| Summary: | 碩士 === 國立臺灣大學 === 商學研究所 === 94 === The “Territory Partitioning” is a long time and common practice of international enterprises, such as IBM, HP or Dell, for effective global market management. The objectives of this thesis are to declare that the “Territory Partitioning” is actually a trap to the international enterprises in the original practice, and hence, to propose a resolving solution -- “The Cross Territory Integration Business Model”. This thesis then proposes a theoretical framework, confirms its analyses with business practices, and evaluates the resulting performance through an in-depth case study.
Our “Cross Territory Integration Business Model” is a theoretical analytical model based supply-demand theory, economy of scales, game and negotiation theory, consumers’ surplus, suppliers’ surplus profit and the partner relationship theory. The Territory Partitioning Policy has been an advantage to international enterprises, and therefore disadvantage to the buyers. We analyze how the cross territory buyers, such as Foxconn, Quanta and BenQ, can dramatically lower down the procurement cost through cross-territory auction, and even turn the bargaining power of international enterprises from an advantage situation into a trap situation. We then propose how to derive a three-win scenario for the buyers, and the two competitive agents of the international enterprises.
In this thesis, we conduct an in-depth case study to confirm with our analysis. This case study provides not only the confirmations with our theoretical reasoning, but also the execution strategies as well as the resulting quantitative and qualitative performance in practice.
“The Cross Territory Integration Business Model” is not only implemented in the great China area by international enterprises in Taiwan, but also copied and adopted by those in other countries, such as Japan, Korea, as a strategic change to further serve their cross territory buyers. This thesis shows that our “Cross Territory Integration Business Model” is an advanced global market management strategy to resolve the global sales conflicts due to the cross sales in the cross territory situation.
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