關係認知與合作績效關聯性之研究-以半導體製造商之特殊氣體採購相關人員為研究對象-

Effects of Buyer’s Perception of Partnership Relationship and Collaborative Performance -An Example of Special Gas Purchasing in the Semiconductor Industry -

陳壽考(Shou-Kao Chen)

指導教授 ： 吳美連

中原大學/商學院/企業管理研究所/碩士(2007年)

https://doi.org/10.6840/cycu200700032

摘要

論文摘要 合作的議題在近年來不斷被重視及討論，在產品週期性不斷縮短，廠商希望能藉由與其有合作關係的夥伴，透過彼此間相互付出的努力，達到雙方滿意的合作績效，製造商和供應商在夥伴關係長期關係的成功，需要奠基在買賣雙方之信任和關係承諾。 本研究主要是針對特殊氣體供應商與科學園區內的半導體公司關係認知與合作績效關聯性之探討，故選取目前生產 DRAM 和晶圓代工產業具實務經驗的專家與實際負責製特殊氣體採購評估的人員，進行問卷調查，藉以彙整出相關特殊氣體購決策時的評估準則。回收有效問卷為202 份，經由相關統計分析之後，歸納出下列重要的研究結論： (1).關係認知與合作績效呈現顯著的影響。信任與關係承諾愈高則雙方目標達成與合作關係愈滿意，信任與承諾會鼓勵夥伴對關係進行投資。 (2). 對業務人員人格特質認知與合作績效的關係呈現顯著的影響。業務人員之個人格特質之外向性、嚴謹性愈強，對雙方之合作績效愈佳。 (3). 關係認知、對業務人員人格特質認知與整體合作績效是呈現顯著影響。其中以信任是提供交易夥伴未來所長期的合作關係維持實踐程度大。另一方面外向性人格特質愈高的工作者，其中目標達成度、合作滿意度在整體合作績效愈高。對於嚴謹自律性愈高的人，整體合作績效也愈高。 綜合上述結論本研究建議業務人員若具備有外向性、嚴謹性人格特質，且企業間信任程度愈高，將會促使製造商願意投入更多資源促使彼此更具有競爭力。關係承諾對合作績效無顯著的影響產生，因半導體產業近十年來正處於快速蓬勃發展階段，與供應商的夥伴關係雖稍有基礎，但對於未來持續合作之欲望與情感的承諾關係，則仍需要非常長時間的累積，以培養具高度承諾的夥伴關係，以確保夥伴關係在每一個發展階段當中，皆能隨著雙方的持續互動而逐漸成長。 關鍵字：關係認知、信任、關係承諾、人格特質、合作績效

關鍵字

信任 ； 人格特質 ； 合作績效 ； 關係承諾 ； 關係認知

並列摘要

Abstract
Cooperation issues have constantly been emphasized and discussed recently. Due to products cycle is getting shorter, suppliers wish to cooperate with their manufacture partners to reach the goal of both satisfaction on both sides takes efforts. The long-term relationship success between suppliers and manufacturers need to build up on mutual trust and promise of their relationship.
This study mainly aims to the relationship recognition associated with cooperation efficiency between special gas suppliers and semiconductor companies in Science Park. We did questionnaire survey with experienced people in DRAM and foundry industries also people actually involved with procurement assessment of special gas to summarize the assessment criteria of purchasing decision. The valid returned questionnaires were 202. Following are the important conclusion of this study through statistic analysis:
1. Relationship recognition has great influences on cooperation efficiency. The more trustiness and promising relationship they had the better chance of reaching mutual goal and satisfaction of cooperation relationship. Therefore, trustiness and promising will encourage partners investing on their relationship.
2. The recognition of sales person’s personality has great influences on cooperation efficiency. Sale person with out going, conscientious personality has better cooperation efficiency on both sides.
3. Relationship recognition, recognition of sales person’s personality shows great influences on cooperation efficiency. Trustiness plays a big role on maintaining future long-term cooperation relationship between business partners. Another aspect, those workers with more out going personality, the better goal reaching rate and the cooperation satisfaction rate on their cooperation efficiency they have. For those workers with more self-conscientious, the better overall cooperation efficiency they have.
Base on above conclusions, our studies suggested sale persons with out going, conscientious personality plus the better mutual trustiness between business partners will make manufactures more to be willing to invest resources to increase each others competitiveness. Promising relationship has not much influence on cooperation efficiency. Semiconductors business has prompt growth for the past ten years, even though they have some relationship with suppliers; however they still need to build up great promising business relationship to secure each steps of development to have progress in their interactions.

Key words: Relationship recognition, Trustiness, Promising relationship, Personality, Cooperation efficiency

並列關鍵字

Cooperation efficiency ； Personality ； Relationship recognition ； Trustiness ； Promising relationship

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