買家與供應商關係中依賴與信任對買家績效及關係風險之影響

The Influence of Dependence and Trust on Buyer Performance and Relational Risk in Buyer-Supplier Relationships

林鈺淳(Yu-Chun Lin)

指導教授 ： 朱詣尹

國立清華大學/工學院/工業工程與工程管理學系/碩士(2014年)

摘要

在供應鏈中買家與供應商建立良好夥伴關係非常重要，因此本研究以長期導向關係發展為主軸，試圖釐清依賴與信任如何驅動買家採取關係行為，並瞭解其對買家績效與關係風險的影響，以作為買家與供應商建立夥伴關係時之決策流程執行或成效改善之依據。
本研究首先檢驗買家對於供應商的依賴與信任狀況，及買家所採取之關係行為，接著再依照買家所創造之績效與面臨之關係風險的理論架構，探究其與依賴、信任、關係行為之間的關聯性。在研究中以五家分別在其產業中佔有一席之地的企業為例，結合文獻與個案分析，建構出長期關係導向下，依賴、信任、關係行為對買家績效的影響架構，亦將不同面向之信任與不同關係行為進行連結，並提出買家關係風險來源，使得企業能採取有效做法創造績效與降低關係風險，以維持長期夥伴關係。

關鍵字

依賴 ； 信任 ； 關係行為 ； 績效 ； 關係風險 ； 供應商關係

並列摘要

Building good partner relationships with suppliers is very important for buyers in the supply chain. This study tried to clarify how dependence and trust drive buyer’s relational behaviors and how the influence of relational behaviors on buyer performance and relational risk for long-term relational development. Buyers can improve their decision, process and effectiveness when develop buyer-supplier relationships through this viewpoint.
This study examines the theoretical structure of how buyers’ dependence and trust of suppliers influence their relational behaviors and their performance and relational risk in the relationships. This study selects five companies which are among the best in their industries as case study examples and examines the influences of dependence, trust, relational behaviors on buyer’s performance and relational risk. Finally, based on literature and the case analysis, this study constructs an influence framework for assessing the impacts of dependence, trust on buyer performance and relational risk, along with the sources of relational risk. It suggests effective measures buyers can take to improve performance, reduce relational risk and maintain the long-term relationship.

並列關鍵字

Dependence ； Trust ； Relational Behavior ； Performance ； Relational Risk ； Supplier Relationship

參考文獻

2. Bansal, H. S., Irving, P. G., & Taylor, S. F. (2004). A three-component model of customer to service providers. Journal of the academy of Marketing Science, 32(3), 234-250.

3. Barney, J. B., & Hansen, M. H. (1994). Trustworthiness as a source of competitive advantage. Strategic Management Journal, 15(S1), 175-190.

5. Brown, J. R., Lusch, R. F., & Nicholson, C. Y. (1995). Power and relationship commitment: their impact on marketing channel member performance. Journal of Retailing, 71(4), 363-392.

6. Clark, W. R., Ellen, P. S., & Boles, J. S. (2010). An examination of trust dimensions across high and low dependence situations. Journal of Business-to-Business Marketing, 17(3), 215-248.

7. Cox, A. (2001). Managing with power: strategies for improving value appropriation from supply relationships. Journal of Supply Chain Management, 37(2), 42-47.