本研究聚焦於S公司，一家專注於彈簧機設備研發與製造的中小企業。公司以技術創新和經驗傳承為核心競爭力，主要是台灣及國際市場開展外銷業務。近年來，隨著全球製造業向智慧化、自動化轉型，彈簧機設備市場需求持續增長，但S公司也面臨諸多挑戰。其中，代理商管理方面出現了價格競爭激烈、代理商付出與回報不成正比等問題，嚴重影響了公司的利潤和市場穩定性；同時，公司內部的經驗傳承面臨難題，如何將老一代員工的技術與管理經驗有效傳遞給新一代員工，成為企業持續發展的關鍵。
為應對上述挑戰，本研究通過案例分析法，結合質性訪談和商業模型分析，深入剖析S公司的商業模式、技術創新能力以及代理商管理模式。希望通過研究發現，優化代理商激勵機制、加強品牌建設和提升經驗傳承效率是公司實現可持續發展的關鍵並希望通過建立動態激勵機制，可以有效提升代理商的積極性和忠誠度，增強市場穩定性；通過加強經驗傳承，可以確保企業技術、管理和市場能力的持續提升，為企業的長期發展奠定基礎。
本研究進一步提出針對性建議，包括優化代理商激勵機制、加強品牌建設、深化技術創新以及拓展市場管道。這些措施旨在幫助S公司在激烈的市場競爭中提升核心競爭力，實現可持續發展。研究結果不僅對S公司具有重要的現實意義，也為其他中小企業在類似情境下提供參考和借鑒，助力企業在複雜多變的市場環境中保持領先地位。

This study focuses on S Automation Company, a small and medium-sized enterprise (SME) specializing in the research, development, and manufacturing of spring machine equipment. The company’s core competitive advantages lie in technological innovation and the inheritance of expertise. It primarily engages in export business, targeting both the Taiwanese and international markets.
In recent years, as global manufacturing transitions toward intelligent and automated production, the demand for spring machine equipment has continued to grow. However, S Automation Company also faces numerous challenges. One major issue is distributor management, where intense price competition and a disproportionate return on investment for distributors have significantly impacted the company's profitability and market stability. Additionally, the company struggles with knowledge transfer, as effectively passing down the technical and managerial expertise of senior employees to the next generation has become a crucial factor in its long-term development.
To address these challenges, this study employs a case study approach, incorporating qualitative interviews and business model analysis to examine S Automation Company's business model, technological innovation capabilities, and distributor management strategies. The research aims to identify key solutions such as optimizing distributor incentive mechanisms, strengthening brand development, and improving knowledge transfer efficiency. It is expected that by establishing a dynamic incentive system, the company can enhance distributor motivation and loyalty, thereby increasing market stability. Furthermore, by improving knowledge transfer, the company can ensure continuous advancement in technology, management, and market capabilities, laying a solid foundation for long-term growth.
This study further proposes targeted recommendations, including optimizing distributor incentive mechanisms, enhancing brand development, deepening technological innovation, and expanding market channels. These measures aim to help S Automation Company strengthen its core competitiveness in a highly competitive market and achieve sustainable development. The findings of this research not only hold practical significance for S Automation Company but also serve as a valuable reference for other SMEs facing similar challenges, enabling them to maintain a leading position in an increasingly complex and dynamic market environment.

論文審定書 i
摘要 ii
Abstract iii
目錄 v
圖目錄 vii
表目錄 viii
第一章 緒論 1
第一節 研究背景與動機 1
第二節 研究目的與意義 2
第三節 研究範圍與問題 5
第二章 文獻探討 7
第一節 經驗傳承相關文獻 8
第二節 代理商相關文獻 9
第三節 代理商管理 10
第四節 公司介紹 11
第五節 S公司組織架構 12
第六節 S公司面臨的困難與挑戰 15
第三章 研究方法 17
第一節 研究範圍 17
第二節 研究設計 18
第三節 SWOT分析 19
第四節 STP行銷模型分析 21
第五節 PEST分析 22
第六節 數據來源和樣本選擇 25
第四章 研究結果與分析 27
第一節 以質性分析訪談結果 27
第二節SWOT分析結果 32
第三節 STP分析結果 41
第四節 PEST分析結果 47
第五章 結論 51
第一節 研究總結 51
第二節 研究限制 54
參考文獻 55

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