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系統識別號 U0026-0812200911162189
論文名稱(中文) 轉換成本、鎖住效應與夥伴關係之關聯性研究
論文名稱(英文) A study of the relationship between switching costs, lock-in effect and partnering relationship
校院名稱 成功大學
系所名稱(中) 企業管理學系碩博士班
系所名稱(英) Department of Business Administration
學年度 92
學期 2
出版年 93
研究生(中文) 陳君地
研究生(英文) Juin-Di Chen
電子信箱 andychenks@yahoo.com.tw
學號 R4691112
學位類別 碩士
語文別 中文
論文頁數 166頁
口試委員 指導教授-劉宗其
口試委員-邱柏松
口試委員-許英傑
召集委員-倪豐裕
中文關鍵字 轉換成本  鎖住效應  夥伴關係  個案研究法 
英文關鍵字 switching costs  case study  partnering relationship  lock-in effect 
學科別分類
中文摘要   微利時代的來臨驅策著企業必須不斷的向前邁進,不僅必須降低企業的營運成本以及為顧客創造更高的附加價值,還必須以更快速、更彈性的營運方式來回應市場需求變動快速的特性;然而當企業內部可改善的空間已經到達一定的極限時,組織與組織間更密切的溝通、協調與合作將可為企業創造出意想不到的利益來源,因為以更有效率的方式將彼此的互補性資源緊密的結合在一起,將可為合作雙方創造出共有的競爭優勢,而這也正是本研究所欲探討的議題之一—夥伴關係的概念。
  不過企業與企業間的合作與互動關係並非如夥伴關係的概念所提的這般單純,基本上企業是具有經濟理性的個體,因此也就會有自利與風險驅避行為的產生,如此一來便會為強調以互信與合作為基礎的夥伴關係帶來不確定的因素,而轉換合作對象與分散風險的行為與想法就會出現,此時因轉換合作對象所導致的轉換成本與鎖住效應等問題便會被凸顯出來。
  為了探究轉換成本、鎖住效應與夥伴關係三者間的交互作用與其在實務界運用的現況,本研究採用個案研究法來對此一研究主題進行深入性的探討,並以奇美電子、正新橡膠、巨大機械、東陽實業與統一企業作為本研究之研究對象。最後,本研究的結果發現轉換成本通常由新進入的供應商來負擔,而鎖住效應與夥伴關係兩者之間則存在著一種微妙的互動關係,且並存於顧客與供應商在合作關係上的考量,不過探究其根源擁有不可取代的核心能耐還是企業生存最關鍵的因素。


英文摘要   The profit squeeze will continually drive enterprises to reduce operation costs, create more value-added for customers and embed faster and more flexilbe ability to respond to the need of market quickly. However, when the operation costs have already reduced to the limit, interorganization communication and collaboration will be needed. If companies combine the complementary business resources of each other efficiently, the competitive Advantage of each other will be created.
  Nevertheless, the interaction between companies is not so simple. Basically, The Enterprise has the characteristic of economic rationality, so the enterprise also has self-interest and risk-aversion behaviors. Owing to such behaviors the uncertainty factor will produce in the partnering relationship which is based on trust and cooperation, and the attempt of switching partner and allocating risk will emerge. The problem of lock-in effect which was brought about switching parner will be highlighted at this time.
  This paper use case studies of 5 enterprises to analyze and disscus the interaction of switching costs, lock-in effect and partnering relationship, and which exercise in practice. Findings of this paper indicate that the new entrant should deal with the problem of switching costs at most circumstances and there is a subtle relationship between lock-in effect and partnering relationship. Finally, the most important factor of enterprises to continue is the unique core competence.


論文目次 摘要………………………………………………………………………1
Abstract…………………………………………………………………2
誌謝………………………………………………………………………3
第一章 緒論……………………………………………………………7
第一節 研究背景與動機………………………………………………7
第二節 研究問題與研究目的…………………………………………12
第三節 研究範圍………………………………………………………13
第四節 研究流程………………………………………………………14
第二章 文獻探討………………………………………………………15
第一節 轉換成本………………………………………………………15
第二節 鎖住效應………………………………………………………27
第三節 夥伴關係………………………………………………………31
第四節 轉換成本、鎖住效應與夥伴關係……………………………42
第三章 研究方法………………………………………………………46
第一節 個案研究法……………………………………………………46
第二節 研究對象………………………………………………………50
第三節 資料蒐集與訪談設計…………………………………………51
第四章 個案研究………………………………………………………55
第一節 個案簡介………………………………………………………55
第二節 個案比較分析…………………………………………………75
第三節 命題發展………………………………………………………92
第五章 結論與建議……………………………………………………99
第一節 研究結論………………………………………………………99
第二節 研究限制………………………………………………………102
第三節 後續研究的建議………………………………………………103
參考文獻…………………………………………………………………104
附錄一……………………………………………………………………111
附錄二……………………………………………………………………112
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