全球經濟環境的變動，及國際競爭愈趨激烈，台灣半導體產業也面臨極大的競爭壓力。商業型態已不再只是單純的買賣行為，而是其他附加價值服務，透過滿足客戶的價值服務，進而贏得客戶的支持及長久的合作關係。 本研究運用資源基礎理論，希望能夠探討半導體通路商應如何運用本身的資源，找出最具影響力的通路績效，發展出獨特的競爭優勢，已達到永續經營的目的 本研究先藉由文獻分析釐清相關觀念，再藉著專家訪談進行資料的蒐集，以及問卷的擬定與發放施測，最後運用層級程序分析法（AHP）分析回收所得的資料。本研究與通路商本身在市場上的功能具有驗證性的結果，通路商的角色為「將上游製造商所生產出之產品轉售給下游零售商」，而本研究的問卷結果顯示，影響半導體通路商通路績效的策略性資源中，以半導體通路商的「行銷能力」最為重要，而「行銷能力」的評估準則「銷售商品的良率」、「貨物轉運的時效性」及「產品市場價格的競爭力」，雖以「銷售商品的良率」具有較高的百分比權重，但與「貨物轉運的時效性」及「產品市場價格的競爭力」的差距並不大，因此可以大膽的說「銷售商品的良率」、「貨物轉運的時效性」及「產品市場價格的競爭力」即為影響半導體通路商通路績效的策略性資源中最重要的三項。 With the changes in global economic environment and the growing competition among international markets, the semiconductor industry in Taiwan is encountering tremendous pressure in competition. Any type of business activities is no longer just concerned with the buying and selling behaviors in a market, but also concerned with offering customers other value-added services and meeting the satisfaction of customers to win their support and maintain a long-term cooperative relationship with them. This research utilizes resource-based theory and intends to help semiconductor distributors to explore how to use their internal resources to discover the most influential factors in channel performance, and then develop their unique competitive advantages for reaching the purpose of everlasting management. First, this research clarifies the related concepts through literature review, then collects the data from the interviews with experts, and develops and disseminates the questionnaires. Finally it makes use of analytic hierarchy process (AHP) to analyze the data from the recycled questionnaires. The research has confirmatory results on the market function for semiconductor distributors. The role of a distributor is to resell the products made by upstream manufacturers to downstream retailers. The questionnaire survey of the research shows that among the strategic resources that affects channel performance of semiconductor distributors, the most important one is “marketing capability’’ of semiconductor distributors. The criteria of marketing capability are composed of “production yield”, “effectiveness for cargo transportation”, and “production competence in market pricing”. Among them, “production yield” has the highest percent weight, but the respective differences in percent weight between it and the others are rarely small. Therefore, “production yield”, effectiveness for cargo transportation”, and “production competence in market pricing” can be regarded as the three most important ones of all strategic resources for the channel performance of semiconductor distributors.
