by PLM systemic solution”.