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題名 拉丁美洲目標市場選擇與通路策略之研究—以台灣一家醫療器材公司為例
Target Country Selection and Channel Strategies in Latin America—The Case of a Taiwanese Medical Devices Company作者 彭棋鈺
Peng, Chi-Yu貢獻者 于卓民
Yu, Chwo-Ming
彭棋鈺
Peng, Chi-Yu關鍵詞 目標市場選擇
通路策略
拉丁美洲
阿根廷
國際市場擴張
醫療器材
Target country selection
Channel strategies
Latin America
Argentina
International market expansion
Medical devices日期 2018 上傳時間 11-Jul-2018 17:36:12 (UTC+8) 摘要 Numerous Taiwanese companies pursue expansion to the international market mainly to achieve higher sales revenue, and emerging markets such as Latin America present great business attractiveness. In this research, a case study with the Taiwanese medical devices company ACS Medical Corporation is being presented to explain the process of evaluation and analysis when selecting the target country and the corresponding channel strategies.Secondary data analysis shows that Argentina is the most recommended target country for first entry in Latin America, with strong market potentials for medical devices, in this case, CPAP. It is recommended that ACS should adopt a direct exporting entry mode to Argentina, in collaboration with some local importers of the leading CPAP brand Philips Respironics. Additionally, the retailers that are suggested by sleep centers and doctors must definitely be approached. Furthermore, it is learnt that the presence of a showroom of products and device rental programs are important influencing factors in the consumer purchasing decision of a CPAP.The process of data gathering, evaluation and analysis in this research may also be a reference for those companies with similar interests in expanding business to the Latin American market. 參考文獻 American Sleep Association. (n.d.). Retrieved from American Sleep Association: https://www.sleepassociation.org/sleep-treatments/cpap-machines-masks/Andersen, P. H., & Strandskov, J. (1998). International Market Selection: A Cognitive Mapping Perspective. Journal of Global Marketing, 65-84.Apex Medical. (2016). Annual Report.Argentina de Gases S.A. (2012). Retrieved from Argentina de Gases S.A.: http://argentinadegases.com.ar/Argentina.gob.ar. (n.d.). Retrieved from Argentina.gob.ar: https://www.argentina.gob.ar/paisBMI Research. (2016). Argentina Medical Devices Report.Cavusgil, S. T. (1985). Guidelines for Export Market Research. Business Horizons, 27-33.CELADE. (2000). La Transición Demográfica en América Latina. Retrieved from Comisión Económica para América Latina y el Caribe: https://www.cepal.org/celade/sitdem/de_sitdemtransdemdoc00e.htmlCIA. (2017). The World Factbook. Retrieved from Central Intelligence Agency: https://www.cia.gov/library/publications/the-world-factbook/rankorder/2078rank.htmlCIA. (2017). The World Factbook Urbanization. Retrieved from Central Intelligence Agency: https://www.cia.gov/library/publications/resources/the-world-factbook/fields/2212.htmlDaniels, J. D., Radebaugh, L. H., & Sullivan, D. P. (2013). In International Business Environments and Operations, 14th Edition. Pearson Education Limited.Enderwick, P. (2011). The Imperative of Global Environmental Scanning. AIB Insights, pp. 12-15.Google. (2017). Retrieved from Google Maps: https://www.google.com/maps/place/Asunci%C3%B3n+1599,+B1640CVO+Mart%C3%ADnez,+Buenos+Aires,+Argentina/@-34.495963,-58.523084,14z/data=!4m5!3m4!1s0x95bcb0590401c6ff:0x2c677a0edc7f10ec!8m2!3d-34.4959403!4d-58.5230971?hl=esHarvard Medical School Division of Sleep Medicine and WGBH Educational Foundation. (2011). Understanding the Results. Retrieved from Apnea: http://healthysleep.med.harvard.edu/sleep-apnea/diagnosing-osa/understanding-resultsHill, C. W., Schilling, M. A., & Jones, G. R. (2017). In Strategic Management: An Integrated Approach, 12th Edition. Cengage Learning Asia Pte. Ltd.Hymer, S. H. (1976). The International Operations of National Firms: A Study of Direct Foreign Investment. Journal of International Management.INDEC. (2010). Retrieved from INDEC-Argentina: https://www.indec.gov.ar/nivel4_default.asp?id_tema_1=2&id_tema_2=18&id_tema_3=77Just Landed. (2016). Guía Argentina, Salud, Sanidad. Retrieved from Just Landed: https://www.justlanded.com/espanol/Argentina/Guia-Argentina/Salud/SanidadKalish, S., Mahajan, V., & Muller, E. (1995). Waterfall and Sprinkler New-product Strategies in Competitive Global Markets. International Journal of Research in Marketing, 105-119.Kim, J. U., & Aguilera, R. V. (2015). Foreign Location Choice: Review and Extensions. International Journal of Management Reviews.Kotler, P., & Keller, K. L. (2012). In Marketing Management, 14th Edition. Pearson.Malhotra, S., & Papadopoulos, N. (2007). International Market Selection: An Integrative Review of Empirical Studies. ASAC.National Development Council. (2013). Global population aging situation and trends. Taiwan Economic Forum, 27-34.National Sleep Foundation. (n.d.). CPAP: TREATING SLEEP APNEA. Retrieved from National Sleep Foundation: https://sleepfoundation.org/sleep-disorders-problems/continuous-positive-airwayNHLBI. (n.d.). Sleep Apnea. Retrieved from National Heart, Lung, and Blood Institute: https://www.nhlbi.nih.gov/health-topics/sleep-apneaNOSIS. (2017). Retrieved from NOSIS Explorer: http://www.explorer.nosis.com/es/Home/IndexOhmae, K. (1985). Triad Power: The Coming Shape of Global Competition. The Free Press.Ontheworldmap.com. (n.d.). Argentina location on the World Map . Retrieved from Ontheworldmap.com: http://ontheworldmap.com/argentina/argentina-location-map.htmlPapadopoulos, N., & Denis, J. E. (1988). Inventory, Taxonomy and Assessment of Methods for International Market Selection. International Marketing Review, 38-51.Ranking Web of World Hospitals. (2016). Argentina. Retrieved from Ranking Web of World Hospitals: http://hospitals.webometrics.info/en/Latin_America/ArgentinaSamuelson, P. A., & Nordhaus, W. D. (2010). In Economics, 19th Edition. McGraw-Hill/Irwin.Siempre Noticias. (2015, May 25). Se conoció la cantidad de planes sociales que hay en Argentina. Retrieved from Siempre Noticias: http://siemprenoticias.com/planes-sociales/#SOLUS. (2017). Retrieved from SOLUS: www.solusweb.com.arTechnavio. (2015, November 19). Global CPAP devices market expected to exceed $4 billion by 2020, says Technavio. Retrieved from Technavio: https://www.technavio.com/pressrelease/global-cpap-devices-market-expected-exceed-4-billion-2020-says-technavioThe World Bank. (2017). Country Classification. Retrieved from The World Bank: https://datahelpdesk.worldbank.org/knowledgebase/articles/378831-why-use-gni-per-capita-to-classify-economies-intoThe World Bank. (2017). World Development Indicators. Retrieved from The World Bank: http://databank.worldbank.org/data/reports.aspx?source=2&country=ARG#Thomson, S. (2016, January 23). GDP a poor measure of progress, say Davos economists. Retrieved from World Economic Forum: https://www.weforum.org/agenda/2016/01/gdp/WHO. (2012). Medical devices. Retrieved from World Health Organization: http://www.who.int/medical_devices/definitions/en/Wikipedia. (2017). Continuous positive airway pressure. Retrieved from Wikipedia: https://en.wikipedia.org/wiki/Continuous_positive_airway_pressureWikipedia. (2017). Obstructive sleep apnea. Retrieved from Wikipedia: https://en.wikipedia.org/wiki/Obstructive_sleep_apneaWorld Bank Data Team. (2016, July 1). New country classifications by income level. Retrieved from The World Bank: https://blogs.worldbank.org/opendata/opendata/new-country-classifications-2016Yu, C.-M. (2014). In 國際企業：環境與管理, 四版. 華泰文化.Zultanky, L. B. (2015, April 8). Bon Secours DePaul Medical Center To Participate In Agency For Healthcare Research And Quality(AHRQ) Project For The Prevention Of Pressure Ulcers. Retrieved from BioSpace: http://www.biospace.com/News/bon-secours-depaul-medical-center-to-participate/371580 描述 碩士
國立政治大學
企業管理研究所(MBA學位學程)
105363041資料來源 http://thesis.lib.nccu.edu.tw/record/#G0105363041 資料類型 thesis dc.contributor.advisor 于卓民 zh_TW dc.contributor.advisor Yu, Chwo-Ming en_US dc.contributor.author (Authors) 彭棋鈺 zh_TW dc.contributor.author (Authors) Peng, Chi-Yu en_US dc.creator (作者) 彭棋鈺 zh_TW dc.creator (作者) Peng, Chi-Yu en_US dc.date (日期) 2018 en_US dc.date.accessioned 11-Jul-2018 17:36:12 (UTC+8) - dc.date.available 11-Jul-2018 17:36:12 (UTC+8) - dc.date.issued (上傳時間) 11-Jul-2018 17:36:12 (UTC+8) - dc.identifier (Other Identifiers) G0105363041 en_US dc.identifier.uri (URI) http://nccur.lib.nccu.edu.tw/handle/140.119/118599 - dc.description (描述) 碩士 zh_TW dc.description (描述) 國立政治大學 zh_TW dc.description (描述) 企業管理研究所(MBA學位學程) zh_TW dc.description (描述) 105363041 zh_TW dc.description.abstract (摘要) Numerous Taiwanese companies pursue expansion to the international market mainly to achieve higher sales revenue, and emerging markets such as Latin America present great business attractiveness. In this research, a case study with the Taiwanese medical devices company ACS Medical Corporation is being presented to explain the process of evaluation and analysis when selecting the target country and the corresponding channel strategies.Secondary data analysis shows that Argentina is the most recommended target country for first entry in Latin America, with strong market potentials for medical devices, in this case, CPAP. It is recommended that ACS should adopt a direct exporting entry mode to Argentina, in collaboration with some local importers of the leading CPAP brand Philips Respironics. Additionally, the retailers that are suggested by sleep centers and doctors must definitely be approached. Furthermore, it is learnt that the presence of a showroom of products and device rental programs are important influencing factors in the consumer purchasing decision of a CPAP.The process of data gathering, evaluation and analysis in this research may also be a reference for those companies with similar interests in expanding business to the Latin American market. en_US dc.description.tableofcontents Abstract iList of Tables iiiList of Figures ivChapter 1 Introduction 11.1. Research Background and Motivation 11.2. Research Objective and Questions 21.3. Research Method and Process 31.4. Brief Introduction of Each Chapter 6Chapter 2 Industry and Company Overview 82.1. Industry Overview 82.2. Company Introduction 12Chapter 3 Target Country Selection 153.1. Target Country in Latin America 15Chapter 4 Market Analysis 224.1. Market Description 224.2. Local Market Competition 274.3. Consumer Behavior 404.4. Recommendations 43Chapter 5 Conclusion 46References 47Appendix I: International Market Selection 51Appendix II: Channel Strategies in International Marketing 53 zh_TW dc.source.uri (資料來源) http://thesis.lib.nccu.edu.tw/record/#G0105363041 en_US dc.subject (關鍵詞) 目標市場選擇 zh_TW dc.subject (關鍵詞) 通路策略 zh_TW dc.subject (關鍵詞) 拉丁美洲 zh_TW dc.subject (關鍵詞) 阿根廷 zh_TW dc.subject (關鍵詞) 國際市場擴張 zh_TW dc.subject (關鍵詞) 醫療器材 zh_TW dc.subject (關鍵詞) Target country selection en_US dc.subject (關鍵詞) Channel strategies en_US dc.subject (關鍵詞) Latin America en_US dc.subject (關鍵詞) Argentina en_US dc.subject (關鍵詞) International market expansion en_US dc.subject (關鍵詞) Medical devices en_US dc.title (題名) 拉丁美洲目標市場選擇與通路策略之研究—以台灣一家醫療器材公司為例 zh_TW dc.title (題名) Target Country Selection and Channel Strategies in Latin America—The Case of a Taiwanese Medical Devices Company en_US dc.type (資料類型) thesis en_US dc.relation.reference (參考文獻) American Sleep Association. (n.d.). Retrieved from American Sleep Association: https://www.sleepassociation.org/sleep-treatments/cpap-machines-masks/Andersen, P. H., & Strandskov, J. (1998). International Market Selection: A Cognitive Mapping Perspective. Journal of Global Marketing, 65-84.Apex Medical. (2016). Annual Report.Argentina de Gases S.A. (2012). Retrieved from Argentina de Gases S.A.: http://argentinadegases.com.ar/Argentina.gob.ar. (n.d.). Retrieved from Argentina.gob.ar: https://www.argentina.gob.ar/paisBMI Research. (2016). Argentina Medical Devices Report.Cavusgil, S. T. (1985). Guidelines for Export Market Research. Business Horizons, 27-33.CELADE. (2000). La Transición Demográfica en América Latina. Retrieved from Comisión Económica para América Latina y el Caribe: https://www.cepal.org/celade/sitdem/de_sitdemtransdemdoc00e.htmlCIA. (2017). The World Factbook. Retrieved from Central Intelligence Agency: https://www.cia.gov/library/publications/the-world-factbook/rankorder/2078rank.htmlCIA. (2017). The World Factbook Urbanization. Retrieved from Central Intelligence Agency: https://www.cia.gov/library/publications/resources/the-world-factbook/fields/2212.htmlDaniels, J. D., Radebaugh, L. H., & Sullivan, D. P. (2013). In International Business Environments and Operations, 14th Edition. Pearson Education Limited.Enderwick, P. (2011). The Imperative of Global Environmental Scanning. AIB Insights, pp. 12-15.Google. (2017). Retrieved from Google Maps: https://www.google.com/maps/place/Asunci%C3%B3n+1599,+B1640CVO+Mart%C3%ADnez,+Buenos+Aires,+Argentina/@-34.495963,-58.523084,14z/data=!4m5!3m4!1s0x95bcb0590401c6ff:0x2c677a0edc7f10ec!8m2!3d-34.4959403!4d-58.5230971?hl=esHarvard Medical School Division of Sleep Medicine and WGBH Educational Foundation. (2011). Understanding the Results. Retrieved from Apnea: http://healthysleep.med.harvard.edu/sleep-apnea/diagnosing-osa/understanding-resultsHill, C. W., Schilling, M. A., & Jones, G. R. (2017). In Strategic Management: An Integrated Approach, 12th Edition. Cengage Learning Asia Pte. Ltd.Hymer, S. H. (1976). The International Operations of National Firms: A Study of Direct Foreign Investment. Journal of International Management.INDEC. (2010). Retrieved from INDEC-Argentina: https://www.indec.gov.ar/nivel4_default.asp?id_tema_1=2&id_tema_2=18&id_tema_3=77Just Landed. (2016). Guía Argentina, Salud, Sanidad. Retrieved from Just Landed: https://www.justlanded.com/espanol/Argentina/Guia-Argentina/Salud/SanidadKalish, S., Mahajan, V., & Muller, E. (1995). Waterfall and Sprinkler New-product Strategies in Competitive Global Markets. International Journal of Research in Marketing, 105-119.Kim, J. U., & Aguilera, R. V. (2015). Foreign Location Choice: Review and Extensions. International Journal of Management Reviews.Kotler, P., & Keller, K. L. (2012). In Marketing Management, 14th Edition. Pearson.Malhotra, S., & Papadopoulos, N. (2007). International Market Selection: An Integrative Review of Empirical Studies. ASAC.National Development Council. (2013). Global population aging situation and trends. Taiwan Economic Forum, 27-34.National Sleep Foundation. (n.d.). CPAP: TREATING SLEEP APNEA. Retrieved from National Sleep Foundation: https://sleepfoundation.org/sleep-disorders-problems/continuous-positive-airwayNHLBI. (n.d.). Sleep Apnea. Retrieved from National Heart, Lung, and Blood Institute: https://www.nhlbi.nih.gov/health-topics/sleep-apneaNOSIS. (2017). Retrieved from NOSIS Explorer: http://www.explorer.nosis.com/es/Home/IndexOhmae, K. (1985). Triad Power: The Coming Shape of Global Competition. The Free Press.Ontheworldmap.com. (n.d.). Argentina location on the World Map . Retrieved from Ontheworldmap.com: http://ontheworldmap.com/argentina/argentina-location-map.htmlPapadopoulos, N., & Denis, J. E. (1988). Inventory, Taxonomy and Assessment of Methods for International Market Selection. International Marketing Review, 38-51.Ranking Web of World Hospitals. (2016). Argentina. Retrieved from Ranking Web of World Hospitals: http://hospitals.webometrics.info/en/Latin_America/ArgentinaSamuelson, P. A., & Nordhaus, W. D. (2010). In Economics, 19th Edition. McGraw-Hill/Irwin.Siempre Noticias. (2015, May 25). Se conoció la cantidad de planes sociales que hay en Argentina. Retrieved from Siempre Noticias: http://siemprenoticias.com/planes-sociales/#SOLUS. (2017). Retrieved from SOLUS: www.solusweb.com.arTechnavio. (2015, November 19). Global CPAP devices market expected to exceed $4 billion by 2020, says Technavio. Retrieved from Technavio: https://www.technavio.com/pressrelease/global-cpap-devices-market-expected-exceed-4-billion-2020-says-technavioThe World Bank. (2017). Country Classification. Retrieved from The World Bank: https://datahelpdesk.worldbank.org/knowledgebase/articles/378831-why-use-gni-per-capita-to-classify-economies-intoThe World Bank. (2017). World Development Indicators. Retrieved from The World Bank: http://databank.worldbank.org/data/reports.aspx?source=2&country=ARG#Thomson, S. (2016, January 23). GDP a poor measure of progress, say Davos economists. Retrieved from World Economic Forum: https://www.weforum.org/agenda/2016/01/gdp/WHO. (2012). Medical devices. Retrieved from World Health Organization: http://www.who.int/medical_devices/definitions/en/Wikipedia. (2017). Continuous positive airway pressure. Retrieved from Wikipedia: https://en.wikipedia.org/wiki/Continuous_positive_airway_pressureWikipedia. (2017). Obstructive sleep apnea. Retrieved from Wikipedia: https://en.wikipedia.org/wiki/Obstructive_sleep_apneaWorld Bank Data Team. (2016, July 1). New country classifications by income level. Retrieved from The World Bank: https://blogs.worldbank.org/opendata/opendata/new-country-classifications-2016Yu, C.-M. (2014). In 國際企業：環境與管理, 四版. 華泰文化.Zultanky, L. B. (2015, April 8). Bon Secours DePaul Medical Center To Participate In Agency For Healthcare Research And Quality(AHRQ) Project For The Prevention Of Pressure Ulcers. Retrieved from BioSpace: http://www.biospace.com/News/bon-secours-depaul-medical-center-to-participate/371580 zh_TW dc.identifier.doi (DOI) 10.6814/THE.NCCU.MBA.032.2018.F08 -
