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題名 電子零件通路商在非直販模式下的訂單決策研究－以ABC公司為例
The Study of Order Decisions under Indirect Selling Model of an Electronic Component Distributor－taking ABC Company as an Example作者 蕭博修
Hsiao, Po Hsiu貢獻者 張欣綠
Chang, Hsin Lu
蕭博修
Hsiao, Po Hsiu關鍵詞 電子零件通路商
緊急訂單
重排訂單
接單決策
非直販模式
Electronic Component Distributor
Urgent Order
Reschedule Order
Order Decision
Indirect Selling Model日期 2016 上傳時間 11-Jul-2016 17:01:52 (UTC+8) 摘要 電子零件通路商在電子零件產業中扮演協調的角色，需要調解上游供應商與下游顧客，減少市場供給與需求間的差距。ABC公司，為亞洲市場數一數二的電子零件通路商，負責企業間的配銷工作，在整體供應鏈中具有緩衝的作用。ABC公司有兩個主要的銷售模式：非直販與直販模式。兩者差異在於負責訂單管理流程中的角色不同。非直販模式有兩個主要角色：銷售員Sales與產品經理PM (Product Managers)。Sales需負責將產品售出，而PM則負責訂單的達交、履行。而直販模式則只需PM來處理所有訂單或銷售相關的業務。在非直販模式下，Sales的訂單需要經由PM審核通過才算成立。而在訂單要求被拒絕的同時可能造成兩者間的衝突產生。Sales傾向盡可能的銷售較多的產品來達到預期的目標，而PM則需顧慮相應訂單產生的剩餘產品所造成的庫存水準提升的風險。這種情況在訂單履行的問題中非常常見。一般來說，公司會考量訂單達交的預算，包含為了完成此筆訂單的其他成本，如額外的附加運送成本，而Sales通常會被鼓勵採用“Sell what you have”的銷售策略來販售產品以避免額外的庫存產生。為此，本研究想得知電子零件通路商如何在非直販模式下作訂單決策，釐清它的訂單流程並進一步瞭解影響訂單決策的重要因素。本研究採用訪談作為主要研究方法，透過與與個案公司的Sales與PM的訪談，整理了在非直販模式下的訂單流程與不同的訂單履行策略。本研究成果可幫助企業瞭解非直販模式的接單流程，以及決策所需考量的變數與其影響，有助於提升企業的知識管理功能。 參考文獻 司徒達賢，策略管理，台北：遠流出版公司，1995年。吳思華，策略九說─策略思考的本質，台北：麥田出版公司，1996年。胡聖生，我國半導體零件通路產業之競爭策略分析－以世平興業股份有限公司為例，國立中山大學企業管理學系碩士在職專班碩士論文，2002年。Barney, J.B. (1991), Firm Resources and Sustained Competitive Advantage, Journal of Management, No.17, pp.99-120.Cheng, T. C. E.,Optimal due-date determination and sequencing of n jobs on a single machine.Journal of the Operational Research Society, 433-437, (1984).Davenport, T.H., Process Innovation: Reengineering Work Through Information Technology, Harvard BusinessSchool Press, Boston, Massachusetts, (1993).Davis, T., Effective supply chain management. Sloan management review, 34, 35-35, (1993).Gharehgozli, A. H., Rabbani, M., Zaerpour, N., &Razmi, J., A comprehensive decision-making structure for acceptance/rejection of incoming orders in make-to-order environments. The International Journal of Advanced Manufacturing Technology, 39(9-10), 1016-1032, (2008).Gordon, V., Proth, J. M., & Chu, C., A survey of the state-of-the-art of common due date assignment and scheduling research. European Journal of Operational Research, 139(1), 1-25, (2002).Guerrero, H. H., & Kern, G. M.,How to more effectively accept and refuse orders.Production and Inventory Management Journal,29(4), 59, (1988).Hayes RH, Wheelwright SC, Clark KB, Dynamic manufacturing: Creating the learning organization. Free Press, New York, (1988).Hemmati, S., Ebadian, M., &Nahvi, A., A new decision making structure for managing arriving orders in MTO environments. Expert Systems with Applications, 39(3), 2669-2676, (2012).Jaiswal, U. C., Multiobjective approach to vendor selection with AHP technique. International Journal of Research in Management & Technology (IJRMT), Vol.2, No.4, (2012).Kalantari, M., Rabbani, M., &Ebadian, M., A decision support system for order acceptance/rejection in hybrid MTS/MTO production systems. Applied Mathematical Modelling, 35(3), 1363-1377, (2011).Kingsman, B., & Hendry, L.,The relative contributions of input and output controls on the performance of a workload control system in make-to-order companies. Production Planning & Control, 13(7), 579-590, (2002).Kotler, P., Leong, S. M., & Tan, C. T., Marketing management: an Asian perspective, (1999).Muda S, Hendry L, Proposing a world-class manufacturing concept for the make-to-order sector. Int J Prod Res 40(2):353–373, (2002).Og, C., Salman, F. S., &Yalçın, Z. B., Order acceptance and scheduling decisions in make-to-order systems. International Journal of Production Economics, 125(1), 200-211, (2010).Pinar Keskinocak, Sridhar Tayur, Handbook of Quantitative Supply Chain Analysis, 485-554, (2004).Prahalad, C. K. &Kamel, Gary, The Core Competence of the Coporation, Harvard Business Review, Vol.68, Iss : 3, May/Jun, pp79-91. qualitative research. second edition, Newbury, (1990).Rom, W. O., &Slotnick, S. A., Order acceptance using genetic algorithms. Computers & Operations Research, 36(6), 1758-1767, (2009).Sahling, F., &Kayser, A., Strategic supply network planning with vendor selection under consideration of risk and demand uncertainty. Omega, 59, 201-214.Schonberger RJ (1996), World class manufacturing: The next decade. Free Press, New York, (2015).Seidmann, A., & Smith, M. L., Due date assignment for production systems. Management Science, 27(5), 571-581, (1981).Slotnick, S. A., & Morton, T. E., Order acceptance with weighted tardiness. Computers & Operations Research, 34(10), 3029-3042, (2007).Wang, J., Yang, J. Q., & Lee, H.,Multicriteria order acceptance decision support in over-demanded job shops: a neural network approach. Mathematical and computer modelling, 19(5), 1-19, (1994).Weber, C. A., & Current, J. R., A multiobjective approach to vendor selection. European Journal of Operational Research, 68(2), 173-184, (1993).Zimmermann, H. J.,An application-oriented view of modeling uncertainty. European Journal of operational research, 122(2), 190-198, (2000). 描述 碩士
國立政治大學
資訊管理學系
103356033資料來源 http://thesis.lib.nccu.edu.tw/record/#G0103356033 資料類型 thesis dc.contributor.advisor 張欣綠 zh_TW dc.contributor.advisor Chang, Hsin Lu en_US dc.contributor.author (Authors) 蕭博修 zh_TW dc.contributor.author (Authors) Hsiao, Po Hsiu en_US dc.creator (作者) 蕭博修 zh_TW dc.creator (作者) Hsiao, Po Hsiu en_US dc.date (日期) 2016 en_US dc.date.accessioned 11-Jul-2016 17:01:52 (UTC+8) - dc.date.available 11-Jul-2016 17:01:52 (UTC+8) - dc.date.issued (上傳時間) 11-Jul-2016 17:01:52 (UTC+8) - dc.identifier (Other Identifiers) G0103356033 en_US dc.identifier.uri (URI) http://nccur.lib.nccu.edu.tw/handle/140.119/98851 - dc.description (描述) 碩士 zh_TW dc.description (描述) 國立政治大學 zh_TW dc.description (描述) 資訊管理學系 zh_TW dc.description (描述) 103356033 zh_TW dc.description.abstract (摘要) 電子零件通路商在電子零件產業中扮演協調的角色，需要調解上游供應商與下游顧客，減少市場供給與需求間的差距。ABC公司，為亞洲市場數一數二的電子零件通路商，負責企業間的配銷工作，在整體供應鏈中具有緩衝的作用。ABC公司有兩個主要的銷售模式：非直販與直販模式。兩者差異在於負責訂單管理流程中的角色不同。非直販模式有兩個主要角色：銷售員Sales與產品經理PM (Product Managers)。Sales需負責將產品售出，而PM則負責訂單的達交、履行。而直販模式則只需PM來處理所有訂單或銷售相關的業務。在非直販模式下，Sales的訂單需要經由PM審核通過才算成立。而在訂單要求被拒絕的同時可能造成兩者間的衝突產生。Sales傾向盡可能的銷售較多的產品來達到預期的目標，而PM則需顧慮相應訂單產生的剩餘產品所造成的庫存水準提升的風險。這種情況在訂單履行的問題中非常常見。一般來說，公司會考量訂單達交的預算，包含為了完成此筆訂單的其他成本，如額外的附加運送成本，而Sales通常會被鼓勵採用“Sell what you have”的銷售策略來販售產品以避免額外的庫存產生。為此，本研究想得知電子零件通路商如何在非直販模式下作訂單決策，釐清它的訂單流程並進一步瞭解影響訂單決策的重要因素。本研究採用訪談作為主要研究方法，透過與與個案公司的Sales與PM的訪談，整理了在非直販模式下的訂單流程與不同的訂單履行策略。本研究成果可幫助企業瞭解非直販模式的接單流程，以及決策所需考量的變數與其影響，有助於提升企業的知識管理功能。 zh_TW dc.description.tableofcontents 第一章、緒論 1第二章、文獻探討 3第一節、電子零件通路商產業背景與角色 3第二節、接單決策依據考量 5第三節、供應鏈的不確定性 9第三章、研究方法 10第一節、研究標的與範疇 103.1.1個案公司介紹 103.1.2研究問題 113.1.3非直販模式介紹－以V原廠為例 12第二節、研究設計 13第三節、資料蒐集 143.3.1資料蒐集對象 14第四章、研究成果 16第一節、組織關係 16第二節、非直販模式下之一般訂單流程 18第三節、非直販模式下之重排訂單 24第四節、非直販模式下之緊急訂單 25第五節、非直販模式下之不合理比例訂單 26第六節、非直販模式下之信用不好之客戶訂單 28第五章、討論 29第六章、結論 33參考文獻 34附錄一、訪談大綱 37 zh_TW dc.format.extent 1476854 bytes - dc.format.mimetype application/pdf - dc.source.uri (資料來源) http://thesis.lib.nccu.edu.tw/record/#G0103356033 en_US dc.subject (關鍵詞) 電子零件通路商 zh_TW dc.subject (關鍵詞) 緊急訂單 zh_TW dc.subject (關鍵詞) 重排訂單 zh_TW dc.subject (關鍵詞) 接單決策 zh_TW dc.subject (關鍵詞) 非直販模式 zh_TW dc.subject (關鍵詞) Electronic Component Distributor en_US dc.subject (關鍵詞) Urgent Order en_US dc.subject (關鍵詞) Reschedule Order en_US dc.subject (關鍵詞) Order Decision en_US dc.subject (關鍵詞) Indirect Selling Model en_US dc.title (題名) 電子零件通路商在非直販模式下的訂單決策研究－以ABC公司為例 zh_TW dc.title (題名) The Study of Order Decisions under Indirect Selling Model of an Electronic Component Distributor－taking ABC Company as an Example en_US dc.type (資料類型) thesis en_US dc.relation.reference (參考文獻) 司徒達賢，策略管理，台北：遠流出版公司，1995年。吳思華，策略九說─策略思考的本質，台北：麥田出版公司，1996年。胡聖生，我國半導體零件通路產業之競爭策略分析－以世平興業股份有限公司為例，國立中山大學企業管理學系碩士在職專班碩士論文，2002年。Barney, J.B. (1991), Firm Resources and Sustained Competitive Advantage, Journal of Management, No.17, pp.99-120.Cheng, T. C. E.,Optimal due-date determination and sequencing of n jobs on a single machine.Journal of the Operational Research Society, 433-437, (1984).Davenport, T.H., Process Innovation: Reengineering Work Through Information Technology, Harvard BusinessSchool Press, Boston, Massachusetts, (1993).Davis, T., Effective supply chain management. Sloan management review, 34, 35-35, (1993).Gharehgozli, A. H., Rabbani, M., Zaerpour, N., &Razmi, J., A comprehensive decision-making structure for acceptance/rejection of incoming orders in make-to-order environments. The International Journal of Advanced Manufacturing Technology, 39(9-10), 1016-1032, (2008).Gordon, V., Proth, J. M., & Chu, C., A survey of the state-of-the-art of common due date assignment and scheduling research. European Journal of Operational Research, 139(1), 1-25, (2002).Guerrero, H. H., & Kern, G. M.,How to more effectively accept and refuse orders.Production and Inventory Management Journal,29(4), 59, (1988).Hayes RH, Wheelwright SC, Clark KB, Dynamic manufacturing: Creating the learning organization. Free Press, New York, (1988).Hemmati, S., Ebadian, M., &Nahvi, A., A new decision making structure for managing arriving orders in MTO environments. Expert Systems with Applications, 39(3), 2669-2676, (2012).Jaiswal, U. C., Multiobjective approach to vendor selection with AHP technique. International Journal of Research in Management & Technology (IJRMT), Vol.2, No.4, (2012).Kalantari, M., Rabbani, M., &Ebadian, M., A decision support system for order acceptance/rejection in hybrid MTS/MTO production systems. Applied Mathematical Modelling, 35(3), 1363-1377, (2011).Kingsman, B., & Hendry, L.,The relative contributions of input and output controls on the performance of a workload control system in make-to-order companies. Production Planning & Control, 13(7), 579-590, (2002).Kotler, P., Leong, S. M., & Tan, C. T., Marketing management: an Asian perspective, (1999).Muda S, Hendry L, Proposing a world-class manufacturing concept for the make-to-order sector. Int J Prod Res 40(2):353–373, (2002).Og, C., Salman, F. S., &Yalçın, Z. B., Order acceptance and scheduling decisions in make-to-order systems. International Journal of Production Economics, 125(1), 200-211, (2010).Pinar Keskinocak, Sridhar Tayur, Handbook of Quantitative Supply Chain Analysis, 485-554, (2004).Prahalad, C. K. &Kamel, Gary, The Core Competence of the Coporation, Harvard Business Review, Vol.68, Iss : 3, May/Jun, pp79-91. qualitative research. second edition, Newbury, (1990).Rom, W. O., &Slotnick, S. A., Order acceptance using genetic algorithms. Computers & Operations Research, 36(6), 1758-1767, (2009).Sahling, F., &Kayser, A., Strategic supply network planning with vendor selection under consideration of risk and demand uncertainty. Omega, 59, 201-214.Schonberger RJ (1996), World class manufacturing: The next decade. Free Press, New York, (2015).Seidmann, A., & Smith, M. L., Due date assignment for production systems. Management Science, 27(5), 571-581, (1981).Slotnick, S. A., & Morton, T. E., Order acceptance with weighted tardiness. Computers & Operations Research, 34(10), 3029-3042, (2007).Wang, J., Yang, J. Q., & Lee, H.,Multicriteria order acceptance decision support in over-demanded job shops: a neural network approach. Mathematical and computer modelling, 19(5), 1-19, (1994).Weber, C. A., & Current, J. R., A multiobjective approach to vendor selection. European Journal of Operational Research, 68(2), 173-184, (1993).Zimmermann, H. J.,An application-oriented view of modeling uncertainty. European Journal of operational research, 122(2), 190-198, (2000). zh_TW
