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| DC 欄位 | 值 | 語言 |
|---|---|---|
| dc.contributor.advisor | 林俊昇(Jiun-Sheng Chris Lin) | |
| dc.contributor.author | Haw-Yi Liang | en |
| dc.contributor.author | 梁浩怡 | zh_TW |
| dc.date.accessioned | 2022-11-24T03:46:12Z | - |
| dc.date.available | 2021-07-20 | |
| dc.date.available | 2022-11-24T03:46:12Z | - |
| dc.date.copyright | 2021-07-20 | |
| dc.date.issued | 2021 | |
| dc.date.submitted | 2021-07-13 | |
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| dc.identifier.uri | http://tdr.lib.ntu.edu.tw/jspui/handle/123456789/81372 | - |
| dc.description.abstract | 在競爭激烈的B2B工業市場中，企業組織對供應商角色的期待已從問題解決者逐漸提升為價值創造者。此轉變意味著僅就顧客需求，提供解決方案的回應式服務已無法完全滿足顧客，供應商須採取更積極態度來提供主動式的服務，替顧客思考得更周全，並帶領雙方合作以創造價值。有鑑於此，具有前瞻性的顧問導向服務已受到B2B業者普遍地重視，並將其視為提升競爭優勢不可或缺的服務策略。然而，相較於大量的解決方案相關研究，顧問導向服務仍鮮少受到學術研究的關注。再者，當顧客感受到供應商在顧問導向服務中展現的積極性，顧客也較會傾向於對彼此跨組織間的合作，展現出同等積極主動的行為，本研究稱之為顧客夥伴行為。由於工業市場具有高度專業分工特性，供應商和顧客都擁有各自專長的領域及掌握獨特的資源，因此顧客夥伴行為在價值創造過程中亦扮演相當重要的角色，然而過去研究亦較少針對此一概念進行探討。因此，本研究為了填補上述之研究缺口，首先針對供應商之顧問導向服務以及顧客夥伴行為兩大概念進行探索與定義，並透過文獻回顧、深度訪談及問卷蒐集，針對此兩大新概念的各個面向，進行量表發展；接著以關係鑲嵌理論為基礎，建立一實證模型，提出供應商之顧問導向服務(包含預想考量、建議引導溝通、資源整合此三大面向)，將透過顧客感受到與供應商的目標一致性及共同協作性，影響顧客夥伴行為(包含合作調適、資源共享此兩大面向)的展現。本研究蒐集了255位B2B企業專案決策者的問卷資料，透過結構方程模型(SEM)進行驗證，並進一步提出研究結果、管理意涵及未來研究方向之建議。 | zh_TW |
| dc.description.provenance | Made available in DSpace on 2022-11-24T03:46:12Z (GMT). No. of bitstreams: 1 U0001-1307202101352600.pdf: 2998988 bytes, checksum: 8124fc2d7c262db587e3cfc50c020879 (MD5) Previous issue date: 2021 | en |
| dc.description.tableofcontents | 誌謝......i 中文摘要......ii Abstract......iii Content......v List of Figures......vii List of Tables......viii List of Appendix......ix Chapter 1. Introduction......1 Chapter 2. Conceptual background......5 2.1. Consultation-oriented services (COSs) in industrial markets......7 2.2. Customer partnership behaviors (CPBs) in industrial markets......10 2.3. The COS-CPB linkage: customer-perceived cohesive ties with suppliers......12 2.4. Hypotheses development......14 2.4.1. COSs and customer-perceived cohesive ties with supplier......14 2.4.2. Customer-perceived cohesive ties with supplier and CPBs......18 2.4.3. Control variables......21 Chapter 3. Methodology......23 3.1. Study 1: Scale development......23 3.1.1. Item generation......23 3.1.2. Scale refinement......24 3.1.3. Scale validation......27 3.2. Study 2: Hypotheses testing......29 3.2.1. Data collection......29 3.2.2. Measurements......29 Chapter 4. Results......31 4.1. Total measurement model estimation......31 4.2. Tests for common method bias......35 4.3. Structural model results......36 4.4. Testing rival models......38 Chapter 5. Discussion......42 5.1. Theoretical contributions......44 5.2. Managerial implications......46 5.3. Limitation and future research......49 References......51 | |
| dc.language.iso | en | |
| dc.subject | 關係鑲嵌理論 | zh_TW |
| dc.subject | 顧問導向服務 | zh_TW |
| dc.subject | 顧客夥伴行為 | zh_TW |
| dc.subject | 目標一致性 | zh_TW |
| dc.subject | 共同協作性 | zh_TW |
| dc.subject | Consultation-orientation services | en |
| dc.subject | Relational embeddedness theory | en |
| dc.subject | Customer perceived collaborativeness | en |
| dc.subject | Customer perceived goal alignment | en |
| dc.subject | Customer partnership behaviors | en |
| dc.title | 與企業顧客共舞：供應商顧問導向服務與顧客夥伴行為之探討 | zh_TW |
| dc.title | Dancing with B2B Customers: The Influence of Supplier’s Consultation-oriented Services on Customer Partnership Behaviors in Industrial Markets | en |
| dc.date.schoolyear | 109-2 | |
| dc.description.degree | 博士 | |
| dc.contributor.oralexamcommittee | 連勇智(Hsin-Tsai Liu),黃恆獎(Chih-Yang Tseng),余峻瑜,林政佑 | |
| dc.subject.keyword | 顧問導向服務,顧客夥伴行為,目標一致性,共同協作性,關係鑲嵌理論, | zh_TW |
| dc.subject.keyword | Consultation-orientation services,Customer partnership behaviors,Customer perceived goal alignment,Customer perceived collaborativeness,Relational embeddedness theory, | en |
| dc.relation.page | 67 | |
| dc.identifier.doi | 10.6342/NTU202101425 | |
| dc.rights.note | 同意授權(限校園內公開) | |
| dc.date.accepted | 2021-07-13 | |
| dc.contributor.author-college | 管理學院 | zh_TW |
| dc.contributor.author-dept | 國際企業學研究所 | zh_TW |
| 顯示於系所單位： | 國際企業學系 | |
文件中的檔案：
| 檔案 | 大小 | 格式 | |
|---|---|---|---|
| U0001-1307202101352600.pdf 授權僅限NTU校內IP使用（校園外請利用VPN校外連線服務） | 2.93 MB | Adobe PDF |
系統中的文件，除了特別指名其著作權條款之外，均受到著作權保護，並且保留所有的權利。