原物料通路商知識移轉之研究－以金梅商行為例

The Study on the Knowledge Transfer from the Distributor of Raw Material－A Jinmei as an Example

曹禎富(Cheng-Fu Chao)

指導教授 ： 婁國仁

淡江大學/管理學院/管理科學研究所企業經營碩士在職專班/碩士(2010年)

https://doi.org/10.6846/TKU.2010.00924

摘要

本研究主要來探討原物料通路商業者之知識移轉其策略與行銷通路組合後所產生的綜效效益。知識是金梅商行經營優勢的最主要來源，同時也是最重要性資源。通路商就是金梅商行經營所需的知識移轉給店家，讓它們經營成功。故本研究從「知識移轉」這個議題切入，探討金梅商行知識移轉與經營績效上關係，例如知識種類和特性、知識的可移轉性和知識移轉模式與吸收能力的相關性。
以質性方式對高階管理人實施深度訪談，本研究訪問了金梅商行、通路商、中間商等三位一級主管，依其累積數十年工作經驗侃侃而談接受訪談逐字稿。每一移轉方式基本上以直營方式進行訪問，以比較直營店家相互間知識吸收能力的程度，並針對金梅商行移轉知識給直營店家的方式是否會因知識移轉接受程度而有所不同。
本訪談文字稿則是透過內容分析法加以分析，提出研究發現與命題發展。研究發現原物料的知識成文化程度高、複雜化程度低、系統化程度低、可教授程度高、標準化程度高及發展出九大命題與相關的子命題。

關鍵字

通路商 ； 行銷通路 ； 知識 ； 知識移轉

並列摘要

The study of this research is to explore the fact of profitability that
brought by the particular knowledge which was transferred from material distributor after their marketing strategies and distributions were coordinated. knowledge of know-how is a key, it also the most important arms of leading success, to Jinmei business. Transfering Jinmei’s knowledge to each dealer is an absolute strategy that hopefully will make dealer’s operation more productive. Therefore, this research had initiated a theme so-called“knowledge-trasfer” to explore the connections between the knowledge-transfer and the proftability of the business. Such as, the existing relationship within the knowledge’s type and character, the possibilities and modeis so as the absorptive ability.
There were three office-each from Jinmei, distributor and dealer’s top management-were selected for interviews by this research with a Quadntitative method . Each interviewe had chronicled their business experiences over the past decades, and the content of the conversation had been documented in detail. Basically, the interview was processed a franchise approach the level of absorptive ability among franchise dealers. We also have fixated on whether this franchise approach could possibly be varied if the knowledge-transfer’s absorptive ability from each franchise dealer was different.
The interview writing manuscript is to penetrate the content analytic method to analyze, proposes the research discovery and the proposition development. This research discovered that the knowledge of the original materials becomes the articulation to be high, the complication degree to be low, the systematized degree to be low, may professor the degree to be high the standardized degree to be high and develops nine big propositions and the related sub-propositions.

並列關鍵字

Distributors ； Marketing Channel ； Knowledge ； Knowledge Transfer

參考文獻

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