寬頻網路時代、使用網路進行雙向的面對面的影像，聲音和資料會議的應用；統稱為「視訊會議」，台灣視訊會議產業從民國八十二年電信業者推出數位整合網路ISDN電路開始，企業開始引進作為跨國會議或是分公司之間連絡的工具。主要顧客是以大型組織及跨國企業為主。在產業通訊標準未規範完整前，代理商多為與電信或企業關係良好的系統整合公司。隨後IP VPN網路及ADSL雙向寬頻網路建置完成，國際電信聯盟標準化部門(ITU-T)訂定出以ISDN網路下的通訊標準(H.320)及IP網路下的通訊標準(H.323)後，隨著台商外移到大陸及SARS等危機，更多台灣資訊或科技公司因顧客的需求增加，開始代理國外廠牌在台灣銷售，形成一個新的視訊會議產業。
本研究在探討視訊會議產業的代理商，在品牌間的併購及通訊技術整合性提高，顧客需求模糊及選擇性變動加速、企業用戶環境差異加大，國際景氣不穩定，企業資訊投資緊縮等，產品代理商面對多重代理的壓力，如何進行企業轉型與顧客共創價值，從產品功能銷售轉型為顧客導向的客製化服務導向。其轉型過程所面對的問題及策略進行研究，找出方法，以企業經營利潤提升為目的。 / Exchanging video, voice and data in broadband era is in general called “Video Conferencing”. Since Telecom providers introduced ISDN (Integrated Service Digital Network in 1993, a lot of corporations started to use video- conferencing for international and branch-office virtual meetings, with large corporations and multi-national companies as the main customers. Prior to the availability of communication standards for such application, the system- integrators having better relationship with telecommunication companies became distributors of video-conferencing product. When IP-VPN and ADSL networks were established, and the ITU-T (International Telecommunication Union) set up the protocols for ISDN (H.320) and IP (H.323) communication to ensure inter-operability among various brand-names, the demand for video-conferencing equipments grew rapidly as a lot of Taiwanese companies moved their manufacturing facilities to China; particularly during the outbreak of SARS (Severe Acute Respiratory Syndrome). The situation led to the growth of distributors and emergence of video-conferencing industry in Taiwan.
The research aims at studying how video-conferencing distributor migrates from product-oriented sales to customer-oriented sales, the challenges and strategy, and how it creates the mutual benefits with its customers and improves the profit margin amidst the mergers of equipment suppliers, increased integration requirements of telecommunication technology, uncertain customer demand, increased differentiation of customer application, economic-downturn resulting in reduced capital expenditure, etc.
| Identifer | oai:union.ndltd.org:CHENGCHI/G0098932406 |
| Creators | 林芳婕 |
| Publisher | 國立政治大學 |
| Source Sets | National Chengchi University Libraries |
| Language | 中文 |
| Detected Language | English |
| Type | text |
| Rights | Copyright © nccu library on behalf of the copyright holders |
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