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Title:	多元交易關係之研究－以兩個交易關係的相互影響為例
Authors:	王俊如
Contributors:	司徒達賢于卓民王俊如
Date:	2003
Issue Date:	2016-05-10 18:50:16 (UTC+8)
Abstract:	廠商與其他網絡成員的交易關係會互相影響，廠商的某一個交易關係可能對其他交易關係造成正面的影響，也可能產生負面的互斥效果。本研究的目的在於藉由對「甲乙丙三位體」間，甲的兩個dyad（即甲乙交易與甲丙交易）間相互關係的釐清，期望能進而能擴展到對廠商多元交易關係的理解。總之，本研究希望藉由回答「廠商的一個交易關係，如何影響廠商的另一個交易關係？」，以及「多元交易的相互影響及效果，是哪些相關因素造成的？」這兩個問題，來對廠商的多元交易關係進行更深入的瞭解。　　在經過文獻探討、次級資料的蒐集以及五個產業（晶圓代工、成衣銷售、自行車、營建與化工）的個案訪談後，本研究從個別個案的深入分析，以及個案間的比較，得到以下之結論。　　首先，廠商的多元交易關係可以產生一些「正效果」，這些正效包括「資源庫集」、「資源貿易」、「提升體系效率」與「競爭模仿」等，廠商可因而改善其相對談判力或體質，進一步改善其他的交易關係，或創造新的交易關係。這些正效果之間，也有彼此相互增強的現象。　　前述的正效果也可能會進一步造成負面的效果，從個案中發現，廠商的多個交易關係，可能會因利益衝突、利益無法專享或專屬陷入等效果，使甲乙交易關係反而不利於甲丙的交易關係（本研究稱之為網絡互斥效果）。而且這些互斥效果會倒回頭來降低多元交易關係的正效果，形成一種動態過程。　　甲乙間的交易內涵、乙丙間的競爭關係、甲的相對談判力與能力，以及甲乙交易時的管理機制，都會改變前述的各種效果。當甲乙交易之資源「足量程度」低時，甲可以經由與丙交易，來產生規模經濟或學習曲線的資源庫集效果；當甲乙交易資源「完整程度」低，乙丙方為互補者時，甲可以經由與丙的交易，來產生綜效及結合互補資產的資源庫集效果；當甲從與乙的交易中取得的資源具有外溢性時，甲可以用這個資源再與丙交易，因此產生資源貿易的效果。　　但當甲乙交易具有外溢性時，若甲再與丙交易，會造成乙無法專享利益，進而降低了甲丙交易的可能性；而當甲乙交易由於需要甲的專屬投資，造成甲的專屬陷入時，也會降低甲再與特定的丙交易的可能性；最後，當乙丙間為競爭者時，則有可能因為同時與甲交易，而造成乙丙之間的利益衝突，進而不利於甲再和丙交易。　　甲乙交易時雙方所採取的一些交易管理機制也會對網絡互斥效果造成減弱或增強，例如某些可以取得乙的信任的組織設計方式可以避免利益衝突或乙無法專享利益的網絡互斥效果，但相互套牢的治理結構則可能反而增強了專屬陷入的效果，使甲方不易再和丙建立交易關係。　　甲方相對談判力也會影響正效果的發生，當甲方相對談判力強時，可以運用其對乙丙方的要求，較容易達成多元交易關係的正效果，並且也可以降低網絡互斥效果對正效果的負面影響，甚至乙丙的利益衝突反而會造成競爭模仿的正效果。　　甲本身是否具備特定的能力，除了可能影響乙丙之間的競爭關係外，亦可能加強甲乙交易內涵對正效果的正面影響。亦即，當甲的特定能力愈強時，一方面可以降低乙丙之間的競爭程度，另一方面也可以使得甲乙交易內涵與正效果間的關係更為增強。　　最後，甲乙雙方的相對談判力會影響甲乙交易時所採取的管理機制，相對談判力愈強的一方，交易管理機制對其愈有利。如果因為甲的相對談判力較弱，使得乙的交易問題雖被解決，但卻對甲造成較高的交易成本或生產成本時，甲可以進一步透過與丙的交易，來解決前述的問題。
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Description:	博士國立政治大學企業管理學系 86355503
Source URI:	http://thesis.lib.nccu.edu.tw/record/#A2010000079
Data Type:	thesis
Appears in Collections:	[Department of Business Administation] Theses

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