台灣資訊服務業者進入中國大陸市場之個案研討：以前進國際公司為例

Abstract

本文旨在研究台灣資訊服務廠商進入與佈局大陸時所採用之流程、相關影響因素、影響團體以及成功要素並提出進入模型與假說。文中首先對資訊服務產業之定義，產品，市場概況以及產業特性進行討論，並對文中探討之目標市場：中國大陸資訊服務市場進行現況描述，包括其市場發展，廠商概況，產業界對資訊服務產品使用概況。之後對進入大陸模式與以探討，包括獨資、合資、合作以及購併，以了解廠商之進入策略。本文分析架構，利用產品、產業以及組織生命週期觀念，配合以服務業、高科技產業海外投資決策文獻形成之整合性進入決策模型。由於本文為對台灣資訊服務廠商之單一個案研究，故選出四家分別在大陸市場進行投資之國際大型資訊服務廠商：IBM、HP、Accenture以及SAP進行與整合性架構之比較，再利用資訊服務之產業區隔，選出三個區隔中的九家公司，再經過分析後，選出於知識導向為主資訊服務業者產業區隔之前進國際公司為本文個案。利用整合性架構比較國際大廠以及個案公司之進入與佈局模式後，本文提出九點假說，包括：資訊服務業者進入大陸市場時採取獨資模式；資訊服務業者在擴張期會採取多種進入策略並用之方式；獲利初期以母國客戶為主，基礎建立後必須進入當地市場；高階管理者必須具有創業性格；本土化管理與陸籍員工能力培養；以方法論跳脫產品生命週期循環；國際大型資訊服務廠商與客戶一樣重要；合約管理為大陸市場實際營運最重要項目；首都型與沿海城市為進入區域第一選擇。本文並建議學者未來可朝向：不同產業區隔之資訊服務業者進入議題；陸籍員工管理深化與公司效率；與大陸資訊服務廠商結盟相較於與國際資訊廠商結盟之分析三項進行研究。

This is a research of how Taiwanese information technology (IT) service companies go into mainland China market, and what decisions, groups and critical factors affect their successes. In this paper, the definition and characteristics of IT service industry were reviewed at first; the current situation of global, mainland China and Taiwan IT service industry were also scanned. In order to understand the entry and localization modes of Taiwanese IT service companies in China, the Chinese special types of entry modes were viewed. The analysis was based on an integrated framework that were stuctured from the papers of service industry and high tech industry’s foreign direct investment’s (FDI) strategies which combined with the theories of industry, product and organization life cycles. From this integrated framework, the international large size IT service companies such as IBM, HP, Accenture and SAP were compared with a case study company in Taiwanese IT service industry: AdvancedTEK. After analyzing, the results of the comparison which we gather were nine hypotheses were proposed. First, Wholly owned subsidiaries strategy would be utilized when companies first time land on China market; Companies would mix using different entry strategies after having a still base in China; The early profit source were from original country’s customers who had already had business in China; Long term profit must be from local customers; The top managers of Taiwanese IT service companies have to have entrepreneurship characteristic; Training and admiring mainland employees is a critical issue for Taiwanese companies; IT service companies have to have their own methodology to jump out from the product life cycles; For Taiwanese companies, having a good relationship with international large size companies is important; contract management is an issue that companies have to care about; the coastal and capital cities are the good choices for companies to enter. Finally, this paper suggested that the analysis of entry modes of companies from different segments of IT service industry, management’s localization, comparision of the joint venture with mainland China companies or international coporations are the topics researchers can keep on working.