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研究生:張力
研究生(外文):Li Chang
論文名稱:「關係」網絡(Guanxi)的建立構面與經理人對「關係」網絡認知之研究
論文名稱(外文):The Relationship between Dimensions of Guanxi and Managements'' Perception Toward Guanxi
指導教授:李培齊 
指導教授(外文):Peirchyi Lii
學位類別:碩士
校院名稱:淡江大學
系所名稱:管理科學學系
學門:商業及管理學門
學類:企業管理學類
論文種類:學術論文
論文出版年:2001
畢業學年度:89
語文別:中文
論文頁數:57
中文關鍵詞:關係網絡主動程度長期導向圈內人關係性減碼補償性加碼
外文關鍵詞:GuanxiRelational mark-downCompensatory mark-up
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本研究針對身為組織中堅分子之企業經理人的「關係」網絡作探討,從「關係」網絡建立的構面與經理人對「關係」網絡認知為出發點,探討不同構面建立的「關係」網絡與經理人對「關係」網絡認知之間的關係,及不同「關係」網絡的認知定位與經理人的利益權衡決策間之關係。
本研究以情境設計法之問卷來測試以下六個假設:1.經理人建立「關係」網絡的主動程度愈高時,建立「關係」網絡的長期導向程度會愈高;2. 當經理人建立「關係」網絡的長期導向程度愈高時,給予交易對方「關係性減碼」的程度會愈高;3. 當經理人建立「關係」網絡的長期導向程度愈高時,向交易對方求取「補償性加碼」的程度會愈低;4.當經理人建立「關係」網絡的主動程度愈高時,認知交易對方為圈內人的意願程度會愈高;5.當經理人對交易者的「關係」網絡認知定位為圈內人的意願程度愈高時,給予交易對方「關係性減碼」的程度會愈高;6.當經理人對交易者的「關係」網絡認知定位為圈內人的意願程度愈高時,向交易對方求取「補償性加碼」的程度會愈低。
資料主要以迴歸分析及路徑分析作檢定,部份實證結果支持假設。這些結果對實務與研究的意涵,於本文中加以討論。
This research tries to explore managers'' perception towards guanxi based on how it was constructed. Specifically, the relationship between various dimensions of guanxi construction and managers’ perception of guanxi is investigated. Fruthermore, the relationship between the perceptual map of guanxi and managers’ decision-making results is also examined in this study.
Scenario design is used to collect the data and test the following hypotheses:
1.The higher the managers’ initiation of building guanxi, the higher the managers’ long-term orientation towards building guanxi.
2.The higher the managers’ long-term orientation towards building guanxi, the more extent to which managers would provide relational mark-down (RMD) in decision-making.
3.The higher the managers’ long-term orientation towards building guanxi, the less extent to which managers would ask for compensatory mark-up (CMU) in decision-making.
4.The higher the managers’ initiation of building guanxi, the higher the possibility for managers to perceive members included in quanxi as insiders.
5.The higher the possibility for managers to perceive members included in quanxi as insiders, the more extent to which managers would provide relational mark-down (RMD) in decision-making.
6.The higher the possibility for managers to perceive members included in quanxi as insiders, the less extent to which managers would ask for compensatory mark-up (CMU) in decision-making.
Regression analysis and path analysis are employed to analyze the data. Results partially support both hypotheses. Implications for future research and business practices are discussed.
目 錄

目錄………………………………………………………………….一
圖目錄……………………………………………………………….三
表目錄……………………………………………………………….四
第一章、諸論……………………………………………………….1
第一節、研究動機…………………………………………….1
第二節、研究目的…………………………………………….3
第三節、研究問題…………………………………………….5
第二章、文獻探討………………………………………………….7
第一節、「關係」網絡……………………………………….7
第二節、「關係」網絡的建立構面…………………………11
第三節、「關係」網絡的建立與「關係」網絡的認知……19
第四節、「關係」網絡的認知定位與利益權衡決策………25
第五節、研究假設……………………………………………29
第三章、研究方法…………………………………………………31
第一節、變數的操作性定義…………………………………31
第二節、資料收集……………………………………………36
第四章、資料分析…………………………………………………37
第一節、變數間之相關分析…………………………………37
第二節、路徑分析……………………………………………39
第五章、結論與建議………………………………………………48
第一節、結論與討論…………………………………………48
第二節、管理意涵……………………………………………51
第三節、研究限制及未來研究的建議………………………53
參考文獻……………………………………………………………..54
附錄一………………………………………………………………..Ⅰ
附錄二………………………………………………………………..Ⅳ
圖目錄

圖1.研究問題之關係…………………………………………………..6
圖2.一個「關係」網絡動態的4”S”研究步驟………………………13
圖3.FBT─「關係」網絡知覺定位圖……………………………….22
圖4.研究假設中各變數間之關係…………………………………….30
圖5.主動程度、長期導向及關係性減碼之路徑分析圖…………….41
圖6.主動程度、長期導向及補償性加碼之路徑分析圖…………….43
圖7.主動程度、圈內人的意願程度及關係性減碼之路徑分析圖….45
圖8.主動程度、圈內人的意願程度及補償性加碼之路徑分析圖….47
表目錄

表1.「關係」網絡與圈內人─圈外人的知覺位置………………..21
表2.情感與利益兩端加權關係的類型、形成基礎及關係屬性..…26
表3.各變數的平均數、標準差及變數間的相關係數……………..37
表4.主動程度對長期導向之迴歸分析結果………………………..39
表5.主動程度、長期導向對關係性減碼之複迴歸分析結果……..40
表6.主動程度對關係性減碼之迴歸分析結果……………………..40
表7.主動程度、長期導向對補償性加碼之複迴歸分析結果……..42
表8.主動程度對補償性加碼之迴歸分析結果……………………..42
表9.主動程度對圈內人的意願程度之迴歸分析結果……………..44
表10.主動程度、圈內人的意願程度對關係性減碼
之複迴歸分析結果…………………………………………….44
表11.主動程度、圈內人的意願程度對補償性加碼
之複迴歸分析結果…………………………………………….46
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