臺灣博碩士論文加值系統

透過主要質化訪談以求深入探討台灣在地兩家中小型ZT(2018年營業總額三億新台幣)，與中大型水系統控制閥SK企業製造商(2018年營業總額七到八億新台幣)的經營理念、產品升級與目標市場轉換過程，他們如何經歷相關製造工廠根留台灣的歷程達到產品升級與服務上創新是值得認識了解的。本研究旨在透過現今二十一世紀北歐與北美逐漸被採用的「服務主導邏輯」，期望透過針對該兩家製造廠商質化訪談與問卷去瞭解台灣在地控制閥製造商實際面臨的轉型與創新歷程所應特別注重的面向。並建議未來台灣相關控制閥業者可以參考本研究結果首要以「管理」當控制變項時，可顯著的影響組織人員作業時對於控制閥產業隱性的知識與技術(也就是操作性資源)的著重，與透過組織人員對控制閥產業所擁有的「技術」可以顯著的造成兩項影響，分別為第一、為客戶介紹廠內控制閥產品時，是否需花很多時間說服使用我們品牌的優點，跟第二、同時跟長久往來的客戶(十年以上)客戶對該品牌的評價均呈現高顯著性的正面結果。
質化訪談建構分析結果兩家控制閥廠商均最重視「技術」層次的提升、雙方均最注重新產品開發，與針對各自他們目標市場新技術的了解。但是台灣質化訪談雙方公司總經理於訪談中均告知目前較為注重不過度變動目前管理方式，也就是說透過「管理」方式強化初階與中階幹部對於操作性資源的持續了解目前並非兩家訪談公司的首要認知。量化問卷ANOVA單變量分析只出現三點顯著性項目，透過「管理」與「技術」所能累積的公司操作性資源，也能於實務應用在為新客戶品牌介紹、以及為舊有十年以上合作經驗的客戶提供服務造成高滿意度上。
這是一個由「管理」主導員工針對該控制閥產業隱性知識與技術(操作性資源)的吸收與強化，同時有效強化與促進控制閥製造廠商的新客戶認識台灣控制閥品牌，並讓舊客戶群具有更好的滿意度的工業行銷關係的過程。

The main purpose of this study is trying to find out the key factors that will affect the marketing strategies of pressure control valve’s industrial in Taiwan. The qualitative research results show that both control valve manufacturers attach great importance to the improvement of technology (skill) level, and both of ZT Valve and SK Valve pay most attention to product development and technology (skill) understanding. The relationship between product development and technology (skill) is closely related, and it is related to their respective competitive companies. It is highly related to whether they can continue to face the high competition from other competitors in the control valve industry in the future.
Quantitative questionnaire showed three significant effects, respectively, management factor (when act as control variables) can affect the company employees' attention to operant resources (hidden knowledge and technology) is highly significant. Secondly, the depth knowledge of the technology (when act as the control variable) can affect the two points for the sales personnel or technical personnel to introduce the product, and for more than ten years cooperated customers who with well trained skills & knowledge of control valve can win more trust and related satisfaction.
This confirmation also made me realize that through management, we can deeply teach operant resource that is knowledge and skills of control valve industry to the company’s primary and middle-level managers. This is an indirect but has significant effect for strengthening the relationship between control valve manufacturers and their new & old customers.

摘要 ...........................................................................................................I
Abstract ............................III
第一節、 研究背景與動機 6
第二節、 研究目的與研究問題 9
第貳章、 文獻探討 11
第一節、 關於服務(Service) 11
第二節、 關於價值(Value) 16
第三節、 關於系統(System) 19
第四節、 關於互動(Interaction) 24
第五節、 關於資源(Resources) 27
第參章、 研究方法 33
第一節、 研究架構 33
第二節、 橫向質化訪談 38
第三節、 垂直質化訪談 63
第四節、 量化分析探討 79
第肆章、 結論與建議 87
第一節、 實務研究發現 87
第二節、 量化研究結論 91
第三節、 未來研究建議 94
參考文獻 95
附錄一、 量化問卷 101
 

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