Abstract
Domestic semiconductor industry for over twenty years of development history, the government's support and encouragement policy, industry is flourishing, has Taiwan to the world stage, and plays an important leader role in the semiconductor industry chain. It is a technology-intensive, capital-intensive and highly concentrated specific industry. In an increasingly competitive, while how to successfully play the "Science and Technology Services" provider, is a common problem for all semiconductor equipment manufacturers. The bigger the stronger in client, to implementation of key account management policy is a necessary for the equipment venders. For the study of the past, key account management, focusing on the "overall organizational policy management " and " measurable business benefits", some are based on "enterprise resource allocation" and the way of profit acquirement. In terms of customer satisfaction, said the "perceived customer value" and the importance of “customer loyalty”. This research focuses on the ways to strengthen the "partnership" aspect as a starting point, not just to meet customer demand. Enterprises should consider proactive actions and positive relationships, in order to have long-term developing strategy. Only passively waiting for client needs will lead to the risk of losing the initiatives in the competitive business environment. Why is it important to build partnerships? Imagine if the customers become friends, or even a partner with consistent target, customers will take the initiative to care about mutual goals and interests, will focus on maintaining long-term relationships. Learned from the literature in relationship quality is very high value but intangible assets, and the relationship building is conducive to maintaining long-term relationships between customers and providers. This study added the discussion of “partnership” and proposes to strengthen the relationship between the relevant practices, making a new indicator of key account management.