本研究以資訊科技(information technology)產業為研究對象,以深入訪談的方式對其研發技術與行銷策略進行了解,探討該公司如何以擁有的科技實力,透過策略聯盟整合的機制,將之轉換成產業競爭力。研究結果發現該企業同時運用水平研究發展技術聯盟、與行銷聯盟兩類並行,在七個聯盟中,選擇聯盟夥伴的準則各有考量。在選擇夥伴準則中,屬於交互關係的條件比夥伴的獨立條件更為重要。本研究中同時發現與競爭者聯盟成功的案例,打破傳統「合作關係最好能避開與市場的競爭者聯盟」的迷思。而能與競爭者合作的成功關鍵在於重新協商、相互調適、修改合約,以維護彼此的長期合作關係。
The subject of the study is the information technology industry, and with which through in-depth interviews to understand the R&D and marketing alliance as well as investigating how could the industry convert the technology strength into competitiveness. According to the research, the industry apply horiozontal and vertical alliances both and get partner selection criteria by comparing the differeces between them. The findings show that there are different criterias of partners selection among seven alliances, The conditions of mutualrelations are farmore important than partners independence in the selection poeicy. In addition, some successful cases break the traditional myth “ Better not to forge an alliance with competitors ”. That’s because the key to maintain long-term relationship consists in renegotiation, mutual accomodation and contract modification.