- 學位論文
節能照明設備之企業採購行為研究
A Study on Purchasing Behavior of energy saving Illumination equipment
摘要
中文摘要 在LED燈未能有效應用在室內日光燈的發展階段，T5節能燈具是取代傳統T8、T9燈具的新一代產品；但其價格相較傳統燈具昂貴許多，若不考量非領導品牌製的T5節能燈具，組織採購所花費的成本將是非常的高；但選購非領導品牌製尤其是（無節能標章）產品，卻可能產生不良率、產品壽命短的風險，採購人員將如何抉擇與考量呢？此外對T5燈具產品瞭解與涉入的程度的不同，是否會影響採購人員對有（無）節能標章T5節能燈具的選購？而組織中的採購政策又如何影響採購人員實際上的採購行為。故本研究希望透過採購人員面對風險時的態度、個人涉入的程度與組織採購政策三方面，研究探討在實際採購『有（無）節能標章T5節能燈具』行為上的差異。 本問卷發放300份，去除填答不完整與有遺漏張數之無效問卷後，總計回收205份，回收率68%。並以敍述性統計、信度分析、單因子變異數分析、因素分析與迴歸分析等統計方法進行資料分析，研究結果發現，組織對於採購政策上的要求仍是以『領導品牌有節能標章代表品質』為首要考量，其次是換購成本造成壓力才會促使組織轉向（無）節能標章T5照明燈具或租賃的選購。 此外；本研究建議如下： 一、領導品牌廠商－以普世價值而言：具有節能標章已是品質的保證，但相較於產品價格，從製造廠商林立的現象觀察而得；產品生命週期已進入成熟期；就其價格特徵，應調降至符合大眾期望水準；否則一般消費仍寧可繼續使用原T8、T9燈具，或等待LED燈在日光燈的應用上技術成熟；也不願意更換。另外建議可與具合格認證的「T85轉換支架」的廠商技術合作，組成共同銷售策略；專攻汰舊換新的市場，或以租賃方式搶佔組織市場；降低汰舊換新所產生高額的換購成本，及克服目前消費者沒壞換掉可惜（原T8、T9燈具）的現況。 二、就非領導廠商而言：以（無）節能標章T5節能燈具目前產品價格的競爭力；若再配合上品質保證，再經市場區隔、產品差別定價；經由口碑行銷建立非領導品牌的產品知名度與可信度，相信佔有率是會持續擴大。更可採用租賃方式搶佔組織市場，因其品質保證已在租賃合約的範圍內，故可消除採購者對其不良率的疑慮；以降低採購者汰舊換新所產生高額的換購成本，及克服目前消費者沒壞換掉可惜（原T8、T9燈座）的心理現況。
關鍵字
組織採購並列摘要
Abstract T5 fluorescent lamps with some unique features caught attention of the author to launch the study. First off, as an energy saving option, T5 fluorescent lamps are noticed as a new generation product capable of seizing the market shares of conventional T8 and T9 lamps at least during the lead-time before LED lamps becomes practical in effective applications as indoor fluorescent lamps; however, currently T5 lamps see a disadvantage in their high cost of installation far higher than that of conventional lamps. Any organization will soon find that the cost it takes in purchasing T5 lamps will be extremely high if the energy saving T5 lamps from sources other than key players are not their options; however, purchasing from non-leading brands, particularly purchasing the T5 products (without any certified energy saving label) will lead to risks of high defective rate and short service life inevitably, so what are the essentials for the purchasing staff during making decisions and contemplating? Besides, whether if the difference in the knowledge and involvements in mastering T5 lamps leads to influence to the purchasing staff during selecting and purchasing T5 lamps with (or without) energy saving label? Furthermore, how does purchasing policy of an organization influence its purchasing staff’s behaviors during actual practice? Simply put, this study, by viewing at three angles namely the purchasing staff’s attitudes upon facing risks, the extent of involvement of purchasing individual, and the organization’s purchasing policy, explores the difference in purchasing behaviors demonstrated during purchasing “Energy Saving T5 Lamps with and without Energy Saving Label”. This study administered a questionnaire survey in which 300 copies of the questionnaire were distributed and 205 copies found, leading to 68% valid return rate, after eliminating the invalid questionnaires returned with incomplete answers or missing sheets. The results thus collected were further analyzed with some statistical analyses such as Descriptive Statistics Analysis, Reliability Analysis, 1-way ANOVA, Factor Analysis and Regression Analysis; and on the basis of these data, the study finds that first off an organization typically still takes T5 products of “Leading Brand with Energy Saving Label reflecting Quality” as top priority in its purchasing policy requirements; and secondly an organization tends to turn its option to T5 products without Energy Saving Label or to leasing of T5 products from leaser only upon the pressure or impact of purchasing cost for the replacement. Further, on the basis of its conclusions, this study presents recommendations as the follows: 1. A Key Player with Leading Brand – viewing on the universal value: it’s T5 product is assured in quality with the energy saving label, however, in terms of product price, its product life cycle is well in matured phase as per existing phenomenon of “booming manufacturers sprawling everywhere in the market” observed readily; hence to the price features, the price must be lowered down to the commonly expected level, or the high price will only drive the average consumers to keep using their T8 or T9 lamps in use or to wait for LED lamps likely to turn matured in techniques for easy applications. Another advisable recommendation is: A T5 key player might find it benefiting to launch a technological collaboration plan with an adequately certified “T85 Converting Rack” manufacturer to form a Strategic Alliance for Collaborative Sales to penetrate the Replacement Market segment exclusively, or to seize the organization purchasing market segment with leasing options; these strategic arrangements will not only reduce the dear replacement cost but also a breakthrough happen – help consumers overcome the current situation resulted from the misled common hint of “a wasteful behavior of replacing the T8 or T9 lamps in use with T5 lamps”. 2. For a non-key-player manufacturer: In view of the Energy Saving T5 Lamps with (or without) Energy Saving Label currently enjoying a competing strength in the product prices; it is strongly believed that your market share is likely to keep expanding once your lamps are marketed with Quality Assurance arrangement, market segmentation, product discriminatory pricing, building the product popularity and reliability of the non-leading brands products through Word of Mouth marketing. Besides, it is also equally advisable to seize the organization purchasing market segment by offering leasing options, the trick in marketing with leasing options is that it prevents the purchasers from doubt in defective rate due to the fact that Quality Assurance is already covered by the lease agreement, what is more is that it effectively reduces the dear cost of purchasing new ones for replacing the aged products and even help the consumer overcome the misled common hint of “a wasteful behavior of replacement in which exiting T8/T9 lamb fixtures are discarded” – a currently prevailing psychological obstacle.