電子招標為供應鏈管理下，強勢買方整合所屬事業單位之採購需求，提升採購效率，降低採購成本及商品成本之資訊平台。由於大多數研究從買方立場分析第三方主導或賣方主導之電子商務；鮮少由供應商角度探討強勢買方主導之電子招標，因此引發本研究由社會交換理論觀點，探討買賣雙方權力、信任及承諾之關係，進而分析對夥伴關係及組織績效影響之動機。
  本研究採用問卷調查法蒐集資料，以某大型集團企業電子招標平台之供應商為對象，研究結果發現，買方擁有非強制權越大，供應商對其信任及承諾程度越高；供應商對買方信任或承諾程度愈高，雙方夥伴關係越緊密；與買方之關係品質越好或持續性越佳，則供應商之組織績效越佳。研究亦發現非強制權及信任之部分構面可透過關係品質或關係持續性，影響供應商之組織績效。

Electronic reverse auction is a procurement platform set up by a dominant buyer to integrate its purchase needs from whole business units.  It can reduce purchase and product cost, also enhance purchase performance.  Most electronic commerce research has focused on buyers’ point of view to analyze the use of third party or sellers’ electronic commerce applications.  However, little has done from suppliers’ point of view to investigate the use buyers’ electronic commerce applications.  Therefore, it is aimed to understand the relationships amongst power, trust, and commitment based on Social-Exchange theory, and further to analyzes their effects on trading partnership and organizational performance.
  The research uses questionnaire survey to gather data from the suppliers of a conglomerate which runs an electronic reverse auction platform.  The findings suggest that the suppliers’ perceived buyer’s non-coercive power has significant positive impact on their trust and commitment to the buyer.  The more trust and commitment the suppliers have to the buyer, the closer partnership they have.  Furthermore, the quality and the continuity of partnership positively influence suppliers’ performance.  Finally, it is found that the quality and the continuity of partnership are the mediators between non-coercive power, trust and organizational performance.

致謝	I
中文摘要	II
英文摘要	III
目錄	IV
圖目錄	VI
表目錄	VII
第壹章　緒論	1
第一節　研究背景與動機	1
第二節　研究目的及範圍	2
第三節　研究流程	3
第貳章　文獻探討	4
第一節　電子交易市集	4
第二節　社會交換理論	7
第三節　夥伴關係	14
第四節　組織績效	16
第五節　變數間相關研究及研究假說建立	18
第參章　研究方法	23
第一節　研究架構	23
第二節　研究變數之定義與衡量	23
第三節　研究對象與研究設計	25
第四節　資料分析方法	26
第肆章　實證分析與討論	28
第一節　問卷回收與基本資料分析	28
第二節　效度與信度分析	31
第三節　研究變項敘述性統計分析	37
第四節　研究變項之差異分析	42
第五節　研究變項之相關分析	49
第六節　假說驗證	51
第伍章　結論、建議與限制	63
第一節　研究結論	63
第二節　實務意涵	66
第三節　研究限制與後續研究建議	68
參考文獻	70
附錄　研究問卷	77

圖目錄
圖1-3-1 研究流程圖....................................................................................3
圖2-1-1 以產業或服務功能分類原則之電子交易市集類別....................5
圖2-1-2 以交易機制的觀點之電子交易市集類別....................................6
圖2-1-3 以服務對象的觀點之電子市集類別............................................6
圖2-2-1 權力矩陣........................................................................................9
圖3-1-1 觀念性架構..................................................................................23
圖4-6-1 實證研究路徑圖—直接效果......................................................61
圖4-6-2 實證研究路徑圖—具中介效果..................................................62

表目錄
表2-2-1 各學者對社會交換理論所提出的構念..................................... 8
表2-2-2 權力的分類............................................................................... 11
表2-2-3 學者對信任所提出的構面....................................................... 12
表2-3-1 夥伴關係定義的彙總表........................................................... 14
表2-3-2 傳統供應商關係與供應鏈夥伴關係之比較........................... 15
表4-1-1 問卷回收情形........................................................................... 28
表4-1-2 供應商基本資料之同質性檢定............................................... 29
表4-1-3 企業基本資料........................................................................... 30
表4-1-4 填答者個人資料....................................................................... 31
表4-2-1 權力之因素分析....................................................................... 33
表4-2-2 信任之因素分析....................................................................... 34
表4-2-3 承諾之因素分析....................................................................... 34
表4-2-4 夥伴關係之因素分析............................................................... 35
表4-2-5 組織績效之因素分析............................................................... 36
表4-2-6 各構面之信度分析................................................................... 37
表4-3-1 權力之敘述性統計分析........................................................... 38
表4-3-2 信任之敘述性統計分析........................................................... 39
表4-3-3 承諾之敘述性統計分析........................................................... 40
表4-3-4 夥伴關係之敘述性統計分析................................................... 41
表4-3-5 組織績效之敘述性統計分析................................................... 42
表4-4-1 產業類別對各構面之差異分析............................................... 43
表4-4-2 供應商成立年數對各構面之差異分析................................... 45
表4-4-3 企業規模在各構面之差異分析............................................... 46
表4-4-4 與買方合作期間對各構面之差異分析................................... 47
表4-4-5 與買方開始合作之時對各構面之差異分析........................... 48
表4-5-1 各構面之相關分析................................................................... 50
表4-6-1 社會交換理論中權力對信任之影響分析............................... 52
表4-6-2 社會交換理論中權力及信任對承諾之影響分析................... 53
表4-6-3 社會交換理論對夥伴關係之影響分析................................... 54
表4-6-4 夥伴關係對組織績效之影響分析........................................... 55
表4-6-5 權力與信任對承諾之層級迴歸分析....................................... 56
表4-6-6 權力與夥伴關係對組織績效之層級回歸分析....................... 58
表4-6-7 信任與夥伴關係對組織績效之層級回歸分析....................... 59
表4-6-8 承諾與夥伴關係對組織績效之層級回歸分析....................... 60
表4-6-9 中介效果之彙整表................................................................... 61
表5-1-1 研究假說之驗證結果............................................................... 66

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