木工機製造廠商與代理商調適行為與調適機制建立之研究

A Study of Establishing Adaptations Behavior and Adaptations Mechanism for Woodworking Machine Manufacturers and Agents

張瑋華(Wei-Hua Chang)

指導教授 ： 徐茂練

朝陽科技大學/理工學院/木工機器產業研發碩士專班/碩士(2014年)

摘要

台灣木工機械製造業者規模都不大，主要客戶群都分佈在國外，由於木工機製作業者未在國外當地設立分公司，勢必需要在國外尋找適合的代理商來配合以推擴業績，如何謹慎選擇當地的代理商並發展良好的關係就變成台灣木工機製造商在推廣國外市場的重要課題。本研究的目的在於探討製造商與代理商之間各階段的關係發展(包含調適行為與調適機制)如何影響關係品質。本研究將關係發展分為四個階段，為探索期、建構期、成熟期、及衰退期，再將四個階段中所發生的調適行為及調適機制將如何影響到關係品質，進一步影響到最重要的經營績效。
本研究採用了質性研究中的個案研究法，選擇了成立己逾38年的木工機械製造業者做為個案，該個案公司與國外多間代理商均有往來，對於與代理商之間關係建立之運作相當熟稔，因此以該個案與某家代理商之間關係為分析單元。依據個案分析的結果，得到以下結論：
1. 雙方在關係發展的過程中，調適行為、調適機制均會影響到關係品質。
2. 在不同的關係階段擁有不同程度的調適行為、調適機制及關係品質，除了衰退期之外，皆隨著關係發展階段越成熟其程度越高。
由上述結論可知製造業者與代理商之間的關係是一個動態的學習過程，本研究針對這個學習過程深入討論其管理意涵，也對製造業者與代理商之間的關係發展提供具體的建議。

關鍵字

調適機制 ； 關係品質 ； 木工機械製造業者 ； 代理商 ； 調適行為

並列摘要

For Taiwan Woodworking Machinery manufacturers, with the features of small scale and major customers are located in foreign countries, they are unable to set up branches in foreign local. In this situation, it will be needed to find suitable cooperative agents in foreign countries for the sales and marketing activities. How to carefully select the adequate agents becomes an important issue to deal foreign markets for Taiwan''s woodworking machine manufacturers. Based on the literature review, this study divided the processes of relationship development into four stages, namely exploration, development, maturity, and decline stage. And the relationship between adaptations behavior, adaptation mechanisms and relationship quality are discussed for each stage.
This study used case study method which is a qualitative approach. A woodworking machinery manufacturer, with more than 38 years history, was selected. And we use the interaction between the case company and one of an important foreign agent as our units of analysis. Based on the data analysis, the conclusions are as follows:
1. During the development of relationship, the adaptations behavior and adaptations mechanism will positively affect the relationship quality.
2. During the different stages of relationship development, except the decline stage, the adaptations behavior, adaptations mechanism, and relationship quality are increased.
Based on the conclusions, the managerial implications for manufacturer-agent learning relationship are discussed and useful suggestions for developing their relationship are also provided.

並列關鍵字

relationship quality ； adaptations mechanism ； adaptations behavior ； agents ； woodworking machinery manufacturers

參考文獻

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