本個案論文的瑞雄公司成立於1984年，其於2013年始設伺服器事業單位，是台灣代工業者中較慢進入伺服器產業的公司。由於是後進者，故初期採取低價策略引進富川公司作為機殼供應商。2015年時，個案公司組織改組，由於前後任採購主管的領導管理風格迥異，導致原伺服器採購同仁不適應紛紛離職。在此同時，個案公司所配合的機殼供應商-富川公司，前後被要求大幅降價、暫緩出貨及最後訂單被取消，一連串不合理的要求最終引發富川公司強烈的不滿與激烈的反彈。個案公司透過衝突管理的技巧、方法與步驟及價值鏈觀點，成功緩解處理衝突，並重新審視供應商的選擇與建立長期配合的策略伙伴關係。本個案論文旨在分享探討製造廠如何處理其與上游供應商的衝突，並利用價值鏈的論點，來建立長期策略伙伴。期待本個案論文能提供企業高階主管思維掌握日後若遭遇相似情境時，能從本文個案中獲得啟發，增加思考層面，以確保決策執行成效。

Ruixiong Company of this case paper was established in 1984. It started to set up a
server business unit in 2013. It is one of the following companies in Taiwan to enter the
server industry. Because it is a latecomer, it adopted a low-cost strategy to introduce
Fuchuan Company as a chassis supplier. Because Ruixiong company was reorganized in
2015 and the different management styles of procurement flow, it caused the many related
colleagues left. At the same time, the case supplier Fuchuan Co., Ltd., which cooperated
with Ruixiong company, was demanded to cost reduction, followed by suspending
shipments, and finally, orders were canceled. A series of unreasonable requirements
eventually caused Fuchuan's dissatisfaction and protest. However, the case company
successfully mitigated conflicts through conflict management techniques and value chain perspectives.n the other hand, it re-examined the selection of suppliers and established long-term strategic partnerships. The purpose of this case study is to share how to deal with conflicts in the manufacturing industry with upstream suppliers and take advantage of value chain arguments to build long-term strategic partnerships. This case paper provides corporate executives with a mastery of thinking if they encounter similar situations in the future. They can learn from this case and increase the level of thinking to ensure the effectiveness of decision making.

一、 中文部份
[1] 白凢芸、葉子明(2012)，供應鏈中影響客戶依賴與顧客承諾因素之研究。經營管
理論叢，第8 冊，第1 期，頁21-39。
[2] 黃士滔(1999)，供應商選擇之探討。高雄科學技術學院學報,第29 期,頁
283-302。
[3] 陳莉臻(2017)，建構供應商評選模式-以I 伺服器代工廠為例。國立中央大學企
業管理研究所未出版碩士論文。
[4] 張權贏(2015)，專案人員屬性、自我效能及工作特性對專案績效影響之研究－以
伺服器製造業為例。世新大學企業管理研究所未出版碩士論文。
[5] 饒淑芳(2011)，探討供應商評選準則之品質成本觀點，國立高雄應用科技大學企
業管理系未出版碩士論文。
二、 英文部份
[1] Rosezweig, E. D., Roth, A. V., and Dean Jr., J. W. (2003), “The Influence of an
Integration Strategy on Competitive Capabilities and Business Performance: An
Exploratory Study of Consumer Products Manufacturers”. Journal of Operations
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[2] Tagaras, G. and Lee. H.L. (1996). “Economic Models for Vendor Selection With
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56
三、 網路部份
[1] MBA智庫百科-供應商選擇
https://wiki.mbalib.com/zh-tw/%E4%BE%9B%E5%BA%94%E5%95%86%E9%80%89%E6
%8B%A9#_note-.E4.BE.9B.E5.BA.94
[2] 供應商開發的基本準則 & 供應商選擇的評估準則
https://kknews.cc/news/gv3o9e8.html
[3] 供應商選擇的標準
https://wiki.mbalib.com/zh-tw/%E4%BE%9B%E5%BA%94%E5%95%86%E9%80%89%E6
%8B%A9
[4] 做好組織重整 / Getting Reorgs Right / 史帝文．海達利-羅賓森 Stephen
Heidari-Robinson , 蘇珊．海伍德 Suzanne Heywood
https://www.hbrtaiwan.com/article_content_AR0003761.html
[5] 衝突的概念
https://wiki.mbalib.com/zh-tw/%E5%86%B2%E7%AA%81%E7%AE%A1%E7%90%86
[6] 價值鏈理論
https://www.itsfun.com.tw/%E5%83%B9%E5%80%BC%E9%8F%88%E7%90%86%E8%AB%
96/wiki-5943866
[7] 2017~2022年全球伺服器出貨量年複合成長率將約6.5%全球雲端市場將持續增長
https://itw01.com/VPS5GE2.html
[8] 資策會MIC調查：雲端成熟帶動臺灣伺服器銷售
https://www.ithome.com.tw/article/94518