本研究的主要內容是利用賽局理論的觀點來探討、分析與解釋台灣商人與大陸員工的商業相處模式。由於二岸人民的商業關係越來越緊密與接觸越來越頻繁，台灣商人與大陸員工的合作模式有被探討的必要。
    本研究採取研究設計來收集資料與測試下列的假設：
1. 如果台灣商人可以說當地方言，或著會寫簡體中文，他們將可以獲得更多信任，並且可以得到大陸員工的配合與更好的結果。
2. 如果台灣商人的薪酬與大陸員工相比被認為是『公平』的，他們將可以獲得更多信任，並且可以得到大陸員工的配合與更好的結果。
3. 如果台灣商人把配偶與家人都帶到中國並且適應良好，他們將可以獲得更多信任，並且可以得到大陸員工的配合與更好的結果。
研究採用實驗設計之方法來探討問題，並且以單因子變異數分析來分析資料。研究結論支持假設一與三。這些研究結果對實務與研究的意涵，於本文中加以探討。
    本研究共五章，第一章說明研究動機與目的;第二章為賽局理論介紹與文獻探討，首先說明賽局理論的演進，次就影響賽局理論之因素等作中外文獻探討; 第三章介紹研究方法，定義本研究之研究方法與資料蒐集之模式。第四章為資料分析，藉由假設之建立，發展出各種研究結果，並加以分析與解釋。第五章彙總本研究之結論，並說明研究限制及對後續研究之建議，以及對台商之建議。

The purpose of this thesis is to apply game theory in trying to explore, analyze, and provide explanations for the interaction between Taiwanese businessmen and Chinese employees.  Due to increasing contact, people in Taiwan and China have often been brought together to complete a common task.  Therefore, it is essential to find a better way to work together for Taiwanese businessmen and Chinese employees in a business setting. 
    Experimental design was used as the research methodology to collect the data, and the following hypotheses were tested:
1. If Taiwanese businessmen use the same dialect and the Simplified Chinese in their business dealings, they will earn more trust from their Chinese counterparts and be able to achieve better results with them.
2. If the compensation of Taiwanese businessmen is perceived as “equitable” compared to Chinese employees, they will earn more trust from their Chinese counterparts and be able to achieve better results with them.
3. If the Taiwanese businessmen’ spouse and family come along with them to work in China and are able to adjust and adapt, they will earn more trust from their Chinese counterparts and be able to achieve better results with them.
    One-way ANOVA was employed to analyze the data.  The results support hypotheses 1 and 3.  This implies that the expatriate should know the local dialect and written language, and that they should bring their family along with them.  This should provide better results in the cooperation between the expatriates and the local employees.  The research limitations, implications for future research and business practices are discussed.

TABLE OF CONTENTS

ACKNOWLEDGEMENTS……………………………………………………………………………….…...	…...i
中文提要………………………………………………………………………………………..………………….ii
ENGLISH ABSTRACT ……………………………………………………………………................................. iii
TABLE OF CONTENTS…………………………………………………………………….………………........iv
LIST OF TABLES………………………………………………………………………………………………....vi
LIST OF FIGURES….……………………………………………………………………………………...…….vii

CHAPTER I  INTRODUCTION………………………………………….………………..1
1.1	BACKGROUND…………………………………………………………………………..2
1.2	RESEARCH MOTIVE…………………………………………………………………….3
1.3	PURPOSE AND RESEARCH QUESTION……………………………………………….4

CHAPTER II  LITERATURE REVIEW……………………………………………….…6
2.1 HISTORY AND APPLICATIONS OF GAME THEORY…………………………………7
2.2 TYPES OF GAME THEORY…………………………………………………………… ..8
	2.2.1 Prisoners’ Dilemma…………………………………………………………………9
	2.2.2 Assurance…………………………………………………………………………...9
	2.2.3 Chicken……………………………………………………………………………..9
	2.2.4 Harmony…………………………………………………………………………...10
2.3 GAME THEORY AND LEVEL OF TRUST …………………………………………….10
2.4 EFFECTS OF CULTURAL AND LANGUAGE BARRIERS TO TRUST…………...…11
2.5 EQUITY THEORY AND TRUST………………………………………………………..13
2.6 SPOUSE AND FAMILY ADAPTATION’S EFFECT ON TRUST………………………14

CHAPTER III  RESEARCH METHODOLOGY……………………………………….15
3.1 RESEARCH METHODOLOGY…………………………………………………………16
3.2 PILOT STUDY…………………………………………………………………………...17
	3.2.1 Pilot Study Round I………………………………………………………………..17
	3.2.2 Pilot Study Round II……………………………………………………………….20
3.3 MAIN STUDY……………………………………………………………………………21
	3.3.1 Sampling Design…………………………………………………………………..21
	3.3.2 Subjects of the Study………………………………………………………………21
3.3.3 Data Collection……………………………………………………………………22

CHAPTER IV  RESULTS AND DISCUSSIONS…...………....…………………………24
4.1 DATA PROCESSING…………………………………………………………………….25
	4.1.1 Validity of Manipulation………………….……………………………………….25
	4.1.2 Demographic Data of Respondents………………………………………………..25
4.2 DATA ANALYSES……………………………………………………………………….27
	4.2.1 Scoring System……………………………………………………………………27
	4.2.2 Analysis Method…………………………………………………………………..27

CHAPTER V  CONCLUSIONS AND RECOMMENDATIONS……………………….30
5.1 CONCLUSION…………………………………………………………………………...31
	5.1.1 Common Spoken and Written Language………………………………………….31
	5.1.2 Lack of Support for Perceived Equity in Pay……………………………………..32
	5.1.3 Family Accompanying Expatriate to Host Country……………………………….33
	5.1.4 Summary…………………………………..………………………………………34
5.2 LIMITATIONS AND FUTURE SUGGESTIONS……………………………………….35
	5.2.1 The Subjects Chosen………………………………………………………………35
	5.2.2 Sampling Method………………………………………………………………….36
	5.2.3 Perceived Equity Questionnaires………………………………………………….37
5.3 RECOMMENDATIONS FOR PRACTITIONERS………………………………………37
	5.3.1 Bonding with the Locals…………………………………………………………..37
	5.3.2 Open Attitude towards Local Culture………………………………………….….38
	5.3.3 Learn the Local Dialect…………………………………………………………....38
	5.3.4 Bring Thy Family………………………………………………………………….38

CHINESE BIBLIOGRPAHY…………………………………………………………………………………….40
ENGLISH BIBLIOGRPAHY…………………………………………………………………………………….41
INTERNET SOURCES…….…………………………………………………………………………………….45
APPENDICES 1&2 – Main Study...……………………………………………………………………………..46

LIST OF TABLES

Table 3-1: Number of Respondents for each vignette in Pilot Study Round ……………..….20
Table 3-2: Majors and Year of respondents…………………………………………………...23
Table 4-1: Validity Test of Vignette…………………………………………………………..25
Table 4-2: Demographic Data………………………………………………………………...26
Table 4-3: Level of Trust……………………………………………………….......................28
Table 4-4: Summary of Hypothesis Tests…………………………………………………….29
 
LIST OF FIGURES

Figure 3-1:Hofstede Cultural Dimensions…………..….19
Figure 3-2 Questionnaire Procedures…………………………………………………………22

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