臺灣博碩士論文加值系統

本研究透過質性研究方法，從在台灣擁有小型企業的北美經營者的觀點探討關係的倫理因素。關係是一種中國商傳統的經商手法，同時也解釋了社會網路的發展。關係的觀念複雜，因人而異，對一位北美外派的業主來說，想要完全融會貫通，並不容易。與當地消費者或商業個體建立關係十分複雜耗時，關係解釋了社會上每一位成員如合擁有自己的角色，並依據不同特性扮演好屬於自己的角色。社交網路包含了社會上不同的利益關係者，從鄰居、警察、到家庭成員都屬之。其過程涉略了大量的送禮習俗、互相回報，甚至當關係連結為負面用途時則會造成不道德的賄賂與貪污。本篇研究特別著重於在台灣時常被忽略的相關議題。即便有許多差異上的證據，台灣的關係現象被視為與中國的關係運作方式相當。本研究總共針對在台灣的外派工作者進行了10個深度半結構式訪談，訪談的樣本包括台灣居住超過十年的工作者、成功經營企業超過五年的企業家，以及有高中文水平的語言使用者。訪談的問題探討了受訪者建立、了解關係系統在台灣的運作。在半結構式訪談中研究了為了讓外派工作者獲得成功，何種社交網路是關鍵的並如何建立此種關係。本研究也考慮到企業關係上的文化差異，探討在北美文化中會被視為不符合倫理，但在台灣的文化卻被視為符合倫理者，特別企業關係的建立、交易、談判等。本研究探討兩個不同文化在關係上的倫理觀點，研究結果包含管理實務上為了任何想要來台灣發展商業活動的北美個體與組織提供有利的見解。

This study qualitatively explores the ethical parameters of guanxi from the perspective of North Americans who own small businesses in Taiwan. Guanxi is the traditional method of doing business in China, and explains how social networks develop. It is complex, and personal, and very hard for an expatriate from North America to integrate into, when owning and running a business. Developing business relationships with individuals can be complex and time consuming. Guanxi explains how everyone has a role, and must behave in a certain way according to the context. Networks can include numerous stakeholders, including neighbors, police and family. The process involves a lot of gift-giving and mutual reciprocity, and can sometimes have negative connotations leading to bribery and/or corruption, and is sometimes viewed as unethical. This research specifically looks at Taiwan which often gets overlooked. It is sometimes assumed that Guanxi in Taiwan mirrors that in China, even though there is evidence of differences. Ten in-depth semi-structured interviews were conducted with expatriates in Taiwan. The sample includes individuals who have lived in Taiwan for up to ten years, successfully run a business for a minimum of five, and have a high-skill level of the Chinese language. Questions explored interviewees experiences of developing, and understanding, Guanxi networks in the Taiwanese system. Semi-structured interviews were conducted to study which networks were necessary and how to develop these relationships, in order for an expatriate to succeed in Taiwan. This study also considers the culturally different perspectives of business relationships, specifically, business relationship developments, transactions, or negotiations which may have been viewed as unethical in a North American context, but are perceived as morally just in a Taiwanese cultural context. This research will look at the ethical perspectives of two different cultures in relation to Guanxi relationships. The findings have practical implications, providing beneficial insights for any American individual or organization willing to do business in Taiwan.

TABLE OF CONTENTS

Thesis Validation Letter
i
Abstract
ii
Table of Contents
iv
List of Tables
ix
CHAPTER 1
1
Introduction
1
CHAPTER 2
4
Literature Review
4
Definition of Guanxi
4
How Westerners Understand Guanxi
7
Other Western Theories
7
Social Identity Theory
7
Leader Member Exchange (LMX)
7
Role Theory
7
Social Exchange Theory
7
Comparisons of Guanxi and LMX Theory
9
Role of Emotions
10
Saving Face
10
Corruption
15
The Act of Gift Giving in Detail
11
Gift-Giving seen as Bribery
12
Reciprocity
13
Past Failures of Expatriates
14
Expatriate Adaptation
15
Moral Issues
16
Chinese Moral History
16
What is Chinese Morality
17
Gilligan’s Theory of Caring
18
Morality Conclusions - 2 Types of Guanxi
19
Chinese Management attempting Guanxi in the Western World
20
Size of the Organization or Business
23
Westerners who have lived a long time in China
24
Business Tips involving Americans in Taiwan
26
Extroversion for Guanxi Building
27
8 Suggestions to form Guanxi
28
How to form Guanxi as a foreigner (more specific)
29
Maintaining Guanxi in a Business
30
Criteria for Expatriates to Succeed
31
Gaps in the Research
32
CHAPTER 3
34
Methodology
34
Sampling
34
Ethicality
36
Reliability and Validity
37
CHAPTER 4
39
Demographic Data
39
Analysis
40
Thematic Analysis
40
Analytical Coding
41
Themes and Discussions
43
Two Main Themes, Guanxi, Morality
43
Interviewees
44
Guanxi Developing - Start - Up
45
Legality of Expatriate Starting up a Business
45
Role Theory Examples
46
Guanxi Development / Role Theory - Ethical Issues
47
Guanxi Building Start - Up Ex. 2 / Western Theory Comparisons
48
Guanxi Building Start - Up Ex. 3 / Failures, LMX Theory/ Ethicality
49
Guanxi Departments
51
Which Business Department is Most Important to establish Guanxi With?
51
Neighbors
51
Ethics - Neighbors
52
Bad Guanxi Neighbors
52
Neighbors/Ethics/ Police Department
53
Neighbors Good Guanxi
54
Police Dept. vs Neighbors
55
Good Guanxi is Impossible
57
Ethicality Police Department/EPA
58
Brief Conclusion P.D. and Neighbors
59
Guanxi with Other Departments
60
Guanxi Employees/ LMX Theory
60
Language / Guanxi with Employees
61
Customers
62
Ethicality
64
Suppliers
64
Theme 2 - Ethicality - P.o.V
65
Gift-Giving/ Reciprocity
66
Gift-Giving Expatriate Unawareness
66
Questions of Ethicality - Corruption
68
Guanxi - Organized Crime/Mafia
68
Advantages of being Foreign
69
Disadvantages of being Foreign
70
Right Guanxi - Government
71
CHAPTER 5
72
Overall Conclusions
72
Limitations
75
Practical Implications
77
References
78
Appendix
91
Coding
102

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