本研究以電機製造商透過集團內的分公司在中國所建立的銷售通路以擴大營業規模為題，探討中國經濟轉型為電機產業所帶來的機會，以個案研究法，深度分析個案公司所建構的通路營運現狀並從產業內標竿企業的通路模式歸納出電機產品在中國的經營成功模式—掌握政府政策、產業聚落資訊及合作通路商所具備進入行業的能力，製造商代表的銷售部門應積極地參與行業及設備製造商開發及行業內重點客戶的選擇以達到有效的行業覆蓋，最後從策略競爭角度給予個案公司後續營運發展建議，讓有意在中國發展銷售通路之業者做為參考。;This study examines the growth opportunities in the electrical industry resulting from transformation of the Chinese economy. The case study method is utilized to deeply analyze the current distribution channel operations of the case company. The following successful models for the benchmark company in this industry are summarized: follow governmental policy, industry cluster information and the required expertise for distribution channel partners closely, actively join R&D and marketing activities to come up with a differentiation strategy along with some critical dimensions, and carefully choose the industries to enter.
