台灣中小企業不乏隱形冠軍，惟受限於企業能力與資金，面臨更複雜的顧客需求時，常仍尋求籌組策略聯盟以整合資源和能力來滿足其需求。本研究針對國家隊，即同國籍互補性策略聯盟，探討企業如何管理其聯盟，以避免統計上以往2年內過半的失敗率，並帶領中小企業進軍國際，建立顧客價值競爭優勢。為此本文採深入訪談方式，以台灣某紡織設備業策略聯盟染整A-Team為對象研究，期盼補足策略聯盟繁多研究中卻意外稀少的國家隊管理領域。本文結論指出企業以策略聯盟的方式提供總體解決方案來創造顧客價值競爭優勢時，不只需要考量在市場導向、知識管理、與顧客關係管理等三項組織能力其中知識的流動，尚須考量資源能力分享與互補以及利益衝突管理。故在最大化A-Team整體利益的前提下，須有第四個面向，即「團隊導向 (Team Orientation)」之考量。

With limited capabilities and funds, Taiwanese SMEs turned to strategic alliances for better resources integration to create superior customer value. That value is more likely to meet the more sophisticated customer’s needs in the globe. This paper aimed at the management in industrial national team, complementary strategic alliance. This study tried to figure out how the strategic alliance can avoid failure, entering international markets, and accomplishing customer value competitive advantage. Therefore, this paper applied a depth-interview to look into a Taiwanese strategic alliance in textile industry with its “A-Team” total solutions. In conclusion, the strategic alliance revealed that enterprises should not only take market orientation, knowledge management, CRM, but also “team orientation” into consideration in order to integrate resources for customer value creation. The fourth organizational capability includes the sharing and complementation of resources or capabilities, and management for conflicts of interests.

論文審訂書 ............................................................................................................................... i
誌謝 .......................................................................................................................................... ii
摘 要 ........................................................................................................................................ iii
Abstract ................................................................................................................................... iv
目 錄 ......................................................................................................................................... v
圖目錄 .................................................................................................................................... vii
第一章 緒論 ............................................................................................................................ 1
第一節 研究動機與背景 .............................................................................................. 1
第二節 研究問題 ........................................................................................................... 2
第三節 研究目的 ........................................................................................................... 3
第四節 研究流程 ........................................................................................................... 4
第二章 文獻探討 ................................................................................................................... 5
第一節 顧客價值 ........................................................................................................... 5
第二節 企業動態能力 ................................................................................................... 7
第三節 互補性策略聯盟 ............................................................................................... 9
第四節 紡織與染整自動化設備產業介紹 ............................................................... 13
第三章 研究方法 .................................................................................................................. 15
第一節 個案研究方法 ................................................................................................. 15
第二節 研究架構 ......................................................................................................... 15
第三節 研究對象選取 ................................................................................................. 16
第四節 資料收集方法 ................................................................................................. 16
第四章 個案分析 .................................................................................................................. 17
第一節 染整總體解決方案A-Team 介紹 ................................................................ 17
第二節 A-Team 領導企業介紹 .................................................................................. 24
第三節 染整策略聯盟A-Team 之管理 .................................................................... 27
第四節 策略聯盟管理創造顧客價值模型 ............................................................... 42
第五章 結論與建議 .............................................................................................................. 49
第一節 研究結論 ......................................................................................................... 49
第二節 研究建議 ......................................................................................................... 51
第三節 研究限制 ......................................................................................................... 52
附錄一 研究個案訪談大綱 ................................................................................................. 53
參考文獻 ................................................................................................................................ 56

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