臺灣博碩士論文加值系統

組織購買行為具有深切之人際影響動態涵義；不同學門關於人際或組織內部影響之觀點與重心各自不同，且欠缺整體性的實證研究。本研究之目的，即是擷取行銷理論、組織行為、傳播科學與策略管理等不同領域之研究成果，融合建立範圍較廣之模式進行實證，提供後續關於人際影響或組織購買行為研究更大的空間。經過文獻探討與推論，本研究列出請求、資訊交換、勸告、允諾、威脅，與依法主張等六種影響策略；並以影響標的、權力基礎、組織內部階層等主體相關之因素，與對主體之依賴、相對地位等客體相關因素為影響策略之前因因素；外顯影響為其結果因素，分別建立線性結構關係模式探討因素間的因果關係。
本研究以「中國採購管理協會」之會員為受訪者進行問卷調查。研究發現多數影響策略可能具有贏得他人順從的效果；權力基礎與影響策略間之對應關係大致相符。其餘關於前因意義之假說多數也受到支持。本研究在理論上的意義，在於釐清相關研究於分析單位上之差異，同時展示學門間理論整合之實證研究係有其必要性。至於後續研究之方向，本研究建議首先要建立完整的影響策略類型；擴大影響效能因素之內容並加入系絡因素後進行單一模式實證。此外，自成對的受訪者進行調查以消除偏誤，發展縱斷面基礎與影響策略組合之分析亦是十分可行的的新方向。

This article focuses on the use and the consequences of influence strategies in the process of organizational buying decision-making. Drawing on Frazier and Sumers’ typology, the author develops a conceptual framework and six LISREL models to analyze the dynamics of alternative influence strategies in intraorganizational settings─requests, information exchange, recommendations, promises, threats, and legalistic pleas. Besides, We argue that the use of a particular strategy by someone is likely to be related to two classes of antecedents: source and target characteristics, and the manifest influence of alternative strategies is likely to vary in predictable ways.
A field investigation of 208 organizational buying decisions suggests that most of the influence strategies discussed probably win compliance. Hypotheses stating the fits between bases of power and influence strategies used and other causalities were generally supported by the findings. This study not only provides us a more comprehensive and integrated framework to gain insights into the dynamics of dyadic interpersonal influence, but also suggests opportunities for more improved empirical research in the future.

封面
目次
第一章緒論
第一節研究背景與動機
第二節研究目的
第三節研究範圍
第四節研究流程
本章註釋
第二章文獻回顧
第一節組織購買決策過程議題之地位
第二節建構購買決策中人際影響策略模式之問題
第三節購買中心影響策略之演進
第四節組織行為領域中影響策略之演進
第五節人際溝通領域中影響策略之演進
第六節利害關係人途徑影響策略之演進
第七節影響策略之前因與結果因素
本章註釋
第三章研究方法
第一節觀念性架構
第二節研究假說之建立
第三節變項定義與衡量
第四節資料蒐集與分析技術
第五節研究限制
第四章研究發現
第一節樣本之基本描述
第二節信度與效度
第三節假說檢定
第五章結論與建議
第一節研究結論
第二節理論與實務上之涵義
第三節後續研究建議
參考文獻
附錄本研究之正式量表

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