臺灣博碩士論文加值系統

邁入二十一世紀的今日，市場結構的改變、全球競爭及企業經營理念的創新加速了市場競爭的白熱化，企業多已體認到本身的資源有限，僅用自身的資源單打獨鬥的時代已經過去了，而傳統的零合遊戲已經逐漸被互利共榮的長期夥伴關係所替代，多數企業逐漸接受採用合作的觀念，整合不同組織的優勢基礎、建構更為堅實的競爭優勢，而「夥伴關係」(partnership)被喻為企業間合作關係中最具效率的一種型態。因此，在組織間關係成為競爭優勢來源的今日，探討夥伴關係建立的影響要素，亦成為一項重要的課題。

本研究以電子零組件產業中，原廠供應商與其通路商之「夥伴關係」為主題，從關係管理的角度出發，檢視影響夥伴關係信任的前置變數、結果變數與彼此之影響關係。實證研究方面，以通路商對其原廠供應商之觀點，對國內電子零件通路商發出問卷進行調查方式，共發出246份問卷，有效問券樣本數為115份，其有效回收率為46.75%。再者，本研究利用基本敘述性統計分析、因素分析、信效度檢定及結構模式的驗證。研究結果發現：

1.組織特性會正向影響對組織之信任。另依組織特性影響之強弱顯示，當原廠供應商越能提供令人滿意的交貨時效、品質、服務及價格之特性時，越能提昇通路商對原廠供應商之信任。

2.業務代表特性會正向影響對業務代表之信任。另依業務代表特性影響之強弱顯示，當業務代表越具有解決問題導向、能力及善意時，越能提昇通路商對原廠供應商業務代表之信任。


3.對組織之信任與對業務代表之信任彼此間之影響均有正向關係。當通路商對原廠供應商越信任，越能提昇對原廠供應商業務代表之信任。當通路商對原廠供應商業務代表越信任，越能提昇對原廠供應商之信任。

4.通路商對原廠供應商組織之信任會正面影響關係持續性。當通路商對原廠供應商越信任，關係持續性越能提昇。

5.通路商對原廠供應商業務代表之信任會正面影響關係持續性。當通路商對原廠供應商業務代表越信任，關係持續性越能提昇。

最後，本研究依理論架構與實證結果，提出實務運用與後續研究之相關建議。

誌 謝..................................................................................................................... i
中文摘要............................................................................................................... ii
Abstract.................................................................................................................iv
目錄........................................................................................................................vi
圖目錄................................................................................................................... viii
表目錄................................................................................................................... ix

第一章 緒論
第一節 研究背景與研究動機……………………………………………1
第二節 研究問題與研究目的……………………………………………5
第三節 研究流程…………………………………………………………6

第二章 文獻探討
第一節 夥伴關係…………………………………………………………7
第二節 信任………………………………………………………………15
第三節 信任之前置因素…………………………………………………25

第三章 研究方法
第一節 研究架構…………………………………………………………32
第二節 研究假設…………………………………………………………33
第三節 研究變數的定義與衡量…………………………………………39
第四節 研究設計…………………………………………………………43
第五節 資料分析方法……………………………………………………47

第四章 資料分析結果
第一節 樣本回收與次數分配……………………………………………48
第二節 驗證性因素分析與信效度檢定…………………………………52
第三節 研究模式與研究假說之檢定……………………………………58

第五章 結論與建議
第一節 研究結論…………………………………………………………62
第二節 研究貢獻…………………………………………………………66
第三節 管理實務意涵……………………………………………………68
第四節 研究限制…………………………………………………………70
第五節 建議後續研究方向………………………………………………71

參考文獻…………………………………………………………………………72
附錄一：問卷……………………………………………………………………84

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