醫療代工廠商如何套牢客戶：核心能力與產業結構雙重考量觀點

How Do Contract Manufacturers Make Customers Lock-in：Perspectives of Core Competency and Industry Structure

周思穎(Shih-Ying Chou)

指導教授 ： 李雨師 ； 吳文傑

中原大學/商學院/企業管理研究所/碩士(2016年)

https://doi.org/10.6840/cycu201600776

摘要

OEM代工廠商在各個轉型時期，所選擇的經營策略及所需具備的條件皆不相同。過去有許多關於核心能力、產業結構及企業轉型時期等相關研究，卻鮮少由「套牢」之觀點切入，並同時探討核心能力與產業結構對企業在不同階段對客戶所帶來的套牢影響。然而，在各個轉型時期，企業在制定策略時，如何同時考量內部核心能力及外部產業結構，以達到讓客戶依賴並套牢客戶?本研究依據文獻和瑞典醫療器材-自動安全注射器製造廠商的個案資料分析結果，發現個案公司會依據不同時期的外部產業結構變動來發展內部的核心能力，進而達到套牢客戶之效果。除此，隨著時期的演進，個案公司透過增強內部核心能力來創造價值，進而改變市場結構，以達到套牢客戶。所提出之研究發現與命題有助於實務上醫療器材產業決策行動之重要參考。

關鍵字

產業結構、核心能力、套牢

並列摘要

The business strategy and perspectives of core competency implemented by OEM contract manufacturer are different during each transition period. There are many researches done on the perspectives of core competency, industry structure and business transition period. However, among those researches we rarely see a customer lock-in perspective, as well as a discussion on the impact of the perspectives and industry structure on business and customers during each transition period. How does the manufacturer construct a business strategy while taking the perspectives of core competency and external industry structure into consideration during each transition period, in order to result in customer stickiness and customer lock-in? This paper is based on past findings and analysis on research data of a Sweden medical device – auto injectors manufacturer. Using the data that have been collected, we have found that the manufacturer adjusts its core competency according to the external industry structure to achieve customer lock-in result. Moreover, by enhancing its core competency the manufacturer also increases its value as a result of changing its business structure to accomplish customer lock-in. This paper’s finding and thesis provides valuable information on business strategy that may help medical devices industry in a practical way.

並列關鍵字

industry structure, core competency, lock-in

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