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系統識別號 U0026-1507201402144600
論文名稱(中文) 以關係生命週期觀點探討組織間之關係延續性
論文名稱(英文) A Study of Relationship Continuation from Relationship Lifecycle View
校院名稱 成功大學
系所名稱(中) 企業管理學系
系所名稱(英) Department of Business Administration
學年度 102
學期 2
出版年 103
研究生(中文) 倪英佩
研究生(英文) Ying-Pei Ni
學號 R46004136
學位類別 碩士
語文別 中文
論文頁數 99頁
口試委員 指導教授-方世杰
口試委員-周信輝
口試委員-馮國豪
口試委員-楊舒蜜
中文關鍵字 組織間關係  關係生命週期  治理機制  關係延續性 
英文關鍵字 Inter-organization relations  IOR  relations life cycle  governance mechanisms  continuity of relations 
學科別分類
中文摘要 組織間的關係管理(IOR)已成為當今策略管理領域中備受關注之議題。在產業快速變動且競爭激烈的環境中,許多企業發覺,在市場中尋找到合適之供應商,並與之維持長期的合作夥伴關係,將可為企業帶來長期整體績效的提升,為企業永續經營之關鍵。因此,本研究將藉由組織關係生命週期之觀點,探討在關係發展的階段中,影響關係延續性之關鍵因素。本研究主要的目的在於:
(1) 驗證關係生命週期在實務中之應用。
(2) 檢視供應商所具備之資源對於關係延續性之影響。
(3) 了解治理機制的選擇對於關係延續性之影響。
(4) 了解信任、承諾及專屬性資產的投入對於關係延續性之影響。
本研究以消費性電子通路商為研究對象,藉由了解其與供應商之關係發展歷程,探討研究問題。本研究所得之重要結論如下:
(1) 在合作關係尚未正式建立前,供應商所具備之資源為成為合作夥伴之 重要影響因素。
(2) 組織間信任及承諾的建立是影響關係延續性最重要之因素。
(3) 組織主要採用關係治理作為供應商關係管理之機制。
(4) 廠商與供應商關係僅會衰退,但不會真正結束。
英文摘要 The management of inter-organization relations (IOR) has recently become a topic of concern in the strategic management field. In an intensely competitive and rapidly changing industrial environment, many firms have found that finding suitable suppliers in the market and maintaining long-term cooperative relationships with them will increase overall long-term performance, and is a key to sustainable management. This study thus seeks to explore the key factors that affect continuity in relations during the relationship development stage from an organizational relations life cycle perspective. The chief objectives of this study are:
(1) To verify the applicability of the relations life cycle concept in practice.
(2) To examine the effect of resources provided by suppliers on the continuity of relations.
(3) To understand the effect of the choice of governance mechanisms on continuity of relations.
(4) To understand the effect of the input of trust, commitment, and proprietary assets on continuity of relations.
This study takes consumer electronics distributors as research subjects, and seeks to understand the process by which they develop relationships with suppliers, while investigating the study questions. The major conclusions of this study are as follows:
(1) Prior to the establishment of formal cooperative relations, resources possessed by suppliers are important influencing factors for potential partners.
(2) The establishment of trust and commitment between organizations is the most important factor affecting continuity of relations.
(3) Organizations chiefly employ relationship management as a supplier relations management mechanism.
(4) The relations between companies and suppliers will only weaken, but will not cease completely.
論文目次 目錄
第一章 緒論 1
第一節 研究背景與動機 1
第二節 研究問題與目的 3
第三節 論文結構與研究流程 4
第二章 文獻探討 6
第一節 組織關係生命週期 6
第二節 廠商間之關係 12
第三節 廠商與供應商的治理機制 26
第四節 長期合作關係的評估及價值 30
第三章 研究方法 37
第一節 質性研究方法 37
第二節 個案研究法 37
第三節 資料蒐集方法與分析 38
第四節 研究設計 41
第四章 分析與討論 43
第一節 公司與產業背景簡介 43
第二節 訪談分析 45
第三節 分析結果與討論 64
第五章 結論與建議 76
第一節 研究結論 76
第二節 研究意涵 78
第三節 研究限制與後續建議 82
中文參考文獻 83
英文參考文獻 85
附錄、訪談稿 96

表目錄
表2-1關係生命週期之定義與特徵 11
表2-2策略性資源的內涵 23
表3-1訪談結構分類 40
表4-1訪談廠商資訊 44
表4-2訪談提及之供應商分類 45
表4-3關係生命週期各階段影響因素整理 68
表4-4合作順利之影響因素 69
表4-5合作不順利之影響因素 70
表4-6強勢與弱勢供應商之優劣勢比較 72
表4-7強勢及弱勢供應商之合作順利及不順利因素整理 74
表5-1在關係生命週期中影響因素之演變及重要性 77
表5-2依供應商資源及合作情況交叉分析之關鍵因素整理 80
表5-3關係生命週期跨階段之關鍵因素整理 81

圖目錄
圖1-1本研究流程圖 5
圖2-1組織失靈架構 16
圖2-2資源特性與持久競爭優勢間之關係 22
圖2-3合作關係發展流程 36
圖3-1本研究之研究流程 42
圖4-1合作關係正向循環 55
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