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題名 B2B供應商夥伴關係之管理：以結合力與關鍵成功因素為衡量準則
作者 陳玟妤
Chen, Wen Yu
貢獻者 李有仁
Li, Eldon Y.
陳玟妤
Chen, Wen Yu
關鍵詞 供應商夥伴關係
關鍵成功因素
夥伴關係度量
B2B
supplier partner relationship
critical success factor(CSF)
partner relationship metrics(PRM)
日期 2008
上傳時間 9-May-2016 11:46:13 (UTC+8)
摘要 由於全球化的浪潮，將市場競爭帶向新的局面，企業不再只尋求短期
     的利潤，更傾向與他們的外部競爭者以及內部人員維持長期的合作關係，
     以替企業帶來更大利益，這種共生共存的關係，亦即夥伴關係。已有許多
     研究發現，發展夥伴關係能為企業帶來益處，學者也找出建立夥伴關係和
     夥伴關係演化過程中的關鍵成功因素，或者針對形成夥伴關係的結合力進
     行研究，然而，很少有學者提及如何管理夥伴關係，本研究以此觀點出發，
     目的在找出供應商夥伴關係管理的重要因素並提出實踐的執行項目，以供
     企業評估並改進其供應商夥伴關係管理的流程，另外提出夥伴關係度量
     (Partner Relationship Metrics)之概念，讓企業據此分數來選擇供應商夥伴。
     本研究首先由17 篇關於夥伴關係的文獻中找出18 個夥伴關係的關鍵
     成功因素(Critical Success Factor, CSF)，並在每一關鍵成功因素下，定義若
     干個關鍵執行項目(Key Practice Items, KPI)。這些關鍵執行項目都代表著供
     應商合作關係中執行的行動，以關鍵成功因素及文獻中學者所提的關鍵結
     合力(Bond)形成訪談內容，採取企業訪談法挑選台灣資訊電子製造業供應
     鏈中分別屬於零組件供應商、加工製造者以及系統組裝商的六家企業進行
     訪談。研究結果顯示，六家企業都認為順應性(Adapatibility)、信任(Trust)、
     參與度(Participation)是重要的因素，另外也發現，訪談對象依其企業規模、
     屬於買方或賣方市場等因素乃訪談結果有差異的原因之一。
     關鍵字：B2B、供應商夥伴關係、關鍵成功因素、夥伴關係度量
Over the past few years, companies have faced increasing challenges in
     their relationships with external competitors as well as internal employees.
     Recent years, managers tend to build a long term, ongoing relationships which
     are called partnerships. Researches have found that developing partnerships can
     contribute to the profit of a company and reduce the risk. Some researchers
     focused on the factors of the successful partnership; others on the bonds
     between partners. However, studies is lacking on how to manage a partnership.
     The purpose of this project is to find factors that make a successful supplier
     partnership and propose some key practice items (KPI) as well. Furthermore,
     we define partner relationship metrics (PRM) by combing bonds and success
     factors of partnership to help managers evaluate their supplier partners.
     This project is based on partnership literatures and business interviews.
     First, we chose 18 critical success factors (CSF) of the partnership from 17
     literatures. Then, we surveyed 6 businesses of Taiwan Information & Electronic
     Industry and divided them into 3 categories to get the empirical data. We found
     all companies agree that Adaptability, Trust and Participation are the top 3
     important factors in managing their supplier partner relationships. In addition,
     we discovered that the size of the companies and the one who holds the power
     in the supplier-buyer relationship influence the research results.
     Key words: B2B, supplier partner relationship, critical success factor (CSF),
     partner relationship metrics (PRM)
參考文獻 中文文獻
     1. 李有仁、曾德宜、呂德璁，2007，『B2B 電子商務中夥伴關係之關鍵結
     合力:探索性研究』 ，第十八屆國際資訊管理學術研討會，中華民國
     資訊管理學會主辦。
     2. 陳銘源，2006，製造業供應鏈體系之夥伴關係管理的影響因素研究-
     以台灣機械業為例，朝陽科技大學工業工程與管理研究所碩士論文。
     3. 楊振富、潘勛譯，Friedman, T. 著，2005，世界是平的，台北，雅言
     文化。
     4. 蕭幼麟譯，馮國經、馮國綸、Wind, Y. 著，2008，在平的世界中競爭，
     台北，台灣培生教育。
     英文文獻
     1. Beecham, S., Hall, T. and Rainer, A. Building a Requirements Process
     Improvement Model, Technical Report No.378, Department of Computer
     Science, University of Hertfordshire, 2003.
     2. Bleeke, J. and Ernst, D. "The Way to Win in Cross-Border Alliance,"
     Harvard Business Review (November-December) 1991, pp: 127-135.
     3. Brinkerhof, J.M. "Assessing and Improving Partnership Relationships and
     Outcomes: a Proposed Framework," Evaluation and Program Planning
     (25:3) 2002, pp: 215-231.
     4. Brouthers, K.D., Brouthers, L.E. and Wilkinson, T.J. "Strategic Alliances:
     Choose Your Partners," Long Range Planning (28:3) 1995, pp: 18-25.
     5. Buzzell, R.D. and Ortmeyer, G. "Channel Partnerships Streamline
     Distribution," Sloan Management Review (36:3) 1995, pp: 85-96.
     6. Christopher, M. and Juttner, U. "Developing Strategic Partnerships in the
     Supply Chain: A Practitioner Perspective," European Journal of
     Purchasing & Supply Management (6:2) 2000, pp: 117-127.
     85
     7. Cooper, M.C., Ellram, L.M., Gardner, J.T. and Hanks, A.M. "Meshing
     Multiple Alliance," Journal of Business Logistics (18:1) 1997, pp: 67-89.
     8. Dwyer, F.R., Schurr, P.H. and Oh, S. "Developing Buyer-Seller
     Relationships," Journal of Marketing (51:2) 1987, pp: 11-27.
     9. Ellram, L.M. "A Managerial Guideline for the Development and
     Implementation of Purchasing Partnerships," International Journal of
     Purchasing and Materials Management (31) 1995a, pp: 10-16.
     10. Ellram, L.M. "Partnering Pitfalls and Success Factors," International
     Journal of Purchasing and Materials Management (31) 1995b, pp: 36-44.
     11. Gardner, J.T., Cooper, M.C. and Noordewier, T.G. "Understanding
     Shipper-Carrier and Shipper-Warehouser Relationships: Partnerships
     Revisited," Journal of business Logistics (15:2) 1994, pp: 121-143.
     12. Geringer, J.M. "Selection of Partners for International Joint Venture,"
     Business Quarterly (53:2) 1988, pp: 31-36.
     13. Henderson, J.C. "Plugging into Strategic Partnerships: The Critical IS
     Connection," Sloan Management Review (31:3) 1990, pp: 7-18.
     14. Kanter, R.M. "Collaborative Advantage: The Art of Alliance," Harvard
     Business Review (72:4) 1994, pp: 96-108.
     15. Maloni, M.J. and Benton, W.C. "Supply Chain Partnerships: Opportunities
     for Operations Research," European Journal of Operational Research (10)
     1997, pp: 419-429.
     16. Mohr, J. and Spekman, R. "Characteristics of Partnership Success:
     Partnership Attributes, Communication Behavior, and Conflict Resolution
     Techniques," Strategic Management Journal (15) 1994, pp: 135-152.
     17. Moore, J.F. The Death of Competition, New York: Harper Business, 1994.
     18. Morgan, R.M. and Hunt, S.D. "The Commitment-Trust Theory of
     Relationship Marketing," Journal of Marketing (58:3) 1994, pp: 20-38.
     19. Naizi, M., Wilson, D. and Zowghi, D. "A Maturity Model for the
     Implementation of Software Process Improvement: An Empirical Study,"
     The Journal of Systems and Software (74) 2005, pp: 155-172.
     20. Powell, W. "Neither Market nor Hierarchy," Research in Organizational
     Behavior (12) 1990, pp: 295-336.
     86
     21. Rackham, N., Frifdman, L. and Ruff, R. Getting Partnering Right: How
     Market Leaders Are Creating Long-Term Competitive Advantage,
     McGraw-Hill Int`l Enterprises Inc., 1995.
     22. SEI Capability Maturity Model® Integration (CMMISM) Version 1.1,
     Technical Report CMU/SEI-2002-TR-029, SEI, 2002.
     23. Stuart, F.I. "Supplier Partnerships: Influencing Factors and Strategic
     Benefits," Journal of Supply Chain Management (29:4) 1993, pp: 21-29.
     24. Tuten, T.L. and Urban, D.J. "An Expanded Model of Business-to-Business
     Partnership Formation and Success," Industrial Marketing Management
     (30:2) 2001, pp: 149-164.
     25. Whipple, J.M. and Frankel, R. "Strategic Alliance Success Factors,"
     Journal of Supply Chain Management (36:3) 2000, pp: 21-28.
     26. Wilson, D.D. "A Process Model of Strategic Alliance Formation in Firms
     in the Information Technology Industry," MIT Sloan School of
     Management Working Paper, No.90s: 89, 1989.
     網路資源
     1. 工業局，2008，台灣製造業現況分析，accessed 2008/10/5，from
     http://cdnet.stpi.org.tw/techroom/policy/2008/policy_08_105.htm。
     2. 經濟部貿易局，2007，全球經濟仍呈穩健發展，我出口續呈兩位數成
     長，accessed 2008/10/5，from
     http://cdnet.stpi.org.tw/techroom/policy/2007/policy_07_246.htm
描述 碩士
國立政治大學
資訊管理學系
95356038
資料來源 http://thesis.lib.nccu.edu.tw/record/#G0095356038
資料類型 thesis
dc.contributor.advisor 李有仁zh_TW
dc.contributor.advisor Li, Eldon Y.en_US
dc.contributor.author (Authors) 陳玟妤zh_TW
dc.contributor.author (Authors) Chen, Wen Yuen_US
dc.creator (作者) 陳玟妤zh_TW
dc.creator (作者) Chen, Wen Yuen_US
dc.date (日期) 2008en_US
dc.date.accessioned 9-May-2016 11:46:13 (UTC+8)-
dc.date.available 9-May-2016 11:46:13 (UTC+8)-
dc.date.issued (上傳時間) 9-May-2016 11:46:13 (UTC+8)-
dc.identifier (Other Identifiers) G0095356038en_US
dc.identifier.uri (URI) http://nccur.lib.nccu.edu.tw/handle/140.119/94749-
dc.description (描述) 碩士zh_TW
dc.description (描述) 國立政治大學zh_TW
dc.description (描述) 資訊管理學系zh_TW
dc.description (描述) 95356038zh_TW
dc.description.abstract (摘要) 由於全球化的浪潮，將市場競爭帶向新的局面，企業不再只尋求短期
     的利潤，更傾向與他們的外部競爭者以及內部人員維持長期的合作關係，
     以替企業帶來更大利益，這種共生共存的關係，亦即夥伴關係。已有許多
     研究發現，發展夥伴關係能為企業帶來益處，學者也找出建立夥伴關係和
     夥伴關係演化過程中的關鍵成功因素，或者針對形成夥伴關係的結合力進
     行研究，然而，很少有學者提及如何管理夥伴關係，本研究以此觀點出發，
     目的在找出供應商夥伴關係管理的重要因素並提出實踐的執行項目，以供
     企業評估並改進其供應商夥伴關係管理的流程，另外提出夥伴關係度量
     (Partner Relationship Metrics)之概念，讓企業據此分數來選擇供應商夥伴。
     本研究首先由17 篇關於夥伴關係的文獻中找出18 個夥伴關係的關鍵
     成功因素(Critical Success Factor, CSF)，並在每一關鍵成功因素下，定義若
     干個關鍵執行項目(Key Practice Items, KPI)。這些關鍵執行項目都代表著供
     應商合作關係中執行的行動，以關鍵成功因素及文獻中學者所提的關鍵結
     合力(Bond)形成訪談內容，採取企業訪談法挑選台灣資訊電子製造業供應
     鏈中分別屬於零組件供應商、加工製造者以及系統組裝商的六家企業進行
     訪談。研究結果顯示，六家企業都認為順應性(Adapatibility)、信任(Trust)、
     參與度(Participation)是重要的因素，另外也發現，訪談對象依其企業規模、
     屬於買方或賣方市場等因素乃訪談結果有差異的原因之一。
     關鍵字：B2B、供應商夥伴關係、關鍵成功因素、夥伴關係度量		zh_TW
dc.description.abstract (摘要) Over the past few years, companies have faced increasing challenges in
     their relationships with external competitors as well as internal employees.
     Recent years, managers tend to build a long term, ongoing relationships which
     are called partnerships. Researches have found that developing partnerships can
     contribute to the profit of a company and reduce the risk. Some researchers
     focused on the factors of the successful partnership; others on the bonds
     between partners. However, studies is lacking on how to manage a partnership.
     The purpose of this project is to find factors that make a successful supplier
     partnership and propose some key practice items (KPI) as well. Furthermore,
     we define partner relationship metrics (PRM) by combing bonds and success
     factors of partnership to help managers evaluate their supplier partners.
     This project is based on partnership literatures and business interviews.
     First, we chose 18 critical success factors (CSF) of the partnership from 17
     literatures. Then, we surveyed 6 businesses of Taiwan Information & Electronic
     Industry and divided them into 3 categories to get the empirical data. We found
     all companies agree that Adaptability, Trust and Participation are the top 3
     important factors in managing their supplier partner relationships. In addition,
     we discovered that the size of the companies and the one who holds the power
     in the supplier-buyer relationship influence the research results.
     Key words: B2B, supplier partner relationship, critical success factor (CSF),
     partner relationship metrics (PRM)		en_US
dc.description.tableofcontents 謝辭............................................................................................................................... I
     摘要............................................................................................................................... II
     Abstract.......................................................................................................................III
     目錄..............................................................................................................................IV
     圖目錄..........................................................................................................................VI
     表目錄........................................................................................................................ VII
     緒論...............................................................................................................................1
     研究背景................................................................................................................1
     研究範圍與目的....................................................................................................3
     研究流程................................................................................................................5
     文獻探討........................................................................................................................7
     夥伴關係................................................................................................................7
     (一) 夥伴關係的定義...................................................................................7
     (二) 夥伴關係的型態...................................................................................9
     (三) 夥伴關係的建立.................................................................................10
     (四) 夥伴關係影響因素.............................................................................12
     (五) 夥伴關係之衡量.................................................................................19
     研究方法......................................................................................................................22
     研究架構..............................................................................................................22
     (一) 關鍵成功因素維度.............................................................................22
     (二) 結合力維度.........................................................................................23
     (三) 評估維度.............................................................................................23
     夥伴關係度量..............................................................................................24
     資料蒐集方法......................................................................................................24
     (一) 文獻探討法.........................................................................................24
     (二) 企業訪談法.........................................................................................25
     問題設計..............................................................................................................25
     分析與討論..................................................................................................................27
     受訪企業介紹......................................................................................................27
     (一) 零組件供應商：C 公司 & F 公司....................................................28
     (二) 加工製造商：D 公司 & E 公司.......................................................30
     (三) 系統組裝商：A 公司 & B 公司.......................................................31
     資料分析..............................................................................................................34
     (一) 零組件供應商：C 公司& F 公司......................................................34
     (二) 加工製造商：D 公司 & E 公司.......................................................47
     IV
     (三) 系統組裝商：A 公司 & B 公司.......................................................59
     研究比較與結論..........................................................................................................72
     研究比較..............................................................................................................72
     (一) 公司規模與買方（賣方）市場構面.................................................72
     結論......................................................................................................................77
     研究限制與未來展望..................................................................................................83
     研究限制..............................................................................................................83
     未來研究方向......................................................................................................83
     參考文獻......................................................................................................................84
     中文文獻..............................................................................................................84
     英文文獻..............................................................................................................84
     網路資源..............................................................................................................86
     附錄..............................................................................................................................87
     V
     圖目錄
     圖 1：研究流程.....................................................................................................................................6
     圖 2：關係行銷中的關係交換...............................................................................................................9
     圖 3：本研究之研究架構.....................................................................................................................23
     圖 4：資訊電子製造業供應鏈與本研究對象關係示意圖.................................................................28
     圖 5：C 公司訪談結果（關鍵成功因素） .........................................................................................37
     圖 6：F 公司訪談結果(關鍵成功因素)...............................................................................................43
     圖 7：C 公司VS. F 公司夥伴關係關鍵成功因素雷達圖...................................................................47
     圖 8：D 公司訪談結果(關鍵成功因素) ..............................................................................................50
     圖 9：E 公司訪談結果(關鍵成功因素)...............................................................................................55
     圖 10：D 公司VS. E 公司夥伴關係關鍵成功因素雷達圖.................................................................59
     圖 11：A 公司訪談結果(關鍵成功因素) ............................................................................................62
     圖 12：B 公司訪談結果(關鍵成功因素) ............................................................................................67
     圖 13：A 公司VS. B 公司夥伴關係關鍵成功因素雷達圖.................................................................71
     圖 14：公司規模與買方（賣方）市場構面示意圖...........................................................................72
     圖 15：A 公司VS. C 公司夥伴關係關鍵成功因素雷達圖.................................................................73
     圖 16：B 公司VS. E 公司夥伴關係關鍵成功因素雷達圖.................................................................74
     圖 17：D 公司VS. F 公司夥伴關係關鍵成功因素雷達圖.................................................................75
     VI
     表目錄
     表 1：2007 年1-7 月歐盟市場自我國進口之前5 大產品成長率及市占率表...................................4
     表 2：夥伴關係定義彙總表...................................................................................................................7
     表 3：採購夥伴關係發展和演化的過程.............................................................................................11
     表 4：夥伴關係成功因素.....................................................................................................................12
     表 5：結合力與關鍵成功因素對照表.................................................................................................19
     表 6：本研究成功因素之排行榜.........................................................................................................26
     表 7：C 公司訪談結果（結合力）.....................................................................................................36
     表 8：C 公司關鍵成功因素分數排名.................................................................................................38
     表 9：C 公司之夥伴關係度量.............................................................................................................40
     表 10：F 公司訪談結果（結合力） ...................................................................................................42
     表 11：F 公司關鍵成功因素分數排名................................................................................................44
     表 12：F 公司之夥伴關係度量...........................................................................................................45
     表 13：D 公司訪談結果（結合力）...................................................................................................49
     表 14：D 公司關鍵成功因素分數排名...............................................................................................51
     表 15：D 公司之夥伴關係度量...........................................................................................................52
     表 16：E 公司訪談結果（結合力） ...................................................................................................54
     表 17：E 公司關鍵成功因素分數排名...............................................................................................56
     表 18：E 公司之夥伴關係度量...........................................................................................................57
     表 19：A 公司訪談結果（結合力）...................................................................................................61
     表 20：A 公司關鍵成功因素分數排名...............................................................................................63
     表 21：A 公司之夥伴關係度量...........................................................................................................64
     表 22：B 公司訪談結果（結合力）...................................................................................................66
     表 23：B 公司關鍵成功因素分數排名...............................................................................................68
     表 24：B 公司之夥伴關係度量...........................................................................................................69
     表 25：訪談對象關鍵成功因素看法之同異點...................................................................................76
     表 26：甲供應商與E 公司之結合力..................................................................................................78
     表 27：乙供應商與E 公司之結合力..................................................................................................79
     表 28：丙供應商與E 公司之結合力..................................................................................................80
     表 29：丁供應商與E 公司之結合力..................................................................................................81
     VII		zh_TW
dc.source.uri (資料來源) http://thesis.lib.nccu.edu.tw/record/#G0095356038en_US
dc.subject (關鍵詞) 供應商夥伴關係zh_TW
dc.subject (關鍵詞) 關鍵成功因素zh_TW
dc.subject (關鍵詞) 夥伴關係度量zh_TW
dc.subject (關鍵詞) B2Ben_US
dc.subject (關鍵詞) supplier partner relationshipen_US
dc.subject (關鍵詞) critical success factor(CSF)en_US
dc.subject (關鍵詞) partner relationship metrics(PRM)en_US
dc.title (題名) B2B供應商夥伴關係之管理：以結合力與關鍵成功因素為衡量準則zh_TW
dc.type (資料類型) thesisen_US
dc.relation.reference (參考文獻) 中文文獻
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     網路資源
     1. 工業局，2008，台灣製造業現況分析，accessed 2008/10/5，from
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     http://cdnet.stpi.org.tw/techroom/policy/2007/policy_07_246.htm		zh_TW