受到全球化的影響，大部分產業進入快速變遷及彼此互相競爭環境的世
代，企業要永續經營就必須保有持久性的競爭優勢。夥伴選擇策略是企業很重 要經營策略，企業將會採用理性策略選擇適合的合作夥伴，但隨著產業間競爭 愈加劇烈，選擇合意且適當的供應商或是夥伴，將也會是競爭優勢的來源之一。為了維持競爭優勢，企業將利用所掌握之資源，探索各種供應商選擇策略， 找尋合適的供應商或是夥伴。
本研究主要探討企業如何選擇供應商是透過關係面向或市場面策略之選擇 途徑，影響未來企業雙方合作的持續性，並探討額外角色行為扮演一個重要角 色是否會在供應商的選擇上產生影響，以調查台灣中小企業為主要對象，本研究採用紙本以及網路線上問卷發放，最後回收207份有效問卷，有效回收率約達17.06% (207/1,216)。研究結果發現，額外角色行為會強化關係面選擇策略 與弱化市場面選擇策略在關係持續性上。再者，關係面選擇策略對關係持續性 具有正向之影響及市場面選擇策略對關係持續性具有負向影響。整體而言，本研究貢獻有助於增進資源基礎理論、關係持續性及額外角色行為等相關文獻了 解並作為管理者進行日後可以參考依據。最後，除了提出管理意涵外，本研究 亦提出研究限制以及未來研究方向。

Affected by the impact of globalization, most industries have gradually entered a period of rapid transition and competed with each other for the market environment. Companies must maintain competitive advantage in order to be sustainable.The strategy of partner selection is an important business strategy for enterprises, but as competition among industries becomes more intense, choosing a suitable and appropriate supplier or partner will also be one of the sources of competitive advantage. For the company, cooperating with the right manufacturer partner can maintain long-term relationship and achieve maximum benefits for performance.
This study mainly explores the strategy of partner selection used by companies, including the relationship-focused and market-focused strategy, and what kind of strategies affect the continuity of the cooperation between the two companies. In addition, this study explores whether the extra-role behavior plays an important role and whether it will have an impact on partner selection. This study has conducted to investigate SMEs in Taiwan.The results of the study indicate that the strategy of relationship-focused and market-focused strategy have both positive and negative effects on the continuity of the relationship. Furthermore, the extra-role behavior will strengthen relationship-focused and weaken market-focused strategy on the continuity of the relationship.
Overall, the contribution of this study helps to improve the understanding of resource-based theories, relationship continuous, and extra-role behavior. Finally, in addition to proposing the management implications, this study also proposes research restrictions and future research directions.

目錄
表目錄	iii
圖目錄	iv
第一章 緒論	1
第一節 研究背景與動機	1
第二節 研究目的	5
第三節 研究流程	6
第二章 文獻探討	7
第一節 資源基礎觀點	7
第二節 組織間關係	12
(一) 關係行銷	13
(二) 以關係面取向選擇	15
(三) 以市場面取向選擇	17
第三節 關係持續性	18
第四節 額外角色行為	22
第三章 研究方法	26
第一節 研究架構	26
第二節 研究假說推論	27
第三節 研究變數與操作型定義	31
第四節 研究樣本來源	35
第五節 資料分析之方法	36
第四章 資料分析與研究結果	39
第一節 研究背景與資料收集	39
第二節 測量題項與信效度檢定	45
第三節 研究結果	48
第五章 結論與意涵	50
第一節 研究結論	50
第二節 理論意涵	51
第三節 管理意涵	54
第四節 研究限制與未來研究建議	56
參考文獻	57
附錄 研究問卷	72
 
表目錄
表2-1 資源基礎觀點文獻整理	9
表2-1 資源基礎觀點文獻整理(續)	10
表2-2 關係持續性文獻整理	20
表2-2 關係持續性文獻整理(續)	21
表2-3 額外角色行為文獻整理	24
表2-3 額外角色行為文獻整理(續)	25
表3-1 研究假說	30
表3-2 關係面選擇策略之變數之與衡量題項	31
表3-3 市場面選擇之變數與衡量題項	32
表3-4 關係持續性之變數與衡量題項	33
表3-5 額外角色行為之變數與衡量題項	34
表4-1 全球產業2020年平均成長趨勢	40
表4-2 基本資料分析	43
表4-2 基本資料分析(續)	44
表4-3 驗證性因素分析	46
表4-4 測量模型之結果	46
表4-5 測量模型之結果(續)	47
表4-6 敘述性統計量、相關係數與AVE值平方根	47
表4-7 階層迴歸之結果	49
表5-1 研究結果成立與否	50
圖目錄
圖1-1研究流程	6
圖3-1研究架構	26

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