跳到主要內容

臺灣博碩士論文加值系統

(18.97.14.87) 您好!臺灣時間:2025/02/12 08:39
字體大小: 字級放大   字級縮小   預設字形  
回查詢結果 :::

詳目顯示

: 
twitterline
研究生:陳永祥
研究生(外文):Yong-xiang Chen
論文名稱:組織採購人員報價知覺偏好之探討
論文名稱(外文):Approach to Intuitional Preference on Pricing for Buyers of Organizational Procurement
指導教授:吳雪馥吳雪馥引用關係
指導教授(外文):Hsueh-foo Lin
學位類別:碩士
校院名稱:國立屏東商業技術學院
系所名稱:資訊管理系
學門:電算機學門
學類:電算機一般學類
論文種類:學術論文
論文出版年:2004
畢業學年度:92
語文別:中文
論文頁數:91
中文關鍵詞:組織採購知覺偏好框架風險態度人格特質
外文關鍵詞:PersonalityRisk AttitudeFramingIntuitional PreferenceOrganizational Procurement
相關次數:
  • 被引用被引用:8
  • 點閱點閱:486
  • 評分評分:
  • 下載下載:165
  • 收藏至我的研究室書目清單書目收藏:4
理性的考量和評斷在組織採購交易議價過程能為組織帶來較佳的利益,為改善組織採購人員的決策績效,若能夠明確掌握採購人員對供應商報價知覺偏好之資訊,將有助於以理性方式判斷不同報價間的優劣。本研究提出確定性偏好、高機率偏好、目標價格偏好、及漸近式讓步偏好等四種組織採購人員面對報價方案時可能產生的供應商報價知覺偏好,整理一報價知覺偏好與決策績效影響模式並採用路徑分析方法檢定之。模式檢定結果說明組織交易議價過程影響採購人員對報價方案產生知覺偏好及決策績效差異之因素間關係。研究採模擬實驗進行,對象為業界具採購實務經驗之人員,實驗過程分別探討在八種交易情境下採購人員對賣方報價方案之選擇偏好及決策績效,結果顯示採購人員個人因素及情境變數顯著影響報價方案選擇之偏好與決策績效。而此結果將可提供供應商報價分析技巧參考,亦可提供買方訓練其採購人員以更理性方式進行採購決策之參考。
The rational judgment on pricing negotiation for a procurement process is able to bring a better profit for an organization. For improving the performance of purchasing personnel, it is very important to understand the intuitional preference of a purchasing person while he/her faces different pricing strategies from sellers. Based on literature reviews, four kinds of the intuitional preference of a purchasing person are proposed in this study. They are intuitional preference for certainty effect, highest probability, target price, and multiply concession strategy. A model illustrating the influence among demography of a buyer, framing, market structure, relationship between buyer and seller and intuitional preference is proposed and is also validated via path analysis. Eight different contingencies are designed in the experiment for this study. Subjects of this experiment are from five different high technology companies in Taiwan. The findings of this study reveal market structure, personality and risk attitude are highly related to the intuitional preference to influence the performance of purchasing personnel. The results of this study might be useful for both side of organizational procurement for pricing strategy on the seller side and the skill training of decision choice for the buyer side.
第一章 緒 論 1
第二章 文獻探討 4
第一節 組織市場交易 4
第二節 議價談判及定位 9
第三節 決策行為 13
第四節 性格特質 20
第五節 風險態度 23
第三章 研究模式 26
第四章 研究設計與方法 31
第一節 實驗設計 31
第二節 實驗問卷設計 33
第三節 統計分析方法 38
第四節 研究限制 39
第五章 資料分析與研究結果 40
第一節 實驗樣本分析 40
第二節 交易情境對採購報價知覺偏好及決策績效之影響 42
第三節 採購報價知覺偏好及決策績效之影響因素路徑分析 47
第四節 考慮情境影響之組織採購報價知覺偏好及決策績效路徑分析 57
第六章 結論及建議 62
參考文獻 64
[1] 王忠宗、許成(1990),採購學,國立空中大學,台北。
[2] 李紳妙(1996),「台灣蒜頭產銷與市場結構之研究」,碩士論文,國立台灣大學農業經濟研究所,台北。
[3] 李豐光(2000),「我國政府採購人員教育訓練需求評估及實證調查之研究」,碩士論文,東吳大學企業管理研究所,台北。
[4] 林財丁等(1999)譯,Robbins, S. P.著,組織行為,滄海書局,台中。
[5] 吳雪馥、林信惠、鄭富謙、吳金山(2002),「多準則決策在廠商篩選之應用」,第十三屆國際資訊管理學術研討會論文集,第381-388頁。
[6] 黃亮文(2000),「理性抉擇之研究」,碩士論文,國防管理學院國防決策科學研究所,台北。
[7] 黃鈴媚(2001),談判與協商,五南圖書出版公司,台北。
[8] 陳海鳴(1990),「一個決策過程概念及架構的討論—從認知過程的觀點」,博士論文,國立交通大學管理科學研究所,新竹。
[9] 陳滄河(1985),「我國執業會計師風險態度及其相關因素之研究」,碩士論文,國立政治大學會計研究所,台北。
[10] Agor, W. H. (1986), The Logic of Intuitive Decision Making, Quorum Bks, pp.16-22.
[11] Baranowski, T. A., and Summers, D. A. (1972), “Perceptions of Response Alternatives in a Prisoner’s Dilemma Game,” Journal of Personality and Social Psychology, 21, pp.35-40.
[12] Bazerman, M. H., and Neale, M. A. (1992), Negotiating rationally, Free Press, NY.
[13] Blake, R. R., and Mouton, J. S. (1964), The Managerial Grid, TX.
[14] Dhar, R., and Wertenbroch, K. (2000), “Consumer Choices Between Hedonic and Utilitarian Goods,” Journal of Marketing Research, Vol. 37, pp.60-71.
[15] Hammond, J. S., Keeney, R. L., and Raiffa, H. (1999), Smart Choices: A Practical Guide to Making Better Decisions, Harvard Business School Press, Boston.
[16] Isenberg, D. J. (1982), “How Senior Managers Think,” Harvard Business Review, Nor-Dec, pp.81-90.
[17] Jung, C. G. (1923), Psychological Types, Pantheon Book.
[18] Kahneman, D., and Tversky, A. (1979), “Prospect Theory: An Analysis of Decision under Risk,” Eonometrica, Vol. 49, No. 2, pp. 263-291.
[19] Kennedy, G. (1998), The New Negotiation Edge: The Behavioral Approach for Results and Relationship, Nichloas Brealey Publishing, London.
[20] Kuhberger, A. (1998), “The Influence of Framing on Risky Decision,” Organizational Behavior and Human Decision Processes, Vol. 75, pp.23-55.
[21] Lewicki, R. J., Saunders, D. M., and Minton, J. W. (2001), Essentials of Negotiation, McGraw-Hill & Irwin, Boston.
[22] Lindemann, M. A. and Schmid, B. F. (1998), “Framework for Specifying, Building, and Operating Electronic Markets,” International Journal of Electronic Commerce, Vol. 3, No. 2, pp.7-21.
[23] Maes, P., Guttman, R. H., and Moukas, A. G. (1999), “Agents that Buy and Sell: Transforming Commerce as We Know It,” Communications of the ACM, Vol. 42, No. 3, pp.81-91.

[24] Martin, J. (1978), “A Risk-Taking Profile of CPAs,” American Accounting Association’s Annual Meeting, Colorado.
[25] Mason, E. S. (1939), “Price and Production Policies of Large-Scare Enterprise,” American Economics Review, Vol. 29, No. 1, pp.61-74.
[26] Myers, I. B., and McCaully, M. H. (1985), Manual: A guide to the Development and Use of the Myers-Briggs Type Indicator, Palo Alto, Counseling Psychologist Press, CA.
[27] Nutt, P. (1997), “Better Decision-Making: a Field Study,” Business Strategy Review, Vol. 8, Issue 4, pp.45-52.
[28] Putnam, L. L., and Jones, T. S. (1982), “Reciprocity in Negotiations: An Analysis of Bargaining Interaction”, Communication Monographs, Vol. 49, pp.171-191.
[29] Rubin, J. Z., Pruitt, D. G., and Kim, S. H. (1994), Social conflict: Escalation, Stalemate, and Settlement, McGraw-Hill, NY.
[30] Scherer, F. M. (1980), Industrial Market Structure and Economics Performance, Mifflin, Boston.
[31] Simon, H. A. (1997), Administrative Behavior, 4th edition, The Free Press.
[32] Thompson, L. (1998), The Mind and Heart of the Negotiator, Upper Saddle River, Prentice Hall, NJ.
[33] Tutzauer, F. (1992), The Communication of Offers in Dyadic Bargaining, In L. Putnam and M. Roloff (Eds.), Communication and Negotiation, Newbury Park, CA.
[34] Tversky, A., and Kahneman, D. (1981), “The Framing of Decisions and the Psychology of Choice,”Science, Vol. 211, pp.453-458.
[35] Von Neumann, J., and Morgenstern, O. (1947), Theory of Games and Economic Behavior, Princeton University Press, NJ.
[36] Wallach, M. A., and Kogan, N. (1960), “Certainty of Judgment and the Evaluation of Risk,” Psychology Report, Vol. 6, pp.203-216.
[37] Walton, R. E., and McKersie, R. B. (1965), A Behavioral Theory of Labor Negotiation, McGraw-Hill, NY.
[38] Weingart, L. R., Thompson, L. L., Bazerman, M. H., and Carroll, J. S. (1990),” Tactical Behaviors and Negotiaion Outcomes,” The International Journal of Conflict Management, Vol. 1, pp.7-13.
[39] Yuki, G. (1974), “Effects of the Opponent’s Initial Offer, Concession Magnitude, and Concession Frequency on Bargaining Behavior,” Journal of Personality & Social Psychology, Vol. 30, pp.323-335.
[40] Zartman, I. W. (1976), The 50% solution, Anchor, NY.
QRCODE
 
 
 
 
 
                                                                                                                                                                                                                                                                                                                                                                                                               
第一頁 上一頁 下一頁 最後一頁 top
無相關期刊