本研究主要以中國大陸知名電信設備廠商-華為為研究對象，探討其成長轉變的歷程，從中解釋其從代理商角色一路演進至全球電信設備知名品牌業者的動態成長過程，從而解析其動態能力的演進。華為從早期代理商時期，累積相關市場及產品經驗，正值中國當地電信業商機興起之際，華為順勢跨入電信交換機自主研發生產，同期間積極與各領域知名國際大廠合作研發，設立研發實驗室，華為也因此逐步累積自主研發的核心能耐；在市場進入策略上，華為基於避開主要競爭者的進入模式，採取鄉村包圍城市策略，先選擇進入二、三線城市，進行經營通路的佈局，以優質的產品品質、平價的價格優勢，成功打開市場需求及知名度，而後續在國際化的佈局策略上，也採取同樣的策略，成功在第三世界國家取得市場優先權，累積國際化經營的經驗，並著手開始往開發中國家市場佈局。未來因應市場技術環境的變革，華為開始往雲端運算技術市場前進；同時將營運範疇跨入B2C市場，運用掌握電信上游電信解決方案技術的優勢，跨入智慧型手機市場，強化華為品牌在消費性市場的知名度，未來華為將持續朝向軟體應用市場佈局，以因應消費者多元化的需求

The case study of this article is famously telecom equipment firm “WUAWEI” in China and mainly explores the dynamic process of enterprise growth, which it has transformed from a commercial agent into a famous brand company. The period of commercial agent and development of telecommunication industry in China, WUAWEI accumulated relate market and product experiences, therefore it took advantage of entering the telecom equipment market to manufacture products. Besides, WUAWEI also actively collaborated with famous international companies to joint R&D and set R&D labs. After a period of cooperation, WUAWEI progressively accumulated core competence of R&D. In the aspect of entering market strategy, WUAWEI adopted “surround the cities from the countryside” strategy to avoid entering competitors markets. WUAWEI selected second and third tier cities to operate channel layout and made use of high grade products and parity price to successfully open market awareness. In the aspect of internationalization, WUAWEI also adopted the same strategy to successfully occupy the third world country market. In the future, WUAWEI will invest cloud computing technological market and operate inter B2C market. At the same time, WUAWEI continue toward software applications market and understand the diverse needs of customers in order to strengthen “WUAWEI” brand in the consumer market.

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