電子零組件通路商在現今科技產業高度發展的環境下，生存愈顯困難，而一般企業管理者欲減少供應商數量，而增加與重要供應商的供應量，早已為電子系統廠的一致共識。電子零組件通路商的主要獲利來源透過各項電子零組件代理業務，但由於原廠的業績成長斜率有一定的要求，因此時常面臨強大的考驗，故行銷專案是平衡公司營運的重要關鍵，本研究的目的即在於透過文獻探討及透過專家的意見調查，建立「電子通路銷售專案成功因素層級架構」，藉由歸納出4個評定電子通路銷售專案成功關鍵因素之準則「專案管理者」、「專案成員」、「激勵和支援」、及「產品和行銷」等四個構面進行探討與建立評估準則。應用製作問卷和專家深入訪談之方法剔除不必要之因子，然後在以網路層級分析法計算各因子之權重。最後再以四個電子通路商行銷專案進行案例實證。本研究結果顯示電子通路銷售專案成功關鍵因素評量指標相對權重四大指標權重排序為： (1)專案管理者(權重值為0.346)、(2) 專案成員(權重值為0.339)、(3) 產品和行銷(權重值為0.209)和(4) 激勵和支援(權重值為0.106)。最後在實證分析中四個案例實證中顯示，越能掌握權重高的成功因素之專案，其專案達成度越高。專案領導者各項能力和專案成員之工作滿意度為最重要之關鍵因素，在實際個案驗證後，發現能確切掌握這兩大環節之個案其成果皆能達成經營決策層的目標。

Project management is a necessity for electronic component distributors to maintain a competitive advantage in the face of market pressures. This is especially the case in the high- tech industry, where product lifecycles are short. A model was use to evaluate the contribution of critical success factors on the performance of projects in the electronic component distributors. The primary objective of this research was to develop a comprehensive framework for evaluating critical project success factors for electronic component distributors. The second objective was to identify and prioritize critical success factors using the analytical network process (ANP). The third objective was to verify the effectiveness of the ANP model. The results indicate that job satisfaction is perceived as the most important success factor, followed by project schedule control, market segment, project planning, bonus, and project communication and coordination.

目錄	I
圖次	III
表次	IV
第一章 緒論	1
1.1 研究背景	1
1.2 研究動機	5
1.3 研究目的	7
1.4 研究流程	8
第二章 文獻探討	10
2.1 專案管理之相關理論	10
2.1.1 專案的意義與特性	10
2.1.2 專案管理之發展背景	12
2.1.3 專案管理的意涵與目標	15
2.2 專案管理知識體系應用於電子零件通路行銷專案	17
2.3 行銷專案管理的成功關鍵因素	18
2.4 分析網路程序法	24
第三章 研究方法	33
3.1 評定模式建構流程	33
3.2 網路分析程序法的步驟說明	34
3.2.1評選電子通路銷售專案成功關鍵因素之準則	34
3.2.2 建立網路層級架構	38
3.2.3 蒐集專家學者問卷設計與調查資料	39
3.2.4 求出成對比較矩陣	40
3.2.5 求算各矩陣之特徵值與特徵向量	41
3.2.6 形成超級矩陣	42
3.2.7 評定各評選準則之重要性	43
3.3 ANP問卷設計方式	43
第四章 銷售專案關鍵成功因素之評定與實證	44
4.1 電子通路銷售專案成功關鍵因素之評定模式之確立	44
4.1.1 文獻蒐集與整理	44
4.1.2 設定專家意見對於準則適合度的統計標準	45
4.1.3 選取專家群成員與進行準則適合度專家問卷調查	45
4.1.4 準則適合度問卷結果	47
4.2 專家問卷設計與調查資料	51
4.3 ANP演算分析與確認準則權重	52
4.4 分析結果說明	54
4.4.1 專案管理者	54
4.4.2 專案成員	55
4.4.3 產品和行銷	56
4.4.4 激勵和支援	57
4.5 案例實證	57
4.5.1 案例說明	58
4.5.2 案例實證分析結果	65
第五章 結論與建議	73
5.1 研究結論	73
5.2 研究建議	74
5.2.1 管理實務意涵	74
5.2.2 對後續研究之建議	75
參考文獻	77
一、中文部分	77
二、英文部份	79
附錄一 準則適合度問卷	86
附錄二 ANP問卷	91

圖次
圖1-1 研究流程圖 .................................................................................... 9
圖2-1 AHP 與ANP 之層級架構 ............................................................ 25
圖2-2 ANP 模式之未加權超級矩陣 ...................................................... 30
圖3-1 評定模式建構流程之架構 .......................................................... 34
圖3-2 ANP 法的層級架構 ...................................................................... 39
圖3-3 超級矩陣 ...................................................................................... 42
圖4-1 本研究於決策軟體中的ANP 層級模型 ..................................... 50
圖4-2 本研究於決策軟體中的ANP 網絡模型 ..................................... 50

表次
表2-1 近代專案管理發展歷史 .............................................................. 14
表2-2 行銷專案成功因素所需探討之構面與次構面 .......................... 23
表3-1 專案管理者構面之準則 .............................................................. 35
表3-2 專案成員構面之準則 .................................................................. 36
表3-3 激勵和支援構面之準則 .............................................................. 36
表3-4 產品和行銷構面之準則 .............................................................. 37
表3-5 專家問卷名單 .............................................................................. 40
表3-6 網路分析法評估尺度意義 .......................................................... 43
表4-1 準則適合度專家問卷樣本描述表 .............................................. 46
表4-2 準則適合度問卷結果統計表 ...................................................... 47
表4-3 ANP 問卷樣本描述表 .................................................................. 52
表4-4 電子通路銷售專案成功關鍵因素評估指標之相對權重 .......... 54
表4-5 專案一各構面評比 ...................................................................... 59
表4-6 專案一執行績效 ........................................................................... 60
表4-7 專案二各構面評比 ...................................................................... 61
表4-8 專案二執行績效： ...................................................................... 62
表4-9 專案三各構面評比 ...................................................................... 63
表4-10 專案三執行績效 ........................................................................ 63
表4-11 專案四各構面評比 .................................................................... 65
表4-12 專案四執行績效 ........................................................................ 65
表4-13 專案一各構面評比加權分數 .................................................... 67
表4-14 專案二各構面評比加權分數 .................................................... 68
表4-15 專案三各構面評比加權分數 .................................................... 69
表4-16 專案四各構面評比加權分數 .................................................... 70
表4-17 各評估指標權重之適切性驗證表列一 .................................... 71
表4-18 各評估指標權重之適切性驗證表列二 .................................... 72

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