近年來越南經濟發展快速，越南政府也積極推動醫療保險體系以及設備更新，台灣醫療設備廠商為了掌握商機，勢必要深入了解越南醫療器材市場。透過次級資料以及訪談資料的整理，發現越南醫療器材通路之採購行為存在諸多隱形成本，透過經銷商確實可以降低風險，因此目前越南醫療器材多是透過經銷商來服務末端客戶如醫院診所。對品牌商如Ｂ公司而言，通路策略將圍繞在選定合適且正確的經銷商，以及加強通路創新作為突破點。 Ｂ公司短期需加強與經銷商之連結，除了將有限資源投入醫材市場80％產值的大都市之外，包括一站式購足服務、建構專業展示間等皆是要讓經銷商願意與Ｂ公司合作的誘因；中期規劃則是加強與末端客戶的連結，透過自建網路平台，取得末端客戶資料，幫助品牌商提高對經銷商的議價力，與經銷商及當地醫療機構合作地區公益活動，增加Ｂ公司在越南醫療器材通路的品牌力；長期規劃則是建立在品牌力以及市場熟悉度提高的前提下，自身成立經銷商，直接面對市場並持續深耕末端客戶。以上做法可以提供Ｂ公司或其他醫療器材企業在擬定通路策略時，作為策略擬定之參考。

摘要 小型企業創新研發計畫(Small Business Innovation Research；簡稱SBIR)或是一般所謂的科專，是政府為鼓勵國內中小企業可以著重於技術開發及產品研發等營運策略的實施，主要在於提高國內中小企業的永續發展與經營為目的，並且藉由加強創新技術或產品研發的輔導規劃，達到加速提昇中小企業的競爭力。SBIR的計畫是有機會幫助企業或廠商提升技術層次，以及可以達到產業、學術界合作的機會，而企業或廠商可以透過這樣的機會來獲得上、下游原物料和技術(包括技術移轉等)與跨領域know-how的取得，以補足所缺乏之技術與知識的瓶頸。然而，SBIR雖然可以提高企業或廠商競爭力的提升，但這樣的競爭力提高會帶來企業或廠商在產品研發與技術開發等營運策略實施時，其產品製造的成本增加，相對也會造成獲利總額的降低，故本研究考量以SBIR對中小企業的發展及產業的適合性等方向進行研究，藉以深入瞭解計畫的影響。 因此，在國內中小企業申請創新補助規劃的同時，如何取捨方能達到永續發展的目標，故本研究透過專家訪談的調查及SWOT分析的導入，探討SBIR的影響，並且將研究發現分述如下： 一、 北部地區的申請現況居全國之冠； 二、 企業經營的年限愈久對於創新的觀念愈強； 三、 創新規劃可以提高企業的競爭力； 四、 競爭者與投資環境的衝擊會造成企業的威脅。

競爭者訴訟需具有競爭關係之存在與公行政介入此兩大要素，競爭者並據此提起行政救濟以維護自身利益。關於競爭關係之概念與競爭狀態應有所區別。競爭狀態是一種現象，是一動態過程，而競爭關係則是在個別法秩序規範下存有兩個或兩個以上之自然人或法人，其中一人對於所欲追求的目標或利益，會對另一方不利，彼此之間存在著此消彼長關係，而此種此消彼長關係是必然的。 其次，關於競爭者訴訟之類型，防禦型的競爭者訴訟可涵蓋競爭者防禦訴訟、國庫防禦訴訟、利益防禦訴訟。因為行政訴訟本來就是在保障實體與程序權利，仍然不排除未來在個別法規中設計出不同實體或程序權利，或因有不同競爭關係型態、不同結構，而發展出新的競爭者訴訟類型。 而在競爭者訴訟中，競爭者是否具備訴訟權能，而可以提起行政訴訟以維護自身權利，是最富爭議性之問題。是否具備訴訟權能需視所提之訴訟種類而定，撤銷訴訟與確認行政處分無效訴訟可援用相對人理論以取得訴訟權能。若非行政處分之相對人，且為利害關係相反之第三人，則是以保護規範理論予以判斷。在提起課予義務訴訟之案件，亦是以保護規範理論予以判斷。至於一般給付訴訟一般來說應和課予義務訴訟同樣是以保護規範理論予以判斷。惟基於基本權之防禦功能，若具有公法上結果除去請求權，則提起一般給付訴訟亦符合訴訟權能之要件。 此外，在涉及到多邊利益衝突之情況，傳統之保護規範理論的分析與探討，無法明確說明問何須保護第三人與說明私人利益衝突之間之關係，而衝突調和公式之建立則是有助於此些問題的解決。

本論文針對冷戰結束以來的十六年間，美國政府對中共角色與關係之定位，欲探討的問題具體言之是「為什麼美國政府再一九八九年以來，對中共的關係定位會在『戰略夥伴』與『戰略對手』間發生擺盪」。本論文首先指出，理性主義雖是解釋國際關係時較慣用的工具，然而不論新現實主義、新自由制度主義均無法對此研究主題提供一套有系統的解釋；本論文繼而發現，建構主義雖承繼部分理性主義的決策模式概念，卻能對上述關係定位變動做出系統性的詮釋。 本論文共計六章：第一章通盤概述研究的動機、目的、方法，並闡明整個主題架構及限制條件。第二章勾勒出老布希、柯林頓、小布希政府對中共關係定位的變化，完成本論文的「描述分析」，作為整體論述之背景。第三章依循理性主義觀點，發現新現實主義無法解釋何以美國在「確保相對收益」的考量下會與中共採取合作；再者，按照新自由制度主義「開創絕對收益」的邏輯，卻與美國視中共為戰略對手，並陷入人權、貿易、台灣議題等爭議的情況不相符。第四章介紹建構主義的主要論點，並針對何以選定溫特的主流建構主義提出解釋，再逐一檢視建構主義的本體論、認識論、方法論、世界觀。第五章依循國際權力架構、理念等兩大參考點，驗證建構主義之解釋力。發現「亞太扇型戰略」、「多層次統一戰線」、「新保守主義」、「攻勢現實主義」等理念，是美國政府為美、「中」關係定位的重要因素。從世界觀的角度切入，如果是霍布斯的文化架構，中共會被美國視為「戰略對手」；如果是康德的文化架構，中共會被美國視為「戰略夥伴」；如果是洛克的文化架構，美國會在接觸中保持戒慎。第六章為結論，認為儘管建構主義提供一個較寬闊的解析平台，但建構主義與理性主義並非必然相斥，尋求兩個典範之整合，乃成為本研究針對後續研究所提出的建議事項之一。 / This thesis addresses an issue regarding the US Government’s identification of the Chinese role as well as the bilateral relations between the two states during the past sixteen years ever since the end of the Cold War. It deals specifically with the following question: why the US administrations since 1989 have shuttled their identification of China between a strategic partner and strategic competitor? It firstly argues that rationalism, as conventionally an explanatory tool in IR, proves insufficient to provide a set of consistent answer. Unsatisfied, this thesis continues its argument that the question brought forth at the beginning can be effectively resolved, or interpreted, by constructivism, despite the constructivist rationale may not necessarily render rational choice model utterly invalid in this case. Structurally speaking, Chapter One gives a brief with respect to the whole thematic structure inclusive of purpose of the study mentioned above and research limitations. Chapter Two demonstrates an effort of descriptive study as a set of background information by sketching out different phases of identification about relations with China that have been harbored by successive US administrations from President Bush Sr., Clinton to Bush Jr.. Chapter Three can be seen as an account of this thesis’ trying effort to explore the question per se from the rationalist perspective. The findings in Chapter Three are as follows: Neo-realism fails to explain why the US, premised upon concern of relative gains, would have cooperation with China. Neo-liberal institutionalism, following the logic of maximization of absolute gains, is inconsistent with an answer to the question of why the US would not given in on the issues of human rights and trade deficits. The above findings are suggestive. They open up the need for this thesis to observe the Sino-US diplomatic interactions from a social perspective in IR, i.e., constructivism. Chapter Four ushers in main points of constructivism. Two arguments are therefore in order. First, it gives a justification for the choice of the mainstream of constructivism in IR advanced by Alexander Wendt. Second, to suit the purpose of this research, it funnels the ontological, epistemological, methodological arguments, world views raised by the constructivist school and thrashes out two reference points—world power structure and ideation—for further observations. Chapter Five brings up the main body of the argument. It argues that a series of ideas such as A Fan-mode Strategic Concept in Asia Pacific, Multi-layer United Front, Neo-conservatism and Defensive Realism have been influential on the US identification of the relations with China. They in turn strike an image of Sino-US bilateral relations reflective of three kinds of culture distinguished by constructivists. In Hobbes’ terms, China can be seen as a strategic competitor. In Kant’s, China is a strategic partner. In Locke’s, the US is engaged but remains sceptical. Chapter Six is the concluding part. It goes beyond the phenomena and moves into the theoretical realm by arguing that, although constructivism offers a broader analytic platform, rationalism and constructivism need not be exclusive. That much room for integration of the two paradigms becomes one of the recommendations for further researches.

1989年起，對台灣零售產業發展是一巨大的變革，萬客隆、家樂福等量販店產業的崛起是最具備現代化改革的代表，2000年以後，福元批發倉儲等相繼退出量販店市場，2003年年初萬客隆的停業與高峰百貨2003年年底的跳票倒閉事件更令人震撼，藉由本產業分析的研究期望能對成功與失敗案例背後成因有更深入的了解。 本文中第一章主要說明研究動機、目的、架構與限制，並對部分學者提出的產業分析文獻做一番探討，藉此，突顯與本研究中「產業矩陣分析法」之差異。第二章對量販店產業的定義與其發展沿革做說明，由於量販店所販售的商品與超商、超市、專賣店、百貨公司與甚至傳統市場有所競爭，對於超商、超市、專賣店、百貨公司與傳統市場等本文將其界定為量販店之間接競爭相關產業，文中也做了簡略的介紹，在本章最後說明量販店產業經營時所面臨的種種困難。 「產業矩陣分析法」的應用在於對產業經營流程中所涉及的價值單元(value unit)從投入(input)到產出(output)的產業價值鏈做系統化的分析，第三章主要在界定量販店產業經營流程與產業價值鏈，並對產業中投入部分的價值單元與產出部分的價值單元給予適切的定義。企業的策略需要因應產業環境變化而做適度的調整。「產業矩陣分析法」是從個別企業的立場著手，將產業價值鏈與策略型態構面和產業型態構面交叉分析，透過產業矩陣的應用，將產業分析與策略分析結合，從中為自己所屬的企業找出最適宜之經營策略應是「產業矩陣分析法」之真正精髓所在。第四章是藉由「產業矩陣分析法」來分析台灣量販店產業特性，將量販店產業的產業背景資料一一呈現，就如同一幅產業空照圖，而個別量販店業者要以哪一種策略進入這個寶山，就看個別企業的本事了。 第五章為本文之總結，文中對量販店產業可能的發展趨勢與經營策略做一些整理，並對政府有關單位提出一些建議，也期望對台灣量販店產業的發展有些許的貢獻。 / Since 1989, the development of Taiwan’s retail industry has been through a dramatic transformation with Marko and Carrefour representing the most contemporary innovative changing Hypermarkets. From year 2000 onwards, Fu-Yuan warehouse subsequently disappeared from the Hypermarket industry. At the beginning of year 2003, the stopping of operation of Marko and the closing of Kao-Mart department store represented more shocking news. Therefore the purpose of this study is to conduct an analysis of the hypermarket industry in order to gain a deeper insight of the successful and failed cases of hypermarkets. The first chapter explains the motive , objective, structure and limitation of this study and also gives a brief discussion of the exiting literature of the analysis of the industry through which the uniqueness of “The analysis of the Industry Matrix” could be emphasized. The second chapter explains the definition of the hypermarket industry and the chronicle of the development of the industry. The products sold by convenient stores, supermarkets, department stores and traditional markets are similar to the products of those of the hypermarkets. Therefore convenient stores, supermarkets, department stores and traditional markets are regarded as indirect competitors of those of the hypermarkets .The definition of these above mentioned industries will also be explained. The later parts of this study explain the various difficulties that may be encountered during the operation of the hypermarkets. The main application of “The Industry Matrix Analysis Method” is to systematically analyze every value unit from input to output of the entire industry value chain. The third chapter mainly explains the operation procedure and the industry value chain of the hypermarket industry and also gives the appropriate definition of the input value units and output value units of the industry value chain. The strategies of a firm must be constantly reviewed and changed according to the changing in the industry environment. “The Industry Matrix Analysis Method” is based on individual firms and is used to analyze the strategy dimensional types and industry dimensional types crossly with the entire industry value chain. By means of“The Industry Matrix Analysis Method”, the industry and strategy analysis could then be combined to find out the most appropriate operation strategies of the firms. This is the core spirit of “The Industry Matrix Analysis Method”. The fourth chapter involves using the “The Industry Matrix Analysis Method”to analyze the characteristics of Taiwan’s hypermarket industry and to present the background information of the hypermarket industry as same as the industry’s bird’s eye perspective picture. Which strategies the firm will take and which firms may dominate the hypermarket industry market depending on their own competence. The last chapter includes the summary of this study. The possible future trend and appropriate operation strategies are summarized. Suggestions for the government are also included. The author expects that this study could make some useful contributions for the development of Taiwan’s hypermarket industry.