中国电子元器件分销商的核心竞争力分析——以安富利公

上海交通大学硕士学位论文中国电子元器件分销商的核心竞争力分析—以安富利公司为例姓名：蔡卡敦申请学位级别：硕士专业：工商管理（MBA）指导教师：黄沛20030608123’FIRSTLY,viaintroducingcurrentsituationofelectroniccomponentmarketandthedistributorsinthisfield,thearticlepointedoutthatthedistributorsshouldfocusonvalue-addedserviceandtechnicalsupporttoincreasemarketshare.Then,thearticleclarifieshowdistributorsshouldprovidevalue-addedserviceandtechnicalsupportforsuppliersandcustomersaswell.Finally,thethesisexplainedhowtheinternationalelectroniccomponentdistributorAvnetbuildsitscorecompetitivenessinChinamarketviaprovidingthetechnicalsupportandvalue-addedservices.ByintroducingthecorecompetitivenessofAvnet’soperationandclarifyingitsvalue-addedservicesandtechnical4support,wecanconcludethatcorecompetitivenessofthedistributorinthisfieldshouldlieinthefollowingthreeaspects:1.Coreproduct:theabilityofprovidingvalue-addedservice2.Coretechnology:theabilityofprovidingtechnicalsupport3.Corecompetence:opportunityidentificationAstothecoreproduct,thearticleillustratesthatkeyaccountmanagementandaccuratemarketforecastshouldbenecessaryforprovidingvalue-addedservice.Thisarticleisbasedonthetheoriesofdistributionandcorecompetitiveness,andalsobasedonthestudyofsomanycasesaccumulatedduringtheseyearsIhavebeendevelopingthemarketingexperiencesinthisfield.KEYWORDSdistributor,electroniccomponent,corecompetitionvalue-addedservice,technicalsupportMBA140WTOMBA2MBA3PlaceChannel5MBA4MBA51998199641015.7131-11989199319941995199419951020144031.8%39.21996199810.91999149022.12000205037.1%38.93024.120.9%199590INTERNETMBA6102020011.335%-40%10%-15%76%Fig.1-1GlobalElectronicrevenueMBA7WTOMBA8Table1-1DifferencecomparisontablefortwokindsofmotivationmodelMBA928MBA10MBA1120901990MBA12•MBA132-1INTELNATIONALAMDHITACHI20MBA14OEMMOTOROLA16DRAGONBALLPDAMBA15ADIADIMEMEC2-2MBA16ICMBA1790120820LCD18MBA18GPSGPS1MBA19TCL2155MBA20MEMECDVDFAIRCHILD0380STINFINEON0380MBA211INTELCPUINTELCPUX86PENTIUM,PII,PIII,PIVPC2R&DDSPADSLTFTTVMBA22MEMECFPGAASICPLD/OTPMBA23MBA24MBA25MBA26PCPCPC650420320300280250210150120603-12002Table5-1RevenueStatforthemostpopulartendistributorsinY2002MBA273-2MBA28’MBA29MBA30403-3MBA31Fig3-4Avnet‘sroleorientationMBA32MBA3312345121234-1Fig4-1ThestructureforAvnet’scorecompetitionMBA34802020TEAM,DESINGIN2000INTELPHILIPSERCISSONMBA352000PDAPDA4MBA36PHILIPSMBA3720ADIMICROCHIPADI70MBA38ADSLADSLADSLADSLADSL23C20009110ADITTPADITTPTCLMBA3919992000627462530PC2000MBA40MBA41CHIPSET11DESIGNWINDESIGNWINMBA42ADIPCBADIEPSONLCDPANASONIC4173.9504270108Table4-1PartNumberandpricelistofAvnetproductinPowerMeterAD7755ADIU$1ADM483EADIU$0.3RTC4553ACEPSONU$0.8PT7D7511PERICOMU$0.1BR2330PANASONICU$1.5SIC1510EPSONLCDU$0.2U$3.9MBA43Table5-2RevenueStatonpowermetermarketsegment199920002001U$72U$670U$1320151312541DVDPDAFig.5-1RevenueStat.forpowermetersegmentMBA44IICSHOWMBA45LOGICLEDLEDLEDMBA4678LEDLED210LEDSMARTPHONEPDAGSMSMARTPHONEGSMGSM8015MBA47BELLINTELADIINTNETMBA48PANASONICVARATAPANASONICPANASONICPANASONICPANASONICINTENETCHIPCENTERQUESTLINKMBA49WTO401MBA5023MBA511199723200142001520026LouisW.Stern/AdelI.E1-Ansary/AnneT.Coughlan200172000820029B200110.199911.200212.199113.199014.200015.200116.200017.MBA52200018.199819.中国电子元器件分销商的核心竞争力分析——以安富利公司为例作者：蔡卡敦学位授予单位：上海交通大学本文读者也读过(10条)1.成功的电子元器件独立分销模式--AmericaⅡ[期刊论文]-世界电子元器件2001(10)2.张占星博韦尔公司技术竞标策略分析[学位论文]20053.苏信凡浅析电子元器件现货分销过程中的备货管理策略[期刊论文]-电子元器件资讯2008(12)4.周凌俐.韩轶.ZhouLingli.HanYi提升中国电子元器件和集成电路分销商供应链竞争力的管理策略[期刊论文]-价值工程2007,26(7)5.张垚国营展览公司如何保持竞争优势[学位论文]20036.闫雨宁阳馆藏一宝——龟山砚[期刊论文]-山东档案2008(1)7.李健仪器厂商的分销渠道策略调整[期刊论文]-电子产品世界2010,17(4)8.邓皓上海石化应对加入WTO新挑战的HR管理对策[学位论文]20039.胥京宇迎接半导体新挑战我有我方式——访富士通集团全球高级副总裁、电子元器件事业部总裁藤井滋先生[期刊论文]-世界电子元器件2006(12)10.周卫红中小型IC原厂渠道策略:门当户对选择代理商[期刊论文]-电子元器件资讯2009(7)引用本文格式：蔡卡敦中国电子元器件分销商的核心竞争力分析——以安富利公司为例[学位论文]硕士2003