信任的決定因素及其對聯盟績效與未來合作意願之影響－中小企業策略聯盟之實證分析

Critical Antecedents of Trust toward Partner and Its Impact on Alliance Performance and Future Cooperation

曹為忠(Wei-Chung Chao)

策略聯盟 ； 組織距離 ； 信任 ； 溝通 ； 交易成本 ； Strategic Alliance ； Organizational Distance ； Trust ； Communication ； Transaction Cost

企業管理學報

58期（2003 / 09 / 01）

105 - 131

繁體中文

廠商對聯盟夥伴之信任程度的決定因素及其影響，近年來獲得實務與學理上的重視及研究。本文利用LISREL分析方法針對149家有效回卷之中小企業進行實證分析，探討廠商在策略聯盟中對夥伴信任程度之決定因素及其對聯盟績效與未來合作意願之影響。研究結果發現，聯盟夥伴間的溝通程度對夥伴之信任程度具有顯著的正向影響。廠商對夥伴的信任不但有助於聯盟績效的提升，亦有利於廠商未來與聯盟夥伴繼續維持合作關係之意願。在分群樣本的分析方面，實證結果顯示，就影響廠商對聯盟夥伴的信任程度而言，磐石獎得獎廠商較注重聯盟後夥伴間的溝通過程，而一般(未得獎)中小企業則較注重聯盟前夥伴間的組織差異。

The antecedents and impact of trust in partner relationship is an important issue for practical and academic fields. This study explores critical antecedents of trust toward partner and its impact on alliance performance and future cooperation. By applying LISREL model, 149 small-and-medium enterprises are empirically analyzed. Findings of this research indicate that communication between partners has significant positive influence on trust toward partner which, in turn, is positively associated with alliance performance and the will of future cooperation with that partner. To the degree of firm's trust toward partner, SMEs with National Awards focus heavily on the importance of after-alliance communication whereas others emphasize that of partners organizational distance before alliance.

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