臺灣博碩士論文加值系統

不論是鋪貨或銷售都必須審慎評估每一商店實際販售的適合性，先前的成功或失敗經驗都是往後決策分析時很好的參考依據 。為了確保資訊的真實性、即時性及避免資料搜尋中人力的浪費，通路間資訊系統連結作業是有其必要的。本研究在於探討供應商與經銷商之間，可能影響雙方資訊系統連結作業成敗的各項變數關係，及如何有效運用與加強這些變數能力。讓目前已實施或未來計畫推行的通路商當做作業參考，並期許大家都能建構一套完善的資訊管理架構，以提升各公司的競爭力。
本研究是以直接觀察與系統訪談方式探討影響資訊系統連結績效的相關研究變數。與個案公司相關人員進行問卷和深度訪談後整理、分析出每個個案公司六項研究變數「影響策略」、「通路權力」、「通路氣候」、「通路激勵」、「通路規範」、「交易成本」與資訊系統連結績效的交互影響關係，其中各項變數或者相互影響，或者影響最終的績效成果。研究者依上述觀察與訪談分析發展出以下幾項命題：
P1：通路關係中，適時的使用各項影響策略能建立良好氣候關係並達成特定任務
P2：通路關係中，對稱的通路權力能支持通路間良好氣候的形成
P3：通路關係中，通路成員對彼此的通路氣候支持時，有助於資訊系統連結績效的提昇
P4：通路關係中，適時、合理且有效的激勵制度，有助於資訊系統連結績效的提昇
P5：通路關係中，通路規範的建立，有助於資訊系統連結績效的提昇
P6：通路關係中，交易成本的產生，限制了資訊系統連結績效的發展，而事先充分的溝通是避免交易成本產生最有效的方法
資訊系統連結作業的功能與目的要能夠發揮到極致，唯有靠供應商將所得資訊真實、完全的回饋。供應商若能從全國經銷商所得資訊發展出各項制式管理報表，定期教育、激勵經銷商如何提升自我，相信這是對經銷商最好的回饋。

It is necessary to carefully evaluate each outlet to see if they are proper dealers for practical selling, no matter for distribution or sales purpose. Prior success or failure experiences are very good references for decision analysis in the future. To ensure just in time and reality of information and avoid human resource waste on data searching, information system linkage operation between channels are necessary. This study will discuss the relationships between different variables that may influence information linkage operation between suppliers and wholesalers and how to manipulate effectively and reinforce the abilities of these variables. Study results will offer operation references to suppliers and retailers who had implemented or are planning to develop systems in the future; researchers expect companies to construct perfect information management structures to enhance their competitiveness.

This study used direct observation and systemically interview to detect the correlation variables influence information system linkage performance. Researchers put together the questionnaires and in-depth interviews of related people of the case companies, find out the interaction relationships between six study variables - influence tactics, channel power, channel climate, channel motivation, channel norms, and transaction cost - with the information system linkage performance. The study shows the variables will influence each other or the final results of performance. According to the above observation and interview analysis, researchers developed the following propositions:
P1: Within channel relationships, use different influence tactics can build good climate relationships and achieve particular assignment.
P2: Within channel relationships, symmetrical channel power can sustain the formation of good cannel climate.
P3: Within channel relationships, the support of channel members to channel climate will help to enhance the information system linkage performance.
P4. Between channel relationships, a timely, reasonable and effective incentive system will help to enhance information system linkage performance.
P5. Between channel relationships, establishment of channel norms will help to enhance information system linkage performance.
P6. Between channel relationships, the results of transaction cost limit the development of information system linkage performance. The best way to avoid transaction cost is through sufficiently communications in advance.

Only if can the suppliers truly and completely feedback the collected information, the functions and objectives of information system linkage operation can be developed to the best condition. If suppliers can educate wholesalers periodically and motivate them to promote themselves through developing all kinds of management reports from information collected by wholesalers around the country, it will be the best feedback to them.

第一章 緒論
第一節 研究背景與動機 1
第二節 研究目的與問題 4
第三節 預期貢獻 5

第二章 文獻探討
第一節 影響策略、通路權力與通路氣候的關係 7
第二節 激勵與通路激勵 22
第三節 通路規範 29
第四節 交易成本 32
第五節 資訊系統連結績效 36

第三章 研究方法
第一節 個案研究方法 39
第二節 研究對象 40
第三節 研究變數 41
第四節 研究步驟 47

第四章 個案分析
第一節 供應商個案A公司 50
第二節 經銷商個案A-1、A-2、A-3公司 53
第三節 供應商個案B公司 61
第四節 經銷商個案B-1、B-2、B-3公司 63

第五章 結論與建議
第一節 個案研究結果 70
第二節 發展命題 74
第三節 研究結論 77
第四節 研究限制與建議 79
參考文獻 80
附錄一 89
附錄二 94
附錄三 100

中文部份
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4.林千料(民國88年)，供應商與經銷商策略整合影響因素之研究-以汽車業為例，大葉大學事業經營研究所碩士論文。
5.林桂鮮(民國89年)，行銷通路成員激勵影響因素之探討與實證，國立台灣科技大學企業管理系碩士論文。
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7.吳宜惠(民國92年)，製造商影響策略與經銷商合作績效關係之研究－控制與關係規範，大葉大學工業關係學系碩士班碩士論文。
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12.張音(民國92年)，醫療產業跨組織資訊系統之策略規畫研究，成功大學企業管理學系博士論文
13.張垂欽(民國77年)，經銷商對廠商激勵措施之滿意度研究，以大台北地區家電為例，中興大學企業管理研究所碩士論文。
14.張國銘(民國92年)，薪酬制度、組織氣候對工作績效影響之研究—以傳統紡織企業為例，國立中山大學人力資源管理研究所碩士論文。
15.黃俊英(民國86年)，「企業研究方法」，第三版，台北：東華書局，第44 頁(a)，第45 頁(b)，第46 頁(c)。
16.黃營杉譯(民國88年)（Charles W. L. Hill & Gareth R. Jones原著），策略管理，華泰文化事業公司，台北。
17.劉育秀(民國92年)，導入電子網路下影響通路衝突與通路績效關係之研究，輔仁大學/管理學研究所碩士論文。

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