Semiconductor distributors were evolved from trading companies. They can be either domestic or multinational. They have to constantly introduce new technologies and products and provide value-added services and technical support. They distribute a large variety of brands and products in the global market. Meanwhile, distributors have to boost their operating efficiency and continue to develop key businesses to counter the adverse trend of PC demand falls and gross margin slides in Taiwan. Therefore, it is necessary to quickly identify priority customers based on customer evaluation factors.
This paper applies Analytic Hierarchy Process (AHP), Delphi Method and in-depth interviews with industry experts to come up with a list of customer assess-ment factors and relative weightings. The research findings can serve as a reference for day-to-day operations and choice of strategic partners for power semis distribu-tors.
This paper suggests that intangible assets are the most critical, followed by partnership capabilities and partnership suitability. The priority of the eleven sub-criteria are previous cooperation experience, willingness to share and communi-cate, business reputation, demand, market leadership, technical capability, strategic purposes, employee caliber, management styles and organizational cultures.
