The Bonding Customer Strategy – A Case Study On Industrial Personal Computer

• Main Authors: Hung, Te-Fu, 洪德富
• Other Authors: Chengan,Tsai
• Format: Others
• Language: zh-TW
• Published: 2011
• Online Access: http://ndltd.ncl.edu.tw/handle/90834869771449072791

碩士 === 實踐大學 === 企業創新與創業管理研究所 === 99 === Industrial Personal Computer (Industrial PC, IPC) is a niche field in Information Technology (IT) Industry; it is composed by various technical components and structures and strongly relies on cooperation from chip makers. Recent years, cause people who are engaged in IPC industry would toward vertical applications by new area , low-cost and transparency price to develop new segment market , that make the target customer is no longer simply just distributor. And gradually it has being evolved into highly competitive buyer's market. At this time, Companies of the strategy need to be changed and focus on customer-oriented, to define tiers of customers beyond competition which is able to improve the company's management performance and increase profits. The case study accorded Delta Model of the theory by Arnoldo C.Hax (2010) to develop the strategic positioning in different dimensions. We distinguish the differences of value proposition with three customer's tiers, and discovered in different periods of strategy what are the value derived from the key activities of organization associated with proper resource have fitted the customers , the result represent the way of bonding customer in best strategy beyond the competition to expand cooperation of performance . The Delta Model of the theory present the result of case study said the strategy positioning of most priority in customer segmentation absolutely , secondary, the organization resource of foundation will also affect the strategy of success or failure. thus accorded the study on case of IPC company to establish strategic positioning framework , it can be as an reference for further development .