在節能技術服務業中，許多企業體認到自身資源的有限，無法再以單打獨鬥的方式進行競爭，所以藉由策略聯盟的型態來獲取重要資源，進而達成策略目標。然而策略聯盟的運作深受夥伴間信任與互動的影響，在溝通不良的情況下，最後因缺乏互信而導致合作關係解體。
為了瞭解能源服務業這個行業中，同業廠商會針對哪些議題合作、形成合作的基本條件為何等問題，本研究旨在探討影響合作關係的因素，包括溝通程度、信任程度、依賴程度、企業本身的特質等因素，對合作關係績效、未來繼續合作意願之影響。
研究結果顯示，競合關係在這個產業中是相當普遍的，節能技術服務業的公司多為中小企業，礙於本身具有「規模不經濟」與「資源缺乏」等特質，組織間更重視透過相互合作來補己之短。為了加強合作關係績效，良好的溝通對目標達成度有正式顯著影響，高度的信任與依賴關係，則會強化彼此的滿意度。

In the energy service industry, many companies aware of the limitation of their own resources. A company is no longer able to compete with others alone, so they try to forge the strategic alliances to get the important resources to achieve their strategic goals. On the other side, cooperation with other companies is deeply influenced by the interactions among partners. The cooperation could be broken because of the lack of the communication.
The purpose of this study is to discuss the factors affecting the cooperation performance. The discussed factors include communication, dependence, trust, and firm characteristics.
The results show that a competitive-collaboration relationship is very popular. Many companies in this industry are small-middle size. Since they have the problems of “diseconomies of scale” and “scarce resource”, organizations emphasize on cooperating. To strength cooperation performance, good communication has significantly effect on goal achievement, and high trust and dependence would enhance satisfaction with each other.

第一章 序論…………………….…………………………1
第一節　研究背景………………………………………..1
第二節　研究問題………………………………………..2
第三節　研究流程………………………………………..3
第二章 文獻探討………………………………………….5
第一節　競合理論……………………………………….5
一、競合理論的基本概念……………………………….5
二、競合關係的目的與效益……………………………..7
第二節　合作關係………………………………………9
一、合作關係的概念與定義……………………………9
二、廠商間合作關係之相關研究……………………..10
三、合作關係的績效衡量……………………………..12
四、影響合作關係的因素……………………………..13
第三節　溝通…………………………………………..14
第四節　依賴…………………………………………..15
一、依賴的概念………………………………………..15
二、影響依賴的因素…………………………………..16
第五節　信任…………………………………………..17
第六節　技術特性……………………………………..19
第七節　中小企業特質………………………………..19
第八節　研究架構與假說發展………………………..21
一、夥伴間的溝通程度對合作關係績效之影響……..21
二、夥伴間的依賴程度對合作關係績效之影響…..…21
三、夥伴間的信任程度對合作關係績效之影響.…….22
四、技術特性對聯盟績效之影響……………………..24
五、廠商特質的效果…………………………………..24
第三章 研究方法……………………………………….26
第一節　各研究變項之操作型定義…………………..26
第二節 資料蒐集方式…………………………………29
第三節 資料分析方式…………………………………30
一、敘述性統計分析…………………………………..30
二、因素分析…………………………………………..30
三、變異數分析………………………………………..31
四、相關分析…………………………………………..31
五、迴歸分析…………………………………………..31
第四章 產業介紹………………………………………32
第一節　產業現況……………………………………..32
第二節　能源技術服務業在美國的發展現況……….33
第三節　能源技術服務業在日本的發展現況………..34
第四節　能源技術服務業在大陸的發展現況………..36
第五節　能源技術服務業在台灣的發展現況………..38
第五章 實證結果與分析……………………………….42
第一節 敘述性統計分析……………………………….42
一、樣本結構分析…………………………………......42
二、競合關係分析…………………………………......43
三、企業資源特性的測量……………………………..44
四、溝通程度的測量…………………………………..46
第二節 因素分析……………………………………….47
第三節 變異數分析…………………………………….48
第四節 相關分析……………………………………….49
第五節 迴歸分析……………………………………….51
第六章 結論與建議…………………………………….53
第一節 研究結論……………………………………….53
一、廠商的合作議題與合作條件……………………..53
二、形成好的合作關係績效的條件…………………..54
第二節 管理意涵………………………………………55
第節 研究限制…………………………………………56
參考文獻………………………………………………..57
中文文獻………………………………………………..57
英文文獻………………………………………………..58
附錄：問卷……………………………………………..67

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