2007年10月，中國實施長達9年的“手機牌照”制度取消，“山寨手機”身上的“黑色”漸漸退去，“山寨手機”搖身一變成了正規軍。而早在多年前，山寨手機如火如茶的那幾年裡，多家有着長遠發展規劃的山寨手機廠商就開始了轉型之路。例如在經歷了多年的貼牌生涯之路的天宇朗通，在2006年2月，終於拿到了國家發改委頒發的GSM/GPRS、CDMA手機生產牌照，結束了多年的山寨手機生涯。

隨著國家監管的放開，不少山寨廠商也已經“改邪歸正”，推出了自己的品牌。山寨手機已經進入的新的階段，而天宇朗通、金立等作為山寨手機的榜樣也在中國這個新興市場上佔有重要的一席之地，他們是如何成功的呢？他們又是如何走向了品牌手機的行列的呢？

本研究以中國這個新興市場為對象，對非正式經濟環境下山寨手機的代表天宇朗通、金立，和正式經濟環境下品牌手機在不同產業階段所使用的策略進行了研究。並結合文獻部分提出的創業、非正式經濟（地下經濟）以及新興市場的策略的探討，得出在中國手機產業政策的主導之下，山寨手機廠商該如何轉型，如何走向正式經濟，如何走向品牌之路。

通過研究本論文得到了以下的結論和貢獻：
天宇朗通與金立作為成功轉型的山寨企業，在產業政策限制以及科技水平落後的環境下，積極的發揮鍥而不捨的創業精神，為獲取先進的技術而不斷努力，通過合作以及自主研發，開創了中國手機產業的先河。並根據中國市場獨有的特徵，避開與國際大廠直接的競爭，轉而奮戰中國龐大的二、三線市場，取得了巨大的成功。終於影響了政府對手機產業的政策以及扶持。並經過多年品牌建設與宣傳之後，徹底摘掉了山寨這頂帽子，擠入中國品牌手機的行列。因此有了「創業奮鬥-技術研發-市場開拓-政策影響-品牌建設」的過程。

第一章 緒論
1.1 研究背景與動機……………………………………………………………1
1.2 研究目的……………………………………………………………………3

第二章 文獻探討
2.1 創業…………………………………………………………………………4
2.2 新興市場下的策略與發展模式……………………………………………7
2.3 非正式經濟下的創業……………………………………………………11

第三章 研究方法
3.1 研究架構…………………………………………………………………19
3.2 研究方法與進行方式……………………………………………………20

第四章 個案分析
4.1 天宇朗通案例分析………………………………………………………22
4.2 金立案例分析……………………………………………………………33

第五章 結論與建議
5.1 研究結論與發現…………………………………………………………40
5.2 管理上的內涵……………………………………………………………43
5.3 研究限制與後續研究建議………………………………………………44

第六章 參考文獻………………………………………………………45

Aldrich, H., & Zimmer, C. 1986. Entrepreneurship through social networks. In D. Sexton & R. Smilor (Eds.). The art and science of entrepreneurship. 3-23. Cambridge, MA: Ballinger.

Aldrich, H. E., & Fiol, C. M. 1994. Fools rush in? The institutional context of industry creation. Academy of Management Review, 19: 645-670.

Arrow, K. 1962. Economic welfare and the allocation of resources for invention. In R. Nelson (Ed.), The rate and direction of inventive activity: Economic and social factors: 609-626. Princeton, NJ: Princeton University Press.

Ashforth, B. E., & Gibbs, B. W. 1990. The double-edge of organizational legitimation. Organization Science, 1: 177-194.

Begley, T., & Boyd, D. 1987. Psychological characteristics associated with performance in entrepreneurial firms and smaller businesses. Journal of Business Venturing, 2: 79-93.

Bruderl, J., Preisendorfer, P., & Ziegler, R. 1992. Survival chances of newly founded business organizations. American Sociological Review, 57: 227-242.

Bygrave, W. D., & Hofer, C. W. 1991. Theorizing about entrepreneurship. Entrepreneurship Theory and Practice, 16(2): 13–22.

Carroll, G., & Mosakowski, E. 1987. The career dynamics of self-employment. Administrative Science Quarterly, 32: 570-589.

Casson, M. 1982. The entrepreneur. Totowa, NJ: Barnes & Noble Books.

Castells, M., & Portes, A. 1989. World underneath: The origins, dynamics, and effects of the informal economy. In A. Portes, M. Castells, & L. A. Benton (Eds.), The informal economy: Studies in advanced and less developed countries: 11–37. Baltimore: Johns Hopkins University Press.

Cooper, A., Woo, C., & Dunkelberg, W. 1988. Entrepreneurs' perceived chances for success. Journal of Business Venturing, 3: 97-108.

Cooper, A., Woo, C., & Dunkelberg, W. 1989. Entrepreneurship and the initial size of firms. Journal of Business Venturing, 4: 317-332.

DiMaggio, P. J., & Powell, W. W. 1983. The iron cage revisited: Institutional isomorphism and collective rationality in organizational fields. American Sociological Review, 48:147-160.

DiMaggio, P. I. 1991. Constructing an organizational field as a professional project: U.S. art museums, 1920-1940. In W. W. Powell & P. I. DiMaggio (Eds.), The new institutionalism in organizational analysis; 267-292. Chicago: University of Chicago Press.

Dowling, J., 8E Pfeffer, J. 1975. Organizational legitimacy: Social values and organizational behavior. Paci/ic Sociological Review, 18: 122-136.

Drucker, P. 1985. Innovation and entrepreneurship. New York: Harper & Row.

Dunne, T., Roberts, M., & Samuelson, L. 1988. Patterns of firm entry and exit in U.S. manufacturing industries. Rand Journal of Economics, 19: 495-515.

Fadahunsi, A., & Rosa, P. 2002. Entrepreneurship and illegality: Insights from the Nigerian cross-border trade. Journal of Business Venturing, 17: 397–429.

Freeman, J. H., Carroll, G. R., & Hannan, M. T. 1983. The liability of newness: Age dependence in organizational death rates. American Sociological Review, 48: 692-710.

Geertz, C. 1973. The interpretation of cultures. New York: Basic Books.

Givon, M., Mahajan, V., & Muller, E. 1995. Software piracy: Estimation of lost sales and the impact on software diffusion. Journal of Marketing, 59: 29–37.

Hannan, M., & Freeman, J. 1984. Structural inertia and organizational change. American Sociological Review, 49: 149-164.

Hayek, F. 1945. The use of knowledge in society. American Economic Review, 35: 519-530.

Hinings, R., & Greenwood, R. 1988. The normative prescription of organizations. In L. G. Zucker (Ed.), institutional pattems and organizations: 53-70. Cambridge, MA: Ballinger.

Justine W. Webb et al. 2009. You say illegal, I say legitimate: Entrepreneurship in the informal economy, The Academy of Management Review, Vol. 34, No. 3, 492–510.

Kaish, S., & Gilad, B. 1991. Characteristics of opportunities search of entrepreneurs versus executives: Sources, interests, and general alertness. Journal of Business Venturing, 6: 45-61.

Kirzner, I. 1973. Competition and entrepreneurship. Chicago: University of Chicago Press.

Kirzner, I. 1997. Entrepreneurial discovery and the competitive market process: An Austrian approach. Journal of Economic Literature, 35: 60-85.

Konstantinov, Y. 1996. Patterns of reinterpretation: Tradertourism in the Balkans (Bulgaria) as a picaresque metaphorical enactment of post-totalitarianism. American Ethnologist, 23: 762–782.

Mark C. 1995. Managing legitimacy: Strategic and institutional approaches. Academy of Management Review, Vol. 20, No. 3, 571-610

Meyer, J. W., & Rowan, B. 1991. Institutionalized organizations: Formal structure as myth and ceremony. In W. W. Powell & P. J. DiMaggio (Eds.), The new institutionalism in organizational analysis: 41-62. Chicago: University of Chicago Press.

Miles, R. H. 1982. Coffin nails and corporate strategies. Englewood Cliffs, NJ: Prentice Hall.

Miller, D. 2005. Entrepreneurial archetypes. In M. A. Hitt & R. D. Ireland (Eds.), Entrepreneurship: The Blackwell encyclopedia of management: 66 – 69. Oxford: Blackwell.

Neilsen, E. H., & Rao, M. V. H. 1987. The strategy-legitimacy nexus: A thick description. Academy of Management Review, 12: 523-533.

Niraj Dawar & Tony Frost 2009. Competing with giants survival strategies for local companies in emerging markets, Harvard Business Review

Portes, A., & Haller, W. 2005. The informal economy. In N. J. Smelser & R. Swedberg (Eds.), The handbook of economic sociology (2nd ed.): 403–425. Princeton, NJ: Princeton University Press & Russell Sage Foundation.

Parsons, T. 1960. Structure and process in modem societies. Glencoe, IL: Free Press.

Pfeffer, J., & Salancik, G. 1978. The external control of organizations: A resource dependence perspective. New York: Harper & Row.

Pfeffer, J. 1981. Management as symbolic action: The creation and maintenance of organizational paradigms. In L. L. Cummings & B. M. Staw (Eds.), Research in organizational behavior, vol. 13: 1-52. Greenwich, CT: JAI Press.

Polletta, F., & Jasper, J. M. 2001. Collective identity and 508 Academy of Management Review July social movements. Annual Review of Sociology, 27: 283–305.

Powell, W. W. 1991. Expanding the scope of institutional analysis. In W. W. Powell & P. J. DiMaggio (Eds.), The new institutionalism in organizational analysis: 183-203. Chicago: University of Chicago Press.

Raijman, R. 2001. Mexican immigrants and informal selfemployment in Chicago. Human Organization, 60: 47–55.

Rosenberg, N. 1994. Uncertainty and technological change. Conference on growth and development: The economics of the 21st century. Stanford, CA: Stanford University, Center for Economic Policy Research.

Sarasvathy, S. D. 2001. Causation and effectuation: Toward a theoretical shift from economic inevitability to entrepreneurial contingency. Academy of Management Review, 26: 243–263.

Schneider, F. 2002. Size and measurement of the informal economy in 110 countries around the world. Paper presented at a Workshop of Australian National Tax Centre, ANU, Canberra.

Schumpeter, J. 1934. Capitalism, socialism, and democracy. New York: Harper & Row.

Schmookler, J. 1966. Invention and economic growth. Cambridge, MA: Harvard University Press.

Scott, W. R. 1977. Effectiveness of organizational effectiveness studies. In P. S. Goodman 8c J. M. Pennings (Eds.), New perspectives on organizational effectiveness: 63-95. San Francisco: Jossey-Bass.

Scott, W. R. 1991. Unpacking institutional arguments. In W. W. Powell & P. J. DiMaggio (Eds.), The new institutionalism in organizational analysis: 164-182. Chicago: University of Chicago Press.

Scott, W. R. 1992. Organizations: Rational, natural and open systems (3rd ed.). Englewood Cliffs, NJ: Prentice Hall.

Scott Shane & S. Venkatataman 2000. The promise of entrepreneurships a field of research, The Academy of Management Review, Vol. 25, No. 1, pp. 217-226

Shane, S. 1996. Explaining variation in rates of entrepreneurship in the United States: 1899-1988. Journal of Management, 22: 747-781.

Suchman, M. C , & Eyre, D. P. 1992. Military procurement as rational myth: Notes on the social construction of weapons proliferation. Socioiogicai Fonim, 7: 137-161.

Suchman, M. C., Steward, D. J., & Westfall, C. A. 2001. The legal environment of entrepreneurship: Observations on the legitimation of venture finance in Silicon Valley. In C. B. Schoonhoven & E. Romanelli (Eds.), The entrepreneurship dynamic: Origins of entrepreneurship and the evolution of industries: 349–382. Stanford, CA: Stanford University Press.

Tolbert, P. S., & Zucker, L. G. 1983. Institutional sources of change in the formal structure of organizations: The diffusion of civil service reform, 1880-1935. Administrative Science Quarterly, 28: 22-39.

Utterback, J. 1994. Mastering the dynamics of innovation. Cambridge, MA: Harvard Business School Press.

Venkataraman, S. 1997. The distinctive domain of entrepreneurship research: An editor's perspective. In J. Katz & R. Brockhaus (Eds.), Advances in entrepreneurship, firm emergence, and growth, vol. 3:119-138. Greenwich, CT: JAI Press.

Von Hippel, E. 1986. Lead users: A source of novel product concepts. Management Science, 32: 791-805.

Wood, D. J. 1991. Corporate social performance revisited. Academy of Management Review, 16: 691-718.

Zenisek, T. J. 1979. Corporate social responsibility: A conceptualization based on organizational literature. Academy of Management Review, 4: 359-368.

Zucker, L. G. 1983. Organizations as institutions. In S. B. Bacharach (Ed.), Research in the sociology of organizations: 1-42. Greenwich, CT: JAI Press.

Andrew　G.　Walder 2011. 從控制到擁有 中國的管理革命，檢自 經濟觀察報http://finance.sina.com.cn/roll/20111007/011410580363.shtml

蔡佩穎 2009. 中國大陸手機市場後進廠商的突圍策略—以聯發科及天宇朗通為例，未出版之，國立清華大學科技管理研究所碩士論文，新竹市。

董羽 2005. 手機新生代金立慾重寫產業格局，檢自搜狐IT頻道http://it.sohu.com/20050127/n224129429.shtml

Ipchain等 2012. 山寨手機，檢自 百度百科http://baike.baidu.com/view/1520277.htm

林士揚 2010. 草根創新：中國大陸的山寨力量，未出版之，國立清華大學科技管理研究所碩士論文，新竹市。

紀良，王晶 2008. 金立和天宇朗通：山寨機的兩塊金字招牌，檢自 世界經歷人http://brand.icxo.com/htmlnews/2008/10/13/1320982_0.htm

紀亮，王晶 2008. 中國製造新出路：山寨機造反有理，檢自 中外管理http://finance.sina.com.cn/review/observe/20081008/16205368265.shtml

商學院等 2011. 山寨手機產業沒落 推出歷史舞台大勢所趨，檢自 遠望手機網http://www.ywcec.com/news/5050.html

吳綜翰 2008. IDH整合設計公司，檢自 Digitimes
http://www.digitimes.com.tw/tw/dt/n/shwnws.asp?CnlID=10&cat=15&id=0000102023_21LLU2FD30F2NW2QF0N74&ct=2

佘研寧 2012. 中國手機品牌 市佔大躍進，檢自 中時電子報http://news.chinatimes.com/tech/12050905/122012020200252.html

楊傑 2011. 金立的品牌之路,檢自百度文庫http://wenku.baidu.com/view/fdb189202f60ddccda38a0e1.html

中國時刻 2011. 告別山寨 中國手機探索品牌之路，檢自 財經生活頻道——經濟生活http://www.s1979.com/shenzhen/201103/1112144511.shtml

中文信息專家等 2012. 北京天宇朗通通信設備有限責任公司，檢自 百度百科http://baike.baidu.com/view/846732.htm

中投顧問 2008. 天宇朗通榮秀麗：逼上梁山成老大，檢自 中投顧問產業檢測中心http://wenku.baidu.com/view/6db7a3f3f90f76c661371a67.html