中国专精特新制造企业国际化路径探究：基于安索夫矩阵的多案例研究

doi:10.16382/j.cnki.1000-5579.2023.05.014

摘要/Abstract

摘要：

国际化发展是专精特新制造企业持续成长的重要动力。基于对宇视科技、金洲精工、亿华通等3家企业的案例研究发现：产业成熟度、海内外需求差异、自身技术禀赋共同影响它们国际化初期的路径选择，这种选择可以结合权变理论与安索夫矩阵加以解释。当产业成熟、内外需求差异小、自身技术禀赋存在优势时，企业优先以老产品进入国际新市场，选择“市场开发”路径；当产业成熟、内外需求差异大、技术禀赋高但与国际需求失配时，企业需要研发新产品来“出海”，采取“产品开发”路径；当处于新兴产业、海内外需求有待激发、企业需要借助全球知识资源形成技术禀赋时，建立全球研发网络至关重要，应采取“技术合作”路径。随着国际化深入，权变因素可能发生变化，国际化路径也会动态更新。

关键词: 专精特新企业, 制造企业, 企业国际化, 安索夫矩阵, 权变理论

Abstract:

Internationalization is an important driving force for the ongoing expansion of “Specialized, Special New” firms. Based on case studies of Uniview, Jinzhou, and SinoHyTec, we discover that industry maturity level, differences in domestic and international demand, and firm-specific technological capabilities all influence initial path choices for internationalization, as explained by the combination of the contingency theory and Ansoff matrix. When the industry is mature, the disparities between domestic and international demand are modest, and the firm has a technological advantage, the firm prioritizes accessing international new markets with current goods, following the “market development” path. When the industry is mature, the differences in domestic and international demands are significant, and the firm is well endowed with technology but mismatched with international market demand, it needs to develop new products before going international, adopting the “product development” path. When the firm operates in an emerging industry with untapped domestic and international demands and needs to leverage global knowledge and resources to establish technological capabilities, a global R&D network becomes paramount, and the “technology cooperation” path should be adopted. As internationalization progresses, contingency factors may change, and internationalization paths will be dynamically modified.

Key words: “Specialized, Special New” firms, manufacturing firms, internationalization, Ansoff matrix, contingency theory

彭泗清, 高原, 王锐. 中国专精特新制造企业国际化路径探究：基于安索夫矩阵的多案例研究[J]. 华东师范大学学报(哲学社会科学版), 2023, 55(5): 154-169.

Si-qing PENG, Yuan GAO, Rui WANG. Exploring the Internationalization Path of Chinese “Specialized，Special New” Manufacturing Firms：A Multi-Case Study Based on Ansoff Matrix[J]. Journal of East China Normal University (Philosophy and Social Sciences), 2023, 55(5): 154-169.

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	宇视科技	金洲精工	亿华通
成立时间	2011年	1986年	2012年
企业前身	杭州华三通信技术有限公司存储及多媒体事业部	初期从事硬质合金业务， 20世纪90年代转向PCB工具主业	清华大学校办企业
企业定位	全球AIoT产品、解决方案与全栈式能力提供商	全球领先的微型刀具企业	中国燃料电池系统研发与产业化的先行者
细分行业	视频安防	硬质合金微型钻头、铣刀及 IT用行业精密刀具与模具	新能源汽车燃料电池系统研发及产业化
国际化主要目标	争取全球市场份额	争取全球市场份额	触达并学习前沿技术
国际化建设成果	稳居全球视频监控市场第四位	全球销量第一	设立国际研发中心；与丰田合资建厂；拿到国际订单

企业	访谈时长	访谈稿字数	受访者人数	访谈关键信息
宇视科技	3 890分钟	14.7万字	5人	?企业国际化理念与关键决策点 ?海内外市场生态的对比 ?海内外市场产品策略的比较 ?海外市场进入模式 ?海外市场遇到的问题和应对 ?全球客户响应体系 ?国际环境波动的应对
金洲精工	1 309分钟	6.2万字	4人	?企业发展历程 ?全球市场行业竞争格局 ?国际客户画像与服务过程 ?与国际行业领军企业的竞争情况 ?企业的优势以及实现方法 ?企业国际化过程中技术研发的需求与发展
亿华通	2 218分钟	10.9万字	2人	?全球产业格局的新发展 ?海外竞争对手情况 ?研发国际化相关布局 ?海外市场的渗透
总计	7 417分钟	31.8万字	11人

	宇视科技	金洲精工	亿华通
产业成熟度	成熟	成熟	新兴高科技制造业
产业特征	国内竞争格局固化，开拓国际市场重要	电子信息产业的配套环节，下游产品技术迭代快	前沿技术迭代快，尚未量产；各国在技术、基建、政策等环节各占优势，利于取长补短
出海前企业技术禀赋	技术积累具备优势，领先国际水平	技术积累具备优势，但与海外市场中价值链高端的下游需求失配	有一定技术积累，但需持续追赶加拿大和日本领军企业；上游材料、元器件等外源依赖比较严重
海外目标客户新需求特征	以个人与企业为主，与国内政府投资市场相比，没有带来研发挑战	存在加工高端PCB产品的新客户，对上游PCB工具技术要求高	新兴领域，需求处于发展阶段
国际化实现模式	市场国际化：将现有产品线复制到海外市场，根据市场反馈快速调整	市场国际化：与现有客户合作迭代新产品，形成新技术路线，满足海外需求	研发国际化为主：（1）海外研发中心（2）产学研合作国际化（3）与丰田合资合作市场国际化为辅：以政府支持和氢气供应为标准选择市场，尝试渗透
国际化初期策略	基于“市场开发”的市场全球化	基于“产品开发”的市场全球化	基于“技术合作”的研发全球化带动市场全球化
安索夫矩阵	老产品开拓国际市场	新产品适应国际市场	新技术孕育新产品及新市场