醫療器材代理商組織變革之初探-以博而美國際股份有限公司為例

醫療器材產業市場與普通的商品或服務業市場相比有相當的獨特性及專一性，所以相對來說醫療器材代理商在引進醫療產品時的法規及產品的使用規範上都相較其他產業要來的嚴謹。為使公司經營能夠長遠，經營者必須要多方面的尋求新產品代理的機會，但在醫療器材產業中銷售的客戶群及通路都有所不同，所以在公司擴張取得新代理的決策時，應該要重新檢視公司的組織結構是否能夠符合新的銷售模式，透過完整的規劃公司才能達到利潤最大化。好的組織變革可以將企業朝向永續經營的方向邁進。本研究縱觀各學者對於組織變革的理論，透過文獻蒐集參考資料，了解到Kotter組織變革理論與個案公司的企業發展模相似，因此透過這個理論提出的組織變革八大階段來檢視個案公司本次組織變革是否完整。利用專家訪談法了解個案公司的組織變革狀況，透過Kotter的組織變革理論分析後得知個案公司在本次組織變革應加強最後兩個階段：鞏固戰果並再接再勵及讓新做法深植企業文化制度，相信個案公司本次的組織變革必定能夠往永續經營的方向邁進，也建議相關醫療器材代理商產業可將此變革的方式做為變革時的參考方向之一。

關鍵字

組織變革；組織結構； Kotter組織變革階段

並列摘要

The medical device industry market is quite unique and specific compared to the general market for goods or services. Therefore, relative to the laws and regulations governing the use of medical products by medical equipment dealers and the use of products, they are more stringent than those of other industries. To enable long-term business operations, operators must seek opportunities for new product agents in many ways. However, the customer groups and channels sold in the medical device industry are different. So when the company expands to make new agency decisions, should re-examine whether the company's organizational structure can meet the new sales model, maximize profit through complete planning company。 Good organizational change can move the company toward sustainable management. This research looks at the theory of organizational change, gather references through the literature, learned that the Kotter organization transformation theory is similar to the case study company's corporate development model. Therefore, through this theory, the eight stages of organizational reforms will be considered as the completeness of the case company’s organizational transformation. Using expert interviews to understand the status of organizational changes in case companies. From this analysis, we know that the case company should strengthen the last two phases： Consolidate the results of the struggle and redouble their efforts to make new practices deepen the corporate culture system. It is believed that the company's organizational changes this time will surely be able to move toward sustainable development. It is also recommended that the relevant medical device industry can make this change one of the reference directions for change.