| 摘要: | 本研究問題是探討買賣關係(buyer-seller relationships)對知識分享(knowledge sharing)以關係依賴為干擾變項，經由間接文獻之引用及邏輯之推理，發現兩者之關係有必要進一步釐清。透過代理間的買賣關係來探討關係依賴，對知識分享之影響。同時進一步採用干擾迴歸模式來驗證關係依賴程度對知識分享的干擾效果。
本究研以承攬相關產業為探討之對象，並透過買賣關係的實證研究來達成以下之具體目的：(1)確認代理市場中，合作夥伴本身的特徵對知識分享的影響。(2)探討在買賣關係中，關係依賴對知識分享之影響。(3)釐清關係依賴是否在買賣關係對知識分享之間具有干擾作用。其結果有助於瞭解合作夥伴在未來的分享程度，並進一步提供合作夥伴協調相關的合作模式，以利於組織建立長期的買賣關係。
本研究以台灣某航運承攬業之代理商為研究對象進行實測，總計共發放350份問卷，回收306份，刪除6份無效問卷，以有效問卷300份作統計分析，故有效問卷回收率為 85.7%。資料經由統計套裝軟體SPSS 進行假說檢定分析。
實證分析結果：(1)買賣關係中之信任、適應力會正向顯著影響買賣關係；而一致性則是反向影響買賣關係，但對買賣關係有顯著相關。(2)關係依賴對買賣關係有直接的正向顯著影響，並直接顯著影響知識分享行為。(3)關係依賴對買賣關係與知識分享有干擾作用，尤其是對買賣關係中之一致性的互動影響最大。最後，本研究依據上述之研究發現提出具體的理論與管理意涵，以及後續研究方向。
This paper purposes to examine whether the use of buyer-seller relationship, rela-tion-ship dependence and the knowledge sharing intent ion in buyer-seller relationship of B2B market. Through an agent to explore the buyer-seller relationship between the dependent relationship, the impact of knowledge sharing. And further use of moderated regression to verify the relationship between dependence on the moderating effect of knowledge sharing. This research study to investigate the agent the object of industries, and attempt to reach the following research questions: (1) confirm the agency market, the characteristics of their partners, the impact of knowledge sharing. (2) To explore re-lations in the buyer-seller relationship, the relationship depends on the impact of know-ledge sharing. (3) Clarify the relationship between dependence on whether the sale of interference between knowledge sharing. As a result, partners will help to understand the extent of sharing in the future, and further co-operation partners coordinate model, in order to facilitate trading of long-term relationship between organizations.
This study of a Taiwan shipping forwarders agents were measured for the study, a total of 350 questionnaires were distributed, 306 were recovered, remove the 6 invalid questionnaires, 300 valid questionnaires to be used for statistical analysis, so the effective response rate was 85.7 %. Information through statistical software package SPSS for hypothesis testing analysis.
Empirical results: (1) buyer-seller relationship of trust and adaptation will positively affect the sale of a significant relationship; and consistency is the negative impact of trade relations, but a significant correlation between the buying and selling. (2) Dependence on the trading relationship between direct and positive significant effect, and directly influence knowledge sharing behavior significantly. (3) Relationship between dependence on the sale of interference with the role of knowledge sharing, particularly in the sale of the consistency of the interaction between the greatest impacts. Finally, the above findings based on the theory and concrete managerial implications and future research directions. |
