由於全球經貿環境產生巨大的變化,貿易商所面臨的挑戰更為嚴峻。這使得貿易商的中介角色受到質疑,致使「去中間化」(disintermediation)成為貿易商需積極面對的議題。有別於大型貿易商,中小型貿易商往往缺乏資源、資金、資訊以及管理等優勢。因此,更需要與合作夥伴建立與維繫緊密的合作網絡,才能讓彼此產生綜效、獲得最新市場資訊以及預測未來發展,進而避免中介角色受到威脅。 本研究旨在探討知識、信任與控制在貿易商與不同類型的合作夥伴間動態合作過程中的相互作用,以及又如何影響合作夥伴間的關係建立與維繫,進而讓這合作網絡更為堅固。本研究採取個案研究法,進行六組組織間動態合作事件之訪談並予以分析。從結果得知:貿易商與合作夥伴間關係有別於聯盟,由於合作雙方存在交易關係,因此控制必須透過信任的高低來獲取知識。此外,貿易商不單只是善用單一個知識、信任與控制的運作,而是可以透過與合作夥伴的知識、信任與控制的相互作用來拉提另一端知識、信任與控制的制衡。透過與一端的關係來套牢另一端,進而讓貿易商的價值得以存在。
Given the tremendous changes in the global economic and trade environment, the small medium trading companies are facing more severe challenges, which not only challenge the broker role, but also raise the disintermediation issue. By contrast to the large trading companies, the resources, capital, information and management advantages are relatively limited in small medium trading companies. Therefore, it is more necessary to establish and maintain the closer collaboration network with the partners to achieve the synergies, acquire the latest market information and foresee the future development proactively to prevent that the broker role is threatened. This research aims to explore the interaction of knowledge, trust and control in the dynamic collaboration between small medium trading companies and the different types of business partners; also shed light on how to influence the relationship building, eventually make the collaboration network solid. Case study methodology was adopted, and six dynamic collaboration cases were surveyed and analyzed from six organizations accordingly. The results demonstrate the relationship between small medium trading companies and their partners is far from the alliance. In terms of the transaction relationship within these two parties, knowledge is obtained through control and high trust level. In addition, small medium trading companies can not only take the advantages of the single function of knowledge, trust and control with their partners, but also specifically leverage the interaction with the upstream suppliers to constrain the downstream vendors. Eventually the small medium trading company can maintain its value through locking-in their stakeholders.