臺灣博碩士論文加值系統

在全球化之下，商業環境愈形競爭，許多企業紛紛重新思考及改變其經營理念，他們不再採取傳統上的敵對、短視之交易方式，反而試圖去建立起新的合作模式，甚至建立長期穩健的合作夥伴關係。在長期關係的發展下，可增加彼此的共識而對未來有所規劃，在合作的基礎下，企業將其部份的價值活動交付給通路上的其他成員來執行，企業可加速產品的製作與運送，降低成本與環境的不確定性，同時也可協助中間商減少存貨，以快速且高品質的方式提供產品服務。
而本研究認為合作夥伴在選擇與其他企業建立夥伴關係時，須先考量合作成員彼此在關鍵要素上的認知程度，即雙方之配適性，一旦企業彼此有配適度，進而才是情感面的關係發展及行為面的長期互動關係等。因此，本文希望藉由探討合作夥伴彼此之配適性、關係品質的發展即關係互動程度之關聯，並以主觀的方式來衡量合作績效。
本研究結果為夥伴關係品質會受組織、業務人員及環境因素的影響，且本文所選之影響變項可解釋關係信任品質及承諾品質，此兩構面的相關性相當高且顯著，支持本文的假設；另外，關係品質對關係績效成果之間是有影響與顯著的，彼此解釋能力都很高，兩構面亦呈現高度相關，且支持本文假設。但從個別面來分析，可發現信任與承諾品質的組織與業務人員考量因素不盡相同，而環境因素則與承諾品質有較顯著的相關性與信任品質不顯著；而績效成果方面則以信任品質與財務績效相關性不顯著，其餘皆成立。

Under globalization, the business environment is increasing competitive. Many companies have had changeover from traditional competition to long-term cooperation. By developing partnership, companies integrated some of the functions within companies for those channel members to accelerate product delivery, to reduce cost and environment uncertainty.
This research assumed that fitness was the first consideration, and then emotion while building the partnership. According to the viewpoint of assumption, the research tried to linkage the fitness of partners, the relationship quality development and cooperate performance together.
Base on the factor analysis and regression analysis, the results were as follows: relationship quality could be influenced by organizational factors, salespeople and environment volatility. Besides, the correlation between relationship quality and performance were significant and highly related. The factors impact to relationship quality of the organization and the salespeople are quite different. The environment volatility had significant impact to the commitment quality but not significant to the trust quality. The correlations between performance outcomes and relationship quality were all significant except the relation between trust and financial outcome.

目 錄
第一章 續論 …………………………………………………………1
第一節 研究動機…………………………………………………………1
第二節 研究目的…………………………………………………………2
第三節 研究流程…………………………………………………………2
第二章 文獻探討 ………………………………………………………4
第一節 夥伴關係品質 …………………………………………………4
第二節 夥伴關係成功因素 ……………………………………………12
第三節 夥伴關係績效與結果 …………………………………………21
第四節 各構面關係之探討 ……………………………………………26
第三章 研究方法 ……………………………………………………30
第一節 研究架構的建立 ………………………………………………30
第二節 變數操作性定義 ………………………………………………31
第三節 抽樣設計與樣本結構 …………………………………………35
第四節 研究分析方法 ………………………………………………37
第四章 資料分析結果 …………………………………………………39
第一節 信度分析 ………………………………………………………39
第二節 因素分析 ………………………………………………………40
第三節 迴歸分析 ………………………………………………………41
第五章 結論與建議 …………………………………………………50
第一節 研究結論 ………………………………………………………50
第二節 研究建議 ………………………………………………………51
第三節 研究限制 ………………………………………………………53
第四節 未來研究之建議 ………………………………………………54
參考文獻
中文部分 …………………………………………………………………55
英文部分 …………………………………………………………………57
附錄一 ……………………………………………………………………64
圖 目 錄
圖1-1 研究流程圖 …………………………………………………………3
圖2-1 關係連續帶 …………………………………………………………5
圖2-2 夥伴關係之概念性架構……………………………………………13
圖3-1 本文研究架構………………………………………………………30
圖4-1 組織因素對關係品質之迴歸模式…………………………………43
圖4-2 業務人員因素對關係品質之迴歸模式 …………………………45
圖4-3 環境因素對關係品質之迴歸模式 ………………………………46
圖4-4 夥伴關係品質對合作績效之迴歸模式 …………………………48
表 目 錄
表2-1 關係類型 ……………………………………………………………5
表2-2 信任建立過程、過程屬性與影響信任的因素……………………12
表2-3 國內的關係績效與結果衡量之彙整………………………………24
表2-4 國外的關係績效與結果衡量之彙整………………………………25
表3-1 組織因素之操作性定義……………………………………………31
表3-2 業務人員因素之操作性定義………………………………………32
表3-3 環境因素之操作性定義……………………………………………32
表3-4 關係品質之操作性定義……………………………………………33
表3-5 關係合作績效之操作性定義………………………………………34
表3-6 樣本累積分析表……………………………………………………35
表4-1 各變數之信度分析…………………………………………………39
表4-2 各變項之主成分分析結果彙整……………………………………40
表4-3 合作關鍵因素對關係品質之迴歸模式摘要表……………………41
表4-4 組織因素對關係品質之迴歸模式摘要表…………………………44
表4-5 業務人員因素對關係品質之迴歸模式摘要表……………………45
表4-6 環境因素對關係品質之迴歸模式摘要表…………………………46
表4-7 夥伴關係品質對合作績效之迴歸模式摘要表……………………49
表5-1 研究假說驗證表……………………………………………………51

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