臺灣博碩士論文加值系統

過去許多研究發現儘管跨國合作夥伴之文化差異為合作的動機之一，取得互補性資產與了解彼此市場，但文化差異卻可能對於合作過程與績效產生負面的影響。在各式跨國合作中，近年來尤以跨國併購最為昌盛，除了因為許多全球性產業發展停滯的原因之外，透過併購企業也可因此鞏固其市場佔有率與進行組織再造，本研究因此應用過去許多文化差異的研究，針對跨國併購談判過程與結果進行深入探討，旨為瞭解在跨國併購談判過程中，夥伴文化差異對於談判過程與結果的影響為何，並且提出一連串假設透過深入訪談質性研究方法，驗證有哪些關鍵因素惠提升或降低文化差異對跨國併購過程與結果的影響。本研究結果顯示夥伴文化差異越大，對跨國併購的談判的結果會越不利，但其二關係會因為夥伴特性的差異（例如：議價能力、事業範疇、先行併購經驗與談判方的多寡）與談判過程中夥伴的互動（例如：溝通方式與關係質量）有不同的結果。本研究結果不僅貢獻於國際企業文化差異之現有文獻，同時也提供企業實際進行跨國併購談判時的管理方針。

Although cultural distance is one of the motives for international collaborations to acquire comparable assets and learn the unfamiliar market, it could pose negative impacts on the collaborative performance. Growing attention has been paid to cross-border mergers and acquisitions (M&As), as one of the popular international collaborations, not only because there are stagnant industry developments in the global markets but also firms can benefit from the M&As to consolidate their market shares and achieve organizational renovation. This research therefore aims at exploring the underlying relationship between cultural distance and cross-border M&A deals and identifying the potential key moderators influencing the impact of cultural distance on cross-border M&A deals. Based on the qualitative research methods through in-depth interviews, the research findings indicate that the negative relationship between cultural distance and cross-border M&A deals can be further strengthen by the increased power asymmetry between negotiating partners, yet it may be weakened by the high business relatedness between the partners, prior M&A experienced communication and relationship qualities between the partners. The findings on the one hand contribute to the current international business literature on cultural distance and cross-border M&As, on the other hand, provide managerial implications for firms to better negotiate a M&A deal with the foreign partners.

Title Page .............................................i
Approval Page..........................................ii
Authorization Paper...................................iii
Chinese Abstract.......................................vi
English Abstract......................................vii
Acknowledgement........................................ix
Table Of Contents.......................................x
List Of Tables........................................xii
List Of Figures......................................xiii

Chapter1. Introduction..................................1
1.1 Rationale of the Research...........................1
1.2 Research Gap........................................3
1.3 Research Objective and Questions....................4

Chapter 2. Literature Review............................6
2.1 Definitions and Types of Cross-border M&As..........6
2.2 Motives of M&As.....................................8
2.3 The Contextual Antecedents of International Business Negotiations in M&As...................................10
2.3.1 High / Low-Context Style in communication........11
2.3.2 Organizational Culture...........................13
2.4 The Processual Antecedents of International Business Negotiations in M&As...................................16
2.4.1 Pre-negotiation Factors..........................16
2.4.2 Negotiation Processual Factors...................21
2.5 Research Framework.................................24

Chapter 3. Research Methodology........................27
3.1 Research Design....................................27
3.2 Data collection strategy...........................28
3.3 Data analysis strategy.............................30

Chapter 4. Research Finding and Discussion.............31
4.1 Merger and Acquisition (M&A) affected by Culture distance...............................................31
4.2 The Key Moderators in Explaining the Relationship Between Cultural Distance and Cross-border M&A Deals...36
4.3 Other interference element in the M&A negotiation..41

Chapter 5. Discussion and Conclusion...................45
5.1 Theoretical implications...........................45
5.2 Managerial implications............................46
5.3 Research limitations & suggestion..................47

Reference..............................................48
Appendix...............................................54

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