探討供應鏈管理與策略客戶管理的關係

淡江大學機構典藏 > 商管學院 > 企業管理學系暨研究所 > 學位論文 > Item 987654321/33444

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题名:	探討供應鏈管理與策略客戶管理的關係
其它题名:	Studying the relationship between SCM and SAM
作者:	梁雅森;Liang, Ya-sen
贡献者:	淡江大學企業管理學系碩士班徐悌;Hsu, Ti
关键词:	策略客戶管理;供應鏈管理;競爭策略;印刷電路板;Strategic Account Management;Supply Chain Management;Competitive Strategy;PCB
日期:	2006
上传时间:	2010-01-11 04:07:20 (UTC+8)
摘要:	策略客戶管理為一個確認和選擇策略客戶的程序，並藉由競爭力建立和競爭力的運用，與策略客戶發展一個獨特價值的夥伴關係。策略客戶管理的目的，在於建立一個能夠與策略客戶分享，所創造價值且持續的競爭優勢。策略客戶管理的觀念，同時考慮到相互關係(供應商與客戶)以及資源的有限性(尋找策略客戶)，能夠對目前對大部分策略學說中分割的情形，作一整合的了解，本研究將以策略客戶管理作為主題，作一探索性的研究，探討策略客戶管理與供應鏈策略的關係。本研究問卷採郵寄問卷及網路問卷兩種形式發放，有效問卷共69份。本研究顯示了以下結論：策略客戶管理、競爭策略、供應鏈策略、供應鏈能力，彼此間存在相互的關係。本研究以印刷電路板產業為研究對象，所萃取出的因素，多屬於供應商關係、供應鏈流程、生產技術的部分，由於印刷電路板產業獨特的業態，供應鏈之間的連結非常緊密，為增加本身競爭優勢，在考量整體策略時必須結合產業的特性，才能夠在資源有限(這裡所謂的資源包括資金及技術)的情況下，做最佳的資源配適，以發揮最大綜效。 Strategic Account Management (SAM) is defined as a process of identifying and selecting strategic accounts. By building up competence and leveraging competence it helps to develop unique value in partnership with a strategic account. The purpose of Strategic Account Management (SAM) is to create a sustainable competitive advantage, which allows the firm to capture value, and distribute or share a part of this value with the strategic account.The concept of Strategic Account Management (SAM) considers correlation and limitation in resources that can explain many theories of strategy. This research is an exploratory research that studied the correlation between Strategic Account Management (SAM) and Supply Chain Management (SCM).This research used mailing questionnaires and web site questionnaires, and 69 effective questionnaires were gathered finally. This research found out that Strategic Account Management (SAM), Competitive Strategy, supply chain strategy and supply capability are correlated. This research targeted PCB companies in Taiwan as investigated companies. The result showed that most of the factors are correlated to supplier relationship, supply chain flow, and production technology. PCB industries have specific characteristic and the supply chain elements are very compact. Owing to limited resourced of PCB industry, companies must make their strategy fit into the industrial characteristic in order to manage their resources effectively and to build up Competitive Advantage with Synergy.
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