【摘要】
當企業競爭不再是單打獨鬥的個人秀，而是供應鏈或網絡的團隊戰時，夥伴關係的重要性與日俱增，在「你、我」轉變成「我們」的過程中，互惠互信與自利自私的拔河拉鋸，將導致合作的綜效或是不合作的耗損，本研究緣起一個因跨國購併而誕生的新創事業個案，由於產品特性橫跨電子及紡織產業，集現代科技與傳統工藝於一身，但因為輕忽夥伴關係管理而面臨失敗的危機，在重新設計跨國組織及創立供應鏈之後，卻反而因為創造全新夥伴關係所形成的合作綜效，使新事業開發反敗為勝，除了市佔與獲利率的大幅成長，更整合資源而精實市場競爭力，然而目標、利益、風險、專業與分享、溝通與文化、承諾與危機等影響要素，究竟必須怎樣進行管理，才能獲得優質的夥伴合作關係？
本研究藉由質性個案研究方法，將經驗重建並敘說成三段故事，透過辯證分析，探究出企業購併、跨國同儕及核心供應商夥伴關係管理的重要結論與原則。
1. 企業購併行為的夥伴關係因「共同利益」而合作，卻極易因「危機」的考驗而導致不合作的結果。
2. 跨國同儕間夥伴關係，「專業」分工與「溝通」協調是促成合作的重要管理因素，同時要十分注意「文化」的差異，並建立「分享」學習的互動模式，才能避免双方因競爭心態而朝不合作或表面敷衍方向發展。
3. 核心供應商的夥伴關係，必須建立在長期策略之上，双方以互補的運作模式，以「共同目標」建立起領導階層的合作原則，並堅實「承諾」的管理與執行，並要積極管理「文化」差異而導致的衝突與不合作。

Abstract
When the enterprise competition is no longer the individual show that will play singles fights alone, but is the supply chain or the network team war. The partnership importance grows day by day. In transforming process from “you, I” to “us”, the reciprocal benefit and mutual trust are playing tug-of-war with the self-interest and selfishness, that will cause the synthesis effect by the cooperation or perhaps will make loss because of noncooperation. This research origin is created by a new born venture case of an international merger & acquisition. As a result of product characteristic is combined by the electronic and textile industry, collected on the modern science and technology and traditional process in a body. It faced the defeat and crisis because of the careless and indiscreet on the partnership management. After redesigning the transnational organization and establishing the unique supply chain, actually the cooperation synthesis effect causes the new venture to develop turns defeat into victory. The market share and the profit rate large are getting better. It also integrates the resources to get fine solid market competitive power. However, after we get the factors of the goal, the benefit, the risk, the specialty and the share, the communication and the culture, promise and crisis, how to carry on the management to obtain the high quality partner cooperation?
This research utilized the qualitative case study technique, reconstructed the experience to narrated three sections of stories, the dialectical analysis will inquire into the enterprise merger & acquisition, the transnational associates and the core supplier partnership management to get the conclusion and the principle as below.
1. The partnership of the enterprise merger & acquisition started from“the common interest”, but is terminated easy by“the crisis”.
2. The partnership of the transnational associates was established on“specialty”and facilitated the cooperation with“communication”.
simultaneously we must paid attention to the difference of“the culture”extremely, and established “the share” interaction, but can avoid both sides did not cooperate or is perfunctory to develop partnership because of the inter-competition point of view.
3. The core supplier's partnership, must be established above the long-term strategy, both sides were working by the supplementary operation pattern,set up“the common goal”as the cooperation principle, and do the management and the execution to solid “promise”, and must positively manage the conflict of “the culture” difference.

目錄
論文提要 ....................................................................................................... i
致謝詞 ............................................................................................................ ii
中文摘要 ....................................................................................................... iii
英文摘要(Abstract) ..................................................................................... iv
目錄 ............................................................................................................... vi
表目錄 ........................................................................................................... viii
圖目錄 ........................................................................................................... ix

第一章 緒論 ................................................................................................... 1
第一節 研究背景與動機 .......................................................................... 1
第二節 研究目的 ...................................................................................... 3
第三節 研究範圍與限制 .......................................................................... 4
第四節 研究流程 ...................................................................................... 6
第二章 文獻探討 ........................................................................................... 7
第一節 夥伴關係相關之管理理論 ......................................................... 7
第二節 夥伴關係定義與衡量文獻 .......................................................... 13
第三節 夥伴合作相關理論文獻 .............................................................. 18
第三章 研究方法與研究設計......................................................................... 24
第一節 質性研究 ...................................................................................... 24
第二節 個案研究 ...................................................................................... 26
第三節 敘說探究 ...................................................................................... 28
第四節 研究架構 ...................................................................................... 29
第四章 研究結果分析與探討......................................................................... 30
第一節 美國電毯產品、產業與市場簡介 .............................................. 30
第二節 個案新事業體、背景與人物簡介 .............................................. 34
第三節 購併夥伴關係探討 ...................................................................... 47
第四節 跨國子公司間夥伴關係探討 ...................................................... 68
第五節 供應商夥伴關係的探討 .............................................................. 87
第五章 結論與建議 ...................................................................................... 103
第一節 結論與研究貢獻 ........................................................................... 103
第二節 管理意涵 ....................................................................................... 105
第三節 建議 ............................................................................................... 106
參考文獻 .......................................................................................................... 108
ㄧ、中文部份 .......................................................................................... 108
二、英文部分 .......................................................................................... 108三、網站部分 ........................................................................................... 109


























表目錄
表 2-1 夥伴關係之定義 ....................................................................... 13
表3-1：不同研究方法的適用條件 ........................................................ 26
表4-1：電毯代工廠與布料供應商的合作優劣比較表 ........................ 72
表4-2：電毯布料供應商評估比較表 .................................................... 79





















圖目錄
圖1-1：研究流程圖 ............................................................................... 6
圖 2-1：合作關係演進圖 ...................................................................... 19
圖 2-2：私人利益、共同利益與相對範疇 .......................................... 21
圖3-1：研究架構 ................................................................................... 29
圖4-1：上蓋型及下鋪型電毯圖例 ....................................................... 31
圖4-2：美國電毯市場佔有率變化粗略估計參考圖示 ...................... 32
圖4-3：個案新事業開發團隊 ............................................................... 36
圖4-4 個案新事業開發之總公司角色 ................................................. 36
圖4-5：個案新事業開發之子公司角色 ............................................... 37
圖4-6：個案新事業開發之紡織供應商角色 ....................................... 38
圖4-7：銷售量 ....................................................................................... 40
圖4-8：銷售額 ....................................................................................... 41
圖4-9：獲利率 ....................................................................................... 41
圖4-10：市佔率 ..................................................................................... 42
圖4-11：K集團全球組織架構 .............................................................. 47
圖4-12：K集團電毯新事業部組織架構 .............................................. 48
圖4-13：美國Biddeford電毯廠開募 ................................................ 49
圖4-14：美國Biddeford電毯廠生產線 ........................................... 51
圖4-15：商業模式 ............................................................................... 57
圖4-16：夥伴合作分析架構 ............................................................... 62
圖4-17：夥伴不合作分析架構 ........................................................... 65
圖4-18，中國電毯廠代工 ................................................................... 68
圖4-19：深圳T廠自製 ....................................................................... 68
圖4-20：電子組裝業的供應商模式 ................................................... 96
圖4-21：拔河運動圖示 ........................................................................ 97
圖4-22：紡織業的供應商模式 ............................................................ 97
圖4-23：接力賽跑運動圖示 ................................................................ 98

一、 中文部分
孫儷芳，台灣地區中小企業供應鏈夥伴關係模式之研究，明志科技大學經
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傅振焜譯，2003，杜拉克談未來企業，二版，台北，時報文化出版。
湯明哲，電子商務暨知識管理對企業間合作體系與型態之影響，中衛發展
中心專案研究報告，計畫編號: 090E1086。
蔡敏玲、余曉雯譯， 2003，敘說探究-質性研究中的經驗與故事，
(Clandinin, D. Jean., Connelly, F. Michael. 2000. Narrative
Inquiry-Experience And Story In Qualitative Research)，台北，心
理出版社。
蕭幼麟譯，2008，在平的世界中競爭，(Fung, Victor., Fung, William.,
Wind, Yoram. 2008. Competing in a Flat World) ，台北，培生集團。
蕭瑞麟，2007，不用數字的研究，培生集團。
二、 英文部分
Hatch, M. J. 1996. The Role of the Researcher:an Analysis of
Narrative Position in Organization Theory. Journal of Management
Inquiry December(4):359-374.
Jap, Sandy D. 2001. The Relationship-Technology Interface: A Path
to Competitive Advantage, lead chapter invited in New Directions in
Supply Chain Management: Technology,Strategy, and Implementation,eds. Tonya Boone and Ram Ganeshan, American Management Association,
3-23.
Kogut, B. ＆ Singh, H. 1988. Entering the United States by Joint
Venture: Competitive Rivalry and Industry Structure. In F. J.
Contractor ＆ P. Lorange （ed.）,Cooperative Strategies in
International Business, Lexington Books.
三、 網站部分
Biddeford Textile, http://www.wolfenews.com/
Electric Blanket, http://en.wikipedia.org/wiki/Electric_blanket
Mary Bellis, History of The Electric Blanket,
http://inventors.about.com/od/estartinventions/a/ElectricBlanket.htm
Richard Zimmerer,
http://www.electricblanketinstitute.com/general-information.html