科技部專題研究計畫主持人
MOST-105-2410-H-309-011-SSS
衝突處理風格與有利於組織的不倫理談判行為: 採購人員的實證研究
The association between conflict handling styles and unethical pro-organizational negotiation behavior: An empirical study of purchasing professionals
科技部
Ministry of Science and Technology
長榮大學
Chang Jung Christian University
何怡慧
Yi-Hui Ho
長榮大學國際企業學系
Department of International Business, Chang Jung Christian University
何怡慧
06-2785123轉2158
vicky@mail.cjcu.edu.tw
計畫執行期間起:2016-08-01
計畫執行期間迄:2017-07-31
2016-10-01
2017-06-30
台灣及中國大陸採購人員
1
003,004,006,007
01
採購倫理;有利於組織的不倫理談判行為;衝突處理風格;台灣;大陸
Purchasing Ethics;Unethical Pro-organizational Negotiation Behavior;Conflict Handling Styles;Taiwan;China
談判是企業採購人員於進行採購或遇到採購衝突時經常發生的情況,採購談判倫理一向被視為是企業維持長期且緊密買賣關係的重要條件。採購談判的倫理議題雖然日益受到關注,但至目前為止,鮮少研究探討採購人員有利於組織的不倫理談判行為;過去的研究均假設採購人員的不倫理行為係試圖傷害組織利益。然而,在某些情況,員工可能是為了讓組織獲得利益,才進行不倫理行為,此稱之為有利於組織的不倫理行為。為了彌補此一研究缺口,本研究計畫試圖探討採購人員之有利於組織的不倫理談判行為。採購與供應雙方在進行採購活動的過程中,常無法避免意見衝突的發生,所以採購人員的衝突處理風格無疑地將影響採購與供應兩方的關係。因此,了解採購人員的衝突處理風格與有利於組織的不倫理談判行為之關係,有其必要性。以往研究曾對不倫理的採購談判進行探索,然而,並無相關研究針對採購人員的衝突處理風格與有利於組織的不倫理談判行為進行關聯性研究。因此,本研究計畫將以台灣及中國大陸的採購人員為研究對象,探討兩地採購人員的衝突處理風格與有利於組織的不倫理談判行為之關係,以及比較台灣與中國大陸採購人員在有利於組織的不倫理談判行為的差異。研究結果發現台灣與中國大陸採購人員在有利於組織的不倫理談判行為有顯著差異,衝突處理風格與有利於組織的不倫理談判行為有顯著相關。本研究的結果將有助於企業與學術界了解採購人員衝突處理風格與有利於組織的不倫理談判行為之關係。
Negotiation occurs all the time in business purchasing activities and is inevitable for purchasing professionals when encountering purchasing conflicts. Purchasing negotiation ethics is considered the vital requirement in maintaining close buyer-supplier relationships. Issues on purchasing negotiation ethics have gained growing attention; nevertheless, little attention was paid to the study of purchasing professionals’ unethical pro-organizational negotiation behavior. Past research often assumed purchasing professionals’ unethical activities are intended to harm organizations. However, engagement in some unethical activities may be intended to benefit organizations, known as unethical pro-organizational behavior. To fill the research gap, this project attempts to explore purchasing professionals’ unethical pro-organizational negotiation behavior. Conflicts between the buyers and suppliers are commonly occurred during the purchasing negotiation activities. The ways purchasing professionals handle conflicts may influence buyer-supplier relationships. Therefore, it is essential to understand the association between purchasing professionals’ conflict handling styles and unethical pro-organizational negotiation behavior. Previous studies have investigated unethical purchasing negotiation; however, none of them analyzed the association between conflict handling styles and unethical pro-organizational negotiation behavior. As a result, this project takes purchasing professionals in Taiwan and China as research subjects to investigate the association between conflict handling styles and unethical pro-organizational negotiation behavior. The project also explores the difference in unethical pro-organizational negotiation behavior between purchasing professionals in Taiwan and China. Research findings reveal that significant differences in unethical pro-organizational negotiation behavior exist between purchasing professionals in Taiwan and China, and there are significant associations between conflict handling styles and unethical pro-organizational negotiation behavior. Findings of the study can contribute to the research on the impact of conflict handling styles on unethical pro-organizational negotiation behavior of purchasing professionals.
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