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    政大機構典藏 > 商學院 > 企業管理學系 > 學位論文 >  Item 140.119/120175
    Please use this identifier to cite or link to this item: https://nccur.lib.nccu.edu.tw/handle/140.119/120175


    Title: 影響代工供應商與顧客間夥伴關係因素之硏究-以台灣電子資訊產業為例
    Authors: 黃銘章
    Contributors: 司徒達賢
    于卓民
    黃銘章
    Date: 2002
    Issue Date: 2018-09-27 14:22:54 (UTC+8)
    Abstract: 國際企業為了減低生產成本,將部分生產外包給國外的企業,是常見的策略聯盟方式,台灣許多大型企業,過去都是靠國外客戶之OEM訂單起家,但即便在台灣,雖然委託製造這種垂直聯盟的方式無疑是產業中歷史最久、也最常見的跨國合作模式,學術上以委託製造為主題的研究仍極為少見,甚至有些研究將代工的夥伴關係排除在策略聯盟之外。但本研究認為就合作的實質內容而言,從早期單純評估供應商的交期、品質、成本等因素之外,近年來,國際品牌廠商不斷發展出新的營運模式(例如BTO、CTO),使得台灣供應商所扮演的角色從單純代工走向國際的分工,因應新的營運模式,台灣廠商主動或被動提升自我的能力,我國資訊工業在與國際大廠長期代工合作下,從單純的製造加工,培養出從設計、製造到後勤支援的全球運籌能力,造成國際大廠為求生存及提高其競爭力而積極主動來台尋求合作,台灣資訊硬體產業的蓬勃發展,已經成為國際專業分工生產的重鎮。另外就理論面而言,如果將代工視為純粹的市場交易,則價格機制將決定了代工訂單的歸屬,所以換單、抽單、轉單等情事將會屢見不鮮。然而就實務界的合作情形觀察,此種現象並不是常見的現象,因此必然存在某些的因素讓雙方的關係穩定維持。本研究將援引策略聯盟的相關理論,建立影響代工供應商與顧客間夥伴關係的理論架構,並進行實證分析加以驗證。
    經過文獻探討,歸納交易成本理論、資源依賴理論、資源基礎觀點、社會網絡觀點等相關理論觀點,探討影響夥伴關係的因素,並透過個案訪談的分析與修正,建立研究架構。本研究依據相關的文獻將供應商與顧客之間的夥伴關係視為一個連續帶,其中一個極端是策略夥伴關係,另外一個極端則是一般市場交易關係。從資源基礎觀點來說,資源的互補是形成策略聯盟的重要驅動力量,所謂資源互補指聯盟夥伴的獨特資源,這些資源共同利用所產生的租要比個別夥伴單獨利用所能產生的租的總和還要大。因此,在代工的合作模式下,供應商所貢獻的研發能力與製造能力必須要能夠具體的呈現出利益在那裡?在這個經濟理性的前提下,一些對供應商評估的研究大部分均以:價格(成本)、品質、交期、新產品設計所需的時間等構面量評估供應商。因為廠商本身的know-how(in house know-how),這些Know-how可以讓其成為在價格、品質及產品發展上的獨特供應商。基於經濟理性考量的前提下,供應商在新產品發展的速度、價格、產品品質、與交期所展現出來的競爭力,是合作是否有利可圖的重要基礎,也成為影響代工合作模式下影響夥伴關係最重要的因素。而另一方面,相關的研究指出顧客所認知的知識外溢風險是影響長期合作關係成功的重要因素,在代工的合作關係下,要獲得顧客的信任,必須要降低顧客對於其know-how在未被預期下洩漏的顧慮,在供應商有替代意圖、防弊措施不夠、及社會資本不足的情況下,顧客認知的知識外溢風險將會增加,本研究認為顧客對於知識外溢風險的認知會稀釋供應商的競爭力,進而影響與顧客之間的夥伴關係。同時,在代工的合作模式下,供應商所期盼的是如何留住顧客,因此,如何提升顧客的轉換成本,成為一項重要的考慮因素。本研究認為隨著產品標準化程度的提高,潛在供應商的數目增加,顧客的轉換成本將會降低,交易機制會傾向於市場交易的統治模式,使夥伴關係傾向市場交易,但是產品生命週期的縮短與作業系統融合的程度提高則會增加顧客的轉換成本,使得夥伴關係趨近於策略夥伴的關係。
    在研究假設的驗證方面,本研究以外商在台的採購人員作為研究對象,分析單位為「交易關係」,共計回收118份有效問卷。分析結果發現供應商整體代工能力愈高,供應商的競爭力愈高;供應商的競爭力愈高,夥伴關係愈緊密。顧客認知的知識外溢風險愈高,會減弱供應商競爭力與夥伴關係緊密程度的正向關係。在轉換成本方面,僅供應商選評淘汰的困難程度及作業系統融合程度等兩個變項的交互作用獲得支持,也就是說供應商選評淘汰的困難程度愈高,會強化供應商競爭力與夥伴關係緊密程度之間的正向關係;作業系統融合程度愈高,也強化供應商競爭力與夥伴關係緊密程度之間的正向關係。
    綜合以上的實證結果,在理論方面,本研究證實策略聯盟的相關理論仍可以用在代工合作模式下,經濟理性仍然是夥伴關係的先決條件,同時本研究所提出關於夥伴關係的相關構面實證上也具有良好的信度與效度;在實務方面,本研究可以提供代工的供應商與顧客,在強化夥伴關係方面的可行作法。
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    Description: 博士
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