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一個新興事業創建的初期，除了對外有營運上的挑戰，在內部還要面對資源分配、人員聘用以及財務上周轉等的基本營運問題，由於其缺少同產業上可仿效或是追隨的目標對象，使得創建時期潛藏的不確定因子往往比具有某種程度規模的組織來的更多。本研究以本研究者和其團隊在2006年年底所創立之公司為研究對象，從綠色光電產業市場中的初級資料和次級資料，以質性研究方法，探討下面三面向之問題 (機會、團隊與資源)：L公司在綠色光電的產業中之未來營運機會為何？在L公司發展過程中，團隊的核心能力為何？L公司如何在外界的環境中善用現有資源？如何找到他們？ 結合的方式為何？ 本研究是藉由夏恩博士於2005年所著「科技創業聖經」，原名為「尋找肥沃田地 – 為新事業辨視絕佳的機會」(Finding Fertile Ground – Identifying Extraordinary Opportunities for New Ventures) 書中的十個章節與L公司發展過程做一檢視，在機會的面向：選擇正確的產業、找出有價值的機會、管理科技演變、鎖定市場的真正需求、及了解顧客採用行為；團隊的面向: 管理智慧財產權與選擇正確的組織結構；資源的面向：利用既有公司的弱點、將報酬導向創新與管理風險和不確定性，以這十個面向為經，並利用Jeffry A.Timmons和 Stephen Spinelli在2003年所著的New Venture Creation – Entrepreneurship for 21st Century創業三構面 (機會、團隊與資源)為緯，將研究與實務做一比較，找出L公司下一步的方向與策略。 本研究發現，L公司在經由上述的檢討與行動修正後，能找到適當的利基點，正確掌握公司的核心能力，並隨著動態環境的改變適時作出調整，降低營運的風險。 / A new intention venture who builds up in the early stage faces the challengues not only the outsides operation, but how to solve the resources allocation, employee recruitment and finance issues…etc. Because this kind of new intention ventures are lack of the benchmark in the same industry, which make much more uncertain factors than in large scale companies. This research adopts researcher herself company, L Company, which is founded in the end of 2006 as the case study. We want to explore the following 3 dimention questions (Opportunities, Team and Resources) in green lighting industry with initial data and second level data, and use inductive research method. The three questions are: 1. What’s the future opportunity for L Company in the green lighting industry? 2. What’s the core competency from L company’s team in its developing process? 3. How to utilize the current resources in outsides environment for L Company? And how to find them and what are the methods to leverage them? This research approach applies Scott A. Shane’s theory framework – Finding Fertile Ground - Identifying Extraordinary Opportunities for New Ventures to review L company ‘s operation, and adopt Jeffry A.Timmons and Stephen Spinelli’s theory - New Venture Creation – Entrepreneurship for 21st Century to make the comparison of research and physical operation, and find out the next step for L company’s direction and strategy. Within this study, we find L Company can find its own niche market, control well her competition capibility through above items’ review and action adjustment and can reduce its operation risk with change in dynamic environment.

Title: Collaborative Supply Chain Performance Measurement Systems. A multiple case study on the OTD-process of manufacturing SMEs in the Swedish lighting industry. Authors: Arvid Svensson, Frida Gustafsson and Julien Guillaume. Background: Even though the multiple stated benefits of Supply Chain Performance Measurement Systems (SCPMS) to enhance the collaboration, there is a lack of research, especially regarding the presence among Small and Medium-sized Enterprises (SME). Closely associated with the presence of a SCPMS are the challenges. Research on SCPMS and the accompanied challenges have been made in multiple fields and contexts. Yet, SCPMS in the Order to Delivery (OTD)-process between a SME lighting manufacturer and their key customers is missing. Purpose: The purpose of this thesis is to investigate to what level collaboration regarding SCPMS is present in the OTD-process among the cases studied as well as explain this level of collaboration by studying the challenges of SCPMS. The aim is to contribute to existing literature with an explanatory model that highlights the challenges for a highly collaborative SCPMS with their key customers. This model should also give practical contributions to the case companies. Method: A multiple case study have been conducted. Qualitative data has been gathered through semi-structured interviews. Findings and Conclusion: The findings show that the level of collaboration in the SCPMS differs from no presence at all to an almost total high presence in the cases studied. The criteria that were found in previous literature for high collaboration in the SCPMS were overall similar to the practices found in the cases. Most of the challenges found in previous research were able to explain the difference in level of collaboration in the SCPMS. The two major challenges were lack of knowledge and lack of will. Lack of knowledge was present where the will to progress was clear, while also in one case, there was not even a will to progress. Overall, the company with low level and will to progress was most likely to perceive challenges, while the company with the highest level perceived the least challenges.

隨著中國大陸及東南亞照明燈具產業設備的擴增，和廉價勞力成本的威脅以及受到整體大環境的不利因素，台灣燈具照明業者持續面臨著強敵環伺的處境，無疑對燈具出口貿易更是雪上加霜。但隨著近幾年來環保意識提昇及保護環境愛地球的觀念趨勢下，各國紛紛倡導綠能生活、節能減碳，更是為本研究個案公司創造新的轉型契機。 本研究個案公司藉此一波「綠能生活」趨勢轉折點，重新尋求企業定位並調整公司營運方向，利用顧客對燈具照明需求從傳統白熾燈轉變為LED照明和結合智能科技概念，並藉此導入核心顧客關係管理之經營理念，讓行銷聚焦於”挖掘需求,解決痛點,主動積極、細緻貼心”的顧客服務，塑造堅強之顧問式銷售團隊，深入暸解金字塔最上層之20%核心顧客需求並提供解決方案，增進顧客價值最大化，讓雙方合作形成牢不可破之「夥伴與合作式的核心顧客管理」，孕育雙方命運共同體的革命情感，創造雙方共同價值及雙贏策略。 有鑑於此，本研究個案公司利用個案公司中小企業特性，在資源有限的前提 下，推廣核心顧客關係管理的過程。首先，運用Barrett(1986)提出80/20 法則定律的行銷手法，搭配Malcolm McDonald和Beth Rogers(2006)將核心客戶管理分為六個階段，接著運用HouLun和TangXiaowo(2007)指出顧客價值具有雙重屬性，即顧客感知價值和顧客資產價值。個案公司不只是提供產品創造業績的顧客資產價值，而是再升級為顧客感知價值，”挖掘需求,解決痛點,主動積極、細緻貼心”超越客戶需求的顧客服務，將核心客戶關係管理的理論與實際行銷互相配合，創造個案公司與核心客戶的雙贏。 / With upgrading lighting industry of the mainland China and Southeast Asia, the threat of cheap labor costs and the overall environment of the negative factors, Taiwan's lighting industry continues to face the situation of a powerful enemy around, the lighting export performance is getting worse without doubt. However, with the environmental protection awareness in recent years to enhance and protect the environment of the Earth of trend concept in the world, countries have advocated green energy, energy saving and carbon reduction. Meantime, it brings new opportunities of transformation for the case study company. In this case study, the company turned to the trend of "green energy" which can re-locate and adjust the operating direction of company. The company transformed the lighting trend from traditional incandescent lamp to LED lighting integrated intelligent technology concept become core customer management business. The marketing focused on "find out the needs, solve the pain points, be aggressive and positive, detailed caring service”. To build a strong consultative sales team, to understand deeply of the top 20% of the pyramid core customers’needs,to provide solutions to enhance customer value maximization, so that the corporation of the two parties can make an unbreakable "partnership and cooperative key account management" to create mutual values and win-win strategy. In view of this, the study of the case of small and medium enterprises using the characteristics of SMEs in the premise of limited resources, First of all, the promotion of core customer relationship management process, this paper divides key account management into six stages by using Barrett's (1986) marketing approach of 80/20 rule and Malcolm McDonald and Beth Rogers (2006), then using HouLun and Tang Xiaowo (2007) to point out that customer value has dual Attributes, named customer perceived value and customer asset value. Case-based company is not only to provide customers with product creation performance value of assets, but also upgrade customer perceived value. More than customers’expectation to "Find out the needs, solve the pain points, be aggressive and positive, detailed caring service”. Key account relationship management theory and the practical marketing of the interaction between the case in the company and the core customers to create win-win situation.

Mature industries have played and still play a crucial role in national and world economies. To survive and retain competitiveness, they need to innovate, as innovation is the driver of economics growth and industrial transformation. However, existing research does not provide sufficient explanation of how innovation in mature industries can be enabled based on resources and internal development logic of those industries, i.e. endogenously. Some previous studies focused on incremental innovation patterns, which led to an underestimation of innovation potential of mature industries. Other studies acknowledged a high innovation potential of mature industries, but failed to explain how, through what mechanisms, industry-endogenous logic can bring about major innovations. Therefore, the purpose of this thesis is to systematically address, explain and conceptualize endogenous industry- innovation and its driving mechanisms in mature industries. To achieve this purpose, three main issues are addressed. First, the thesis investigates and conceptualizes the notion of industry endogenous innovation mechanisms based on the path dependency theory. Second, the thesis addresses strategic choices and actions by established companies that are rooted in the industry endogenous mechanisms and result in highly innovative outcomes. Third, the thesis systematically analyses different aspects of radicalness of innovations resulting from industry endogenous mechanisms. The thesis represents a qualitative, embedded case study with two main industry cases, i.e. the global lighting industry and the Swedish pulp and paper industry. The lighting industry and its sub-cases in the form of specific lighting technologies have been studied via the analysis of patents of leading lighting manufacturers, archival and secondary data sources as well as interviews with different types of actors in the industry. The pulp and paper industry and its sub-cases in the form of innovation initiatives have been studied with the help of interviews with leading manufacturers and research institutes, as well the analysis of annual reports and secondary data sources. The outcomes of the study are presented in the form of the thesis cover paper and five appended papers. The results show that innovations of any magnitude can be endogenously developed in mature industries. At the industry level, endogenous innovation is driven by innovation mechanisms that can be conceptualized as reactive sequences and self-reinforcing mechanisms. At the level of individual companies, the exploitation strategy corresponds to the logic of endogenous innovation mechanisms by enabling highly innovative outcomes and building on a wide range of resources available in the industry. The endogenous character of innovation mechanisms imposes certain limitations on the radicalness of the outcomes in the form of trade-offs in terms of how many and what particular aspects can be radically new at once. With these results, the thesis contributes to a more balanced overall understanding of innovation potential of mature industries and allows shifting the focus of discussion from whether mature industries can develop radical innovation to when and under what conditions they can succeed in this process. The results of the thesis also suggest several recommendations for managers in established companies with regard to how they can they can take advantage of industry endogenous innovation mechanisms. / Mogna branscher har traditionellt sett spelat och spelar fortfarande en viktig roll för såväl nationella ekonomier som för världsekonomin. För att överleva och behålla sin konkurrenskraft behöver mogna branscher fortsätta vara innovativa, eftersom innovation driver ekonomisk tillväxt. Även för enskilda, etablerade företag i sådana branscher är innovation centralt – de företag som inte lyckas med innovation riskerar att förlora i konkurrensen och bli ersatta av andra. Det finns emellertid än så länge inte någon bra förklaring till hur innovation i mogna branscher kan möjliggöras endogent, d v s baserat på befintliga resurser och branschens interna utvecklingslogik. Tidigare studier har antingen tenderat att underskatta innovationspotentialen i mogna branscher eller misslyckats med att visa hur – d v s genom vilka mekanismer – branschens egen logik kan möjliggöra radikala innovationer. Syftet med denna avhandling är att förklara och konceptualisera endogena innovation och dess drivmekanismer i mogna branscher. För att uppnå detta syfte undersöker avhandlingen endogena innovationsprocesser på såväl bransch- som företagsnivå samt analyserar i vilken utsträckning olika aspekter av radikala innovationer möjliggörs av endogena mekanismer. Avhandlingen är baserad på kvalitativa fallstudier av två branscher. Den första branschen är den globala belysningsindustrin, där olika belysningstekniker har studerats via analyser av patent, sekundära datakällor samt intervjuer med olika typer av aktörer i branschen. Den andra branschen är svensk pappersmassaindustri, där ett antal olika innovationsinitiativ har studerats framförallt med hjälp av intervjuer med ledande företag och forskningsinstitut. Avhandlingen består av en kappa och fem bifogade artiklar. Resultaten visar att alla typer av innovationer, inklusive radikala innovationer, kan utvecklas endogent i mogna branscher. På industrinivån drivs denna utveckling av innovationsmekanismer i form av reaktiva sekvenser och självförstärkande mekanismer. På företagsnivån kan processen drivas av en innovationsstrategi som bygger på exploatering av befintliga resurser. Trots att alla aspekter av radikala innovationer kan utvecklas endogent, medför endogena mekanismer emellertid vissa begränsningar i form av kritiska avvägningar när det gäller hur många och vilka aspekter som kan hållas radikala samtidigt. Med dessa resultat bidrar avhandlingen till en mer balanserad, övergripande förståelse för innovationspotentialen i mogna branscher och medger ett skifte av fokus i vetenskapliga diskussioner från frågan om mogna branscher kan utveckla radikala innovationer till när och under vilka villkor de kan lyckas med denna process. I avhandlingen ges även rekommendationer för ledare i etablerade företag med avseende på hur de kan dra nytta av branschens endogena innovationsmekanismer.