“有關係、沒關係？”－探究華人商業交易場域中的應酬與關係建構經驗

Does "Guanxi" Matter?--Exploration the Experiences of Social and the Creation of Network in Chinese's Commercial Trade Site

艾昌瑞(Chang-Ruey Ay) ； 楊泰和(Tai-Ho Yang)

《關係管理研究》 3期 (2006/06) Pp. 25-48

https://doi.org/10.6781/RRM.200606.0025

摘要

本文旨在探究華人商業交易場域中關係與社會網絡建構的相關經驗。研究者採後實證主義下的建構主義典範並整合社會學與管理學的學科領域觀點，運用「內發性本土化」以反映文化主位的質性研究取徑，將探討對象所處的社會、文化等特徵納入考慮；除訴諸研究者近十年來親身參與其中的實地觀察外，亦同時跨海深度訪談「北京當地」、「臺灣本地」與「台商」等三位、長期實際參與華人商業交易場域中應酬與關係建構活動的經理人。接著，依循研究者本身的先驗知識與理解，按主題分析法的詮釋循環原則進行文本分析、編碼及命名。研究發現，依自然類別可形成的主題為：a、有關係、沒關係！？看「關係」如何挑動華人的經濟生活b、管理上的“黑盒子”！？看“關係流”要怎麼去管理；同時認為適度修正後的「社會資本」可作為「應酬」與「關係建構」的解釋性理論。最後，藉由研究結果的發現與討論引出其在理論與實務上的意涵及對後續研究的建議。

關鍵字

應酬 ； 社會網絡 ； 關係 ； 深度訪談 ； 質性研究

並列摘要

By post-positivism (constructivist paradigm), with a view of Sociology and Management, focusing on the endogenous indigenization in the context of Chinese society, we study to explore a comprehensive understanding of guanxi and social network in Chinese's commercial trade site. Semi-structured in-depth interviews were carried out as the major mean to develop a conversational relationship among three managers who are composed of a Beijinger, a Taiwanese native and a Taiwanese businessman in China. Using the hermeneutic phenomenology method, this study intended to interpret and discover the nature of such lived experiences which have significant, profound and intrinsic meanings.Through the thematic analysis and inter-subjective agreement with the participants, two essential themes were proposed. Firstly, we shall address those issues which have been questioned by some of those who are skeptical about the relevance of guanxi in the institutionalized world of business. Then, it has not reached the conclusion that whether we should probe into ”black box” structuring the building and sustaining of guanxi in the increasingly sophisticated and complex world of Chinese's commercial trade site. At the theoretical level, we need to go beyond the instrumentalist interpretation of social capital. Finally, some implications and suggestions were offered.

並列關鍵字

social ； social network ； guanxi ； in-depth interviews ； qualitative research