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http://tdr.lib.ntu.edu.tw/jspui/handle/123456789/17002
Title: | 重複性國際交易下締約能力的演化 The Evolution of Contracting Capabilities in Repeated International Transactions |
Authors: | Yung Yuan Liao 廖永源 |
Advisor: | 莊正民(Cheng-Ming Chuang) |
Keyword: | 締約學習,契約治理,關係治理, Contracting Learning,Contracting Governance,Relational Governance, |
Publication Year : | 2013 |
Degree: | 碩士 |
Abstract: | 本研究旨在探討台灣企業在海外發展品牌之締約活動時,如何從締約能力與認知不足下,與國外經銷商重覆性地締約,透過締約過程的學習,逐漸克服各種交易問題,以建立長期合作關係。本文以工具產業之個案公司為背景,訪談個案公司面臨歐、美、南非、中等各國經銷商之交易問題時,如何以契約條款降低交易事前與事後的問題。個案公司目前所發展的代理契約內容,包括交換與承諾、防衛、權變性規劃等三構面,各構面的條款為公司過去三十年與各國經銷商互動中逐步學習而形成。該三構面有利於個案公司處理與經銷商在合作關係之防衛、協調與彈性調整的交易問題。然而,雙方交易中除了以正式契約安排彼此的交換與分配活動外,契約外的關係亦有利於雙方的合作。該契約外關係包括個案公司透過社會機制,例如經銷商會議與教育訓練等,以連結全球經銷商的互動關係,建立彼此間的信任、規範等。本研究希冀透過個案訪談與問卷之實證發現,以提供個案廠商過去三十年的經驗,讓台灣與中國企業在海外建立品牌的學習過程中,瞭解要如何發展契約治理與關係治理,以順利建立跨越國際疆界的長期合作交易關係。 This research is to study how Taiwanese corporations sign repeated contracts with foreign distributors while with lack of contracting capabilities and cognitive deficit in international contracting. By contracting learning during the negotiation process, these corporations gradually overcame the obsticles and established longterm mutual corporations. This essay is based on the case study of a Taiwanese corporation in tool industry, and interview of senior managers about how the corporation reduces the risk before and after each transaction with European, American, South African, and Chinese… etc international distributors. The exclusiveship contract the corporation has developed is based on its 30 years of experiences in interacting with its worldwide distributors, and has three aspects which includes exchange commitment, enforce and safeguarding, and contingency planning. The three aspects provide the corporation with safeguard, coordination, and adaption in transaction and governance with the distributors. In addition to formal contracts, both brand provider and distributors established cooperating relationship outside of the contracting scope for closer collaborations.It is conducted by social mechanism such as worldwide distributor seminars, training courses, and connect the worldwide distributors and establish the trust between each others. This research hopes to provide the 30-year-experiences and analysis to assist Taiwanese and Chinese corporations to develope contracting governance and relational governance, to overcome the international culture obsticles, and to establish longterm partnership with the international communities. |
URI: | http://tdr.lib.ntu.edu.tw/jspui/handle/123456789/17002 |
Fulltext Rights: | 未授權 |
Appears in Collections: | 臺大-復旦EMBA境外專班 |
Files in This Item:
File | Size | Format | |
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ntu-102-1.pdf Restricted Access | 6.84 MB | Adobe PDF |
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