國際貿易對臺灣經濟有著舉足輕重的影響力，然而隨著貿易商競爭越發激烈以及去中間化之議題逐漸興起，臺灣的貿易商為了提升競爭力逐漸轉型，使自身企業之價值更加提升。貿易商轉型後之角色，以銷售代理商為被學者探討最多之主題，研究者認為採購的角色也是交易不容忽視的另一方，因此本研究以國際採購代理商為研究主題，探討採購代理商如何保有競爭力，吸引客戶與其合作，以及如何在與客戶合作時發揮中間商之功能與價值。
本研究之研究問題為：「哪些因素會影響國際採購代理商與客戶合作之內容?」，經過文獻探討及研究者之採購經驗歸納，本研究整理出五類因素影響採購代理商與客戶之合作內容：(1)外國客戶之合作動機；(2)外國客戶之策略與資源；(3)採購代理商之策略與資源；(4)採購代理商與外國客戶之合作成果；(5)採購代理商與外國客戶之合作關係。本研究以個案研究法進行研究，並搜尋次級資料及實際訪問採購代理商與採購協會來進行個案分析及整理，進而提出結論與建議，期望本研究結果對於採購代理商之業者及欲轉型為採購代理商之業者具參考價值。
透過資料蒐集及個案訪談之結果，本研究之研究結果支持研究初期所設計之研究架構。外國客戶之合作動機、外國客戶之策略與資源與採購代理商之策略與資源會影響雙方之合作內容與方式，合作之結果有可能是好的或不好的，也有糾紛發生的情形，這些合作結果會影響雙方之合作關係，而關係的強化、弱化會影響下次的合作內容，或是產生停止合作的結果。本研究依據研究發現，整理五類因素之內容，以供業者參考。本研究建議業者須發展企業自身之獨特核心資源，並建立與客戶及供應商夥伴關係，以持續保有自身之競爭力。 / International trade has decisive influences over Taiwan’s economy. As competition between traders has become more intense, and companies are taking consideration about disintermediation, Taiwan’s traders need to transform themselves to enhance their values and strengths for competiveness. Sales agents are the most popular role for this kind of research topic; however, the author thinks purchasing agents are also important. This research aims at studying how international purchasing agents remains their competitiveness to attract their clients and display their functions and values as middlemen.
The research question is “How purchasing agents cooperate with their clients?” According literature review and purchasing experience from the author, the research summarizes five cooperation influential factors between purchasing agents and clients: (1) incentives for clients working with purchasing agents, (2) strategies and resources of clients, (3) strategies and resources of purchasing agents, (4) results of cooperation between purchasing agents and clients, and (5) relations between purchasing agents and clients. The research used case study method with collecting information and visiting target companies and institute to analyze and organize summery along with suggestion. The purpose of the research is giving valuable reference for purchasing agents and those who will become purchasing agents.
After analyzing related information and visiting target companies and institute, the result of the research supports the research framework. Incentives for clients working with purchasing agents, strategies and resources of clients and strategies and resources of purchasing agents influence ways and contents of cooperation between two parties. Results of cooperation may be positive or negative, and even disputes can occur between two parties. These results will strengthen, weaken or even end cooperative relationship between purchasing agents and clients. According to research findings, the author summarizes contents of five cooperative influential factors between purchasing agents and clients for reference. The research suggests purchasing agents should develop their core resources and built up relations with clients and suppliers for maintaining their competitiveness.
| Identifer | oai:union.ndltd.org:CHENGCHI/G0104363064 |
| Creators | 張雁婷, Chang, Yen Ting |
| 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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