油品銷售通路商對油品供應商之夥伴關係與夥伴績效之關聯性研究－以大高雄地區為例

The Relationship Study of Partnership and Performance between Gas Stations and Suppliers in Kaohsiung Area

吳有龍(Yu-Lung Wu) ； 許德發(Te-Fa Hsu) ； 林瑞源(Jui-Yuan Lin)

《東方學報》 30期 (2009/12) Pp. 78-87

https://doi.org/10.29421/JTDU.200912_(30).0007

摘要

本研究以2007年大高雄地區（高高屏）油品銷售通路商為研究對象，採郵寄方式寄發問卷，以該站總經理或經常負責與供應商溝通的加油站站長為主要填答者，並以線性結構方程式分析法，來分析實証資料對研究假設模型的支持程度。研究結果發現：1.信任對承諾具有正向且顯著的關係。2.僅有承諾影響信任行為，不是透過信任之構面。3.承諾愈高，雙方愈能合作達成共同目標，承諾對於信任行為「關係投資」與「溝通開放性」皆有正向且顯著的影響，油品供應商對合作夥伴的承諾影響，建立在大量專屬性投資的合作關係上、提供彼此最新的資訊、發生問題時是否能坦誠。4.夥伴關係中決定相對地位的高低，通常來自互相依賴的程度。5.信任行為與夥伴績效有顯著正相關。

關鍵字

夥伴關係 ； 社會交換理論 ； 交換行為

並列摘要

In this study, a mail questionnaire is conducted on the store managers of gas stations in the greater Kaohsiung area. The empirical analysis of regression analysis conducted by the statistical software, AMOS, is used to test the extent of support on the model assumptions.The findings of the study include the following five aspects. First, trust has significant and positive relevant on commitment. Second, only commitment affects trust behaviors, not through trust dimensions. Third, the higher commitment has been kept, the more both two sides can reach a common goal of cooperation. Commitment has a positive and significant impact on ”mutual investment” and ”open communication” of the trust action. The promise of oil refinery suppliers is built on a large quantity of specific investment cooperation, mutual exchange of the latest information, and sincerity when they face problems. Fourth, whether the relative position of the partnership is high or low, it usually comes from the extent of reliance. Finally, ”trust behavior” and ”partner-performance” have significantly positive correlation.

並列關鍵字

partnership ； social exchange theory ； the exchange acts

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