在大中國電子產業購買關鍵因素分析---以連接器產業為例

Abstract

本論文研製之 －－在全球化和原物料高的競爭激烈環境下，採購的行為和決策的考量更為嚴謹，因此對於供應商的選擇也必更為嚴苛。然而要成為好的供應商已是企業生存與持續保有良好成長績效必備條件。因此本研究以大中國經濟體的連接器產業為標的，以採購者和原料決策者之角度，探討影響採購活動的理論驗證以及對於採購情境因素的假設驗證， 對於其中的採購的重要性、採購的不確定性、關係構面、轉換成本及對於採購決策中心特性，作為探討。本研究採量化實證法，進行因素分析獲得特徵化的資訊。研究結果發現有1、在大中國經營體的連接器產業對於採購週期是非常的短；2、資訊的收集是非常的快速，因此在分析或控制過程中，皆須持續收集，因此無法明確的分割；3、由相關性分析，發現集對於採購中心特性的集中化和公司的生意模式，有著顯著的差異，，這與組織的採購決策模式有關。因此能夠對於不同的採購情況，做出不同的策略構面，乃是供應商當務之急。本研究結果希望提供在大中國經營體的連接器供應商要求的努力方向，使其能形成供需雙方互惠互利的生命共同體。

A procedure is－－Under the severe global competitions, the requirements from the merchandisers to the suppliers have become more demanding. In order to maintain and sustain the competitiveness, it is essential for suppliers to become more customer-oriented. the purpose of this study is to investigate the connector purchase behavior industry in Great China. The approach is from the purchaser’s and user’s views to study the theory of purchasing activity and situational factor. There are five underlying dimensions including the importance, uncertainty, relationship, and switching cost are generated from the principle component analysis in characterizing the buying center behavior. The main research finding is that the cycle of purchasing activity is very short in connector industry and has significant impact on information search in analysis and control. In addition, business model difference has significant impact to the organizational character in China. The marketing personnel have to develop suitable strategies to handle different purchasing situations. The findings provide some insights for Greater China connector industry in supplier-buyer relationship.