電動汽車供應商之客戶開發策略分析：以X公司產品為例

NCU Institutional Repository > 管理學院 > 高階主管企管（EMBA）碩士班 > 博碩士論文 > Item 987654321/71832

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题名:	電動汽車供應商之客戶開發策略分析：以X公司產品為例
作者:	方維誠;Fang,Wei-Cheng
贡献者:	高階主管企管碩士班
关键词:	客戶開發策略;電動汽車;electrical vehicle;client development strategy
日期:	2016-06-22
上传时间:	2016-10-13 13:55:59 (UTC+8)
出版者:	國立中央大學
摘要:	近期全球乾旱、洪災、暴雪等天災頻仍，加上各種紀錄片從台灣的「看見台灣」、大陸的「穹頂之下」、美國前副總統高爾的「不願面對的真相」，民眾的環保意識，全球暖化的問題逐漸被大眾認知，對於二氧化碳的排放也開始被要求控制。從限制各國的碳排放量，到限制汽車廠生產汽車排放二氧化碳的數量，使得不使用傳統內燃機引擎的電動汽車，成為近期全球市場最熱門的產品。本研究透過個案公司成為電動汽車供應鏈的一份子的過程，由五力分析與SWOT分析剖析個案公司在集團高層對於電動車產業的支持，電動車市場需求大增等內外部能力與資源的情況下，推展出成功的客戶開發策略，以有系統地分析電動車產業供應鏈的競爭情勢，配合快速即時的產品技術設計，加上現有大陸完整的量產生產線，以上這些條件完全符合客戶對供應商的需求，成為台灣第一家打入歐美車廠關鍵零件系統的供應商，取得大陸及全球電動車龐大市場的領先地位。對於個案公司未來的發展與營業範圍的擴大，透過回顧已經完成的客戶開發策略，本研究也提供建議，在扎實產品設計與供應商系統、擴大歐美客戶基礎、增加與大陸合資車廠的合作方面上應該在未來逐步增加投入資源。本研究所整理之個案公司在資源投入與執行過程中所採行的策略，可以提供給準備進入電動車產業的廠商作為參考。;Recently drought, flood and heavy snow happen everywhere globally. Lots of documentaries, such as Beyond Beauty - Taiwan from above, under the dome, An Inconvenient Truth, showed to the public and reminded people the awareness of environmental protection. The control of country’s emission of CO2 and CO2 emission quantities from car makes the electrical vehicle which has no CO2 emission become the most popular product. This thesis analyses the process of case company becomes the supplier of electrical vehicle by Porter (1980) Five Forces analysis and Weihrich (1982) SWOT analysis. Under the internal and external factors like the supports from high managements and big demand of electrical vehicle, case company developed a successful client development strategy. With the action plan of complete electrical vehicle supply chain market survey, fast and on-time product design capability and mass production line in mainland China, case company satisfied the requirements of supplier and become the first Taiwanese supplier become the supplier of electrical vehicle key component for European and American car maker. Also win the leading place for future growing demand for mainland China and global. For suggestions of development and sales increasing of case company, complete the production line and enhance supplier base, increase customer base from European and American area and cooperate with joint company from mainland China are suggested. Summary of the resources and strategies of case company is provided at conclusion part of thesis and hope it would benefit the following company who would like to enter electrical vehicle industry.
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