運用權力依賴理論探討關係結構對關係轉介之影響—以競合為干擾變數

在全球化和溫室效應議題的發酵下，組織選擇適當的合作夥伴成為組織的重要課題。因此，現今市場多處於一個競合的氛圍。根據研究指出，透過關係轉介選擇合作夥伴有效降低風險和不確定性，且為雙方帶來強大的約束規範。但在長期的合作下，雙方之間的關係結構會開始產生不對稱/對稱關係，由過往文獻得知，權力依賴理論當中所提及，權力和相互依賴是影響雙方關係的主因，因此要適當管理與合作夥伴的關係，才能使關係更持續，且擴展關係網絡。　　本研究主要是以權力依賴觀點，瞭解廠商與合作夥伴之間的依賴關係，並探討競爭與合作如何干擾不對稱關係、對稱關係與關係轉介之關係，進而釐清有關廠商和合作夥伴關係發展以及權力依賴在雙方之間的影響和重要性。本研究採取紙本問卷發放以及電子郵件方式發放網路問卷，調查天下雜誌2017年所統計之1,000大製造業，選取上市、上櫃公司作為研究對象。一共回收246份完整問卷，有效回收率約達24.6%(246/1,000)。研究結果發現，競合關係有助於強化對稱關係與關係轉介間的關係；競合關係在不對稱關係與關係轉介間則無顯著干擾效果。再者，不對稱關係負向且顯著影響關係轉介；對稱關係正向且顯著影響關係轉介。整體而言，本研究貢獻有助於增進權力依賴理論、關係轉介以及競合等相關文獻的了解。最後，除了提出理論與管理意涵外，本研究亦提出研究限制以及未來研究方向。

關鍵字

權力依賴理論；競合；不對稱關係；對稱關係；關係轉介

並列摘要

In the context of the globalization and greenhouse effect issues, the organization’s selection of appropriate partners for cooperation has become an important issue for the organization. Therefore, today's market is mostly in the competitive-cooperated atmosphere. According to the study, the selection of partners through relational referrals can effectively reduce risks and uncertainties, and brings strong constraints to both parties. However, under long-term cooperation, the relationship structure between the two parties will begin to generate asymmetry/symmetry. It is known from past literature that the theory of power dependence has mentioned that power and interdependence are the main factors affecting the relationship between the two parties. Therefore, it is necessary to properly manage the relationship with the cooperation partners in order to make the relationship more sustainable and expand the network of relationships. The purpose of this study is to understand the dependence between manufacturers and partners in terms of power dependence, and to explore how competition and cooperation interfere with the relationship between asymmetric relationships, symmetrical relationships and relational referrals, so as to clarify the development of related manufacturers and partnerships, as well as the influence and importance of the power dependence between the two parties. In this study, the approach of paper questionnaires and e-mail have been used to distribute online questionnaires to investigate the top 1,000 manufacturing industries in the World Magazine of 2017, and the listed companies and OTC companies have been chosen as research objects. A total of 246 complete questionnaires are recovered with an effective recovery rate of approximately 24.6% (246/1,000). The results of the study show that the coopetition can help to strengthen the relationship between symmetric relationships and relational referrals; it has no significant interference effect between the asymmetry relationship and relational referral. Furthermore, the asymmetry relationship negatively and significantly influences the referral; the symmetric relationship positively and significantly influences the relational referral. Overall, this study contributes to the promotion of the understanding of the theory of power-dependence, relational referrals, and coopetition. Finally, in addition to propose the theoretical and managerial implications, this study also proposes research limitations and future research directions.