摘 要
台灣資訊科技產業在與國際大廠長期代工合作分工下，從單純之製造加工，培養出了從設計、製造、甚至於掌握到所有後勤支援之全球運籌能力，因此造成國際大廠及中小型系統整合商，通路商等為了爭取商機及提高其競爭力，而積極主動來台尋求IPO合作伙伴，以便擴大在台灣之採購規模。
本論文將以國際採購辦公室(IPO)在台灣的策略及經營方式為主要研究對象，從全球IT產業的現況，來探討IPO在台灣供應商與國外客戶之間所扮演的角色。透過個案公司的分析，探討IPO應該如何隨著市場變遷，即時調整方向；面對全球個人電腦市場越趨競爭，如何避免生存空間的壓縮；在專業分工趨勢之下，IPO如何利用所有供應商的資源，共同開發有效的供應鏈資訊與解決方案，以滿足國外客戶的需求。
1980年代，全球電腦業由Apple II時期的封閉性架構為起源，帶動台灣資訊科技業開始起飛，當時台灣許多公司爭相推出Apple II相容機種的商品，如宏□小教授、神通之小神通等。後來受到蘋果電腦提出專利權的約束，導致這些公司不得不修改或停止推出Apple II相容機種商品。而1983年時，藍色巨人(IBM) 制定個人電腦XT標準，推出之個人電腦大受歡迎，並以非常低之權利金授權台灣廠商生產與IBM相容之個人電腦，因此市場需求由原來封閉性架構快速轉變至開放性架構，因而創造龐大商機，台灣廠商就在此時開啟PC產業方面的蓬勃發展，成為全球電腦出口霸主。
本研究透過IPO在供應商與客戶彼此間依存關係的分析，來了解產業結構與競爭的因素，釐清產業所處的競爭環境，並建構整體的競爭策略。主要的目的是分析
1. IPO如何在供需雙方間做好橋樑的角色，以及
2.研究市場競爭之變化對IPO的生存影響及分析
強化IPO與供應商及國外客戶之間的依存關係，台灣IPO要不斷提升本身的競爭力，首先應注重供應商品質與服務的改善，其次要設法將國外客戶與台灣供應商之間原本單純的買賣關係，透過IPO的牽成，進階成為雙贏共存的策略伙伴關係；更要以主動提供加值服務，努力提升技術核心能力為本，全力協助國際系統商而成為其成功關鍵競爭優勢，以突顯現今IPO存在的價值與目的。

Abstract

Taiwan IT suppliers has cooperated with international big customers for a very long term period, starting from simple sub-manufacture only, trained from sub-design and sub-manufacture process, finally knew how to do design and manufacture by themselves, also hold on the ability on global logistics support, thus it is attractive for those international big customers and medium-scale system integrators or traders, in order to catch for the business opportunity and raise up their competitions, these customers come to Taiwan and try to seek IPO cooperative partner so as to expand their scale of purchasing in Taiwan.

This article focused the strategy and working pattern of International Purchasing Office (IPO) should do in Taiwan. From the developing status of global IT industry field, discuss the appearance of IPO in Taiwan and the role of IPO should do between Taiwan suppliers and the foreign customer.
By way of the analysis and study from the case company, it is discussed how IPO should adjust its direction immediately according to the market changes; When facing on the seriously competition of global PC market, and meager profit, how IPO should act so as to prevent the compression of the living space; Under the fully supports by Taiwan sub-suppliers, how should IPO do to utilize the resources of all suppliers, develop the useful supply chain information and effective solution so as to offer and meet foreign customer's demands immediately.

In the initial stage of 1980 times, the global computer industry was starting from Apple II close structure computer, it droved Taiwan IT industry, at that time a lot of companies to develop Apple II compatible computers, such as Acer, the small professor, Mitac, little magic, etc.. While, proposed the restraining of its patent right by the Apple II computer, caused these Taiwan companies have to revise or stop their goods. The good thing is, in 1983, IBM define the standard of the PC, owning to IBM PC is very popular at that time and IBM authorized the Taiwan manufacturers to produce with IBM compatible PC with very low patent right money, so market demand was changed from close structure of Apple II computer to the open structure of IBM PC soon, therefore it created the huge business opportunity for all the manufacturers in Taiwan, it caused Taiwan become the biggest IT computer exporters in the world-wide.

Under the framework of relation between IPO, Supplier and Customer, this study uses the analysis of competition strength, finding out about the factors of industrial structure and competition, distinguish the competitive environment, build the competitive strategy. Strengthen the relation of depending of IPO with supplier and foreign customer, Taiwan IPO need to improve its own competitiveness constantly,
1'st of all, concentrate to improve suppliers' quality and service.
2'ndly, try to upgrade the relationship between Taiwan suppliers and foreign customer from simple buying-selling relation, through the helping from IPO, become the strategy-cooperate partnership. It will bring the win-win profit for both two sides. IPO needs to make great efforts to improve the technical core itself and offer the adding value service even more, help the international integrator and become its successful key competition advantage, it can prove the great value and importance of why the IPO is one of the key successful factor for the foreign customer.

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