零碎市場之組織變革與競爭探討－以H工業電腦公司為例

工業電腦又被稱為產業電腦，是指用在各種特殊需求的電腦。工業電腦的顧客多為系統整合業者，其產業別千門萬類，難以有一套所有產業都適用的標準規範；隨著資訊科技的發展愈趨多元化，工業電腦的需求也愈來愈廣，市場潛力無窮，像是大型遊戲機台、彩票機、運動器材、汽車、醫療、安控、交通、電信、家電、教育等皆是工業電腦的市場。而近年來物聯網的商機伴隨著4G的網路布建而迅速起飛，工業電腦亦走向電子及行動商務市場。由於工業電腦的顧客需求差異大，每次交易所需的硬體規格、技術、軟體及周邊設備不相同，因此，大多系統整合商都會有許多配合的廠商，以提供全方位的解決方案。當系統整合商接到訂單，為了避免軟體或硬體廠商跳過系統整合商直接與顧客接洽，系統整合商大多自行與顧客談規格，不讓工業電腦廠商或軟體廠商與顧客直接接觸，以擁有較高的控制權及顧客關係。有鑑於此，工業電腦業者近年由專注硬體研發設計與製造轉而朝向垂直整合，進而連動組織結構的改變及供應鏈結構的重整。本研究以一成功轉型的工業電腦廠商做為研究對象，以個案分析法並以交易成本理論探究此個案在面臨企業策略的轉變及環境的變動下，其背後是如何提升競爭力、能力的成長，同時本研究亦揭露個案如何在轉型及成長過程中調整與系統整合商及軟體供應商的夥伴關係，以達到公司最佳競爭型態。

關鍵字

工業電腦；交易成本理論；垂直整合；組織結構；供應鏈重整

並列摘要

Industrial computer is computer used in a variety of special needs. The majority of customers of industrial computer are system integrator. There are thousands type of industrial computer and it’s hard to have a standard specification for the industrial computer. With the diversified development of information technology, a great deal of variety demands of industrial computer are created, and market potential infinite, like arcade game machine, lottery machine, sport equipment, car, medical treatment, security control, traffic, telecommunications, household appliances and education are the market of industrial computer. Recently, business opportunities of Internet of Things quickly developed with 4G network. Industrial computer is going to electronic and mobile business market. Due to the large diverse demands of industrial computer in terms of hardware specifications, software, and peripheral devices. Therefore, majority of system integrator have lots of active vendors to provide a full range of solutions. In order to avoiding software and hardware manufacturers to skip system integrators in direct contact with customers when system integrators receive orders. System integrators and final customers discuss about their own specifications, making industrial computer vendors or software manufacturers cannot contact with the customer directly. So industrial computer vendors cannot have high control and relationship with customers. Accordingly, the manufacturers of industrial computer are focus on hardware design and manufacturing towards vertical integration, and link changes in organizational structures and restructure the supply chain. This research uses a successful transformation of industrial computer manufacturer as a studied case. Using case study and transaction cost theory to probe “how to upgrade competitiveness and capacity of growth when the industrial computer vendor faces quickly change of business strategy and environment”. At same time, this research reveals “how the company adjust the relationship with system integrators and software suppliers in the process of transformation and growth” to reach the best company’s competitive state.