大连理工大学专业学位硕士学位论文
摘
要
随着中国制造业的转型发展，电子元器件产业成为现代经济的基础产业，在整体国
民经济中的地位越来越重要，也受到了国家的高度重视和大力支持。由于电子通信、智
能制造、物联网、自动化设备、区块链、新能源技术等新兴产业的不断涌现，以及国内
整体消费市场不断壮大，在产业重心转变、新技术、新材料的推动下，带动了整条产业
链的需求，给电子元器件产业创造了更大的市场空间，同时给作为供应链中间的分销商
带来了新的挑战。
本篇论文以深圳 YBX 公司作为研究对象，该类型小微企业在电子元器件分销行业
普遍存在，具有一定的代表性。通过 YBX 公司的实习与多次访谈，对公司分销业务的
经营现状有了一定了解，结合研究对象的创业过程、发展历程对案例正文进行了编撰。
再从电子元器件行业背景与分销商发展了解本论文的研究背景。在案例分析阶段，首先
查阅了大量战略管理相关理论，再通过 PEST 分析与波特五力对 YBX 公司发展的外部
环境进行分析，然后着重对公司进行内部分析，最后通过 SWOT 矩阵分析方法对产品
的细分市场以及企业的优劣势、机会与挑战进行归纳研究。通过一系列分析研究后发现
电子元器件独立分销在产业链的夹缝中生存，虽然有其生存之道，但竞争优势极不明显，
若想进一步发展壮大必须认真思考战略转型的方向。在此研究基础上，在 SWOT 分析
中对四种组合战略进行了系统的分析，提出了现阶段应采取扭转型 WO战略弱化企业内
部劣势来迎接市场大好机会。长远发展来看将以 WT战略和 SO战略为辅，处理好外部
威胁与内部劣势带来的风险让企业更好地存活，充分发挥好企业优势，做好充足准备顺
势抓住市场机会来实现稳步增长。通过稳定现有的渠道与客户、扩大授权代理范围与体
量来实现从独立分销商向授权分销商的转型，对企业自身资源规划，将自主优质品牌发
展作为公司的长远发展目标。并提出转型过程中可能需要的相关保障措施。
面对竞争环境日益复杂激烈的电子元器件分销行业，希望本论文的研究无论是对该
行业中艰难前行的小微企业，还是对于刚刚进入或正准备进入电子元器件分销行业的公
司都能有一定的参考价值。
关键词：电子元器件；分销商；战略转型
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YBX公司元器件分销业务战略转型案例研究
A Case Study on the Strategic Transformation of YBX's Component
Distribution Business
Abstract
With the transformation and development of China's manufacturing industry, the
electronic component industry has become the basic industry of the modern economy, It plays
an increasingly important role in the overall national economy and has also been highly valued
and strongly supported by the state. Due to the continuous emergence of new industries such as
electronic communications, intelligent manufacturing, Internet of Things, automation
equipment, blockchain, new energy technology, and the continuous growth of the overall
domestic consumer market, the shift in the industry’s focus, new technologies, and new
materials has driven The demand of the entire industrial chain has created a larger market space
for the electronic components industry, and at the same time it has brought new challenges to
distributors as the middle of the supply chain.
This thesis takes Shenzhen YBX Company as the research object. This type of small and
micro enterprises generally exist in the electronic component distribution industry, which is
representative. Through the internship and many interviews of YBX company, I have a certain
understanding of the current situation of the company's distribution business, and compiled the
case text based on the entrepreneurial process and development history of the research object.
Then I understand the research background of this thesis from the background of the electronic
components industry and the development of distributors. In the case analysis stage, first
consult a large number of strategic management related theories, then analyze the external
environment of YBX company development through PEST analysis and Porter’s Five Forces,
then focus on the internal analysis of the company, and finally use the SWOT matrix analysis
method to analyze the product The market segments and the advantages and disadvantages,
opportunities and challenges of enterprises are summarized and studied. After a series of
analysis and research, it is found that the independent distribution of electronic components
survives in the cracks of the industrial chain. Although there is a way to survive, the
competitive advantage is extremely low. If you want to develop further, you must seriously
think about the direction of strategic transformation. On the basis of this research, the four
combination strategies are systematically analyzed in the SWOT analysis, and it is proposed
that the reversing WO strategy should be adopted at this stage to weaken the internal
disadvantages of the enterprise to meet the great opportunities in the market. In the long-term
development, WT strategy and SO strategy will be supplemented, and the risks brought by
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大连理工大学专业学位硕士学位论文
external threats and internal disadvantages will be dealt with so that the company can survive
better, give full play to the advantages of the company, and be fully prepared to take advantage
of the trend and seize market opportunities to achieve stability increase. Realize the
transformation from independent distributors to authorized distributors by stabilizing existing
channels and customers, expanding the scope and volume of authorized agents, planning the
company's own resources, and taking the development of independent high-quality brands as
the company's long-term development goals. And put forward the relevant safeguard measures
that may be needed in the transformation process.
Facing the increasingly complex and fierce competition in the electronic component
distribution industry, I hope that the research in this thesis can be applied to small and micro
enterprises that are struggling in this industry or to companies that have just entered or are about
to enter the electronic component distribution industry. There is a certain reference value.
Key Words：Write Criterion; Typeset Format; Master’s Degree Thesis
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