基於策略聯盟的普及與應用,影響聯盟績效與夥伴間長期合作意願之因素的探討,近年來獲得實務界與學術界的重視及討論。本文利用徑路分析 (Path analysis) 針對54家有效回卷之資訊電子廠商進行實證研究,探討廠商所知覺之聯盟績效與未來合作意願的影響因素。實證結果顯示,聯盟夥伴間的溝通不但可有效降低夥伴间的衝突程度,對夥伴信任程度的建立亦具有顯著的正向影響。廠商對夥伴的信任不但有助於聯盟績效的提升,亦有利於廠商未來與聯盟夥伴繼續維持合作關係之意願。在分群樣本分析方面,對從事水平聯盟活動的廠商而言,聯盟夥伴間的衝突程度會顯著而負向地影響廠商對聯盟夥伴的信任程度與聯盟績效之主觀知覺,而信任程度與聯盟績效對廠商未來與夥伴繼續維持合作之意願卻無顯著的影響,此現象恰與從事垂直聯盟活動之廠商形成強烈的對照。
Exploring critical influencing factors of alliance performance and firm's will of future cooperation is an important issue for practical and academic fields. By applying path analysis, this study empirically analyzes 54 Taiwan's information firms to verify the model constructed herein. Findings of this research indicate that communication between partners not only can effectively lower partners' conflict but also has significant positive influence on trust toward partner, which, in turn, is positively associated with alliance performance and firm's will of future cooperation. Firms with horizontal alliance and vertical alliance are different from each other in the impacts of partners' conflict on trust toward partner and alliance performance.