買賣關係發展歷程與其影響因素以資訊系統委外關係為例

Process and influencing factors of buyer-seller relationship-a case study on information system outsourcing relationship

陳柏翰(Po-Hen Chen)

指導教授 ： 謝明慧

國立臺灣大學/管理學院/國際企業管理組/碩士(2007年)

https://doi.org/10.6342/NTU.2007.10070

摘要

隨著全球化商業環境變動迅速與資訊科技迅速發展，資訊系統委外不再只是節省成本或解決內部資訊人力不足之暫時性措施，許多大型企業也逐漸重新評估資訊系統委外為企業所帶來的利益，因此，資訊系統委外已成為企業維持競爭力的重要措施。
企業為了能專注其資源投入於核心事務並減少外在的不確定性，無不致力於與上游供應商或承包商建立良好的長期合作關係。另外，資訊系統委外企業與供應商之間的關係本質已經逐漸地由以往的契約買賣關係，漸漸演變成長期合作的買賣關係。因此，研究委外雙方合作關係的影響因素確有其重要性。但有許多管理學者從管理機制的觀點，其中最常以契約觀點出發，從而探討雙方的關係狀態、爭議解決機制或管理結構等，然而大都忽略了買賣關係發展的歷程在買賣關係中所扮演的角色，無法幫助進一步地了解合作關係的內涵。
本研究欲探討的主題是買賣關係歷程與其影響因素，關係發展可分為探索期、建立期、成熟期、衰退期，不同的階段，合作夥伴面臨的是不同的關係情境，而關係影響因素在不同關係發展階段的相互關係也是本研究所欲探討的議題。
本研究的對象包括了單一系統供應商與五家客戶，共六個個案，藉由個案資料分析了解不同關係發展歷程的關係情境，並從個案差異中探討在不同的時期下，關係影響因素對關係發展的影響。本研究的研究結果能藍闢資訊系統委外的關係歷程，並清楚描述關係影響因素間相互關係，因此本研究對於資訊系統委外買賣關係之理論發展有所助益。

關鍵字

關係發展歷程 ； 關係影響因素 ； 資訊系統委外

並列摘要

With the rapidly-changing business landscape and information system technology, information system outsourcing is not just a temporary solution for cost-saving or lack of IS human resources within an organization. Many large business entities have begun to reevaluate the benefits brought by IS outsourcing. Therefore, IS outsourcing has become a important measure for a business to maintain its competitive edge.
In order to make sure that key resources are injected into the core business and that external uncertainties are reduced, business entities strive to create long-term relationship with their suppliers. In addition, the relationship between IS outsourcing companies and their suppliers has been transformed from contracts into long-term relationship of cooperation. This way, researching on the variables of buyer-seller relationship becomes rather important. Various researchers studying the buyer-seller relationship start with the managerial perspective, especially from a contract perspective. Furthermore, the researchers probe into the relationship and managerial structures of both parties and research on how the mechanism of disagreement solvent works. However, the role of the progress of buyer-seller relationship is likely to be ignored, which makes it difficult to further understand the in-depth meaning of the cooperation.
The topic of the thesis is to research on the process of and variables of buyer-seller relationship, of which the progress can be further separated into four stages, including exploration stage, construction stage, maturity stage and dissolution stage. Parties of the relationship face various scenarios under various relationship stages, and the research is to study on how the variables in various stages interact with each other.
The interviewees of the thesis include an IS supplier, and five of its customers. By researching the cases, the effects of variables under different stages are studied and analyzed. This research help summarize the progress of relationship under a IS outsourcing scenario, and concretely describe how the variables relate to each other. Therefore, the research is contributive to the theory development of the IS outsourcing relationship.

並列關鍵字

process of relationship ； influencing factors of relationship ； IS outsourcing

參考文獻

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