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系統識別號 U0026-0812200913402216
論文名稱(中文) 買賣關係之結構、影響策略與績效—任務型態及通路氣候之影響
論文名稱(英文) The Effect of Task Type and Channel Climate on the Relationship among Structure, Influence Strategies, and Performance in Buyer-Seller Relationships
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 95
學期 2
出版年 96
研究生(中文) 林啟煌
研究生(英文) Chi-Huang Lin
電子信箱 r4890109@mail.ncku.edu.tw
學號 r4890109
學位類別 博士
語文別 中文
論文頁數 118頁
口試委員 口試委員-蔡明田
口試委員-張淑昭
指導教授-張海青
口試委員-龔榮源
召集委員-陳文魁
中文關鍵字 關係結構  影響策略  績效  買賣關係  任務型態  通路氣候 
英文關鍵字 task type  performance  Buyer-seller relationships  influence strategies  relationship structures  channel climate 
學科別分類
中文摘要 企業如何與夥伴建立、發展與維持成功的合作關係,近來成為通路研究相當重要的課題。台灣廠商以中小企業為主,企業在資源不足下,更需依賴與其他通路廠商間的聯盟合作,雖然合作關係的結構與互動過程已被證實對企業績效有顯著影響,但在學術研究上,仍缺乏對關係結構、影響策略與績效間的權變關係檢視。因此,本研究根據「結構—行為—結果」觀點、以及團隊行為理論、通路溝通的權變理論做為理論基礎,透過廣泛的文獻探討,確認任務型態與通路氣候因素是關係結構、影響策略與績效間的重要情境變數,據此提出整合性的研究架構以補足研究上的缺口,並透過實證來檢視相關的假設。
本研究對中華徵信所之TOP 5000內資訊、電子與汽車產業的所有公司約1000家廠商進行問卷調查,共回收有效問卷125 份,回收率為12.5%。本研究的主要發現有:1.買賣關係存在著「結構—影響策略—績效」之關係;2.買賣關係之正式化、集權化結構與其績效間的關係,會隨著任務型態的不同而有顯著的差異;3.非強制策略對關係績效的效果,會隨著任務型態的不同而有顯著的差異;4.通路氣候與相互依賴結構對績效的效果具有顯著的交互作用,且兩者間存在”互補”的效果。
根據上述發現,本研究歸納出合作類型之最適關係結構設計與影響策略使用,以及通路氣候下較佳的關係結構設計之建議,此建議期望提供給正或準備參與合作關係的廠商,在面對不同的任務型態或通路氣候下,能設計適宜的關係結構、與運用適當的影響策略,來提升合作關係的績效。
英文摘要 How to build, develop and maintain a successful exchange relationship with business partners is an important issue in channel research. Because most of Taiwan’s firms only in the scale of small-medium enterprises are lack of resources, they need more cooperation with supply chain partners to cope with external competitiveness. Although the structure and interactive process of exchange relationships have important impact on firm’s performance, little has been done in the literature in examining the contingent relationships among the structures, the influence strategies, and the performance in exchange relationships. Therefore, this study attempts to fill the gap in the literature by providing an integrative research framework through extensive literature reviews to identify the key moderators including task type and channel climate and to examine the relationships among these moderators, structure, influence strategies, and performance of the relationships. Based on structure-conduct-outcome perspective, group behavior theory, and contingency theory of channel communication, hypotheses were proposed and then examined through an empirical study.
The sample obtained from the list of top 5000 firms of Taiwan in the Information Service Company and limited in the electronic, information and motor industries. Almost of samples about the 1000 questionnaires mailed, 125 responses were received and valid. It represents a useable response rate of 12.5%. The major findings of this study include: First, the framework of structure-influence strategies-performance are supported in buyer-seller relationships. Second, the relationship between the formalization and centralization structure and performance are significantly varied in different task types. Third, the effect of noncoercive influence strategies on performance are changed in different task types. Finally, channel climate have strong interaction effects with the interdependence structure on the performance, and the relationship is complementary between channel climate and interdependence.
According to the above findings, this study summarized the most appropriate model for relationship structures and influence strategies based on the actual relationship type (task type) and for the interdependence structure under specific channel climate. The proposed model provides important managerial information regarding how to design relationship structures and to apply influence strategies for boundary personnel who either plan to become or are already involved in buyer-seller relationships.
論文目次 第一章 緒論 1
第一節 問題背景 1
第二節 研究目的 3
第三節 研究流程 7
第四節 論文結構 8
第二章 文獻探討 9
第一節 組織間合作的意義與內涵 9
第二節 影響策略及其相關研究方向 16
第三節 關係結構及其相關研究方向 20
第四節 任務型態與通路氣候因素對買賣關係的影響 26
第五節 各構面變數之文獻探討 35
第三章 研究設計與研究方法 46
第一節 研究架構 46
第二節 研究假設(hypotheses) 47
第三節 變數衡量 55
第四節 抽樣方法與資料蒐集 62
第五節 資料分析方法 64
第四章 研究結果 67
第一節 基本資料分析 67
第二節 各構面之因素分析與信度檢定 70
第三節 相關分析 74
第四節 關係結構對於影響策略之分析 76
第五節 關係結構、影響策略對於關係績效之分析 77
第六節 任務型態與關係結構、影響策略對於關係績效之分析 79
第七節 通路氣候與關係結構、影響策略對於關係績效之分析 85
第八節 小結 88
第五章 結論與建議 91
第一節 研究結果討論 91
第二節 理論與實務之貢獻 96
第三節 研究限制 101
第四節 後續研究方向 101
參考文獻 103
附錄 問卷 115
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