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研究生:吳昭瑢
研究生(外文):Chao-Jung Wu
論文名稱:在企業關係中關係式交易特性與關係品質對創新擴散績效影響之研究
論文名稱(外文):A Study of the Impacts of Relationship Exchange Characteristics and Relationship Quality on the Performance of Innovation Diffusion in Business Relationships
指導教授:黃鵬飛黃鵬飛引用關係
指導教授(外文):Perng-Fei Huang
學位類別:碩士
校院名稱:國立高雄第一科技大學
系所名稱:行銷與流通管理所
學門:商業及管理學門
學類:行銷與流通學類
論文種類:學術論文
論文出版年:2009
畢業學年度:97
語文別:中文
論文頁數:162
中文關鍵詞:關係式交易特性關係品質創新擴散新產品試用意願新產品採用意願
外文關鍵詞:relationship exchange characteristicsrelationship qualityinnovation diffusionnew product trial intentionnew product adoption intention
相關次數:
  • 被引用被引用:1
  • 點閱點閱:172
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  • 下載下載:0
  • 收藏至我的研究室書目清單書目收藏:3
過去關於關係行銷與創新擴散的個別研究甚多,但很少結合這兩個領域的研究。有鑑於此一研究缺口,本研究的主要目的在建構一個「關係式交易特性與關係品質對創新擴散績效影響模型」,並以實證研究驗證此一概念性架構的適切性。具體而言,本研究旨在探討以關係式交易特性(關係投資、關係利益、關係長度、及關係導向)作為前置變數,以關係品質(滿意、信任、承諾)作為中介變數,對創新擴散績效(新產品試用意願及採用意願)的影響。
本研究以人員攜帶問成功調查數十家企業 (員工人數100人以上) 之138位與長期合作之供應商有業務接觸的員工 (工作年資在2年以上),統計分析結果發現:(1)關係式交易特性與關係品質有顯著正向關聯。(2)關係式交易特性與新產品試用意願有顯著正向關聯。(3)關係品質與新產品試用意願及採用意願有顯著正向關聯。(4)新產品試用意願與新產品採用意願有顯著正向關聯。(5)關係品質具有顯著的中介作用。
本研究能提供學術界與企業界關於藉由關係行銷以提高創新產品擴散績效之洞察力,本研究最後除了討論行銷意涵及研究限制之外,並對學術界及企業界提供若干建議與未來研究方向。
There were plenty of studies on relationship marketing and on innovation diffusion, but few combined these two areas of research. In view of this gap, the main purposes of the current study are to construct a “Model of the impacts of relationship exchange characteristics and relationship quality on the performance of innovation diffusion”, and to empirically test the validity of the model. Specifically, in this framework, we propose that several important relationship exchange characteristics (relationship investment, relationship benefit, relationship length, and relationship orientation) will influence innovation diffusion performance (new product trial intention and new product adoption intention) through the mediation of relationship quality (satisfaction, trust, and commitment).
This study successfully surveyed 138 business employees with questionnaire by personal contacts. These respondents are currently working in about 80 medium to big size companies (each has more than 100 employees and most of the companies are manufacturers), and hold at least 2 years experiences in front-line jobs that need to contact with long-term suppliers. Statistical analyses found that: (1) All the four relationship exchange characteristics were positively related to relationship quality. (2) All the four relationship exchange characteristics were positively related to new product trial intention. (3) Relationship quality was positively related to both new product trial intention and new product adoption intention. (4) New product trial intention was positively related to new product adoption intention. (5) Relationship quality partially mediated the relationships between relationship exchange characteristics and both new product trial intention and new product adoption intention.
This study can provide academia and businesses with insights into how to enhance innovation diffusion performance through relationship marketing efforts. In addition to the discussion of the managerial implications of the findings, the study also provides some recommendations and future research directions to both researchers and practitioners.
中文摘要 …………………………………………………………Ⅰ
英文摘要 …………………………………………………………Ⅱ
誌謝 ………………………………………………………………Ⅳ
目錄 ………………………………………………………………Ⅴ
表目錄 ……………………………………………………………Ⅶ
圖目錄 ……………………………………………………………Ⅸ
第壹章 續論 ………………………………………………………1
第一節 研究背景與動機 ……………………………………1
第二節 研究目的與研究問題 ………………………………3
第三節 研究重要性 …………………………………………4
第貳章 文獻探討 …………………………………………………5
第一節 關係品質 ……………………………………………5
第二節 關係式交易特性 ……………………………………16
第三節 企業之創新擴散 ……………………………………31
第參章 研究方法 …………………………………………………52
第一節 研究架構 ……………………………………………52
第二節 研究假設 ……………………………………………53
第三節 研究變數的操作性定義與衡量 ……………………56
第四節 問卷設計 ……………………………………………61
第五節 前測與信度分析 ……………………………………63
第六節 正式問卷之形成與實測之進行 ……………………65
第肆章 資料分析與討論 …………………………………………66
第一節 樣本描述 ……………………………………………66
第二節 信度與效度分析 ……………………………………70
第三節 關係式交易特性與關係品質(滿意、信任、承諾)之關聯性 …71
第四節 關係式交易特性與顧客對供應商新產品試用意願之關聯性 …81
第五節 交易夥伴之間關係品質與顧客對供應商新產品試用意願之關聯性…84
第六節 交易夥伴之間關係品質與顧客對供應商新產品採用意願之關聯性 …86
第七節 顧客對供應商新產品試用意願與對新產品採用意願之關聯性 ………89
第八節 相關變數的影響力 …………………………………90
第九節 中介效果的檢定 ……………………………………92
第十節 實證結果 ……………………………………………105
第伍章 結論與建議 ………………………………………………109
第一節 研究發現與管理涵意 ………………………………109
第二節 研究建議 ……………………………………………115
第三節 研究限制與未來研究方向 …………………………117
參考文獻 …………………………………………………… 118
附錄一 衡量問項與參考來源對照表 ……………………………143
附錄二 前測問卷 …………………………………………………147
附錄三 正式問卷 …………………………………………………149
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