摘要 在資訊科技服務的市場，資訊科技委外（ITO）在市場佔有顯著的地位。過去有許多的報告研究資訊委外廠商的選擇，以及有效的合約管理方法，鮮少針對企業資訊委外合約簽訂之後，企業與委外伙伴之間的互動進行研究。然而依據許多個案報導案例顯示，大多數委外案例的失敗，不是由於雙方關係管理的不適當，就是無法滿足委外企業最初委外目標的期盼。 我們使用在過去的二十六年中臺灣資訊科技委外市場的四十個案例來研究探討如何利用資訊委外關係管理來獲取預期綜效。經過分析與研究，發現四種資訊科技委外的合作關係。這四種合作關係型態分別為：夥伴關係（Partner）、倚賴關係（Dependent）、隨需存取關係（Utility）、以及附屬關係（Subordinate）。不同的委外關係含概了不同的委外服務內容，也含概了不同的關係管理。夥伴的合作關係，企業的期望不止雙方合作達成企業的策略目標，同時也期望委外廠商支援科技創新而提升企業的市場競爭力；倚賴的合作關係，企業對委外廠商支援達成企業策略目標高度倚靠；隨需存取的合作關係，企業期望資源的取得是隨需存取，完全以成本考量；附屬的合作關係，企業則認為該委外廠商僅僅是依附於資訊中心的下包廠商，委外與否完全由企業的資訊中心自行決定。此外，本研究顯示不同的委外關係是由於不同的委外關係無法達成期盼，以及無法交付最終策略利益、經濟利益、或資訊科技利益而終止。 本論文透過文獻探討與深度個案研究，來瞭解影響不同合作關係資訊科技委外的相關因素，和期盼的資訊科技委外的結果。不同型態資訊科技委外關係的管理需要瞭解委外企業對所需服務的期望，以及在合作期間，彼此關係的管理需不斷的注意市場以及資訊科技的變化而提出相對應的策略來因應彼此合作關係，以期從中獲取最大效益。 關鍵字：資訊科技委外，委外關係，市場變化，資訊中心支援能力，委外期望。 / Information Technology Outsourcing (ITO) has gained a big share of the world IT service market. There are many studies about ITO vendor selection and contract management but a lack of understanding of the after-contract practice between the ITO parties. According to reported cases many outsourcing failures were due to either improper relationship management or unable to meet customer expectations. For effective management of this long-term inter-organizational relationship there is a need for understanding the features, affecting factors, expectations and termination of ITO relationship so that the desired outcomes can be achieved and relationship can be sustained throughout the life of the ITO. The above propositions were tested on all existing and changed ITO projects in Taiwan in the past twenty five years. A total of fourty cases were examined and the results show four kinds of IT outsourcing relationship: dependent, utility, partner and subordinate. Different kinds of ITO relationship have different expectations for the ITO services and require different management on the relationships. The dependent type ITO customers rely highly on ITO vendors for supporting strategic moves. The utility ITO customers use ITO as a utility and measure vendors by cost performance. The partner type ITO customers consult vendor for business strategic moves and urge vendor for technology innovation. The subordinate type ITO customers consider ITO vendors as a sub-contractor of IT department and leave decisions to the IT department. Those terminated cases were mainly due to conflicts in the expected and delivered outcome in the three ITO benefit areas. This study provides useful instrument for assessing major ITO factors and understanding expected ITO outcomes. ITO relationship management requires a careful understanding of the expected benefits of the service and continuous monitoring of the business and IT environment. Keywords : Information Technology Outsourcing；Outsourcing Relationship；Business Dynamics；IT Competence；Outsourcing Expectation。

Information technology outsourcing (ITO) has gained a big share of the world IT service market. There are many studies about ITO vendor selection and contract management but a lack of understanding of the after-contract practices between the ITO parties. According to reported cases, many outsourcing failures have been due to either improper relationship management or the inability to meet customer expectations. For effective management of this long-term, inter-organizational relationship, there is a need to understand the features, affecting factors, expectations, and termination of ITO relationships so that the desired outcomes can be achieved and relationships can be sustained throughout the life of the ITO. Based on a dynamic view of outsourcing partnerships, the ITO relationship can be assessed by customer participation, joint action, communication quality, coordination, and information sharing. Prior studies have indicated that these ITO relationship features are mainly affected by business dynamics and the client’s IT competence. Organizations expect from the ITO mainly strategic, economic, and technological benefits. When conflicts exist between expected benefits and delivered outcomes, the relationship is more likely to be terminated. The above propositions were tested on all existing and changed ITO projects in Taiwan in the past twenty-six years. A total of forty cases were examined and the results show four kinds of IT outsourcing relationships: dependent, utility, partner, and subordinate. Different kinds of ITO relationships involve different expectations for the ITO services and require different types of management of the relationships. In the dependent type ITO, customers rely highly on ITO vendors for supporting strategic moves. Utility ITO customers use the ITO as a utility and measure vendors by cost performance. In the partner type ITO, customers consult the vendor for strategic business moves and urge the vendor to engage in technology innovation. The subordinate type ITO is characterized by customers who consider the ITO vendor as a sub-contractor of their IT department and leave decisions to the IT department. Terminations of relationships were mainly due to conflicts in the expected and delivered outcomes in the three ITO benefit areas. This study provides a useful instrument for assessing major ITO factors and understanding expected ITO outcomes. ITO relationship management requires a careful understanding of the expected benefits of the service and continuous monitoring of the business and IT environments.

在委外代工與採購的垂直交易結構中，供應商關係管理是廠商垂直整合策略中重要的決策。中心廠若能與提供關鍵要素的主要供應商維持緊密的合作關係，可發揮降低營運成本、聚焦組織核心能力之策略性效益，但若過度依賴特定的主要供應商，則可能導致供應商優勢的發生，並陷入非對稱依賴交易結構中所產生的套牢風險。實務中常見的管理問題，即在於如何維持交易關係的彈性，避免被特定供應商所套牢，並維持雙方的合作關係的穩定與發展。本研究從中心廠的角度，探討在與主要供應商之間，高度互賴且非對稱的交易關係中，中心廠如何避免套牢風險，並提高與主要供應商之關係彈性。 本研究透過廠商個案研究中歸納中心廠對於與主要供應商之間的關係管理機制，以降低主要供應商之移動彈性、增加中心廠本身移動彈性為主要的策略邏輯。個案研究顯示，關係深化、價值深化、關係探索等關係管理策略，透過降低主要供應商移動彈性，藉以增加雙方互賴程度；價值深化、關係探索、結構探索等關係管理策略，則致力於提高中心廠本身的移動彈性，增加本身可選擇空間，並降低對主要供應商之依賴程度。 本研究接著以我國紡織業與資訊業為對象進行廠商問卷調查，採取結構方程模式分析250份樣本資料，驗證12項研究假說。實證結果支持8項研究假說：主要供應商移動彈性與中心廠認知合作績效呈負相關、中心廠移動彈性與中心廠認知合作績效呈正相關。關係深化、交易價值深化、關係探索等三項關係管理策略，與主要供應商移動彈性呈負相關；交易價值深化、結構探索兩項關係管理策略，與中心廠移動彈性呈正相關。 本研究結合交易成本、資源依賴、廠商行為等理論觀點，以中心廠及主要供應商雙方的移動彈性作為組織間關係之決策準則，探討中心廠與其主要供應商之關係策略與管理作法，並進行理論意義與實務意涵之討論。 / Managing the transaction relationships with the key supplier is a critical decision related to vertical integration. The previous literature suggest that a firm can achieve the strategic benefits such as reducing operation cost and focusing on organizational core competence through outsourcing, while maintaining a close cooperative relationship with the key supplier who provides essential key factors such as key components or key material. However, focal firm may also hold-up by the key supplier when it over-dependent on the opposite site. Therefore, the practical puzzle is how to maintain flexibility of relationships in vertical transactions as well as to avoid hold-up by specific key supplier and to extend the transaction stability with the key supplier. Standing the view of focal buyer, the study explores two related questions: how to avoid hold-up problem in an asymmetric buyer-supplier transactions, and, in the ex post transaction, how to increase relational flexibility in highly interdependence situation. The dyadic transactions between focal firm and its key supplier are the units of our analysis to confer with the managerial mechanism of key supplier relationship. The study conducted interviews dozens of Taiwanese firm as case studies. We model an exploration-exploitation framework adopted by focal firm adapt to ex post asymmetric interorganizational relationships. Thus we see two behavioral mechanisms: reducing key suppliers’ mobility of flexibility through relational exploitation as well as exploration on transaction value and relationship for reinforcing interdependency in dyadic transactions, and, increasing focal firms’ mobility of flexibility through structural exploration as well as transaction value exploitation so as to diminish the dependency on the key supplier and heighten alternatives to cooperate with. Using structure equation modeling approach, research hypotheses are tested on a sample of 250 focal firms established in Taiwan. We found the positive relationships between focal firms’ mobility of flexibility and cooperative performance perceived by focal firm, and, the negative relationships between key suppliers’ mobility of flexibility and cooperative performance perceived by focal firm. Empirical results confirmed the negative relationships between key suppliers’ mobility of flexibility and focal firm’s exploitation in relationship and transaction value as well as relationship exploration. The positive relationships between focal firms’ mobility of flexibility as well as structural exploration and transactional exploitation were also supported. The study develop a theoretical extension based on the transaction cost theory, resource dependence theory, and the behavioral theory of firm. We also address dyadic mobility of flexibility as the decision criterion for balancing exploration and exploitation in the interorganizational relationship. These findings provide theoretical and managerial implications for vertical coordination in supplier relationship management in particular.