中文摘要

在國外盛行的主管找尋公司（executive search firm），或者通俗的講法叫做獵人頭公司（head-hunting firm）近年來在台灣已逐漸興起。該行業給人的印象裡，總帶有部分的神秘色彩，如做事保密等等。但國內對此產業卻無相關的學術研究。因此，本研究的目的便是要對於主管找尋產業的產業現況，包括業務流程、委託人特性、候選人特性（被挖角者）做一調查。
本研究實地進行的方式，是採探索式研究的專家訪談法。先整理國外主管找尋產業的相關文獻，再訪談五位台灣的主管找尋業者與四位曾被挖角的企業人力資源主管，以便蒐集不同角色對上述議題的看法與認知。
研究結果發現，一、台灣目前的主管找尋業者不管在收費、業務運作、與專業倫理守則或產業規範上，皆遵循國外模式。二、國內目前主管找尋產業的市場規模與專業程度皆有所不足。三、易被挖角的經理人，具有積極開創、人際關係佳、視野宏關、腳踏實地、高忠誠度的人格特質，而在學經歷與年齡上，則有高學歷化與低年齡化的趨勢。四、雇用主管找尋業者的企業，多是對人才有急迫需求或能接受此種仲介方式的企業，可分為外商公司、高科技產業、企業家第二代、專業經理人企業等四種型態。
最後，本研究建議後續研究者可針對，一、主管找尋業所仲介的經理人績效表現，二、企業人力資源部門與主管找尋業者之間相互關係，三、網路科技與主管找尋業的整合可能性，這三方面做後續研究的重點。

Abstract
This study attempts to investigate and analyze the “Executive Search” (ES) industry in Taiwan today, a field in which there is a serious shortage of academic research. The main purposes of this study are to reveal the business processes involved in ES, and to identify the characteristics of both clients and candidates.
In order to reveal a complete picture of the industry’s development in Taiwan, expert interviews were used as the main method of investigation. Initially, we studied foreign research papers on ES, after which five ES consultants and four corporate Human Resources managers were interviewed. A number if interesting facts were uncovered by this research:
1. ES consultants in Taiwan tend to follow the approach of consultants in American and Europe.
2. The size of ES industry in Taiwan is not yet sufficient for the needs of the economy and, in addition, a greater degree of specialization is required.
3. Young, well-educated managers with characteristics such as good interpersonal skills, strong loyalty, intelligence and aggression, are those most sought after by ES clients.
4. Clients of the ES industry are companies with an urgent need for talented people, and include high tech companies, professional management firms, subsidiaries of international corporations in Taiwan, and companies run by second-generation entrepreneurs.
At the end of this study, we suggest three issues for further research:
1. A comparison between the performance of managers found through ES and those found through other recruiting methods.
2. The relationship between Human Resource Managers and ES Consultants.
3.The potential for integration between the ES industry and network technology.

目錄

第一章 緒論 ---------------------------------------------------- 3
第一節 研究動機 --------------------------------------- 3
第二節 研究目的 --------------------------------------- 4
第二章 國外產業現況與相關理論 ---------------------------------- 5
第一節 主管找尋業國外現況 ----------------------------- 5
第二節 代理理論 -------------------------------------- 14
第三節 交易成本理論 ---------------------------------- 17
本章註解 --------------------------------------------- 33
第三章 研究方法 ----------------------------------------------- 34
第一節 研究架構 -------------------------------------- 34
第二節 研究對象 -------------------------------------- 37
第三節 研究方法 -------------------------------------- 39
第四節 研究限制 -------------------------------------- 43
第四章 企業訪談整理與分析 ------------------------------------- 44
第一節 主管找尋業訪談 -------------------------------- 44
第二節 求才企業訪談 ---------------------------------- 61
第三節 訪談分析 -------------------------------------- 65
第五章 結論與建議 --------------------------------------------- 72
第一節 結論與建議 ------------------------------------ 72
第二節 命題 ------------------------------------------ 75
第三節 後續研究建議 ---------------------------------- 78
參考文獻 ------------------------------------------------------ 79
一、 中文文獻 ---------------------------------------- 79
二、 英文文獻 ---------------------------------------- 80
附錄 ---------------------------------------------------------- 83
一、 Code of Ethics（AESC）--------------------------- 83
二、 Professional Practice Guidelines（AESC）--------- 84

參考文獻
一、 中文參考文獻
1. 李璋偉，民87，人力資源管理，台北：台灣西書出版社。
2. 黃俊英，民88，行銷研究：管理與技術，台北：華泰文化事業公司。
3. 吳思華，民87，策略九說：策略思考的本質，台北：臉譜文化事業公司。
4. 葉匡時、蔡敦浩與周德光，民81，『策略聯盟的發展策略-交易成本的觀點』，產業科技研究發展管理研討會論文集，台北：中國生產力中心。
5. 鍾喜梅，民85，由交易成本觀點檢視我國涉及兩岸交流中介組織之分析，國立台灣大學三民主義研究所碩士論文。
6. 呂獻桐，民79，房屋仲介業服務品質之實證研究，國立政治大學企業管理研究所碩士論文。
7. 林讚騰，民81，高階管理者任用來源對組織績效之影響，國立中山大學企業管理研究所碩士論文。
8. 陳國棟，民87，交易成本理論與網絡統理的整合性研究，國立中山大學企業管理研究所碩士論文。
9. 蔡鐙寬，民87，以交易成本理論及網絡理論探討台灣半導體產業之策略聯盟，國立中山大學企業管理研究所碩士論文。
10. 黃淑君，民86，企業中人力資源部門所扮演的角色、才能需求與發展之研究，國立中山大學企業管理研究所碩士論文。


二、 英文參考文獻
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26. Association of Executive Search Consultants, AESC. , http://www.aesc.org/ , 2000/4/5