電源領域半導體代理商之客戶評價因素

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Please use this identifier to cite or link to this item: https://irlib.pccu.edu.tw/handle/987654321/27987

Title:	電源領域半導體代理商之客戶評價因素 Evaluation on the Critical Factors for Strategic Buyer Selection in Semiconductor Industry
Authors:	許智凱 Hsu, Chih-Kai
Contributors:	國際企業管理學系碩士在職專班
Keywords:	代理商層級分析法德菲法策略聯盟 distributor Analytic Hierarchical Process Delphi Method strategic alli-ances
Date:	2014-07
Issue Date:	2014-09-05 09:29:22 (UTC+8)
Abstract:	半導體代理商從貿易商轉型而成專業代理商，從本土到跨國，而且不斷引進先進的技術及產品，提供多樣化的專業技術支援等加值服務，加上代理眾多的品牌及產品的種類，面對的已經是全球性的競爭者，又由於台灣PC產業的需求下滑、毛利下降，代理商必須更有效提升經營效率並發展重點業務。因此，如何有效的掌握客戶評價因素以快速判斷哪些客戶是必須優先服務，或是列為重點服務的對象，是代理商經營實務重要議題。本研究運用層級分析法(AHP)、德菲法以及產業資深專家訪談調查，歸納建立了一套客戶評價因素以及相對權重，可作為電源領域半導體代理商實務經營與策略聯盟夥伴選擇之參考。根據本研究資料顯示，「無形資產」為最重要，次要為「夥伴能力」，最後是「夥伴適性」。在十一個次準則其優先順序為：「先前合作經驗」、「樂意分享與溝通的特質」、「商譽」、「需求量」、「市場領導能力」、「技術能力」、「相當的策略性目的」、「員工素質」、「管理能力」、「相當的管理方式」、「相當的組織文化」。 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.
Appears in Collections:	[Department of Business Administration & Graduate Institute of International Business Administration ] Thesis

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