隨著全球化的浪潮、亞洲國家的經濟發展，時尚與精品產業在亞洲市場的發展已經漸趨成熟，紛紛以設立子公司或合資的方式營運，這也導致以代理國外品牌在台灣銷售的代理商的生存空間受到了壓縮，本研究透過探討在台灣代理時尚與精品品牌的代理商與品牌商國際合作關係時，如何增加績效，一方面降低代理權被取消的風險，加強雙方合作的關係，一方面發展代理商的核心價值，追求成功的商業模式。 在研究方法上採用個案研究法（Case study），透過次集資料的搜集，包括了產業的介紹和回顧了國際進入策略、交易成本理論和代理理論的相關文獻，佐以個案公司訪談，探討如何提升代理商的績效，分析結果後歸納提出命題。 本研究整理了七個命題如下，代理商可以透過以下方法強化績效： 1. 代理商行銷能力越強。 2. 代理商的財務能力及規模越大。 3. 代理商越有優良的代理績效與信用。 4. 代理商與品牌商的非正式“關係”經營的越成功。 5. 代理商發展代理商專屬的通路品牌越成功。 6. 代理商對於品牌VIP顧客關係的經營、維持越成功。 7. 代理商代理品牌數越多，越能強化代理商的績效。 如此一來，在國際代理關係中不再扮演被動角色，而是能主動尋找機會，有效降低經營的風險且強化代理商的核心價值。 / Due to the globalization and the economic development in Asian countries, the market performances of fashion and luxury brands are boosting in recent years. Many brands choose to open their own branches in Asian countries rather than find a local agent. Local agents help oversea manufactures or brands to distribute the products in local markets, but foreign manufactures often viewed agent contracts as a temporary entering strategy. This is becoming a crucial threat for the agents. How agents strength their performance in order to build their own competitive advantage? This study aims to address this issue. I define the fashion and luxury goods industry by introducing the market segmentation and business models within the industry. And then we reviewed the literature based on international entry strategy, transaction cost theory, and agency theory. Based on the literature, we conducted interviews with five Taiwanese agents in fashion and luxury sectors to discover this thesis with seven hypothesizes. By these seven hypothesis agents can improve the performance: 1. The agent should develop the brand building marketing skill. 2. The agent should enhance financial ability and expand capital size. 3. The agent should build up a better credits and reputation. 4. The agent should develop better “Guanxi” in order to strength the performance. 5. The agent should build it’s own distribution channel brand. 6. The agent should foster the relationship with VIP customers. 7. The agent should represent more brands.

Made available in DSpace on 2016-04-26T18:15:26Z (GMT). No. of bitstreams: 1 Taisa Vieira Sena.pdf: 4223839 bytes, checksum: 3a9a63880b81c0b08ed4dcc2a63137cf (MD5) Previous issue date: 2015-12-08 / Coordenação de Aperfeiçoamento de Pessoal de Nível Superior / The thesis problematics focuses on the ways how luxury perfume aesthesia is developed in the aesthetic arrangements of printed advertising. We question how these modes contribute to identity construction of applied enunciatees in such advertisements. The research intents are: to analyze the aesthetic experience proposed in advertising; to identify the aesthesic attributes that create the axiology of the scented being; to verify how the translation of the olfactory qualities of perfume is displayed and how it can trigger moods; to comprehend the mechanisms of how sensitive paths make feel the identity attributes proposed by brands and at last to develop a typology of the scented being. In the study object s cut, a set of 142 commercial perfume ads was selected from haute couture and prêt-à-porter brands, published in the regular editions of Vogue Brazil magazine from the years 2010 to 2014. These were approached by semiotics analysis on the verb-visual-spatial articulations of plastic-rhythmic arrangement of the expression plane and of the contents plane. The theoretical and methodological basis is the meaning generative path from Greimas semiotics, connected with Floch s plastic semiotics, Landowski s sociossemiotics, Oliveira's semiotics of the dressed body and Semprini s market semiotics. Achieved results are the mapping of kinds of aesthesic arrangements applied to convincement and the mediated experience of the perfume, as well as the determination of the simulacra of Addresser (product and brand) and Addressee (different segments of scented beings) settled in the advertisements / A problemática da tese centra-se nos modos como se desenvolve a estesia do perfume de luxo nos arranjos estéticos da publicidade impressa. Questiona-se como esses modos contribuem para a construção identitária dos enunciatários inscritos em tais publicidades. Os objetivos da pesquisa são: analisar a experiência estética proposta nas publicidades; identificar os atributos estésicos que criam a axiologia do ser perfumado; verificar como se apresenta a tradução das qualidades olfativas do perfume e como ela pode desencadear estados de alma; depreender os mecanismos de como os percursos sensíveis fazem sentir os atributos identitários propostos pelas marcas e, por fim, desenvolver uma tipologia do ser perfumado. No recorte do objeto de estudo, selecionou-se um conjunto de 142 anúncios publicitários de perfumes de marcas de alta-costura e prêt-à-porter, veiculados nas edições regulares dos anos de 2010 a 2014 da revista Vogue Brasil, abordados pela análise semiótica das articulações verbo-visual-espacial do arranjo plástico-rítmico do plano da expressão e as do plano do conteúdo. A base teórica e metodológica é o percurso gerativo do sentido da Semiótica de Greimas, em articulação com a semiótica plástica de Floch, a sociossemiótica de Landowski, a semiótica do corpo-vestido de Oliveira e a semiotica do mercado de Semprini. Os resultados alcançados são o mapeamento de tipos de arranjo estésico empregados para o convencimento e a experinência mediada do perfume, além da determinação de simulacros de Destinador (produto e marca) e de Destinatário (distintos segmentos de seres perfumados) instalados nos anúncios