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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: 2016-05-09 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
    顯示於類別:[資訊管理學系] 學位論文

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