現今競爭日趨激烈，企業需與外界利害關係人緊密結合，以形成知識充分交流的關係網絡，且若個人的知識與關係深植入組織中，將可累積企業的智慧資本，並增加競爭優勢。既然往來關係、組織內之知識分享對企業如此重要，本研究除單獨討論企業往來關係、組織內之知識分享對企業財務績效的影響外，尚探討自變數對企業財務績效的交互影響。 　　本研究之樣本來自台灣智慧資本研究中心之「智慧資本企業實地調查問卷」，共172家我國上市櫃公司。本研究以「經常往來供應商」與「經常往來顧客」代理企業往來關係，以「高階主管討論會議頻率」及「整合企業資訊及建立知識庫」代理組織內知識分享，而應變數為總資產報酬率、股東權益報酬率、權益市價淨值比與Tobin's Q值。研究期間為2004年1月至12月，以線性迴歸方式進行實證分析。 　　實證結果顯示，對電子產業而言，經常往來供應商愈多，且高階主管討論會議的頻率愈高，對企業的財務績效愈不好；當企業有整合企業資訊及建立知識庫時，對企業財務績效具正向影響。除此之外，更發現二自變數的確對企業財務績效具交互影響及部分遞延效益。 / As competitive environment nowadays, corporation need close relationships with its related parties. It is critical that guanxi and relationship root in corporation to share this kind of knowledge, and even spread out the whole corporation for better performance. Shortly, the objective of this paper is to explore the relationship among guanxi, knowledge sharing and financial performance. The data, which is from the TICRC's questionnaire, is composed of 172 firms of Taiwan's stock exchange market and OTC during 2004. This paper used suppliers (LNSUP) and customers (LNCUS) as the guanxi variables respectively, managers’ meeting frequency (FRE_MAN) and database establishment (DABASE) as the knowledge sharing variables separately, and ROA, ROE, M/B and Tobin's Q as the financial performance independently. Linear regression model was applied and found that, to the electronic industry, the more suppliers and the higher frequency of managers’ meetings, the worse financial performance. Another finding is the more comprehensive database establishment, the better financial performance. Furthermore, guanxi and knowledge sharing indeed have interaction with financial performance and partially defer its influence to the next period.

ABSTRACT Purpose The aim of this study is to provide an insight into relationship marketing from a strategic view in Chinese context.Meanwhile, it analyzes how empirical study such as self-financed overseas study consulting agency could use this relationship marketing as a strategic tool to help it to achieve competitive advantage.   Theoretical methodology Theoretical methodology covers theoretical considerations that influence how the study is designed and conducted.   Theoretical framework and literature review This section gives readers a general understanding with related literature. . In order to access this perception, this study employs a related theory as the main conceptual framework for examining theories and major findings. Furthermore, by studying empirical findings, it acts as mirror to reflect prior scholar’s literature in order to have a critical and in-depth research study.   Practical methodology Several practical techniques were chosen for this research, such as qualitative approach, semi-constructed interviews, samplings etc. The purpose of this study is to find out how relationship marketing can bring to a self-financed overseas study consulting agency in China sustainable competitive advantage based on customer satisfaction and customer retention perspective.   Empirical observation and analysis The thesis is based on the case studies within the Chinese market, with two special Agencies: Hubei Education Service Center for Scholary Exchange, Hubei Jinmao Foreign consultants Managerial co., Ltd. The questions are addressed using information obtained in interview with respondents from the agencies and from secondary data. (Documentary secondary data)   Conclusion The author found that by using customer retention to ‘individual clients’ and by using customer satisfaction (eventually by using word of mouth) to individual clients can bring a self-financed overseas study consulting agency in China sustainable competitive advantages based on the commitment and trust mechanism. However, author could not find out the evidence to prove that using relationship marketing tools is the single solution to compete more successfully than without it. It is further argued by author that relationship marketing is just one aspect strengthening the generic strategy in order to gain sustainable competitive advantage.

[Truncated abstract] This thesis investigates the phenomenon of organisational guanxi in business in the SOE hotel environment in south-west China. A general aim is to give the reader a sense of how organisational guanxi operates in this environment. It identifies the characteristics and roots of organizational guanxi and discusses the significance of its operation in this environment. This thesis also analyses the implications of the continued practice of organizational guanxi and the prospects of its future as the Chinese economy continues to evolve toward a more market orientation. In Chapter One, the phenomena of guanxi, mainzi and renqing are defined and the importance of their role in conducting business in mainland China proposed. … The findings of this new research in south-west China provide conclusive evidence that in this region the guanxi network remains the lifeblood of the business community (Kao, 1993). In addition, this research throws up some conclusions that are not aligned with that of Guthrie?s (2002) Shanghai-based findings. In Chapter Nine, The Conclusion, the major findings of this thesis are revisited and include the acknowledgement and definition of organisational guanxi, the exploration of the roots of organisational guanxi inside the danwei, the differentiation of intra-organisational guanxi from inter-organisational guanxi, the definition of the concept of guanxi neglect, and a comparison of the decay in the strength and usage of guanxi in south-west China with that in the Shanghai region.

Des recherches actuelles ont montré que l'efficacité des dirigeants concerne l'humanité. En raison des connaissances différentes de la nature humaine occidentale et orientale ; il y a une différence significative de tous les genres de dirigeants. Par rapport au sens l'humanité de Ptolémée de l'Ouest avec l'individu comme le centre, la nature humaine est de Galileo dans le contexte de la culture orientale qui souligne la relation étroitement liée entre l'homme et la société. Comme le soleil est au centre de la galaxie, le chef dans les relations sociales est dans le noyau. Sur cette base, nous avons proposé Sunshine Leadership dans le contexte de la culture chinoise. Nous avons fait une enquête en deux étapes de 635 membres de l'équipe de marketing direct de la Chine. Dans la première étape, on a parlé face à face par des entretiens, de responsabilité, d’expérence sur les dirigeants et de la distance de pouvoir. Les analyses de facteur d'exploration et de facteurs de confirmation montrent que Sunshine Leadership est un concept claire de Leadership, comprenant: un sentiment de bonheur, montrer l'exemple, des relations et apporter un changement radical à l'état de choses existant. Ensuite dans la deuxième phase, on explore comment Sunshine Leadership influencer sur la satisfaction et l'engagement de l'Organisation par les influences sur la relation d'échange des membres. Les résultats montrent que c'est une bonne variable pour la prévision de comportement du personnel. Cette étude s'étend de la recherche de la théorie de la direction et fournit une perspective interculturelle et le cadre pour comprendre comment les scénarios de l'Organisation impacter l'efficacité de la direction par l’interaction avec des caractéristiques individuelles. / Previous studies have shown that Leadership effectiveness is bound up with personality. Because of the significant differences between the East and the West in human nature, there are also great differences in the styles of leadership. Compare to a Ptolemian view of human nature, which is deeply rooted in Western cultural, The Chinese concept of personality more closely resembles a Galiean view of human nature, which recognizes that the individual is embedded in a social network. Just as the sun is the center of the galaxy, leadership is at the heart of the social network. In this way, we have proposed and constructed a sunshine leadership model from the point of view of Chinese Taoism and Confucian culture. A two-phase survey data were collected from 625 Chinese direct-selling employees. In the first survey, the focal employee was asked to provide information about sunshine leadership, Including felt obligations, expectations to leader, and power distance orientation. Consistent with predictions, a simulation study is conducted using the SPSS 15.0 EFA and CFA programs. The EFA results obtained four factors. The CFA results also fit the hypothesized four factor structure model for all methods. Both results showed that the sunshine leadership was an distinctive construct which consists of four dimensions: Guanxi, Happiness, Character and Hold-Crisis. In the second survey, we further examined the influence of sunshine leadership on employee job satisfaction and organizational Commitment mediated by Leader-member exchange(LMX). The results show that the sunshine leadership is a good predictor of employee's work behavior，which had positive effects on both job satisfaction and commitment. Our Research extends theory of leadership by providing a cross-cultural perspective and framework to understanding how organizational context may interact with individual dispositions to affect the effectiveness of leadership in China. Implications for practice and future research are discussed.

Tendo como norte a idéia de uma "cadeia global de mercadoria", esta tese discute o sistema formal e informal de produção e circulação de bens chineses - bugigangas e cópias - no circuito China-Paraguai-Brasil, a partir de uma etnografia multissituada realizada em Ciudad del Este, no Paraguai, e na Província de Guangdong, na China. Desde o século XVII, Guangdong tem vocação para o comércio exterior, bem como para a produção de cópias. As recentes reformas trazidas pela abertura econômica otimizaram as qualidades desse antigo mercado, formando um dos maiores pólos fabris do mundo. O preço baixo das mercadorias é viabilizado graças a uma série de fatores. De um lado, há a manutenção do trabalho intensivo sob precárias condições; de outro, há uma malha composta por laços pessoais - guanxi - que legitima e sustenta esse modelo desenvolvimento através da reciprocidade entre empresários e autoridades - a nova elite do país. O boom da região produtora estudada induz um fluxo de pessoas e mercadorias em nível planetário. No Paraguai, imigrantes chineses aproveitam as oportunidades do crescimento da terra natal e importam bens para revenderem-nos a um público da América do Sul. Além de mercadorias, os imigrantes trazem seus modos de vida e suas concepções de trabalho, as quais versam igualmente sobre a importância do guanxi. Devido à atual fiscalização na fronteira Brasil/Paraguai, o comércio de Ciudad del Este sofre forte impacto, alterando toda a cadeia de mercadorias. Este fato não aponta para o fim desse comércio, mas para a formação de novos rumos para pessoas e bens. / Starting from the concept of 'global commodity chain', this thesis discusses the formal and informal system of production and circulation of Chinese goods - cheap and fake goods - in the circuit China-Paraguay-Brazil, based on a multi-sited ethnography carried out in Ciudad del Este (Paraguay) and in Guangdong Province (China). Since the 17th century, Guangdong has had a vocation for foreign trade, as well as for copy production. The current reforms from the opening up of economy have improved the old qualities of that market. The cheap price of Chinese commodities is due to several reasons. On the one hand, there is a system based on intensive labor force under precarious conditions. On the other hand, there is a web composed by personal ties - guanxi - that legitimate and sustain this development model trough reciprocity between entrepreneurs and authorities, the new elite of the country. The boom of Guangdong induces a flow of people and commodities in a global level. In Paraguay, Chinese immigrants use the advantages of their Chinese citizenship, and import goods in order to resell them to a wider consumer public from South America. Besides commodities, the immigrants bring their lifestyles and their conceptions of work - which also refer to the importance of particularistic ties. Due to a set of controlling policies at the Brazil/Paraguay border, the trade of Ciudad del Este has suffered a strong impact, changing the whole structure of the commodity chain. This fact does not suggest the end of the trade, but the creation of new directions for people and goods.

Tendo como norte a idéia de uma "cadeia global de mercadoria", esta tese discute o sistema formal e informal de produção e circulação de bens chineses - bugigangas e cópias - no circuito China-Paraguai-Brasil, a partir de uma etnografia multissituada realizada em Ciudad del Este, no Paraguai, e na Província de Guangdong, na China. Desde o século XVII, Guangdong tem vocação para o comércio exterior, bem como para a produção de cópias. As recentes reformas trazidas pela abertura econômica otimizaram as qualidades desse antigo mercado, formando um dos maiores pólos fabris do mundo. O preço baixo das mercadorias é viabilizado graças a uma série de fatores. De um lado, há a manutenção do trabalho intensivo sob precárias condições; de outro, há uma malha composta por laços pessoais - guanxi - que legitima e sustenta esse modelo desenvolvimento através da reciprocidade entre empresários e autoridades - a nova elite do país. O boom da região produtora estudada induz um fluxo de pessoas e mercadorias em nível planetário. No Paraguai, imigrantes chineses aproveitam as oportunidades do crescimento da terra natal e importam bens para revenderem-nos a um público da América do Sul. Além de mercadorias, os imigrantes trazem seus modos de vida e suas concepções de trabalho, as quais versam igualmente sobre a importância do guanxi. Devido à atual fiscalização na fronteira Brasil/Paraguai, o comércio de Ciudad del Este sofre forte impacto, alterando toda a cadeia de mercadorias. Este fato não aponta para o fim desse comércio, mas para a formação de novos rumos para pessoas e bens. / Starting from the concept of 'global commodity chain', this thesis discusses the formal and informal system of production and circulation of Chinese goods - cheap and fake goods - in the circuit China-Paraguay-Brazil, based on a multi-sited ethnography carried out in Ciudad del Este (Paraguay) and in Guangdong Province (China). Since the 17th century, Guangdong has had a vocation for foreign trade, as well as for copy production. The current reforms from the opening up of economy have improved the old qualities of that market. The cheap price of Chinese commodities is due to several reasons. On the one hand, there is a system based on intensive labor force under precarious conditions. On the other hand, there is a web composed by personal ties - guanxi - that legitimate and sustain this development model trough reciprocity between entrepreneurs and authorities, the new elite of the country. The boom of Guangdong induces a flow of people and commodities in a global level. In Paraguay, Chinese immigrants use the advantages of their Chinese citizenship, and import goods in order to resell them to a wider consumer public from South America. Besides commodities, the immigrants bring their lifestyles and their conceptions of work - which also refer to the importance of particularistic ties. Due to a set of controlling policies at the Brazil/Paraguay border, the trade of Ciudad del Este has suffered a strong impact, changing the whole structure of the commodity chain. This fact does not suggest the end of the trade, but the creation of new directions for people and goods.

Tendo como norte a idéia de uma "cadeia global de mercadoria", esta tese discute o sistema formal e informal de produção e circulação de bens chineses - bugigangas e cópias - no circuito China-Paraguai-Brasil, a partir de uma etnografia multissituada realizada em Ciudad del Este, no Paraguai, e na Província de Guangdong, na China. Desde o século XVII, Guangdong tem vocação para o comércio exterior, bem como para a produção de cópias. As recentes reformas trazidas pela abertura econômica otimizaram as qualidades desse antigo mercado, formando um dos maiores pólos fabris do mundo. O preço baixo das mercadorias é viabilizado graças a uma série de fatores. De um lado, há a manutenção do trabalho intensivo sob precárias condições; de outro, há uma malha composta por laços pessoais - guanxi - que legitima e sustenta esse modelo desenvolvimento através da reciprocidade entre empresários e autoridades - a nova elite do país. O boom da região produtora estudada induz um fluxo de pessoas e mercadorias em nível planetário. No Paraguai, imigrantes chineses aproveitam as oportunidades do crescimento da terra natal e importam bens para revenderem-nos a um público da América do Sul. Além de mercadorias, os imigrantes trazem seus modos de vida e suas concepções de trabalho, as quais versam igualmente sobre a importância do guanxi. Devido à atual fiscalização na fronteira Brasil/Paraguai, o comércio de Ciudad del Este sofre forte impacto, alterando toda a cadeia de mercadorias. Este fato não aponta para o fim desse comércio, mas para a formação de novos rumos para pessoas e bens. / Starting from the concept of 'global commodity chain', this thesis discusses the formal and informal system of production and circulation of Chinese goods - cheap and fake goods - in the circuit China-Paraguay-Brazil, based on a multi-sited ethnography carried out in Ciudad del Este (Paraguay) and in Guangdong Province (China). Since the 17th century, Guangdong has had a vocation for foreign trade, as well as for copy production. The current reforms from the opening up of economy have improved the old qualities of that market. The cheap price of Chinese commodities is due to several reasons. On the one hand, there is a system based on intensive labor force under precarious conditions. On the other hand, there is a web composed by personal ties - guanxi - that legitimate and sustain this development model trough reciprocity between entrepreneurs and authorities, the new elite of the country. The boom of Guangdong induces a flow of people and commodities in a global level. In Paraguay, Chinese immigrants use the advantages of their Chinese citizenship, and import goods in order to resell them to a wider consumer public from South America. Besides commodities, the immigrants bring their lifestyles and their conceptions of work - which also refer to the importance of particularistic ties. Due to a set of controlling policies at the Brazil/Paraguay border, the trade of Ciudad del Este has suffered a strong impact, changing the whole structure of the commodity chain. This fact does not suggest the end of the trade, but the creation of new directions for people and goods.

This master thesis is written as a guideline for successful business expansion to Chinese market. It describes the regional characteristics, which are important in order to understand the Chinese culture, since without proper understanding of the culture, all of its aspects and concepts such as Guanxi, no foreign firm will be able to succeed in China. Apart of the cultural analysis it also deals with the theory of expansion, how to correctly approach it, what are the possible entry modes and financial sources. I used three case studies, which provide real life experience with this issue from different points of view. The practical part of the thesis is primarily focused on financial industry in China, specifically on investment funds and what should be the necessary steps for any investment fund, which would like to expand to Chinese market.

In the global business environment, outsourcing and offshore outsourcing are strategies forfirms to handle the increasing competition in their specific market segments by utilizing the capabilities of other firms in order to gain competitive advantages. China has become animportant player on the global market and is an attractive country for Western firms’ offshore outsourcing initiatives. Even though outsourcing and offshore outsourcing havebeen discussed in the literature for a long period of time, firms are still not able to reach andfulfill their strategic goals and many offshore outsourcing projects fail. The purpose of this thesis is to deepen the existing literature regarding offshore outsourcing to China by considering the Chinese suppliers’ perspective on competitive priorities, which are thepriorities that firms organize the production by, in order to understand how the buying firmscan be more successful in the Chinese context and reach their strategic goals.

本研究的目的在於使用心理學與政治學當中，與組織變革相關的理論與實務研究，來探索在政黨歷經組織變革的過程．研究對象為國內第一大反對黨─民進黨． 本研究選擇了與心理學中有關的變項：次團體之間的互動，即民進黨中派系的互動；組織變革中領導者的角色；另外則是華人社會中受儒家思想影響極大的關係主義．由於派系之間的互動不論是在心理學或是政治學中的研究，都極為匱乏，對於民進黨的派系現象更是缺乏系統性的探討，因此本論文嘗試從質的研究著手，以派系互動為主要的變項，領導行為與關係主義為干涉變項，探索這些因素對於民進黨在組織變革過程中的影響．綜合以上，研究者提出兩個問題：第一，中國人是以情感為分類基礎，和研究對象主要以派系為分類基礎，其中的機制有何不同．第二，民進黨的黨主席屬於某一個派系，造成和部屬的互動對組織變革的影響，並探討五倫關係在此所扮演的角色為何． 使用方法以文件研究與半結構式的訪談為主，輔以研究者的參與觀察．經過半年的研究期間，得到的研究結果可分為五個方面：1.派系形成的原因與分析當中的結構因素；2.探索派系之間互動之前，先交代各別派系的基本特質，如成立的背景、結合的機制、組織的特色、代表人物等等；3.派系互動則以資源分配為例來討論；4.派系互動對組織變革的影響，根據Burke-Litwin的組織績效與變革模式當中的各因素，探討在民進黨的組織變革當中的調整或改變，並討論兩大干涉變項的影響；5.使用組織心理學對組織變革的研究回顧民進黨． 研究結論認為，每一個派系都有其組織的文化，而華人社會使用許久的五倫關係在當中必然有其影響，只是有程度上與優先順序上的不同．而這些不同也造成了在成員的屬性、私人關係的頻率、派系衝突解決方式、派系的約束力與對代表人的認同上的差異，這些派系差異所形成的競爭與合作，在仍處於反對黨的前提之下，原則上仍會以黨的整體利益為最優先的考量． 即使黨主席做為民進黨的領導者，也不能違反黨的最高精神──程序正義與公開透明．在這樣的原則之下，五倫關係就會適時地發揮其潤滑作用；反之，若黨主席以五倫關係作為決策的第一考量，則受到黨內各派系抵制的機會將會增加．由於在制度上刻意弱化黨主席權限，因此以黨主席為主的內外團體現象並不明顯．