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題名 全球性代理商之選擇與管理 : 以N公司為例
The Selection and Management of Global Distributors: The Case of Company N作者 謝慧敏
Tse, Wai Ming貢獻者 彭朱如
謝慧敏
Tse, Wai Ming關鍵詞 國際化
外銷
代理商選擇
代理商管理日期 2018 上傳時間 12-Jun-2018 17:34:30 (UTC+8) 摘要 企業在經營上要突破業績，除了在本國或當地追求成長，便是走出當地市場外銷其他國家。透過當地代理商，快速建立行銷點，插旗、撒網、圍城策略，皆是企業進入當地國最快的途徑。為因應各個國家法令、衛生主管機關作業及進口標準不同等因素，有好的策略夥伴代理商，才能順利敲開進口門檻。此外，好的策略夥伴代理商，利用其既有的通路，能快速將產品行銷到適合的客戶，加上有系統的管理，才能使雙方業績成長。由於每個國家政治，文化、宗教差異，經濟背景及消費購買力、人口數及渠道銷售通路、當地衛生法規的規範有差異，再加上近年來網路銷售盛行，也造成跨境問題，不同代理商會有竄貨行為，地主歸屬權限的問題出現與爭執。因此，本研究以成藥（ＯＴＣ）及保健或健康食品之個案公司為研究對象，探討個案公司對於在全球各地代理商之選擇與管理，作為內部企業於不同地區或不同國家主管業務時，未來可遵循之標準。 本研究整理出個案公司對於代理商之選擇流程表及管理代理商之檢核表，其中選擇流程包含收尋資訊中對財力、銷售及通路管理符合要求，到評估雙方文化及組織差異、信守承諾程度、啟動代理商合約及進出口作業、最終為雙方高層拜訪及簽約。雙方合作後，在管理代理商有五項指標，包含價格（Price）、通路(Place)、促銷(Promotion)、產品(Product)及管理能力。高階主管與人員流動或輪調，是企業必經的問題，本研究建議在人員更替時要有效率地快速接軌，需有一定的規範；此外，因不同地區或國家造成差異，內部主管在審核稽查代理商，需有一定的標準考核，包括線上、線下整合問題，與代理商如何執行溝通規範，使內部有標準化的數據，系統化去偵測管理代理商。 參考文獻 Agarwal, A., Shankar, R., Tiwari, M.K. 2006. Modeling the metrics of lean, agile and leagile supply chain: an ANP-based approach. European Journal of Operational Research, 173 (1): 211–225. Anderson, Erin & Richard, L.O. 1987. Perspectives on Behavior-Based Versus Outcome-Based Salesforce Control System. Journal of Marketing, 51(October): 76-88Anderson, J.C., Narus, J.A. 1990. A model of distributor firm and manufacturer firm working partnerships. Journal of Marketing, 54: 42–58. Aragonés-Beltrán, P., Aznar, J., Ferrís-Oñate, J., García-Melón, M., 2008. Valuation of urban industrial land: an Analytic Network Process approach. European Journal of Operational Research, 185 (1): 322–339. Bello, D.C., Chelariu, C., Zhang, L., 2003. The antecedents and performance consequences of relationalism in export distribution channels. Journal of Business Research, 56: 1–16. Bensaou, M. 1999. Portfolios of buyer-supplier relationships. Sloan Management Review, 40(4): 35-45. Bierly, P.E., Gallagher, S. 2007. Explaining alliance partner selection: fit, trust and strategic expediency. Long Range Planning, 40: 134–153. Chen, H., Tseng, C. 2005. The performance of marketing alliances between the tourism industry and credit card issuing banks in Taiwan. Tourism Management, 26: 15–24. Chen, S. P., & Wu, W. Y. 2010. A systematic procedure to evaluate an automobile manufacturer–distributor partnership. European Journal of Operational Research, 205: 687-698.Cox, A. 2001. Understanding buyer and supplier power: a framework for procurement and supply competence. The Journal of Supply Chain Management, 37(2): 8-15. Crary, M., Nozick, L.K., Whitaker, L.R. 2002. Sizing the US destroyer fleet. European Journal of Operational Research, 136 (3): 680–695. Duarte, M., Davies, G., 2003. Testing the conflict-performance assumption in business-to-business relationships. Industrial Marketing Management, 32: 91– 99. Dwyer, F. Robert- Schurr, Paul H. - Oh, Sejo. 1987. Developing Buyer-Seller Relationships. Journal of Marketing, 51(2): 11-27.Ellram, L.M., 1990. The supplier selection decision in strategic partnerships. Journal of Purchasing and Materials Management, 26 (4): 8–14. Fahy, J., 2002. A resource-based analysis of sustainable competitive advantage in a global environment. International Business Advantage, 7 (1): 38–39. Fan, Y. 2002. Questioning Guanxi: definition, classification and implications. International Business Review, 11: 543–561. Fang, S.R., Chiang, S.C., Fang, S.C. 2002. An integrative model for partner relationship – an empirical research of small and middle firms. Journal of Management, 19 (4): 615–645 (in Chinese). Feng, C.M., Wu, P.J., Chia, K.C. 2010. A hybrid fuzzy integral decision-making model for locating manufacturing centers in China: a case study. European Journal of Operational Research, 200 (1): 63–73. Frazier, G.L., Gill, J.D., Kale, S.H. 1989. Dealer dependence levels and reciprocal actions in a channel of distribution in a developing country. Journal of Marketing, 53: 50–69. Geyskens, I., Steenkamp, J.E.M. 2002. Economic and social satisfaction: measurement and relevance to marketing channel relationships. Journal of Retailing, 76 (1): 11–32. Geyskens, I., Steenkamp, J.E.M., Kumar, L. 1999. A meta-analysis of satisfaction in marketing channel relationships. Journal of Marketing Research, 36: 223–238. Gruen, T.W., Summers, J.O., Acito, F. 2000. Relationship marketing activities, commitment, and membership behaviors in professional associations. Journal of Marketing, 64: 34–49. Heide, J.B. 1994. Interorganizational governance in marketing channels. Journal of Marketing, 58(1): 71-85. Heide, J.B., John, G. 1992. Do norm matter in marketing relationships? Journal of Marketing, 56 (2): 51–66. Ho, W. 2008. Integrated analytic process and its applications – a literature review. European Journal of operational research, 186: 211–228. Hoffmann, W.H., Schlosser, R. 2001. Success factors of strategic alliance in small and medium-sized enterprises – an empirical survey. Long Range Planning, 34: 357–381. Hsiao, S.W., Liu, E. 2005. A structural component-based approach for designing product family. Computers in Industry, 56: 13–28. Hunt, S.D., Morgan, R.M. 1995. The comparative advantage theory of competition. Journal of Marketing, 69: 1–15. Ivanov, D., Sokolov, B., Kaeschel, J. 2010. A multi-structural framework for adaptive supply chain planning and operations control with structure dynamics considerations. European Journal of Operational Research, 200 (2): 409–420. Kahraman, C., Ertay, T., Büyüközkan, G. 2006. A fuzzy optimization model for QFD planning process using analytic network approach. European Journal of Operational Research, 171 (2): 390–411. Kashani, Kamran & Quelch, Q.A. 1990. Can Sales Promotions Go Global? Business Horizons,33(3): 37-43Kim, K. 2001. On the effect of customer conditions on distributor commitment and supplier commitment in industrial channels of distribution. Journal of Business Research, 51: 87–99. Kotler, P. 1996. Marketing Management: Analysis, Planning, Implementation and Control. 9th ed.NJ: Prentice-HallKotler, P. and Armstrong, G. 2014. Principles of Marketing. 15th ed., Upper Saddle River, NJ: Pearson Education.Kotler,P., Kartajaya,H. and Setiwan, I. 2016. Marketing 4.0: Moving from Traditional to Digital. NJ: John Wiley & Sons. Inc.Kumar, N., Scheer, L.K., Steenkamp, J.E.M. 1995. The effects of perceived interdependence on dealer attitudes. Journal of Marketing Research, 32: 348– 456. Medcof, J.W. 1997. Why too many alliances end in divorce? Long Range Planning, 30 (5): 718–732. Morgan, R.M., Hunt, S.D. 1994. The commitment-trust theory of relationship marketing. Journal of Marketing, 58: 20–38. Partovi, F.Y., Corredoira, R.A. 2002. Quality function deployment for the good of soccer. European Journal of Operational Research, 137: 642–656. Patton, M.Q. 1987. How to Use Qualitative Methods in Evaluations. Newbury Park, London ,New Dehli :Sage PublicationPelton, L.E., Strutton, D., Lumpkin, J.R. 2002. Marketing Channels: A Relationship Management Approach. Second ed. McGraw-Hill. Richey, R.G., Roath, A.S., Whipple, J.M., & Fawcett, S.F. 2010. Exploring a governance theory of supply chain management: barriers and facilitators toIntegration. Journal of Business Logistics, 30(1): 237-256.Rindfleisch, A., Heide, J.B. 1997. Transaction cost analysis: past, present, and future application. Journal of Marketing, 61: 30–54. Vázquez-Casielles, R., Iglesias, V., & Varela-Neira, C. 2017. Manufacturer–distributor relationships: role of relationship-specific investment and dependence types. Journal of Business & Industrial Marketing,32(8): 1245–1260 Saaty, T.L. 1980. The Analytic Hierarchy Process: Planning, Priority Setting, Resource Allocation. New York: McGraw-Hill. Saaty, T.L. 1996. Decision Making with Dependence and Feedback: The Analytic Network Process. Pittsburgh: RWS. Song, M., Di Benedetto, C. A., & Zhao, Y. 2008. The Antecedents and Consequences of Manufacturer-Distributor Cooperation: an Empirical Test in the U.S. and Japan. Journal of the Academy of Management Science, 36(2): 215-233.Steenkamp, J.B.2017. Global Marketing Mix Decisions: Global Integration, Not Standardization. Global Brand Strategy, 75-109 UK :Palgrave Macmillan Stern, L.W., El-Ansary, A.I.,1992. Marketing Channels. New Jersey : Prentice-Hall. Steuer, R.E., Na, P. 2003. Multiple criteria decision making combined with finance: a categorized bibliographic study. European Journal of Operational Research, 150 (3): 496–515. Tangpong, C., Michalisin, M.D., Traub, R.D., & Melcher, A.J., 2015. A review of buyer-supplier relationship typologies: progress, problems, and future directions. Journal of Business & Industrial Marketing, 30( 2): 153–170 Terpend, R., & Krause, D. R. 2015. Competition or Cooperation ? Promoting Supplier Performance with Incentives Under Varying Conditions of Dependence. Journal of Supply Chain Management, 51(4): 29-53.Vaidya, O.S., Kumar, S. 2006. Analytic Hierarchy Process: an overview of applications. European Journal of Operational Research, 169 (1): 1–29.Vázquez-Casielles,R., Iglesias,V. and Varela-Neira, C. 2017. Manufacturer–distributor relationships: role of relationship-specific investment and dependence types. Journal of Business & Industrial Marketing, 32(8): 1245-1260Vivek, S.D., Banwet, D.K., Shankar, R. 2008. Analysis of interactions among core, transaction and relationship-specific investments: The case of offshoring. Journal of Operations Management 26(2):180-197.Wanga, G.H., Wangb, Y.X., Zhaoa, T. 2008. Analysis of interactions among the barriers to energy saving in China. Journal of Operations Management ,26: 180–197.Warfield, J.N. 1973. Societal Systems: Planning, Policy and Complexity. New York: Wiley. Yen, Y.X. & Hung, S.W. 2017. The influences of suppliers on buyer market competitiveness: an opportunism perspective. Journal of Business and Industrial Marketing,32(1): 18-29.Yin. 1994. Case study research: design and methods. Applied social research methods series, 5. Biography, London: Sage Publications. Yu, J.R., Cheng, S.J. 2007. An integrated approach for deriving priorities in Analytic Network Process. European Journal of Operational Research, 180 (3): 1427– 1432. 描述 碩士
國立政治大學
經營管理碩士學程(EMBA)
104932178資料來源 http://thesis.lib.nccu.edu.tw/record/#G0104932178 資料類型 thesis dc.contributor.advisor 彭朱如 zh_TW dc.contributor.author (Authors) 謝慧敏 zh_TW dc.contributor.author (Authors) Tse, Wai Ming en_US dc.creator (作者) 謝慧敏 zh_TW dc.creator (作者) Tse, Wai Ming en_US dc.date (日期) 2018 en_US dc.date.accessioned 12-Jun-2018 17:34:30 (UTC+8) - dc.date.available 12-Jun-2018 17:34:30 (UTC+8) - dc.date.issued (上傳時間) 12-Jun-2018 17:34:30 (UTC+8) - dc.identifier (Other Identifiers) G0104932178 en_US dc.identifier.uri (URI) http://nccur.lib.nccu.edu.tw/handle/140.119/117644 - dc.description (描述) 碩士 zh_TW dc.description (描述) 國立政治大學 zh_TW dc.description (描述) 經營管理碩士學程(EMBA) zh_TW dc.description (描述) 104932178 zh_TW dc.description.abstract (摘要) 企業在經營上要突破業績，除了在本國或當地追求成長，便是走出當地市場外銷其他國家。透過當地代理商，快速建立行銷點，插旗、撒網、圍城策略，皆是企業進入當地國最快的途徑。為因應各個國家法令、衛生主管機關作業及進口標準不同等因素，有好的策略夥伴代理商，才能順利敲開進口門檻。此外，好的策略夥伴代理商，利用其既有的通路，能快速將產品行銷到適合的客戶，加上有系統的管理，才能使雙方業績成長。由於每個國家政治，文化、宗教差異，經濟背景及消費購買力、人口數及渠道銷售通路、當地衛生法規的規範有差異，再加上近年來網路銷售盛行，也造成跨境問題，不同代理商會有竄貨行為，地主歸屬權限的問題出現與爭執。因此，本研究以成藥（ＯＴＣ）及保健或健康食品之個案公司為研究對象，探討個案公司對於在全球各地代理商之選擇與管理，作為內部企業於不同地區或不同國家主管業務時，未來可遵循之標準。 本研究整理出個案公司對於代理商之選擇流程表及管理代理商之檢核表，其中選擇流程包含收尋資訊中對財力、銷售及通路管理符合要求，到評估雙方文化及組織差異、信守承諾程度、啟動代理商合約及進出口作業、最終為雙方高層拜訪及簽約。雙方合作後，在管理代理商有五項指標，包含價格（Price）、通路(Place)、促銷(Promotion)、產品(Product)及管理能力。高階主管與人員流動或輪調，是企業必經的問題，本研究建議在人員更替時要有效率地快速接軌，需有一定的規範；此外，因不同地區或國家造成差異，內部主管在審核稽查代理商，需有一定的標準考核，包括線上、線下整合問題，與代理商如何執行溝通規範，使內部有標準化的數據，系統化去偵測管理代理商。 zh_TW dc.description.tableofcontents 第一章 緒論 5第一節 研究背景與動機 5第二節 研究目的與研究問題 6第三節 本研究章節安排 7第二章 文獻探討 8第一節 代理商之治理結構 9第二節 代理商之選擇 12第三節 代理商管理 14第三章 研究方法 18第一節 研究資料收集與分析 18第四章 研究結果 19第一節 代理商之選擇 19第二節 代理商之管理 23第五章 結論建議 32第一節 結論 32第二節 建議 36參考文獻 38 zh_TW dc.source.uri (資料來源) http://thesis.lib.nccu.edu.tw/record/#G0104932178 en_US dc.subject (關鍵詞) 國際化 zh_TW dc.subject (關鍵詞) 外銷 zh_TW dc.subject (關鍵詞) 代理商選擇 zh_TW dc.subject (關鍵詞) 代理商管理 zh_TW dc.title (題名) 全球性代理商之選擇與管理 : 以N公司為例 zh_TW dc.title (題名) The Selection and Management of Global Distributors: The Case of Company N en_US dc.type (資料類型) thesis en_US dc.relation.reference (參考文獻) Agarwal, A., Shankar, R., Tiwari, M.K. 2006. Modeling the metrics of lean, agile and leagile supply chain: an ANP-based approach. European Journal of Operational Research, 173 (1): 211–225. Anderson, Erin & Richard, L.O. 1987. Perspectives on Behavior-Based Versus Outcome-Based Salesforce Control System. Journal of Marketing, 51(October): 76-88Anderson, J.C., Narus, J.A. 1990. A model of distributor firm and manufacturer firm working partnerships. Journal of Marketing, 54: 42–58. Aragonés-Beltrán, P., Aznar, J., Ferrís-Oñate, J., García-Melón, M., 2008. Valuation of urban industrial land: an Analytic Network Process approach. European Journal of Operational Research, 185 (1): 322–339. Bello, D.C., Chelariu, C., Zhang, L., 2003. The antecedents and performance consequences of relationalism in export distribution channels. Journal of Business Research, 56: 1–16. Bensaou, M. 1999. Portfolios of buyer-supplier relationships. Sloan Management Review, 40(4): 35-45. Bierly, P.E., Gallagher, S. 2007. Explaining alliance partner selection: fit, trust and strategic expediency. Long Range Planning, 40: 134–153. Chen, H., Tseng, C. 2005. The performance of marketing alliances between the tourism industry and credit card issuing banks in Taiwan. Tourism Management, 26: 15–24. Chen, S. P., & Wu, W. Y. 2010. A systematic procedure to evaluate an automobile manufacturer–distributor partnership. European Journal of Operational Research, 205: 687-698.Cox, A. 2001. Understanding buyer and supplier power: a framework for procurement and supply competence. The Journal of Supply Chain Management, 37(2): 8-15. Crary, M., Nozick, L.K., Whitaker, L.R. 2002. Sizing the US destroyer fleet. European Journal of Operational Research, 136 (3): 680–695. Duarte, M., Davies, G., 2003. Testing the conflict-performance assumption in business-to-business relationships. Industrial Marketing Management, 32: 91– 99. Dwyer, F. Robert- Schurr, Paul H. - Oh, Sejo. 1987. Developing Buyer-Seller Relationships. Journal of Marketing, 51(2): 11-27.Ellram, L.M., 1990. The supplier selection decision in strategic partnerships. Journal of Purchasing and Materials Management, 26 (4): 8–14. Fahy, J., 2002. A resource-based analysis of sustainable competitive advantage in a global environment. International Business Advantage, 7 (1): 38–39. Fan, Y. 2002. Questioning Guanxi: definition, classification and implications. International Business Review, 11: 543–561. Fang, S.R., Chiang, S.C., Fang, S.C. 2002. An integrative model for partner relationship – an empirical research of small and middle firms. Journal of Management, 19 (4): 615–645 (in Chinese). Feng, C.M., Wu, P.J., Chia, K.C. 2010. A hybrid fuzzy integral decision-making model for locating manufacturing centers in China: a case study. European Journal of Operational Research, 200 (1): 63–73. Frazier, G.L., Gill, J.D., Kale, S.H. 1989. Dealer dependence levels and reciprocal actions in a channel of distribution in a developing country. Journal of Marketing, 53: 50–69. Geyskens, I., Steenkamp, J.E.M. 2002. Economic and social satisfaction: measurement and relevance to marketing channel relationships. Journal of Retailing, 76 (1): 11–32. Geyskens, I., Steenkamp, J.E.M., Kumar, L. 1999. A meta-analysis of satisfaction in marketing channel relationships. Journal of Marketing Research, 36: 223–238. Gruen, T.W., Summers, J.O., Acito, F. 2000. Relationship marketing activities, commitment, and membership behaviors in professional associations. Journal of Marketing, 64: 34–49. Heide, J.B. 1994. Interorganizational governance in marketing channels. Journal of Marketing, 58(1): 71-85. Heide, J.B., John, G. 1992. Do norm matter in marketing relationships? Journal of Marketing, 56 (2): 51–66. Ho, W. 2008. Integrated analytic process and its applications – a literature review. European Journal of operational research, 186: 211–228. Hoffmann, W.H., Schlosser, R. 2001. Success factors of strategic alliance in small and medium-sized enterprises – an empirical survey. Long Range Planning, 34: 357–381. Hsiao, S.W., Liu, E. 2005. A structural component-based approach for designing product family. Computers in Industry, 56: 13–28. Hunt, S.D., Morgan, R.M. 1995. The comparative advantage theory of competition. Journal of Marketing, 69: 1–15. Ivanov, D., Sokolov, B., Kaeschel, J. 2010. A multi-structural framework for adaptive supply chain planning and operations control with structure dynamics considerations. European Journal of Operational Research, 200 (2): 409–420. Kahraman, C., Ertay, T., Büyüközkan, G. 2006. A fuzzy optimization model for QFD planning process using analytic network approach. European Journal of Operational Research, 171 (2): 390–411. Kashani, Kamran & Quelch, Q.A. 1990. Can Sales Promotions Go Global? Business Horizons,33(3): 37-43Kim, K. 2001. On the effect of customer conditions on distributor commitment and supplier commitment in industrial channels of distribution. Journal of Business Research, 51: 87–99. Kotler, P. 1996. Marketing Management: Analysis, Planning, Implementation and Control. 9th ed.NJ: Prentice-HallKotler, P. and Armstrong, G. 2014. Principles of Marketing. 15th ed., Upper Saddle River, NJ: Pearson Education.Kotler,P., Kartajaya,H. and Setiwan, I. 2016. Marketing 4.0: Moving from Traditional to Digital. NJ: John Wiley & Sons. Inc.Kumar, N., Scheer, L.K., Steenkamp, J.E.M. 1995. The effects of perceived interdependence on dealer attitudes. Journal of Marketing Research, 32: 348– 456. Medcof, J.W. 1997. Why too many alliances end in divorce? Long Range Planning, 30 (5): 718–732. Morgan, R.M., Hunt, S.D. 1994. The commitment-trust theory of relationship marketing. Journal of Marketing, 58: 20–38. Partovi, F.Y., Corredoira, R.A. 2002. Quality function deployment for the good of soccer. European Journal of Operational Research, 137: 642–656. Patton, M.Q. 1987. How to Use Qualitative Methods in Evaluations. Newbury Park, London ,New Dehli :Sage PublicationPelton, L.E., Strutton, D., Lumpkin, J.R. 2002. Marketing Channels: A Relationship Management Approach. Second ed. McGraw-Hill. Richey, R.G., Roath, A.S., Whipple, J.M., & Fawcett, S.F. 2010. Exploring a governance theory of supply chain management: barriers and facilitators toIntegration. Journal of Business Logistics, 30(1): 237-256.Rindfleisch, A., Heide, J.B. 1997. Transaction cost analysis: past, present, and future application. Journal of Marketing, 61: 30–54. Vázquez-Casielles, R., Iglesias, V., & Varela-Neira, C. 2017. Manufacturer–distributor relationships: role of relationship-specific investment and dependence types. Journal of Business & Industrial Marketing,32(8): 1245–1260 Saaty, T.L. 1980. The Analytic Hierarchy Process: Planning, Priority Setting, Resource Allocation. New York: McGraw-Hill. Saaty, T.L. 1996. Decision Making with Dependence and Feedback: The Analytic Network Process. Pittsburgh: RWS. Song, M., Di Benedetto, C. A., & Zhao, Y. 2008. The Antecedents and Consequences of Manufacturer-Distributor Cooperation: an Empirical Test in the U.S. and Japan. Journal of the Academy of Management Science, 36(2): 215-233.Steenkamp, J.B.2017. Global Marketing Mix Decisions: Global Integration, Not Standardization. Global Brand Strategy, 75-109 UK :Palgrave Macmillan Stern, L.W., El-Ansary, A.I.,1992. Marketing Channels. New Jersey : Prentice-Hall. Steuer, R.E., Na, P. 2003. Multiple criteria decision making combined with finance: a categorized bibliographic study. European Journal of Operational Research, 150 (3): 496–515. Tangpong, C., Michalisin, M.D., Traub, R.D., & Melcher, A.J., 2015. A review of buyer-supplier relationship typologies: progress, problems, and future directions. Journal of Business & Industrial Marketing, 30( 2): 153–170 Terpend, R., & Krause, D. R. 2015. Competition or Cooperation ? Promoting Supplier Performance with Incentives Under Varying Conditions of Dependence. Journal of Supply Chain Management, 51(4): 29-53.Vaidya, O.S., Kumar, S. 2006. Analytic Hierarchy Process: an overview of applications. European Journal of Operational Research, 169 (1): 1–29.Vázquez-Casielles,R., Iglesias,V. and Varela-Neira, C. 2017. Manufacturer–distributor relationships: role of relationship-specific investment and dependence types. Journal of Business & Industrial Marketing, 32(8): 1245-1260Vivek, S.D., Banwet, D.K., Shankar, R. 2008. Analysis of interactions among core, transaction and relationship-specific investments: The case of offshoring. Journal of Operations Management 26(2):180-197.Wanga, G.H., Wangb, Y.X., Zhaoa, T. 2008. Analysis of interactions among the barriers to energy saving in China. Journal of Operations Management ,26: 180–197.Warfield, J.N. 1973. Societal Systems: Planning, Policy and Complexity. New York: Wiley. Yen, Y.X. & Hung, S.W. 2017. The influences of suppliers on buyer market competitiveness: an opportunism perspective. Journal of Business and Industrial Marketing,32(1): 18-29.Yin. 1994. Case study research: design and methods. Applied social research methods series, 5. Biography, London: Sage Publications. Yu, J.R., Cheng, S.J. 2007. An integrated approach for deriving priorities in Analytic Network Process. European Journal of Operational Research, 180 (3): 1427– 1432. zh_TW
