臺灣博碩士論文加值系統

本論文嘗試從資源基礎面來研究本個案的軟體公司甲骨文的經銷加盟體系，對於個案公司在2004年底的購併擴張策略的反應與變化。世界各地的經銷加盟廠商在個案公司所購併的廠商結合後，重新評估自身商業利益以決定是否持續的簽署經銷加盟合約，當遇到衝突的情況時就會退出加盟體系。同樣的，當尚未簽署經銷加盟的廠商認為此一結合有助於本身的業務推動時，就會加入個案公司的經銷加盟體系。
本研究以個案方式對於購併策略在世界各區域的經銷加盟體系的影響分析，以瞭解軟體產業在購併事件發生後，各個區域的經銷加盟生態所產生的變化，並且分析個案公司面對各區域經銷加盟體系的消長，如何依照擴張策略提出相對應的行動方案，以追求購併策略能落實成功。

This thesis tries to research the Oracle acquired Peoplesoft case study of the impact of partner networks on expansion strategy via acquisition. The company start a stream of acquisitions in year of 2004. The thesis will analyze the influence on the size of the partner network and reaction of the case company to accomplish their expansion strategy. After the merge event, the existing companies in partner network will re-evaluate the joint value to decide whether the new joint company is good to support their business. If there is business conflict, the company will not renew the contact. Meanwhile, the company outside the partner network will also evaluate the values if they join the new company’s partner network. In this case, the ecosystem of the partner network will change.
This thesis use case study approach to analyze the impact to the partner network before and after the merge and acquisition event. In order to maintain the strength of both companies, we also analyze what actions the company takes to properly allocate their resource and implement their strategy to make sure their merger and acquisition expansion strategy successful.

中文摘要 ………………………………………………………………… i
英文摘要 ………………………………………………………………… ii
目錄 ………………………………………………………………… iv
表目錄 ………………………………………………………………… v
圖目錄 ………………………………………………………………… vi
一、 緒論…………………………………………………………… 1
1.1 研究動機……………………………………………………… 1
1.2 研究目的……………………………………………………… 1
1.3 研究範圍……………………………………………………… 2
1.4 研究內容與流程……………………………………………… 3
二、 文獻探討……………………………………………………… 4
2.1 購併…………………………………………………………… 4
2.2 購併的效果…………………………………………………… 4
2.3 購併價值……………………………………………………… 5
2.4 綜效…………………………………………………………… 6
2.5 結合行為與資源達成公司策略……………………………… 6
2.6 經銷商的衝突與效果………………………………………… 8
2.7 產業回顧……………………………………………………… 11
2.8 甲骨文協銷夥伴網路(Oracle Partner Network)……………… 20
2.9 影響經銷商的因素…………………………………………… 20
2.10 運用經銷商的機動性產生競爭優勢………………………… 22
2.11 經銷商加盟的原因…………………………………………… 23
三、 研究方法……………………………………………………… 25
3.1 樣本資料名詞定義…………………………………………… 25
3.2 樣本資料來源………………………………………………… 31
3.3 分析方法……………………………………………………… 32
3.4 研究架構……………………………………………………… 33
3.5 研究假設……………………………………………………… 35
3.6 分析步驟……………………………………………………… 35
四、 實証研究……………………………………………………… 36
4.1 全球及四大區域經銷加盟趨勢比較………………………… 36
4.2 第一次加盟比較……………………………………………… 43
4.3 持續加盟比較………………………………………………… 48
4.4 CP家數下降原因探討………………………………………… 52
4.5 購併一年後持續加盟比率明顯下滑與亞太區下降最多原因探討…………………………………………………………… 55
五、 結論與建議…………………………………………………… 56
5.1 結論與建議…………………………………………………… 56
5.2 研究限制與後續研究建議…………………………………… 58
5.3 管理意涵……………………………………………………… 59
參考文獻 ………………………………………………………………… 60
附錄一 英文縮寫對照………………………………………………… 61

英文：

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中文：

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30. 魏啟林，台灣廠商跨國經營之購併策略分析，台灣企業國際化研討會，1992年
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