營建業國際合作案之成功因素探討

Abstract

台灣工程顧問公司以及營造商，在90年代以後台灣本地公共工程數量大減，國際組織支持開發中國家新興民生工程，新興市場大力推動新建設等，面臨三方壓力下，國內土木營建業踏出了國際大門。在於與歐美日等進步廠商的學習，並思考公司本身國際化策略需求，在面對不同的國際金援資助方（如世界銀行、亞洲開發銀行等）要求國際合作以提升開發中國家之技術水準，國內廠商紛紛祭出不同策略，以應付來自世界各地的合作廠商，須克服來自不同文化背景、管理制度等兩方差異問題，以期達成工程目標，避免本身利潤損失、工期延宕，並希望借由雙方的合作學習成長。 本研究對象為工程營建業廠商，其原因為營建業多以專案型態承包工程，其工程時期長。長時間的合作下，無論是合作內部產生的問題或者外部問題，造成兩方間的摩擦，在於觀察察兩方對於爭議下的處理方式與態度。在於土木營建業，常見之上下游合作外，平行合作的案例亦常見，特別在於互補性學習，因而亦值得探討。世界組織在於注挹於開發中國家，亦希望可以協助開發中國家基礎工程公司提升其工程品質，因而在此一形態下的平行廠商合作扶持成長，是為特有現象。 目前台灣甲級營造廠約有1500家，工程顧問業約有600家廠商。新成立廠商多以國際案件做為努力目標，舊有廠商無論是工程顧問公司（如三中、亞新等）或者營建廠（大陸、達欣等）對於國際市場也躍躍欲試。台灣在於1980年代重大公共建設興建，由歐美日等進步國家廠商帶來新技術和經驗的學習，將此經驗於現今進入開發中新興市場。本研究特別針對剛進入新市場之廠商的行為以及合作模式做一研究，特別對於中小型企業欲進入新市場面對不同的合作對象做一討論。統整台灣廠商於國內外市場案例，以及不同國際廠商經驗，希望為進入國際市場之新廠商做一前車之鑑。 研究以個案研究深入討論找出廠商在國際合作所遇到的問題，其合作經驗找出合作相處造成雙方愉快合作的因素，其中工程合作方式，有策略聯盟、專案合作、合資公司、轉包等等，為來源國不同的廠商合作。本研究依照文獻中提出的信任型態，提出理性信任和感性信任對於合作關係的解釋，並探討其對績效之影響。 研究中發現，外在條件因素之影響，如市場變數：當地競爭、市場風險、差異性等，經由外在整體因素評估，所建立之理性信任；而另外一方面，內部化條件，如策略因素、當地長期發展、技術移轉、整體策略、雙方管理差異等，在於廠商合作互動中，以期建立感性信任。 並發現長期相處建立感性信任下，可以跨越某些外在條件不配適因素造成的問題。而累積國際化經驗公司，在於長期與不同廠商合作經驗下，應歸納出一套理性評估方式，以避免任何不可預知的因素造成合作雙方間不適任發生。

Since 1990, construction firms in Taiwan have become more global in the pursuit of opportunity in emerging countries because of the decline of domestic infrastructure demands, financial support to developing countries of international organizations, new developing in emerging countries, and etc. In the face of different international funding agencies, as World Bank or Asian Developing Bank, firms are called for international cooperation with local firms in developing countries. It is to upgrade of the local technology level. The partner firms with different background encounter a number of problems during the project. All of them search for good performances, as working on schedule, making profit, and learning from each others. The study of engineering firms, it causes for cooperation with project and long time period of each one. It is different from manufacturing cooperation with short period cooperation and high frequency repeat. The parallel relationship is also regular cooperation type, especially in international aid project. Whether of the two side friction or engineering problem in the project, we observe the dispute and solutions in the period, and hope to find out the key point of the cooperation. There are thousands of construction SMEs in Taiwan, and they are interested in internationalization. They eagerly learned from the developed firms in 1980s, and now they transfer their knowledge to emerging market. We study in cooperation with strangers, and learn from the new international firms with different behavior and cooperation model. Research in case study in depth interviews finds out the successful models and factors. Several patterns in our study are strategy alliance, project cooperation, joint venture company, joint venture project, and etc. The cooperation with firms come from different countries are presented in culture conflicts. We find our two important trust types in cooperation. Cognition-based trust is influenced in outside factors, and affect-based trust is in inside factors. Both of them influence performance in different ways. It is found that good interactive between partners build up affect-based trust, the trust go over unfit of outside factors. Firms with more and more cooperation experience should learn from it, and set up the assessment rule to partners in order to ease the problem in cooperation period.