台灣出口貿易商面對去中間化之因應對策探討–以A公司為例

The Solution Research of Taiwan Export Traders Face Disintermediation–A Case Study on One Company

鍾宏林(Hung-ling Chung)

指導教授 ： 何應欽

國立中央大學/管理學院/管理學院高階主管企管碩士班/碩士(2015年)

摘要

傳統的貿易商在以往的國際貿易過程中，單純是買賣雙方的中間（介）者。簡單來說，貿易商僅需要懂得國際貿易的流程與具備外語溝通的能力，兩、三個人就可以經營得有聲有色。然而，隨著全球化與國際分工，製造外移與成本最佳化趨勢；加上網際網路發達與資通訊快速發展，製造商與消費端沒有了距離的限制，突破了資訊不對等的障礙，使得傳統的貿易商曾經有的優勢與作業模式，逐漸失去其競爭力。近幾年來，「去中間化」的浪潮在各個產業傳播開，貿易商存在的價值，面臨嚴峻的挑戰。
本研究利用個案研究的方式瞭解個案公司如何維繫其中間（介）地位，透過作者在此公司任職的實際操作面，以及與負責人詳談後的資料彙整，從不同的面向了解個案公司所面臨的挑戰，以及進行的改善和獲得的成果，來討論台灣出口貿易商面對去中間化的因應對策。所得結論如下：
 專注卡車零配件售後市場，重點在產品線種類必須持續增加。協助舊客人增加
銷售產品的類別，也透過不同的產品線吸引新客戶
 投入資源於網際網路與電子商務，增加新客戶的數量與彼此的信任感
 持續改善顧客服務，與提升存在的價值

關鍵字：貿易商、去中間化、電子商務、價值創造

關鍵字

貿易商 ； 去中間化 ； 電子商務 ； 價值創造

並列摘要

Traditional trader in previous international trade process is just like the intermediary between buyers and sellers. Simply speaking, being a trader only need to understand the international trading flow and the ability for communication in foreign languages, two or three people can operate a company very well. However, with the globalization and international division of labor, offshore migration of manufacturing and cost optimization trend; plus the rapid developing of the Internet and the ICT technique, not only the distance between manufacturers and consumer side is disappearing gradually, but also break the barriers of information asymmetry; previous advantages and operation process of traditional traders lost their competitiveness. In recent years, the trend of "Disintermediation" is spreading in various industries, the exist value of traders are facing serious challenges.
This thesis use the method of Case Study to investigates how the company maintains its value of the intermediary. Through the author who is working at actual operating surface in the company and compile the interview information with general manager, to understand the challenges of the company facing via different exploration, the improved actions and the results obtained, to discuss the solution of "Disintermediation" for Taiwan Export traders. The conclusions are as follows:
 Focus on truck spare parts aftermarket, and continue to extend the product line.
 Investment the resource at Internet and E-commerce, to increase visitor numbers
and the trust of each other
 Continue improving the customer service, and enhance the exist value

Keywords：Trading company、Disintermediation、E-commerce、Value Creation

並列關鍵字

Trading company ； Disintermediation ； E-commerce ； Value Creation

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