臺灣博碩士論文加值系統

台灣營建產業的發展過程在國家的經濟發展上，扮演著極為重要的角色，而分包管理乃營造業垂直分工之主流，也是公司經營策略的重要一環，其中，營造公司(承包商)與長期合作之分包商間之關係更是值得關注。 在愈趨競爭的環境裡，營造公司為了提昇績效、強化競爭地位，許多公司已經重新思考採購與供應策略，選擇少部份的關鍵分包商與其建立良好的關係，因此，承包商與其分包商在互信的發展下，更能促進彼此間的合作關係。
本研究的主要目的是探討台灣營造產業中信任(可信信任、善意信任)與承諾(情感性承諾、計算性承諾)之前因與結果變數間之關聯性，並以承包商之高階主管及採購人員為研究對象，由承包商的觀點依據其最主要分包商實際互動的狀況，反映出彼此合作關係建立的程度。本研究採用問卷調查法，蒐集來自台中市成立的營造工程有限公司的191份有效回收問卷，以結構方程模式驗證假說。
　　經實證與分析結果發現：(1) 影響合作關係持續性之總效果以情感性承諾最高，善意信任次之，溝通與可信信任則再次之；(2) 情感性承諾與計算性承諾對合作關係持續性皆有顯著的直接影響效果；(3) 善意信任對計算性承諾的影響不顯著，須經由情感性承諾間接影響合作關係持續性；(4) 可信信任透過情感性承諾與計算性承諾對合作關係持續性皆有顯著的間接影響效果，但計算性承諾卻降低了可信信任的程度；(5)溝通、衝突處理、能力確為可信信任善意信任的前置變數。建議：（1）透過彼此改善作業流程或發展新產品以提高投資興趣與信任，藉此強化彼此關係的依賴程度，也藉由產生較高轉換成本，使承包商持續關係的意願提高。(2)企業間的信任與承諾是一種無形的管理機制，是以彼此間長期目標為考量，分包商經由溝通、衝突處理、及能力的提昇，不但有助於承包商建立信心，彼此在良性的互動下朝一定的目標努力，更能有效深化雙方的情感性承諾，必能以穩固的基礎在激烈的競爭市場中發揮最佳的優勢。

The construction industry in Taiwan has played a fundamental role in the process of economic development. On the trend of intensive outsourcing in construction industry, how to manage subcontractors, especially the core suppliers, is a crucial element in a contractor’s business strategy. In competitive environment, many contractors are thinking new purchasing-supplying strategy, choose some key subcontractors only and build up relationships in order to enhance performance and competitive position. It’s really an important issue contractors build relationship with their subcontractors.
The objective of this research is to discuss the antecedents and consequences of trust (credible trust, benevolent trust) and commitment (affective commitment, calculative commitment) in the construction industry in Taiwan. Executives of contractors and procurement officers were reach subjects in this study and feedback the cooperative relationship biulding base on manufactures’ view. Through construction Co Ltd in taichung gathered, it was valid 191 samples by the method of sampling survey for the analysis of the Structual Equation Modeling confirming the hypotheses and investigating the relationships.
The results of this study were: (1) The primary positive effect factor of continuity of cooperative relationships is affective commitment, the secondary factor is benevolent trust,and then it’s communication and credible Trust; (2) Affective commitment and calculative commitment both significantly positively affect continuity of cooperative relationships; (3) Benevolent trust insignificant directly effect on calculative commitment and affect continuity of cooperative relationships through affective commitment; (4) Through affective commitment and calculative commitment, credible Trust significantly positive indirect affect on continuity of cooperative relationships; (5) Commnication, conflict handling and competence are the antecedents of credible trust and benevolent trust.

謝誌....................................................iii
摘要....................................................iv
Abstract................................................v
第一章 緒論.............................................1
第一節 研究背景與動機...................................1
第二節 研究目的.........................................5
第三節 研究範圍及對象.....................................5
第四節 研究流程與論文架構.................................6
第二章 文獻探討...........................................8
第一節 個案公司簡介.......................................8
第二節 溝通..............................................15
第二節 衝突處理..........................................19
第三節 能力..............................................26
第四節 信任..............................................29
第五節 承諾..............................................34
第六節 合作關係..........................................40
第三章 研究方法..........................................45
第一節 研究架構..........................................45
第二節 研究假說..........................................46
第三節 變項之操作型定義..................................51
第四節 問卷設計..........................................53
第五節 資料分析方法......................................54
第四章 驗證與分析........................................57
第一節敘述性統計.........................................57
第二節 共同方法變異檢測..................................64
第三節 問卷之信效度分析..................................68
第四節 整體結構方程式模式分析............................73
第五章 結論與建議........................................91
第一節 結論..............................................91
第二節 管理意涵與建議....................................98
第三節 研究限制與後續研究建議...........................101
參考文獻................................................103
附件一..................................................111
附件二..................................................114
圖目次
圖1-1 研究流程圖..........................................7
圖2-1 公司組織圖..........................................9
圖3-1 研究架構...........................................45
圖4-1 理論模式與參數結構.................................84
圖4-2 整體結構模式.......................................89
圖4-3 整體結構模式影響效果最顯著之路徑...................90
表 目 次
表2-1 年度工程表.........................................11
表2-2 溝通定義...........................................15
表2-3 衝突定義...........................................20
表2-4 能力定義...........................................28
表2-5 信任定義...........................................31
表2-6 信任衡量構面.......................................34
表2-7 承諾定義...........................................36
表2-8 承諾衡量構面.......................................39
表2-9 合作關係定義.......................................41
表2-10 合作關係衡量構面..................................43
表3-1 研究假說...........................................51
表4-1 溝通之敘述統計分析.................................59
表4-2 衝突處理之敘述統計分析.............................60
表4-3 能力之敘述統計分析.................................60
表4-4 可信信任之敘述統計分析.............................61
表4-5 善意信任之敘述統計分析.............................62
表4-6 情感性承諾之敘述統計分析...........................62
表4-7 計算性承諾之敘述統計分析...........................63
表4-8 合作關係持續性之敘述統計分析.......................64
表4-9 所有構念指標未旋轉之探索性因素分析.................65
表4-10 驗證性因素分析....................................65
表4-11 各構面量表信度分析................................69
表4-12 溝通構面區別效度之分析............................72
表4-13 變數間之相關係數分析..............................76
表4-14 整體理論模式之衡量模式分析........................77
表4-15 驗證性因素分析標準表(Bogozzi & Yi, 1988)..........81
表4-16 理論結構模式之路徑係數與假說驗證..................87
表4-17 各構念對合作關係持續性效果分析....................90

1.李婉容譯(1995)。Francis, Fukuyama原著。(信任)。台北縣：立緒化。
2.簡士超（2007）。行銷學，台北：臺灣培生教育出版。
3.謝文全。1988。學校行政，台北：五南圖書出版社。
4.蔡朝彥。1999。營造承攬模式及管理規範建立研究-以職業安全衛生為出發點探討之。中華大學建築與都市計畫學系碩士論文。
5.蘇宜士。2005。『解構』與『重構』台灣營造業的職業災害 －一個「特殊的」生產方式：層層轉包層層剝削－。政治大學勞工研究所碩士論文。
6.許志諭。2005。營造業選擇分包商的關鍵因素分析。國立成功大學高階管理碩士在職專班碩士論文。
7.徐瑞鴻。2002。捷運工程承包商分包管理之研究。銘傳大學管理科技研究所碩士在職專班碩士論文。
8.Michael Argyle . 1996. 合作，179-181，台北市；巨流出版社。
9.Almedia, P., Song, J. and Grant, R. M. 2002. “Are firms superior to alliances and markets?An empirical test of cross-border knowledge building”, Organization Science, 13(2), 147-161.
10.Anderson, E. and Weitz, B. 1989. “Determinants of continuity in conventional industrial channel dyads”. Marketing Science. 8(4), 310-323.
11.Anderson, James C. and James A. Narus, 1990. “A Model of Distribution Firm and Manufacture Firm Working Partnerships”. Journal of Marketing. 47,44-54.
12.Anderson, J. C. and Narus, J. A. 1990. “A model of distributor firm and manufacturer firm working partnerships”. Journal of Marketing, 54(1): 42-58.
13.Beckett-Camarata, E. J., Camarata, M. R. and Barker, R. T. 1998. “Integrating internal and external customer relationships through relationship management: a strategic response to a changing global environment”, Journal of Business Research, 41, 71-81.
14.Buckley, P. J. and Casson, M. C. 1988. “A theory of cooperation in international business. Management International Review”. 28, Special Issue, 19-38.
15.Buyer. 1987. “Seller Relationship”. Jouranl of Marketing, 51, 11-27.
16.Brown, L. 1961, “Communication Facts and Ideas in Business, Englewood Cliffs”, New York：Prentice-Hall.
17.Claycomb, C. and Frankwick, G. L. 2004. “A contingency perspective of communication, conflict resolution and buyer search effort in buyer-supplier relationships”. Journal of Supply Chain Management. 40(1), 18-24.
18.Chien, S., Cherry. Lee (2003), “A Cross-Cultural Application of a Theoretical Model of Business Ethics: Bridging the Gap between Theory and Data”, Journal fo Business Ethics, Vol. 44, pp.359-376.
19.Chien, C . and Moutinho, L .(1997),“A Framework of Networking Efforts: The Missing Part of Relationship Marketing,”Journal of Targeting,Measurement and Analysis of Marketing, Vol. 6, pp.33-47
20.Chien, S. and M Moutinho, L .(2000), “The External Contingency and Internal Characteristic of Relationship Marketing”Journal of Marketing Management, Vol. 16, pp.583-595
21.Chien, C . and Moutinho, L .(2004), “Beyond Relationship Marketing, ” Marketing Mind Prints, edited by Philip J. K., PALGRAVE MACMILIAN, NEW YORK
22.Coombs, Rod. 1996. Core Competencies and the Strategic Management of R & D. R & D Management. 26(4), 345-355.
23.Daniel J. Canary and Michael J. Cody. 1998. Interpersonal Communication: A Goals-Based Approach.
24.Das, T. K. 2000. “A Resource-Based Theory of Strategic Alliances”. Journal of Management, 26(1), 31-61.
25.Dean Barnlund. 1968. “Interpersonal Communication:Survey and Studies”, Boston:Houghton Mifflin, 25.
26.De Laat, P. 1997. “Research and development alliances: Ensuring trust by mutual commitment. In Ebers, M. (eds)”. The formation of inter-organizational networks: 146-173. New York: Oxford University.
27.Mayer, R. C. and Davis, J. H. 1995. “An integrative Model of Organizational Trust”. Academy of Management Review, 20(3), 709-734.
28.Ganesan, S. 1994. “Determinants of long-term orientation in buyer-seller relationships”. Journal of Marketing, 58(2), 1-19.
29.Grant, R. M. 1996. Prospering in dynamically-competitive environments: Organizational capability as knowledge integration, Organization Science, 7(4), 375-388.
30.Gundlach, G. T., Achrol, R. S. and Mentzer, J. T. 1995. “The structure of commitment in exchange”. Journal of Marketing, 59(1), 78-92.
31.Hamel, G. and C.Heene. “The Concept of Core Competence”. New York: Wiley, Chichester.1994.
32.Katz,D. and Kahn,R.L. 1978 . “The Social Psychology of Organization”, N.Y.: John Wiley＆Sons Inc.
33.Kotler And Philip. 1994, Marketing Management: Analysis, Planning, ImplementationAnd Control. Prentice-Hall Inc.8th Edit.
34.Kumar, N., Hibbard, J. D. and Stern, L. W. 1994. “The nature and consequences of marketing channel intermediary commitment’. Marketing Science Institute Working Paper, 94(115), 1-33.
35.Kumar, N., Scheer, L. K. and Steenkamp, J-B. E. M. 1995b. “The effects of perceived interdependence on dealer attitudes”. Journal of Marketing Research, 32(2), 348-356.
36.Lasswell, H.D. 1948. “The Structure and Function of Communication in Society, The communication of Ideas,” N.Y. : Harper and Bros.
37.Leung, T. K. P., Lai, K. H., Chan, R. Y. K. and Wong, Y. H. 2005. “The roles of Xinyong and Guanxi in Chinese relationship marketing”, European Journal of Marketing. 39(5/6), 528-559.
38.Lind,E.A. and Tyler,T.R. 1988. “The social psychology of procedural justice”. New York: Plenum Press.
39.Lin WB & Wu WY. 2005. “A Study of the Influence of Knowledge Integration and Operation Features on Core Competence with the Perspective of Organization Learning”. 臺大管理論叢. 15(2): 165-197.
40.Long, Carl and Mary. Vickers-Koch. 1995. “Using Core Capabilities to Great Competitive Advantage”. Organizational Dynamics. 24(1), 6-21.
41.Meyer, J. P., Allen, N. J., & Smith, C. A. 1993. “Commitment to organizations and occupations:Extension and test of a three-component model”. Journal of Applied Psycology, 78, 538-551.
42.Mohr, J. and Spekman, R. 1994, “Characteristics of partnership success: Partnership attributes, communication behavior and conflict resolution techniques”. Strategic Management Journal, 15(2), 135-152.
43.Moorman, C. and Zaltman, G. 1992. “Relationships Between Providers and Users of Market Research: The Dynamics of Trust Within and Between Organizations”. Journal of Marketing Research (JMR), 29(3), 314-328.
44.Morgan, R. M. and Hunt, S. D. 1994. “The commitment-trust theory of relationship marketing”. Journal of Marketing, 58(3), 20-38.
45.Mowday, R. T., L. W. Porter, and R. M. Steers. 1982. “Employee-Organization Linkages: The Psychology of Commitment, Absenteeism and Turnover”. New York: Academic Press.
46.Pfeffer, J., and Salancik, G. R. 1978. “The External Control of Organization：A Resource Dependence Perspective”, New Tork, Happy & Raw, Publisher.
47.Poter, L. W., R. M. Steers, R, T, Mowday and P. V. Boulion, 1974. “Organizational Commitment, JOB Satisfaction and Turmover Among Psychiatric Technicians”. Journal of Applied Psychology, 59(5), 603-609.
48.Rahim, M. A. 2001. “Managing conflict　in organizations”. Westport Conn. Quorum Books.
49.Rahim, M. A. 2002. “Toward a theoryof managing organizational conflict”. International Journal of Conflict　Management, 13(3), 206-235.
50.Robert M. Morgan & Shelby D. Hunt 1994. “The Commitment-Trust Theory of Relationship Marketing”. Journal of Marketing, 20-38.
51.Rempel, J. K., Holmes, J. G. and Zanna, M. P. 1985, “Trust in close relationships,” Journal of Personality and Social Psychology, 49(1), 95-112.
52.Rempel, J. K. and Holmes, J. G. 1986. How Do I Trust Three? Psychology Today, 20(2), 28-34.
53.Reichers, A. E. 1985. “A Review and Reconceptualization of Organizational Commitment”. Academy of Management Review, 10, 465-476.
54.Ruyter, K. D., Moorman, L. and Lemmink, J. 2001, “Antecedents of commitment and trust in customer-supplier relationships in high technology markets.Industrial Marketing Management”, 30(3), 271-286.
55.Schurr, Paul H. and Jule L. Ozanne. 1985. “Influences on Exchange Processes: Buyers'' Preconceptions of a Seller''s Trustworthiness and Bargaining Toughness”. Journal of Consumer Research, 11 (March), 939-953.
56.Selnes, F. 1998, “Antecedents and consequences of trust and satisfaction in buyer-seller Relationships”, European Journal of Marketing. 32(3/4), 305-322.
57.Shannon, C.E.W.Weaver. 1949. “The Mathematical Theory of Communication,”Univ.of Illlinois Press.
58.Simon, H.A. 1976. “Administrative behavior,N.Y.:The free presss.”
59.Sivadas, E. and Dwyer, F. R. 2000. “An examination of organizational factors influencingnew product success in internal and alliance-based processes”, Journal of Marketing, 64(1), 31-49.
60.Stephanie,A.Westmyer;Rachel,L.DiCioccio;Rebecca,B.Rubin. 1998. “A ppropriateness and Effectiveness of Communication Channel in 105 Competent interpersonal communication” , Journal of Communication, 48(3), 27-48.
61.Stern, Louis And Ronald Gorman. 1969, “Conflict In Distribution Channels: An Distribution Channels: Behavioral Dimensions”.　
62.Stern, Louis W. and Adel I. El-Ansary. 1992, “Marketing Channel-Assessing MarketingChannel Performance”, 4th Edition, Chapter 11, 495.
63.Stern, Louis And Andel El-Ansary. 1992. Marketing Channels, Englewood Cliffs, N.J: Pretice-Hall, Inc.
64.Teece, D. J., G. 1997. “Pisano and A Shuen. Dynamic Capabilities and Strategic Management”. Strategic Management Journal. 18(7), 509-533.
65.Tyler, B. B. 2001. “The complementarity of cooperative and technological competencies:a resource-based perspective”, Journal of Engineering and Technology Management, 18, 1-27.
66.Wall, J. A. and Callister, R. R. 1995.　“Conflict and its management.” Journal of Management. 21(3), 515-558.
67.Williamson, O. E. 1985. “The Salesperson as Outside Agent and Employee :A Transaction Cost Analysis”. Marketing Science, 4(Summer), 234-254.