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Title: | 信任動態性及正式契約在跨組織交易治理之演化研究 A Research of the Coevolution of Trust Dynamics and Formal Contracting in Governing Inter-Organization Exchange |
Authors: | 王千云 Chien-Yen Wang |
Advisor: | 莊正民教授 Cheng-Min Chuang |
Keyword: | 關係治理,契約複雜度,信任,合作滿意度,客戶關係, Relationship,governance,Contract complexity,Trust,Cooperation satisfaction,Customer relationship, |
Publication Year : | 2023 |
Degree: | 博士 |
Abstract: | 組織必須具有適當的治理架構與機制,才能有效率地加以協調、確保跨組織間的交易及合作行為,實現與保障參與各方的利益。本研究從實務觀點探討正式契約與跨組織關係發展過程中的信任動態等關聯性,希望能夠提供跨組織交易治理較全面性的理解。
本研究以台灣科技製造業為研究對象,並先以上市公司D之業務、法務部門主管進行深度訪談,利用跨組織交易的二個連續階段:簽約及履約,設計一系列深度訪談問題,在取得逐字稿後進行質性分析,透過專家內容效度檢測修正後形成44個問題之「交易治理之契約及信任演化量表」,再利用立意取樣選取國內數家電子業者之採購、法務、業務部門等會接觸到契約事務之員工為個案,採電子問卷發送。收案基本條件是從事相關業務具有二年工作經驗以上者。前測階段由64位具有電子產業相關實務經驗的工作者及中高階管理者協助填答及修正,正式問卷樣本數共400位,收案數是304位,剔除無效問卷(with incomplete data)後,有效問卷共269份。 本研究發現,在交易的簽約階段,客戶關係及商譽並不影響關係治理,而先前交易滿意度並不影響契約複雜度,共同意義建構對於契約複雜度而先前交易滿意度也亦無顯著影響,這也反應在台灣企業的交易實務上,信任、關係、行規對交易的影響。 在交易契約簽約階段,交易信任、先前交易滿意、共同意義建構對關係治理有顯著正向影響,而契約複雜性對先前交易滿意度及共同意義建構無影響,此也應證在台灣企業交易的關係治理中,關係式契約還是主流,同時解釋了為什麼合作簽約階段的信任程度對於後續合作關係發展會有重大的影響。 而在交易契約履約階段,初期工作績效、團隊表現、履約階段契約複雜性對於執行結果滿意度皆顯著影響,這是因為在契約複雜度中的協調條款,增加了能力的信任制定的越詳細對雙方的合作意願越高,且合約仍是目前跨組織交易治理中大量採用的工具,然而這樣的協調項目可以增加彼此的善意信任降低合約裡的複雜性帶來的衝擊,而契約也會有隨著時間推移或實際交易狀況而產生適用性問題。 Organizations must have appropriate governance structures and mechanisms in order to efficiently coordinate and ensure inter-organizational transactions and cooperation behaviors, realize and protect the interests of all parties involved. This study explores the relationship between formal contracts and trust dynamics in the development of inter-organizational relationships from a practical point of view, hoping to provide a more comprehensive understanding of inter-organizational transaction governance. This study took Taiwan's technology manufacturing industry as the research object, and first conducted in-depth interviews with the directors of the business and legal departments of listed company D. We designed a series of in-depth interview questions from two consecutive stages of inter-organizational transactions: signing and fulfillment, and conducted qualitative analysis after obtaining verbatim drafts. The “Contract and Trust Evolution Scale of Transaction Governance” including 44 questions was formed after expert content validity testing and revision. We then used intentional sampling to select employees of procurement, legal affairs, and business departments from several domestic electronics companies who are usually involved in contract affairs, and issued electronic questionnaires. The basic conditions for the survey objects in this study are those who are engaged in related businesses and have more than two years of work experience. In the pre-test stage, 64 workers and middle and high-level managers with relevant practical experience in the electronics industry assisted in filling in and correcting the questions; in the formal questionnaire survey stage, the number of samples was 400, and the number of cases accepted was 304. After excluding invalid questionnaires with incomplete data, there are a total of 269 valid questionnaires. This study finds that in the signing stage of a transaction, customer relationship and goodwill do not affect the relationship governance, while prior transaction satisfaction does not affect contract complexity. Joint sense-making and prior transaction satisfaction also have no significant effect on contract complexity. This reflects the impact of trust, relationships, and industry regulations on transactions in Taiwanese companies' transaction practices. In the contract signing stage of transaction, transaction trust, previous transaction satisfaction, and joint sense-making have significant positive impacts on relationship governance, while contract complexity has no effect on previous transaction satisfaction and joint meaning construction. This also proves that relational contracts are still the mainstream in the relationship governance of Taiwanese business transactions, and explains why trust in the cooperation signing stage has a major impact on the development of subsequent cooperative relationships. In the implementation stage of transaction contract, the initial job performance, team performance, and contract complexity have significant impacts on the satisfaction of cooperation results. This is because negotiated clauses in contract complexity increase the capability trust. The more detailed the terms are, the higher the willingness of both parties to cooperate will be. Contracts are still a mainly adopted tool in the governance of cross-organizational transactions today. However, such negotiated terms can increase mutual trust and reduce the impact of contract complexity. Contracts can also raise applicability issues over time or actual transactional conditions. |
URI: | http://tdr.lib.ntu.edu.tw/jspui/handle/123456789/87842 |
DOI: | 10.6342/NTU202300860 |
Fulltext Rights: | 同意授權(限校園內公開) |
Appears in Collections: | 國際企業學系 |
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