貿易商的價值創造-以工具機產業為例

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Title:	貿易商的價值創造-以工具機產業為例 The Value Creation of Traders – Taiwan Machine-Tool Industry Study
Authors:	徐明璋 HSU, MING-CHANG
Contributors:	經營管理學系碩士在職專班
Keywords:	工具機;貿易商;夥伴關係;市場定位;顧客關係 Tool Machines;Trader;Partnership;Market Positioning;Customer relationship
Date:	2019
Issue Date:	2019-10-29 08:53:44 (UTC+0)
Publisher:	亞洲大學
Abstract:	臺灣四面環海，屬於海島型國家，因本身天然資源有限，須倚靠自身的技術能力製造成產品，再透過對外貿易銷往世界的各國市場，以增進國家經濟發展的動力。自十七世紀以來，台灣的經濟發展皆以對外貿易為重心，因此對外貿易是台灣生存及經濟發展的重要來源。貿易商的角色對於台灣經濟成長的過程中扮演重要之角色，為國外客戶與台灣的製造商搭起交易的橋樑。貿易商與顧客的關係是多元且密切的，然而，貿易商的存在除了受到產業景氣影響之外，其顧客關係管理能力及營運穏定度也有很大的影響，但當貿易商可以穩穩抓住關鍵的技術和服務，創造顧客需要的附加價值時，其貿易中間地位即可穩固的維繫。本研究以工具機外銷產業為背景，探討工具機外銷出口的貿易商在各類的活動中提升自身價值，以提高貿易商的生存空間，並深入探討貿易商在顧客關係管理與經營成功等關鍵因素。研究結果發現貿易商市場定位策略、與供應商間夥伴關係的維持、顧客關係管理是工具機貿易商在自我價值提升中的主要策略重點。 Taiwan is an island state where surrounded by seas. There is inherent limitation of the natural resource. The developing and exporting trade to countries worldwide rely on their own technical capabilities to manufacture products and is the major way to enhance national economic development. Since the 17th century, exporting trade has been emphasized to economic development in Taiwan. It can be an important source of financial and economic development of Taiwan. The traders play an important role in Taiwan's economic growth, building a bridge between foreign customers and Taiwanese manufacturers. The relationship between traders and customers is diversified and close. The existence of traders is greatly affected by the management ability and operational stability of their customers, in addition to being affected by the industrial climate. When traders can firmly grasp key technologies and services and create the added value customers need, their trade middle ground can be securely maintained. In this study, the tool machine export industry as the background, the purpose is to explore how the tool machine export traders create the traders value in various value activities. It also discusses in depth the key factors such as the management ability of customer relations and the success of the operation. The finding of the study found that the Trader market positioning strategy, Maintenance of partnerships with suppliers, and Customer relationship management are the main strategic focus of machine tool traders in the creation of trader value.
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