In the environment of globalisation, international purchasing is the strategy most commonly adopted by enterprises to obtain or maintain competitive advantages. The region encompassing Taiwan, Hong Kong, and mainland China is a global manufacturing centre, providing a variety of price-competitive products to entice multinational enterprises to purchase from this area. The international purchasing office (IPO) is the intermediary of international purchasing, which connects international clients with regional suppliers to establish win-win strategic partnerships, improving competitive advantages for both parties and maximizing the value of the supply chain. International merchandisers directly contact clients and suppliers, playing the roles of buyer and sales people simultaneously, which is the essence of providing excellent service and creating value in IPO.
This study investigates small-sized IPOs. The objectives of this study are to conduct an exploratory survey of the necessary competencies of current international merchandisers and provide concrete classifications and basic behavioral descriptions thereof.
This study interviewed current international merchandisers in case IPOs in Taiwan, Hong Kong, and Mainland China through behavioral event interviews. The subjects provided critical cases and described their behavior, thoughts, and how the cases were handled. The interviews were recorded and transcribed. This study coded, analysed, and identified the competencies according to the transcripts, and referenced the five types competence characteristics given by Spencer and Spencer to classify the competencies.
This study concludes that among the five competencies of international merchandisers, the competencies of motives, traits, and self-concept at the base of the iceberg model are the fundamentals of good work performance. The five competencies are motives, traits, self-concept, knowledge, and skill. The motives include achievement orientation and incentives; traits include customer service orientation, a positive and active disposition, and great adaptability; the self-concepts are self-affirmation and optimism; knowledge includes product development, pricing, compliance, market trends, and international transportation; and the skills are influence, relationship building, analysing and thinking, information seeking, negotiation skills, and language competence.
The conclusions of this study propose suggestions for managers of small-sized IPOs, personnel in human resource management, and international merchandisers, in the hope of providing a reference concerning management measures or career development for these parties.
| Identifer | oai:union.ndltd.org:NSYSU/oai:NSYSU:etd-0830111-114522 |
| Date | 30 August 2011 |
| Creators | Wei, Su-Ying |
| Contributors | Liang-Chih Huang, Shyh-Jer Chen, Pei-how Huang, Jin-Feng Uen |
| Publisher | NSYSU |
| Source Sets | NSYSU Electronic Thesis and Dissertation Archive |
| Language | Cholon |
| Detected Language | English |
| Type | text |
| Format | application/pdf |
| Source | http://etd.lib.nsysu.edu.tw/ETD-db/ETD-search/view_etd?URN=etd-0830111-114522 |
| Rights | user_define, Copyright information available at source archive |
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