This dissertation sets out to investigate the management of relationships in British-Chinese business settings. Whilst set in the frameworks of politeness theory and accommodation theory, this dissertation studies the management of relationships in British-Chinese business interactions from a more comprehensive perspective. It examines the sociocultural as well as the communicative behaviour of the interactions between British and Chinese business people, to explore how relationship issues were handled and how communicative as well as cultural/sociocultural strategies affected the management of relationships. This work is based primarily on research conducted in Britain during November-December 1996, June 1997, and November 1997, when three Chinese delegations were visiting a local engineering company in the southeast of England. For the purpose of this study, three kinds of data were collected: 1) video recordings of authentic meetings between British business people and their Chinese clients (including training sessions); 2) comments from subsequent interviews and playback sessions held with the British and Chinese participants; 3) field notes. This study has shown that a variety of aspects can be held accountable for the management of relationships in intercultural settings. On a macro level, linguistic features alone can not adequately explain the process of negotiating relationships in fonnal intercultural settings, it also involves the non-linguistic perspective. From a linguistic perspective, attending to face needs is not the sole agent for relational management. Accommodation and respect for sociality rights also play an important part in it. The thesis attempts to distinguish the self-claimed face (self-image) and the perceived face (public self-image) and explore their respective functions in the management ofrelationships. The research also claims that group face is more likely to surface in group-versus-group. individual (group identity marked)-versus-group, or individual (group identity marked)-versus-individual (group identity marked or unmarked) settings. This study also argues that communication accommodation theory should incorporate convergence, maintenance or divergence along the line of culture specific behaviour. It proposes a new conceptualisation of CAT that should involve both speech and non-speech accommodative features. This study shows that a wider range of perspectives are needed in order to investigate intercultural communication.

服務與行銷管理是在高度競爭市場中企業重視的課題，由於近年來資訊技術的發展，使得過去屬於較理想化的概念，如關係行銷、一對一行銷等，都可以獲得實現，新概念的體現就是客戶關係管理。 客戶與企業的互動模式多元且複雜，各家學者對客戶關係管理的面向觀察也不一，使得企業與軟體公司開發CRM系統功能的著眼點也不同。現今與客戶服務相關的整合、分析系統，大都著重在銷售的自動化或資料的分析，忽略了現階段企業與顧客的互動中，人員仍扮演重要的角色。基於彌補上述系統對人員支援不足的缺點，本研究提出一個基礎的應用於客戶服務的知識分享系統架構，目的是藉由知識管理理論的實踐，希望能保留企業與客戶互動過程中的服務經驗與知識，由這些訊息中可得知客戶較實際的需求，且經由企業內部知識交互作用，可激發出新的策略與構想；累積的經驗也可使新進人員較易上軌道，資訊的透通讓每位員工都能方便取得，也較能提供顧客齊一的服務。 本研究是經由文獻的探討與應對企業的實際需求，介定系統之參與者與系統操作功能，歸納提出上述知識分享系統之整體架構模型。本研究所提出之系統架構，僅是知識管理與客戶關係管理應用的一小部份，因此模型中除原知識分享系統的功能外，也加入與其他系統整合之介面。本研究後半部份是經由物件導向方法，對本研究所提出之系統架構，作模型分析與設計，所有結果均使用UML表示式與圖形呈現。最後本研究使用Java Base的系統開發工具，以信用卡服務為領域環境，建立一個本研究所提模型的雛形系統，驗證本研究之可行性。 關鍵字：知識管理、客戶關係管理、物件導向分析與設計、UML、Java / Service and market management are important works to enterprises in high competition market. Due to the great progress in information technology, service provider can use new promotion skill, for example: relationship marketing, one to one marketing. Interactive types between customers and enterprise are full of variety. Because Customer Relationship Management (CRM) isn't unique theory, CRM systems are focus on different purposes. Today, most of CRM systems were created for automatic sales, but forgot to give a proper support to people still the core of service cycle. Therefore, this thesis studied a knowledge management system how to work in customer service cycle. It gave functions for service employee support about experience sharing, strategy decision support, getting customers' knowledge, etc. Through the literature survey and the observation of enterprise operation, we first try to propose a model for knowledge sharing system applied to customer service. Next step, we used the object-oriented approach to construct detail objects for the proposed model. Finally, we developed a prototype on credit card service domain to show that how knowledge sharing could be attained in this system model. Keyword: Knowledge Management, Customer Relational Management, Object Orient Analysis & Design, UML, Java

Previous research has extensively studied growth and its effect on organizations. The general conception is that growth results in a need for professionalization within the organizations, in which the management processes are formalised. However, the growth’s and professionalization’s impact on organizational familiarity has not had significant research conducted. Previous research on the phenomenon has argued that professionalization has a negative effect on familiarity, and that the company loses its familiarity as a result. This study aims to explore and gain an understanding of this supposed relationship and how organizations can balance professionalism and familiarity. Additionally, it sets out to examine how organizations have managed their growth and how they have overcome the challenges which the growth has resulted in, with a particular focus on how the relationship between familiarity and professionalism has developed. The study has examined two companies which have experienced growth, and who were in two different phases of their professionalization process. Through interviews with relevant executives, in addition to their employees, the study examined how the growth had affected their business and its need for professionalization. Furthermore, the study has also explored the impact of growth and professionalization on the organizations’ familiarity, with the objective to understand what challenges the companies had faced due to these processes. The result of the study implies that the growth has a negative effect on the organizations’ familiarity, while the professionalization has positive effects with no apparent negative consequences. The professionalization has been a tool for organizations to keep their familiarity as well as to reinforce it. Furthermore the study’s results show that it is possible to formalize informal controls, and that this is an instrument which the organizations can use to strengthen their familiarity. The companies’ biggest challenge with growth and professionalization is the recruitment and socialization of new employees into the organizational culture, which has a clear effect on the organizations’ familiarity. / Tidigare litteratur har omfattat studerat tillväxten och dess inverkan på företag. Den generella uppfattningen är att tillväxten resulterar i ett behov av professionalisering inom företagen, i vilket styrningen formaliseras. Däremot har tillväxtens och professionaliseringens inverkan på familjariteten inom företag studerats i begränsad omfattning. Den tidigare litteratur som behandlat fenomenet har argumenterat för att professionaliseringen har en negativ inverkan på företags familjaritet, och att det resulterar i att organisationerna förlorar den familjaritet de tidigare präglats av. Studien syftar således till att undersöka och skapa förståelse för hur företag som växer kan balansera professionalism och familjaritet. Studien ämnar även undersöka hur organisationer hanterat tillväxten och hur de lyckats överkomma de problem som detta medfört, med särskilt fokus på hur relationen mellan familjaritet och professionalism utvecklats. Denna studie har undersökt två företag vilka båda upplevt tillväxt, och vilka befann sig i olika faser av deras professionaliseringsprocess. Genom intervjuer med organisationernas företagsledare såväl som anställda har studien undersökt hur tillväxten har påverkat företagen och vad den haft för inverkan på företagens behov av professionalisering. Studien har även behandlat tillväxtens och professionaliseringens inverkan på familjariteten inom företagen, samt vilka utmaningar som företagen upplevt till följd av denna process. Studiens resultat tyder på att tillväxten har en negativ inverkan på företagens familjaritet, men att professionaliseringen endast har positiva effekter. Professionaliseringen har varit ett verktyg för företagen att bevara familjariteten och även förstärka denna. Vidare visar studiens resultat att det är möjligt att formalisera den informella styrningen, och att detta är ett verktyg vilka företagen kan använda för att stärka familjariteten. Företagens största utmaning vid tillväxt och professionalisering är rekryteringen och socialiseringen av de nyanställda mot företagets kultur, vilket har en tydlig inverkan på företagets familjaritet.

本研究以非營利組織策略合作為主題，以策略性思維，嘗試探索較能解釋非營利組織策略合作型式選擇決策之合作內涵特性，且以此發現為基礎，從較具解釋效果之合作內涵特性分析，進一步針對非營利組織策略合作之價值共創與關係管理機制，探索較具策略管理意涵之機制變數，以建構本研究所欲探討之非營利組織策略合作型式選擇模式，以及價值共創與關係管理機制之概念模式，並提出規範性之命題。 　　為此，本研究選擇了具有近百年歷史且經營模式獨特之台灣農會（會員導向之擬公法人商業－互益型非營利組織）作為研究對象，結合非營利組織與營利組織之相關理論及文獻，針對實務現象進行分析。由於所欲探討主題屬特定現象之初期探討，本文採質性多重個案研究設計，針對由三家（含）以上農會所參與組成之聯盟機構蒐集資料，並以聯盟機構或策略合作網絡之主導機構為主體之組織間合作關係為分析單位，進行資料蒐集及探索性研究。 　　首先，歸納文獻與實務現象觀察結果，本研究依非營利組織策略合作「是否共組獨立機構」及「是否採非營利性」兩項選擇決策，將聯盟機構歸納分類成四種策略合作型式：非營利性合營機構、營利性合資機構、非營利性聯盟及營利性聯盟，此項分類方式也作為本研究後續進行個案分析之基礎。 　　由於不同策略合作型式傾向採取不同之組織原理與思考邏輯，本研究認為非營利組織(農會)進行策略合作，若要持續共同創造所欲追求之價值並妥善管理組織間關係，應策略性地選擇較能發揮效能之合作型式，再據以設計其價值共創與關係管理機制。因此，本研究之個案分析分成兩個階段進行，第一階段個案研究主要嘗試從實務個案資料分析歸納較能解釋不同策略合作型式之合作內涵特性變數；第二階段個案研究主要聚焦探討「非營利性聯盟」及「非營利性合營機構」兩種非營利性質之合作型式，並以第一階段有關合作內涵特性變數之發現為基礎，進一步探索兩種合作型式之價值共創與關係管理機制變數。 　　本研究第一階段個案分析歸納發現，如果合作內涵涉及高度業務可切割性及高度關係專用資產投入必要性時，較宜採取共組獨立機構之合作型式；反之，如果合作內涵涉及低度業務可切割性或低度關係專用資產投入必要性時，較宜採取不共組獨立機構之合作型式。另外，如果合作內涵涉及高度投入共同性、低度投入可衡量性、高度產出共同性或低度產出可衡量性時，較宜採取非營利性之合作型式；然而，如果合作內涵涉及低度投入共同性、高度投入可衡量性、低度產出共同性或高度產出可衡量性時，較宜採取營利性之合作型式。 　　至於第二階段有關價值共創機制之個案分析發現，如果合作內涵涉及低度業務可切割性時，非營利性聯盟可以採取幾項價值共創機制：合作夥伴專業分工、合作夥伴選擇、任務小組負責人選派制度、合作夥伴創新能力、外部資源有效分配方式，以及外部專家專業諮詢；相對地，合作內涵涉及高度業務可切割性時，非營利性合營機構可以透過專業團隊經營、董(理)監事選聘制度、領導人甄選制度、創新經營模式、組織設計決策管理與控制分離政策，以及設立外部獨立董(理)監事等機制來營造彼此價值共創之氛圍。 　　如果合作內涵涉及低度關係專用資產投入必要性時，要有效利用合作夥伴既有資源及外部取得資源以共同營造合作網絡之綜效價值，非營利性聯盟可以採取幾項價值共創機制：任務小組負責人選派制度、資源有效利用方式、合作夥伴之資源與技術有效整合，以及合作夥伴網絡關係運用；相對地，合作內涵涉及高度關係專用資產投入必要性時，非營利性合營機構可以採取董(理)監事選聘制度、具體資源運用計畫、合營機構領導人組專業團隊之權力，以及有效專業服務平台等價值共創機制。 　　針對關係管理機制之探討，經個案分析發現，如果合作內涵涉及高度投入共同性時，兩種非營利性質之策略合作型式可以透過可接受之合作規範、建立共同標準、資訊對等溝通，以及能力不足補救措施來提升合作夥伴配合共同投入意願。合作內涵涉及低度投入可衡量性時，可以賦予投入較多之合作機構主導資源利用方向之決策權以維持其投入意願；涉及高度產出共同性時，可以透過共同品質控管、不符標準產出配套處理措施及外部誘因來提升合作夥伴配合共同產出要求之意願；至於涉及低度產出可衡量性時，可以透過目標達成度評核措施、外部專家專業認定及可接受之利益分配方式來協調合作夥伴關係。 　　過去文獻對非營利組織之合作關係，較少以策略性思維進行探討，本研究之發現可延伸應用並補強現有合作相關理論與文獻對非營利組織間合作有關實務現象之解釋，對未來有關非營利組織合作關係之研究，也提供另一個思考方向；加上組織間策略合作也是當前政府輔導農民團體因應台灣加入WTO後之政策加強重點，本研究配合組織思索轉型所需，實務上期能提供農會研擬組織間合作策略及政府推動農民團體輔導政策之參考。 / Strategic cooperation is taken as an alternative resort for solving problems facing non-profit organizations (NPO) which suffer a bottleneck in operations resulting from mounting resource scarcity and external threats. It is especially deemed so for farmers’ associations in Taiwan, which were closely associated with the development of agriculture on the island in the past century and have been seriously affected after Taiwan entered the World Trade Organizations（WTO）in 2002. Given this understanding, we conduct a two-phase study to observe the phenomena by studying farmers’ associations in Taiwan. Research 1 attempts to explore the cooperation characteristics which can most explain the decision on strategic cooperation types chosen by at least 3 farmers’ associations in each network. Research 2, based on the findings of Research 1, attempts to explore the value-co-creating and relation-maintaining mechanisms for such relations. As part of the methodology, we apply an exploratory multiple-case-study design and refer to NPO and PO (for-profit organization) literature for analytical induction. Prior to the case study, we first categorize the NPO strategic cooperation relations into four types: Non-profit joint operations, for-profit joint ventures, non-profit alliances and for-profit alliances. This categorization made in accordance with literature review and observed phenomena serves as a basis for our further research. In Research 1, we examine 5 theoretically sampled cases and find out 2 characteristics variables which can most explain the decision on whether to organize an independent institution, and 4 variables which can most explain the decision on whether to keep the cooperation for non-profit purpose or change it into for-profit relations. According to our findings, if cooperation involves high business separability and high necessity for relation-specific asset input, we suggest a choice for organizing another new independent institution (i.e. non-profit joint operations or for-profit joint ventures). If cooperation involves low business separability and low necessity for relation-specific asset input, we suggest a choice for not organizing an independent institution (i.e. non-profit alliances or for-profit alliances). In terms of the “non-profit or for-profit” decision, if cooperation involves high input commonality, low input measurability, high output commonality and low output measurability, we suggest a non-profit choice (i.e. non-profit joint operations or non-profit alliances). If cooperation involves low input commonality, high input measurability, low output commonality and high output measurability, we suggest a for-profit choice (i.e. for-profit joint ventures or for-profit alliances). For the second research, we focus our study on the two non-profit cooperation types and examine 8 theoretically sampled cases including 5 non-profit alliances and 3 non-profit joint operations. We explore the value-co-creating mechanisms by analyzing case data from the two characteristics variables which can most explain the “organizing an independent institution or not” decision in consideration that the two studied types take different cooperation forms and may apply different mechanisms for co-creating synergetic value in the network. Meanwhile, we explore the relation-maintaining mechanisms from the four characteristics variables which can most explain the “non-profit or for-profit” decision because the two studied types is of non-profit nature and involve high input commonality, low input measurability, high output commonality and low output measurability. It is of strategic significance to heighten partners’ will for continued cooperation in such non-profit relations. Our findings of the value co-creating mechanisms suggest 6 mechanism variables for the non-profit alliances and non-profit joint operations, respectively, depending on their levels of business separability. Analysis from the characteristics of necessity for relation-specific asset input, in similar manner, suggests 4 variables for the two studied types, respectively. In the exploration of relation-maintaining mechanisms, results suggest 4 mechanism variables for the non-profit types if cooperation involves high input commonality, 1 variable for relations involving low input measurability, 3 variables for relations involving high output commonality, and 3 variables for relations involving low output measurability. Although there may be many mechanisms which can help partners to co-create value and maintain relations in their cooperation, this research attempts to explore only the variables which can be of more strategic significance for the two focus types. Following our findings in Research 1 and 2, we provide normative propositions and build a decision-making model for the choice of strategic cooperation types and another integrative conceptual model of the value-co-creating and relation-maintaining mechanisms for non-profit alliances and joint operations. Farmers’ associations, which boast of a history of nearly 100 years in Taiwan, are unique in their business models as compared to other non-profit organizations. On top of that, NPO inter-organizational cooperation relations are seldom examined from strategic perspective. Theoretically speaking, findings of this dissertation can further extend and supplement the explanation and the application of present theories and literature to the phenomena in this regard. Implications and recommendations for managerial practices of inter-organizational cooperation among farmers’ associations are also discussed.