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Author: 蔡蕙如
Hui-Ju Tsai
Thesis Title: 胡蘿蔔或棍子--供應鏈成員的衝突與策略伙伴關係建立
Carrot or Stick— The Conflict and Forging Strategic Partnership in Supply Chain Members
Advisor: 鄭仁偉
Jen-Wei Cheng
Committee: 陳俊男
Chun-Nan Chen
紀佳芬
Chia-Fen Chi
Degree: 碩士
Master
Department: 管理學院 - 企業管理系
Department of Business Administration
Thesis Publication Year: 2020
Graduation Academic Year: 108
Language: 中文
Pages: 67
Keywords (in Chinese): 供應商選擇衝突管理價值鏈理論組織間關係組織重組
Keywords (in other languages): supplier selection, conflict management, value chain, inter-organizational relations, reorganization
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  • 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.

    目錄 摘要 I ABSTRACT Ⅱ 誌謝 Ⅲ 目錄 Ⅳ 圖目錄 Ⅵ 表目錄 Ⅷ 壹、個案本文 1 開場白 1 一、 個案公司與產業概況 2 二、 第三次進場 5 (一)供應商的選擇,這次是玩真的嗎? 5 (二)評估合作的對象 7 (三)與富川公司的互動 9 三、 組織重整後產生的管理衝突 10 (一)改朝換代 10 (二)換位置也要換腦袋 11 (三)屋漏偏逢連夜雨 13 四、供應商的反彈?繼續合作或結束? 13 (一)第一次談判 13 (二)風險評估?要不要再繼續合作? 14 (三)再次談判,合局還是破局? 17 五、個案討論問題 19 貳、教學指引 21 一、個案總覽 21 V 二、設定個案討論議題的思考邏輯 22 三、課前準備與問題討論 25 四、適用課程與對象 25 五、問題與參考答案 25 六、教學建議與時間分配 47 七、板書規劃 48 參、 參考文獻 55 一、中文部份 55 二、英文部份 55 三、網路部份 56

    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
    Management, Vol.21, No.4, pp.437-456.
    [2] Tagaras, G. and Lee. H.L. (1996). “Economic Models for Vendor Selection With
    Quality Cost Analysis”. Management Science, Vol.42, No.11, pp.1531-1543.
    [3] Weber, C. A., Currentb, J. R. and Benton, W. C. (1991), “Vendor Selection Criteria and
    Methods”. European Journal of Operational Research, 50, pp.2-18.
    [4] Wilson, E. J. (1994). “The Relative Importance of Suppliers Selection Criteria: A
    Review and Update”. International Journal of Purchasing and Materials
    Management, Vol.30, No.3, pp. 35-41.
    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

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