華人「關係定位」理論模型— 關係類型與行為導向觀點

有關華人「關係」的研究日益受到學界的重視，但取向多元而不盡相同，本研究從價值中性化的立場去探討華人「關係」的社會文化背景及其正負面要素。本文首先從本體論與認識論切入，然後再說明方法論。在方法論處理上分成三個階段，首先從宏觀層次上透過命題論述來說明儒家文化生成的社會歷史背景，以推論儒家核心思想結構及其對華人性格的影響，進而型塑出華人性格的基本要素與心理結構；第二階段從微觀層次結合社會交換理論、符號互動理論與期望理論等跨文化共同基礎，來說明華人性格特徵並建構出「關係定位」理論模型，以描述華人經由不同人際間尊卑與親疏關係，由主體對客體(均指稱特定個人)所「定位」出來的不同「關係類型」，每一種關係類型又對應出不同的「行為導向」。前述命題推導是透過儒家典籍及當代相關研究文獻得來，再根據前述「關係定位」理論模型按不同水平與垂直的人際關係來定位四種關係類型與對應的行為導向，這個部分則經由文獻探討及觀察推理進行論述。本理論模型在本質上屬描述性模型，首先發展在日常生活中「一般關係類型與行為導向」模型，然後再聚焦到企業條件下的「管理關係類型與行為導向」模型，以瞭解華人社會中二者間的異同之處。由於所有個人皆與他人在彼此的關係網絡中，因此都有不同的關係定位過程，隨著條件的變化，定位的類型與行為導向也會產生變化。故本研究在探討「關係定位」時是從主體的角度界定雙方不同的關係類型與行為導向，以及客體在不同關係類型中的動態變化。當理論模型建立後，本研究即進入方法論的第三階段，根據理論模型內容針對若干資深高階經理人進行半結構化的深度訪談，再整理訪談結果並做雙重的詮釋(包括一度與二度詮釋)，以分析理論模型與實務現象的契合程度，並依理論飽和度原則來確認模型的解釋能力。本研究結果修正部分原始理論模型，針對關係定位所定義的水平與垂直關係，分別得出一般及管理的四個關係類型所對應之各行為導向。修正後理論模型在一般行為部分，從第Ⅰ到第Ⅳ象限依序為「尊敬順從」、「規避順從」、「保障平衡」及「支配關懷」導向，另在管理行為上則依序為「謹慎重用」、「預防疏離」、「支配定規」及「照顧培植」等導向。在各種不同的行為導向上，本研究也整理並詮釋了受訪者對現況(結構面)及發展(動態面)的看法和意見，然後再驗證受訪者對客體跨象限等動態變化的看法，這個部分基本上均符合原始理論模型的預期。最後，本研究提出討論議題與研究結論，並對未來研究及管理實務提供相關建議。關鍵詞：華人社會；關係定位；關係類型；行為導向；半結構化訪談

關鍵字

華人社會；關係定位；關係類型；行為導向；半結構化訪談

並列摘要

Research on Chinese "guanxi" has received increasing attention from academic circles, however the orientations are diverse and not equivalent. This study explored the social and cultural background of Chinese "guanxi" and its positive and negative elements from a value-neutral standpoint. This research first started with a brief description of ontology and epistemology, and then explained the methodology used. This study was divided into three stages in terms of methodology. First, from a macro level, it explained the social and historical background of the generation of Chinese Confucian culture through propositional discussion, in order to deduce the structure of Confucian core concepts and its possible impact on Chinese character. In addition, the basic elements and the psychological construct of Chinese character are revealed. The second stage continued from the micro level to combine social exchange theory, symbolic interaction theory and expectancy theory and other cross-cultural communal foundations to explain the Chinese characters’ features and constructed a theoretical model of "guanxi positioning". This model described the different "guanxi types" that the Chinese people "position" toward the object (referring to a specific individual) through different interpersonal relationships of superiority (vertical dimension) and intimacy (horizontal dimension). Each guanxi type will correspond to different "behavior orientations". The derivation of the aforementioned proposition was based on the interpretation of Confucian classics and the compilation of contemporary relevant research literatures. Then, based on the "guanxi positioning" theoretical model constructed above, four guanxi types and corresponding behavior oriantions are positioned according to different horizontal and vertical interpersonal relationships. Behavior orientations were discussed through literature review and observational reasoning. When constructing the theoretical model, this research first briefly described the prototype of the theory and developed the model from the horizontal/vertical aspects and four different quadrants. This theoretical model is essentially a descriptive model. It first developed a "general guanxi type and behavior orientation" model under general social life conditions, and then focused on constructing a "managerial guanxi type and behavioral orientation" model under business (instrumental organization) conditions. This research compared two "behavioral orientation" models to understand the construction, similarities and differences in ethnic Chinese society. Since all individuals are in mutual guanxi networks with others, they all have different guanxi positioning processes. As personal conditions change, the type of positioning and behavioral orientation will also change. Therefore, in the process of exploring "guanxi positioning", this study explored its positioning of the object from the perspective of the subject, and explained that the subject defined different guanxi types and demonstrated corresponding behavioral orientations of both parties, as well as the dynamic changes of the object in different guanxi types. After the framework of the theoretical model is established, this study then proceeded to the third stage of methodology. A semi-structured questionnaire was designed based on the theoretical model, and then through in-depth interviews with a number of senior high-level managers, the interview results were organized and interpreted. Double interpretation (first and second degree interpretation) was used to analyze the degree of fitness between practical phenomena and the content of the theoretical model, and then confirmed the explanatory capability of the theoretical model based on the principle of theoretical saturation. The results of this study revised several parts of the original theoretical model. Focusing on the horizontal relation and vertical relation defined by guanxi positioning, the contents of four different guanxi types, both general and managerial, were discussed respectively, in order to confirm or revise corresponding general and managerial behavior orientations. In the general behavior part of the modified theoretical model, the titles from Quadrant I to Quadrant IV were "respect and obedience", "avoidance and obedience", "safeguard and balance", and "dominance and care", and in terms of managerial behavior, the titles from Quadrant I to Quadrant IV were "precaution and approval", "prevention and alienation", "control and regulation", and "care and cultivation" respectively. In terms of various behavioral orientations, this research also sorted out and interpreted the respondents' views and opinions on the current situation (structural aspect) and development (dynamic aspect), and then continued to verify the respondents' views on the dynamics of object cross-quadrants behaviors. The results of cross-quadrants dynamics of object were basically in line with the expectations of the original theoretical model. Finally, this research provided conclusions and proposed discussion issues as well as suggestions for management practice and future research. Keywords: Ethnic Chinese Society; Guanxi Positioning; Guanxi Type; Behavioral Orientation; Semi-structured Interview