策略聯盟類型與選擇夥伴準則關係之研究 - 以台灣營造與機電業為例

策略聯盟選擇夥伴準則是聯盟研究的一項重要議題，學者也提出許多相關準則。但是受到區域特性、國家文化、產業特質與公司規模大小的影響，所提出的盟友選擇準則各有差異。另外聯盟的類型也有不同的分類方式，聯盟的類型也會影響夥伴選擇準則。本研究將聯盟分為水平與垂直聯盟兩類，研究對象為台灣的營造業與機電業以深入訪談的方式研究其選擇水平與垂直夥伴的準則，並比較兩類聯盟類型，挑選夥伴準則的差異。研究結果顯示，水平聯盟的準則比較複雜，垂直聯盟的準則比較簡單；水平聯盟的夥伴傾向資源互補、與業主互動的關係，垂直聯盟的夥伴傾向財務況良好與評鑑機制的建立。

關鍵字

策略聯盟；選擇準則

並列摘要

Principles for choosing strategic alliance partners are important issues worth serious attention and researchers have also proposed many relevant principles. However, due to the differences in the nature of regional characteristics, local culture and industries and different firm size, principles for partner selection proposed by researchers vary from one to another. In addition, there are different types of alliances and different types of alliances affect the corresponding principles for partner section. In this study, we categorize alliances into horizontal alliance and vertical alliance. Our study subjects are participants in the construction industry and the vehicle and mechatronic industry in Taiwan and our study is conducted via in-depth interviews to understand the principles which participants choose their horizontal and vertical partners according to. These two types of alliances are compared and the differences in the principles for partner selection are analyzed. Our results show that the principles for horizontal alliance are more complicated, whereas the principles for vertical alliance are simpler. Horizontal alliance partners are likely to be chosen based on complementary resources or relationship with clients, whereas vertical alliance partners are likely to be chosen based on sound financials and establishment of evaluation mechanism.