由於骨科及人工牙根醫療器材產業是一個較為封閉系統的市場，與其他一般產業特性有較大的差異，其買方追求的顧客關係利益與賣方的關係連結策略，屬於該產業獨特的競爭優勢，加上骨科及人工牙根醫療器材通路的買賣關係有其內隱性的知識，不易移轉、具模糊性，且通常鑲嵌在醫師個人身上或醫療院所之例行常規。本文以骨科及人工牙根醫療器材產業為研究焦點，調查醫療器材通路商與醫療院所醫師及採購主管，使用紮根理論進行四個階段的譯碼分析。本研究的貢獻為建立顧客關係利益與關係連結策略矩陣及六個相關命題，揭露醫療器材產業封閉系統的外紗，並提供產業研究及廠商未來建立自有品牌良好的運作方向。

Because the medical devices industry is an enclosed system market, has the very big difference with in other general industry’s characteristic. The customer relationship benefits pursued by the buyer and the relationship bonding tactics of the seller are not made public, belong to a unique competitive advantage in the industry. Suffice it to say that their operation mode is like the black box of the medical devices industry, considered highly confidential by business insiders, and is teeming with tacit knowledge that are not easily transfer, ambiguity, and is embedded in individual employees or organization routines. The research subjects chosen for this study consist of those distributors of dental and orthopedic devices, procurement in hospitals, and doctors. Using the grounded theory, four stages of coding analysis are conducted. The contribution of this paper is the formulation of a customer relationship benefits and relationship bonding tactics matrix, together with the insights of distributors of dental and orthopedic devices. These insights shall expose the undisclosed systems of the medical devices industry.