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題名:華人商業交易場域中的應酬經驗與“關係流”管理-有關係、沒關係?
作者:楊泰和
作者(外文):Tai-ho Yang
校院名稱:國立中正大學
系所名稱:企業管理所
指導教授:艾昌瑞
高承恕
學位類別:博士
出版日期:2007
主題關鍵詞:質性研究社會網絡關係流關係應酬Yingchousocial networkqualitative researchGuanxi-flowGuanxi
原始連結:連回原系統網址new window
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本文旨在探究華人商業交易場域中的應酬經驗與“關係流”管理。研究的主軸欲表明:華人商業交易場域中的「關係」有什意涵?「應酬」活動是如何進行的?又「關係」如何引動華人的商業交易?同時,還進一步闡述什麼是企業組織的「關係流」?「關係流」要如何被管理?因此,研究者採後實證主義下的建構主義典範,整合社會學與管理學的跨領域觀點,運用「內發性本土化」以反映「文化主位」的質性研究取徑,將探討對象所處的社會、文化等特徵皆納入考量。在質性資料的蒐集方面,除訴諸研究者近十年來、以完全參與者的角色親身參與其中的實地觀察外,還運用半結構式的深度訪談法,分成前後兩階段、一共對十四位高階經理人進行深度訪談。第一階段乃橫跨海峽兩岸深度訪談了「北京當地」、「台灣本地」與「台商」六位受訪者,冀望能先廓清本研究的議題範疇並建立初步的問題意識;而植基於此的第二階段訪談,則以某一特定標的公司為核心,以“滾雪球”的取樣方式選取與標的公司有財務或產銷業務往來關係的八位受訪者,藉以探究具體的關係管理問題。接著,依循研究者本身的先驗知識與理解,在質性資料分析軟體(ATLAS.ti)的協助下,按主題分析法的詮釋循環原則進行文本的分析。分析結果歸納出兩個主要的脈絡意義群組:一、「有關係、沒關係?」看「關係」如何引動華人的商業交易--1.豐富多樣的應酬內涵-世態人情、倏忽萬端;2.應酬是關係建構與資訊流通的平台-杯觥交錯、酒後吐真言;3.關係的本質與效用-人情留一線、日後好相見。二、打開管理的“黑盒子”?看「關係流」要如何去管理--1.建構互蒙其利的關係基礎-截長補短、由生意客變朋友客;2.從事交際應酬的最高指導原則-投其所好、因地制宜;3.對應酬績效或交際費用的管控-八仙過海、各顯神通。最後,在總結的綜合討論中,研究者創新的提出“關係流”此一概念,並循此引出其在管理實務上的意涵及對後續研究的建議。
This thesis aims at exploring the experiences of “yingchou”(social intercourse) and the management of “Guanxi-flow” in Chinese commercial fields. The major topics to be addressed in this study are as follows: what does “guanxi” mean in Chinese’s commercial fields; how do people have their “yingchou”; how does “guanxi” relate to the trade in Chinese society; furthermore, what is “Guanxi-flow” in business organization and how should it be managed. By constructivist paradigm derived from post-positivism, with an interdisciplinary view of Sociology and Management, the researchers intend to utilize “endogenous indigenization” to reflect emic qualitative method so as to put the distinctive features of participants’ society, culture, etc into consideration. In order to garner qualitative data from fourteen upper-level managers, we not only utilized field study from the view of a complete observer but also conducted semi-structured in-depth interviews with our participants. The interviews had two phases: during the first phase, we interviewed six participants with backgrounds of a Beijinger, a Taiwanese local and a Taiwanese businessman in China in an attempt to narrow down the scope of the research topics as well as to form tentative research questions. Based on that, the second-phase interview had its cores on specifically targeted companies. We adopted the “snowballing” method to recruit eight interviewees who have financial or selling dealings with the companies so as to investigate the issues of “guanxi” management. With the aid of qualitative analysis software, ATLAS.ti, we analyzed the text data based on the principles of hermeneutic circle within the realm of thematic analysis. The results indicate two main contextual meanings. The first is “does guanxi matter?” and how does “guanxi” propels the commercial trading in Chinese society ---1.varied connotations of “yingchou”: social network and phenomenon are intricately complicated and fluctuate swiftly; 2.“yingchou” is the social platform where people build up their connections as well as share and exchange confidential information: between drinking and merrymaking, what soberness conceals, drunkenness reveals; 3.the nature and functions of “guanxi”: maintain a cordial relationship just for the rainy days. The second contextual meaning is to uncover the “black box” of management and how “Guanxi-flow” should be managed ---1.establish a mutually beneficial relationship: draw on the strength of each to offset the weakness of the other and move from business friends to genuine friends; 2.the rule of thumb for social intercourse: cater for other’s preference and make the appropriate moves based on the current contexts; 3.management of costs and effectiveness of “yingchou”/entertainment expense: each one shows his or her prowess to attain the goal. Finally, in the discussion and conclusion, the researchers innovatively propose the notion of “Guanxi-flow.” Following the same notion, we further bring about the implications for the management of “guanxi” and offer suggestions for future studies.
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