兩岸供應商合作活動與購買商承諾關係之比較

The Relationship of Comparing with Cross-straits Suppliers' Cooperation Behavior and Buyers' Commitment

10.6270/JIBM.2013.4(2)31

白凢芸(Fan-Yun Pai)；李欣怡(Hsin-Yi Lee)

承諾 ； 權力不對稱 ； 合作活動 ； 關係 ； Commitment ； Power Asymmetry ； Cooperation Behavior ； Guanxi

創新與經營管理學刊

4卷2期（2013 / 12 / 01）

31 - 44

繁體中文

本研究探討在權力不對稱下台商為了獲得購買商之承諾是否會積極投入與其之合作活動。結果發現台灣廠商與中國廠商間愈趨向弱勢，愈積極採取合作活動，而合作活動僅資訊分享與聯合付出對購買商承諾具正向影響，專屬投資則不具顯著影響，關係的干擾效果對資訊分享與承諾之間連結具顯著減弱效果，即私人網絡易將未篩選訊息外流降低彼此間信任與承諾。研究結果可提供台灣廠商於兩岸貿易互動中合作活動與關係行為之參考。

Guanxi, the informal or personal connection between buyers and suppliers, was considered as the key cultural factor which affected the business activities in China. This study examined the impacts of power asymmetry which Taiwan firms faced in China and the moderating effects of Guanxi on relationship between the commitment of buyers (China firms) as well as the cooperation activities of the suppliers (Taiwan firms). The results demonstrated that Taiwan firms engaged in more activities in order to communicate frequently with and perform the royalty to China firms if the China firms are more powerful. The finding suggests that managers should control the information sharing under closer Guanxi.