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題名：從交易成本觀點探討買方-賣方關係與競爭優勢之關聯性-台灣工具機產業之實證
作者：葉清江 引用關係
作者(外文)：Ching-Chiang Yeh
校院名稱：國立交通大學
系所名稱：經營管理研究所
指導教授：張保隆
學位類別：博士
出版日期：2004
主題關鍵詞：交易成本分析；供應鏈管理；買方-賣方關係；競爭優勢；工具機產業；台灣；Transaction Cost Analysis；Supply Chain Management；Buyer-Supplier Relationships；Competitive Advantages；Machine Tool Industry；Taiwan
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灣工具機廠商的成本結構中有高達62%的成本是由外包的供應商所產生，委外所產生的成本所佔的比重高，因此台灣工具機廠商必須與供應商建立良好的關係。本研究在於探討工具機廠商(buyer)與其供應商(supplier)之買方-賣方關係(buyer-supplier relationships)，以及這些買方-賣方關係與工具機產業競爭優勢之關聯性。
本研究從交易成本觀點探整理出以「與供應商建立長期關係」、「對供應商的輔導」、「供應商參與產品的研發」、「及時化採購」、「雙向溝通與資訊的交流」、「以品質來選擇供應商」及「減少供應商的家數」等七項作為衡量買方-賣方關係，並以品質、成本、交期及彈性等四項構面作為競爭優勢，進行以買方-賣方關係為自變數及以競爭優勢為依變數的關聯性研究。
研究顯示台灣工具機廠商與供應商的買方-賣方關係可以分成採購合作關係與研發合作關係二種型態，採購合作關係代表著買方對賣方的採購策略，採取以品質來選擇供應商、及時化採購及與供應商建立長期關係以獲得必要的零組件，而雙方會採取彼此資訊共享的一種合作關係，有助於買方供應作業之整合；而研發合作關係代表著買方與賣方的生產技術會相互協持，有助於買方產品研發的合作關係。此外本研究顯示台灣工具機產業具有品質、成本、交期及彈性等四項競爭優勢來建構工具機產業的競爭優勢；本研究並進一步指出，對不同型態的買方-賣方關係會影響不同的競爭優勢，研究結果發現工具機廠商透過與供應商建立採購合作關係，對台灣工具機產業的品質及交期等競爭優勢有正相關；而工具機廠商透過與供應商建立的研發合作關係，對工具機產業的成本、交期及彈性的競爭優勢是有相關的。
本研究並藉由實際個案公司，來作一完整驗證本研究實證所得的結論；最後本研究對台灣工具機產業的買方-賣方關係提出可行之建議。
The purpose of this study is to examine whether buyer-supplier relationships can affect the competitive advantages in the Taiwan machine tool industry. In doing so, a theoretically relevant set of buyer-supplier relationships variables is identified from transaction cost perspective. A factor analysis shows that the buyer-supplier relationships is a two dimensional construct in the industry. The core dimensions are purchasing cooperative relationship and R&D cooperative relationship. Relationships between buyer-supplier relationship and competitive advantages (quality, cost, delivery and flexibility) are then examined. The study reveals that buyer-supplier relationships are related to overall competitive advantages, but vary depending on the dimensions of buyer-supplier relationships.
A case study is used to confirm the feasibility of the result. Finally, some discussion and suggestions are made for the further development of buyer-supplier relationships as a useful subject area for the industry.
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