廠商問合作關係對企業營運策略發展之影響探討

Exploring the Effects of Inter-Firms' Cooperative Relationship on Business Strategic Development

陳悅琴(Yueh-Chin Chen)

《輔仁管理評論》 14卷3期 (2007/10) Pp. 145-180

摘要

合作關係的發展建基於買賣雙方體認到能力上的互補與競爭優勢，藉由合作進行知識能力與技術交流或交換、風險與利益分擔或共享，形成集體力量，提昇彼此市場地位以及資源能力整合。但代工廠商如何在合作關係發展歷程中，轉換技能互動模式、資源能力以培養不同的營運能力的動態性過程，卻是過去文獻較少說明的。因此，本研究自合作關係發展歷程中，探討廠商關係進展受到那些關鍵因素影響、在不同的關係發展中，技能移轉模式與互動關係如何影響代工廠商技術吸收與能力提昇、以及組織資源能力的運用對合作關係發展與營運策略發展有何影響。研究結果顯示，代工合作關係發展易受到「相對規模」、「合作類型」、「合作時間」、「合作模式」等影響，且「企業主私人情誼」的親疏，對關係發展與信任有相當的影響力；隨著不同的關係發展階段，「技術移轉模式」、「技術經驗」與「技術差距」亦會影響技術吸收及運用；而「企業資源能力運用與擴展方式」及「企業主經營理念」深化合作夥伴的依賴及關係發展，並形成「價值導向」與「關係導向」兩種能力發展。前者的關係發展模式是充份利用集團資源，多元化擴展事業體系，架構產業虛擬網路以取得合作夥伴信任；而後者的關係發展模式採單一且深化合作關係和集中本業經營，取得夥伴信任。在本文個案中，寶成集團與NIKE的關係發展較傾向「價值導向」，豐泰集團與NIKE的關係發展則較傾向「關係導向」。

關鍵字

合作關係 ； 技能移轉 ； 組織資源 ； 策略發展

並列摘要

Collaborative relationship development starts with capability complementary and competitive advantage. Firms build cooperative relationship for forming collective power by knowledge and skills interchange, risk and benefits share which can enhance firms' market position and coordinate resource capabilities. However, in the process of inter-firms cooperative relationship development, how inter-firms transfer their skills and technologies to each other, and how do they accumulate resource capabilities for deploying different strategic capabilities in the dynamic process are seldom examined in past research. Therefore, this study explores what factors affect relationship development, how the type of technology transfer and interaction influence skill absorption and capabilities promotion in different relationship stages, and how organizational resources exertion leads the relationship evolution and strategic deployment. The result shows that cooperative relationship development was be affected by relative scope, cooperative type and timing. Meanwhile, owner's personal friendship with partner has considerably influence relationship evolution and trust. Beside, technology transfer type, skill experience and gap al so influence skill absorption and exercise in different relationship stages. Firm resource exertion and owner's managerial philosophies may al so deepen partners' dependence and relationship development which would emerge to two capability development type namely 'Value-Oriented' and 'Relationship-Oriented'. The former of 'Value-Oriented' capability development utilizes Group resources efficiently to diversify business expansion, establish virtual business network to gain partner's trust and dependence. The 'Relationship-Oriented' capability development exerts single cooperation and focus on original business to deepen relationship and gains partners trust. In our case study shows that relationship development between Pou-Chen group and Nike tends ”Value-Oriented”, and the relationship of Fon-Tay and Nike tends ”Relationship-Oriented”.

並列關鍵字

cooperative relationship ； skill transfer ； organizational resource ； strategic deployment

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