在競爭越來越激烈的企業界中，國際性企業與各國當地代理商合作關係之建立及管理已成為長期競爭優勢的來源之一，其角色也日益重要。不過合作的關係並非永恒，許多國際企業在與當地代理商合作一段期間後，會因為許多因素而選擇終止或轉換其代理權。
本研究結合代理商終止、轉換相關文獻，並整合跟代理商關係經營有關之構面變數，發展出「公司基本條件」、「行銷能力」、「物流能力」與「代理績效」這四項構面，試圖找出這些因素對國際企業評估轉換決策過程的影響。
本研究選擇台灣地區家鄉事業股份有限公司為研究母體，以其在台灣所代理之各品牌及被轉換代理權進行實證研究，結果發現上述的四個構面「公司基本條件」、「行銷能力」、「物流能力」與「代理績效」皆對「國際企業對代理商的整體評估」有相當影響。此外，本研究亦發現，「國際企業涉入程度」為國際企業轉換代理商之重要「干擾變數」。

In the competitive global market, establishing and managing cooperative relationships with local agents in foreign countries have become one of the important sources of long-term competitive advantage for international business. However, keeping a cooperative relation has never been an easy task. Numerous international enterprises, after a period of collaboration, either terminate their relations with local agents or switch their franchise to others.
This research synthesizes existing literatures of termination and transformation of franchise, integrates variables related to franchise management, and develops four components: corporate fundamentals, marketing ability, dispersing/distributing ability, and agent performance, and attempts to examine the impact of these factors on the decision-making of international enterprises.
This research studies the Sunkist Enterprise in Taiwan, focusing on various brand names that the company once franchised but transformed. The empirical finding suggests that each of the four components mentioned above plays a significant role on the manufacturer’ overall evaluation of their franchisees. Besides, this research also finds that ‘manufacturer involvement’ is an important intermediary variable for corporations to switch their franchises.

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