組織採購行為分析－以台灣印刷電路板產業為例

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研究生：	王一鳴 I-Ming Wang
論文名稱：	組織採購行為分析－以台灣印刷電路板產業為例
指導教授：	李小梅 Shau-Mei Li
口試委員:
學位類別：	碩士 Master
系所名稱：	管理學院 - 高階主管企管碩士班 Executive MBA Program
畢業學年度：	91
語文別：	中文
論文頁數：	107
中文關鍵詞：	採購策略、供應商能力、供應商發展活動、印刷電路板
外文關鍵詞：	supplier capability, purchasing strategy, supplier strategy
相關次數：	點閱：8 下載：0
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為追求企業的營運與利潤，供應商對買方需求之滿足會依其面臨的競爭及企業之處境所產生的策略而調整，以達成企業最佳利潤並掌握未來的發展。
在工業品市場，由於顧客少，購買量及金額通常對企業的營收及獲利佔有相當的比率，某單一既有顧客的流失對企業的營收及獲利就可能產生相當大的衝擊，而以買方角度看供應商，因為買方數量少而購買金額大，買方因而對供應商擁有較大的力量，並且會設法運用此力量，要求供應商滿足其需求。
但隨著今日供應鏈管理、JIT 採購觀念的發展，供應商與買方的關係已逐漸由傳統的對立關係轉變為現今的合作關係，由於雙方關係的轉變而使兩者間皆獲得實質上的利益，因此也可看出買賣雙方間具有相互的影響。
工業品市場的範疇大而複雜，本研究選定台灣印刷電路板產業為研究對象，從特定範圍做較深入的研究，以企業最為注重的品質、交期、價格、創新及彈性等五項因素作為一綜合指標來代表企業廠商的採購策略，並以探討在不同策略下其供應商能力選擇及供應商發展的類型及適用情境。
本研究以Dickson (1966)所提出之23 項供應商選擇評估指標及Krause (1998)所歸納出的供應商發展活動，並加入國內實務專家之意見後，將這些指標整理成問卷，針對上述之研究對象進行調查。研究結果顯示：（1）製造商在不同的採購策略下重視不同的供應商能力。（2）製造商在不同的採購策略下發展不同的供應商活動。（3）不同的供應商能力標準有不同的供應商發展活動。因此，採不同事業策略類型之廠商，應視所追求之特定績效目標，而搭配不同之供應商策略。

The biggest difference in between the consumer markets and the business markets is that there are much fewer customers in the business markets. A customer may play an important role to impact supplier''s revenue and profitability. Suppliers must do their best to understand and satisfy customers'' needs in order not to lose any customers.
Customers and suppliers are all want to exert their power to influence the counter parties and then various supplier developments are formed and linked. The power is dynamically changed along with the dynamic environment. Therefore, it is crucial for suppliers and customers, especially suppliers to look into and well manage various customer-supplier relationships in business markets.
But the advancements in Supply Chain Management have prompted companies to team up with their supply chain members for better competitiveness. The emergence of JIT purchasing, supplier management has changed the relationships between manufacturing firms and their perspective suppliers toward a working entity that needs to be fully integrated in order to compete in the fast changing environment.
This study first proposes a new business strategy framework, which categorizes the business strategy types into product quality, delivery, price, innovativeness, and flexibility. Then, the fit relationship between supplier capabilities, supplier developments and five kinds of purchasing strategy above is developed to be researched and examined empirically based on data collected from 63 PCB manufacturing firms in Taiwan.
The purpose is to explore the factors of supplier capabilities and supplier developments under different purchasing strategies. Referred to the 23 indices of Dickson''s and 28 indices of Krause''s researches as well as the opinions of experts in Taiwan, through statistical analysis, we can find that (1) There exists significant differences in five dimensions of the purchasing strategies and supplier capabilities between the firms. (2) For supplier developments, there are four dimensions appear significantly different. (3) Different clusters of supplier capabilities have different supplier developments. The study results indicate that firms must adopt different supplier strategies based on their business strategies in order to improve the performance.

目  錄  … … … … … … … … … … … … … … … … … … …  I
圖目錄  … … … … … … … … … … … … … … … … … … …  IV
表目錄  … … … … … … … … … … … … … … … … … … …  Ⅴ
第一章緒論 … … … … … … … … … … … … … … … … … … 1
第一節研究動機.................................................1
第二節研究目的.................................................2
第三節研究流程.................................................3
第二章文獻探討 … … … … … … … … … … … … … … … … 5
第一節組織採購策略.............................................5
2.1.1 採購的意義與組織之型態...............................5
2.1.2 採購的方法...........................................8
2.1.3 採購成本.............................................9
2.1.4 採購之策略..........................................11
2.1.5 工業購買者之行為模式及採購策略架構..................16
2.1.6 國際採購策略........................................17
第二節 供應商的能力.......................................... 22
2.2.1 供應來源之採購模式..................................22
2.2.2 供應商與買方關係之演變..............................23
2.2.3 供應商選擇標準......................................26
第三節 供應商發展活動.........................................33
2.3.1 供應商發展的定義....................................33
2.3.2 供應商發展的目的....................................33
2.3.3 供應商發展活動......................................34
2.3.4 供應商發展活動與供應商績效相關研究..................37
第四節 採購策略、供應商能力及供應商發展的關係.................39
第三章研究設計 … … … … … … … … … … … … … … … …44
第一節 概念性架構.............................................44
第二節 研究變數定義及衡量構面.................................44
3.2.1 採購策略衡量構面....................................44
3.2.2 供應商能力衡量構面..................................46
3.2.3 供應商發展活動衡量構面..............................47
第三節 研究對象...............................................48
第四節 資料分析方法...........................................48
第四章研究結果 … … … … … … … … … … … … … … … …49
第一節 效度與信度.............................................50
第二節 回收問卷的敘述統計分析.................................51
第三節 研究構面的描述性分析...................................53
4.3.1 採購策略描述性分析..................................53
4.3.2 供應商能力的描述性分析..............................54
4.3.3 供應商發展活動之描述性分析..........................56
4.3.4 由競爭力因素分析採購策略之應用......................61
第四節 採購策略與供應商能力之關係.............................67
4.4.1 供應商能力之因素分析................................67
4.4.2 採購策略與供應商能力之關係..........................67
第五節 採購策略與供應商發展活動之關係.........................72
4.5.1 供應商發展活動之因素分析............................72
4.5.2 採購策略與供應商發展活動的關係......................75
第六節 供應商能力與供應商發展活動的關係.......................77
4.6.1 供應商能力的集群分析................................77
4.6.2 供應商能力與供應商發展活動的關係....................77
第七節 本章小結...............................................78
第五章結論與建議… … … … … … … … … … … … … … … …79
第一節 研究結論...............................................79
5.1.1 採購策略的研究發現..................................81
5.1.2 供應商能力的研究發現................................82
5.1.3 供應商發展活動的研究發現............................82
5.1.4 不同採購策略類型與供應商能力之關係..................83
5.1.5 不同採購策略類型與供應商發展活動之關係..............84
5.1.6 有關供應商能力與供應商發展活動之關係................84
第二節 研究貢獻...............................................85
5.2.1 對理論的貢獻........................................85
5.2.2 對實務界的貢獻......................................85
第三節 研究限制...............................................87
第四節 對後續研究的建議.......................................87
第六章參考文獻 … … … … … … … … … … … … … … … …89
一、中文部份...................................................89
二、英文部分...................................................90
附錄一 Barbarosoglu and Yazbac 研究之完整評估標準...................94
附錄二 印刷電路板產業探討..........................................97
附錄三 問卷設計...................................................105
圖目錄
圖1.1  台灣電路板產業之市場變化趨勢.................................3
圖1.2  研究流程圖...................................................4
圖2.1  採購部門與其它部門關係互動圖.................................7
圖2.2  採購部門與財務、行銷部門之互動關係補充圖......................7
圖2.3  採購策略規劃與公司目標之連結................................12
圖2.4  主要採購策略之觀念架構......................................13
圖2.5  採購與供應商力量角力下之採購策略............................16
圖2.6  工業購買者行為模式..........................................17
圖2.7  國際採購策略圖..............................................18
圖2.8  國際採購策略發展網路分析及激發圖............................19
圖2.9  國際採購決策策略............................................20
圖2.10 買方(製造商)與賣方(供應商)關係的轉變........................26
圖2.11 必需品分類矩陣..............................................35
圖2.12 供應商發展結果..............................................37
圖2.13 策略合夥的發展及評估流程....................................39
圖2.14 採購策略與企業策略連結圖....................................41
圖3.1  研究架構....................................................44
圖6.1  2001 年台灣電路板產品層別比重分佈圖........................103
表目錄
表1.1   各化學品與材料佔電路板四層板報價比例........................2
表2.1   採購權責劃分之方式..........................................6
表2.2   採購功能層次表..............................................8
表2.3   採購成本之分類..............................................9
表2.4   採購成本降低的方法.........................................10
表2.5   不同階段之策略管理與採購策略的關連性.......................12
表2.6   三種採購策略的特性.........................................15
表2.7   壓榨、平衡及多角化策略下的行動方針.........................16
表2.8   傳統觀點下買方與供應商關係.................................23
表2.9   JIT 觀點下買方與供應商關係.................................24
表2.10  傳統與供應鏈管理關係比較表.................................25
表2.11  選擇供應商的23個構面.......................................27
表2.12  Lehmann and O’Shaughnessy的17項選擇標準...................27
表2.13  Barbarosoglu and Yazgac研究中之主要評估指標.................30
表2.14  William J. Stevenson 研究之評估標準.........................31
表2.15  不同工業產品所重視的選擇標準...............................32
表2.16  反應性與策略性供應商發展之差異.............................38
表2.17  傳統式與供應商合夥採購方法之比較表.........................40
表2.18  波士頓大學採用之製造競爭要項...............................42
表3.1   採購策略衡量構面...........................................45
表3.2   衡量企業供應商的選擇標準構面...............................46
表3.3   供應商發展活動.............................................47
表4.1   本研究各變項信度值.........................................50
表4.2   本研究回收問卷資本額分佈表.................................51
表4.3   本研究回收問卷營業額分佈表.................................51
表4.4   樣本廠商基本資料...........................................52
表4.5   主要採購策略類型之敘述統計分析.............................53
表4.6   供應商能力之描述性分析.....................................55
表4.7   不同廠商類型在供應商能力之描述性分析.......................56
表4.8   供應商發展活動的描述性分析.................................58
表4.9   不同廠商類型供應商發展活動的描述性分析.....................60
表4.10  不同採購策略填答家數比例分析...............................61
表4.11  品質策略的描述性分析.......................................62
表4.12  交期策略的描述性分析.......................................63
表4.13  成本策略的描述性分析.......................................64
表4.14  創新策略的描述性分析.......................................65
表4.15  彈性策略的描述性分析.......................................66
表4.16  供應商能力之KMO及Bartlett適當性檢定........................67
表4.17  供應商能力之因素分析.......................................69
表4.18  品質策略群組與供應商能力關係檢定...........................70
表4.19  交期策略群組與供應商能力關係檢定...........................70
表4.20  成本策略群組與供應商能力關係檢定...........................71
表4.21  創新策略群組與供應商能力關係檢定...........................71
表4.22  彈性策略群組與供應商能力關係檢定...........................71
表4.23  供應商發展活動之KMO及Bartlett適當性檢定....................72
表4.24  供應商發展活動之因素分析...................................74
表4.25  品質策略群組與供應商發展活動關係檢定.......................75
表4.26  交期策略群組與供應商發展活動關係檢定.......................75
表4.27  成本策略群組與供應商發展活動關係檢定.......................76
表4.28  創新策略群組與供應商發展活動關係檢定.......................76
表4.29  彈性策略群組與供應商發展活動關係檢定.......................76
表4.30  供應商能力的集群分析.......................................77
表4.31  供應商能力與供應商發展活動關係檢定.........................77
表4.32  不同採購策略之供應商能力的整體分析.........................78
表4.33  不同採購策略之供應商發展活動的整體分析.....................78
表6.1   2000/2001電路板產業各種產品產值衰退比較....................98
表6.2   2000 年全球前25 大印刷電路板廠商排行榜.....................99
表6.3　 我國印刷電路板廠商經營型態................................101
表6.4   2001/2000 年台灣電路板業者營收前30 名排行榜...............102
表6.5   近年台灣印刷電路板總產值..................................103

                                

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