Rozprawy doktorskie na temat „Supplier–purchaser relationships”

La présente étude s'est concentrée sur les réponses des professionnels des achats et de la chaîne d'approvisionnement face à 18 situations éthiques de référence. La thèse menée a émis l'hypothèse que les démographie personnelle et organisationnelle, religiosité, idéologies éthiques, puissance morale, et intensité morale sont liées aux quatre étapes de la prise de décision éthique (Jones, 1991) l'importance perçue de la question éthique, la reconnaissance, le jugement et l'intention dans un contexte d'achat. L'étude actuelle utilise principalement un modèle de recherche expérimentale de type quantitatif. Tout d'abord, six scénarios représentant six dimensions de l'intensité morale ont été construits et validés par des discussions avec des experts en achats. Les dimensions de l'intensité morale ont été manipulées par des scénarios. Les réponses ont été recueillies auprès de 364 professionnels des achats pour les six scénarios en réalisant une enquête. En ce qui concerne la vérification des hypothèses, l'étude actuelle a utilisé des statistiques univariées et multivariées pour analyser les données. L'analyse de variance a révélé des résultats significatifs en ce qui concerne l'intensité morale, la religiosité, les idéologies éthiques et potencé morale, qui sont hétérogènes en fonction des caractéristiques démographiques personnelles et organisationnelles. De plus, l'analyse de la méthode des équations structurelles a largement confirmé que l'intensité et puissance morale sont les antécédents clés des étapes de prise de décision éthique, soit indépendamment, soit dans le cadre nomologique de prise de décision éthique (importance perçue, reconnaissance, jugement et intention)
The present study focused on responses of purchasing and supply chain professionals faced with certain ethical situations. Individual (personal demographics, religiosity, ethical ideologies), psychological (moral potency), issue contingent (moral intensity), and organizational (firm size, activity, code of ethics) variables are hypothesized to the four stages of ethical decision making (EDM) including perceived importance of ethical issue, recognition, judgment, and intention in a purchasing context. The current study majorly employed a quantitative experimental research design. Firstly, six purchasing scenarios representing six dimensions of moral intensity were constructed and validated through detailed discussions with purchasing experts. Moral intensity dimensions were manipulated through scenarios. Responses were collected from 364 purchasing professionals for all six scenarios by conducting a survey. Firstly, all categorical variables and manipulations were examined through ANOVA. Then overall model was then tested in a multivariate space by using SEM path analysis for all six scenarios. The variance analysis revealed significant findings for moral intensity, religiosity, ethical ideologies, and moral potency and are heterogeneous across personal and organizational demographics. Moreover, the SEM analysis largely confirmed that moral intensity and moral potency are the key antecedents to EDM stages either independently or in the nomological serially mediated framework of EDM (perceived importance, recognition, judgment, and intention). Finally, the present research concluded with future directions for researchers and implications for managers as well

Mestrado em Gestão/MBA
Nos últimos anos tem existido um interesse crescente no papel estratégico das compras para o desempenho das empresas. Em vez de ser uma actividade meramente administrativa, é hoje reconhecido que a natureza das interfaces entre uma empresa e os seus fornecedores pode ter um impacto substancial nos processos de racionalização e desenvolvimento não apenas na empresa como em parte da rede em que está inserida. Na presente dissertação, e através de um estudo de casos múltiplos, pretende-se avaliar como é que uma empresa se tem inserido na rede, olhando em particular, para o seu tipo de orientações de compras e para a natureza das interfaces que estabelece com os fornecedores. Pretende-se avaliar também como e em que medida é que as orientações e as interfaces reflectem o tipo de problemas e desafios enfrentados pelos gestores de compras, como representantes das empresas clientes, e a natureza das soluções que procuram obter junto dos fornecedores. Verificou-se que existem vários tipos de relacionamentos entre a empresa focal e respectivos fornecedores, variando na sua natureza e interdependência com os relacionamentos entre a empresa focal e os utilizadores finais das ofertas. Uma dimensão importante desta variedade reside nas interfaces relacionais com os fornecedores, variando entre interfaces estandardizadas e interfaces mais complexas, nalguns casos deixando em aberto quem assegura o papel de integrador na implementação de soluções nos utilizadores finais.
In the last years there has been a growing interest in the strategic role of the purchases for the enterprises performance. Instead of being a solely clerical activity, today it is recognized that the nature of the interfaces between a company and its suppliers can have a potential impact in the rationalization and development processes not only in the company but also in the network where it is embedded. In the present thesis, and through a multiple case studies, it is intended to evaluate how a company is embedded in its network, particularly, to analyse its type of purchase orientations and nature of the interfaces that establishes with the suppliers. It is also intended to evaluate how and in what way the orientations and interfaces reflect the type of problems and challenges faced by the purchase managers who represent the company customers, and the nature of the solutions that try to obtain near the suppliers. It has been verified that exist several types of relationships between the company and its suppliers, varying in its nature and interdependency with the relationships between the company and the final-users of the purchases. One important dimension of this diversity relies on the interfaces with the suppliers, ranging from standard interfaces to more complex interfaces; in some cases keeping opened who assures the role of integrator in the solutions implementation in the end customers.

Mestrado em Gestão e Estratégia Industrial
Uma perceção adequada das expectativas dos compradores é geralmente uma condição importante para a construção de relacionamentos colaborativos, e de longo prazo, mais do que apenas uma relação puramente transacional. O presente estudo visa analisar as dimensões de valor percebidas por gestores de compras, no setor da hotelaria e do turismo, no relacionamento com os seus fornecedores. Com esse propósito, foram realizadas entrevistas com gestores de seis hotéis independentes em território nacional, e um hotel de cadeia internacional, mas sito também em Portugal, com o intuito de caracterizar as dimensões de valor do relacionamento. Assim sendo, foram identificadas oito dimensões de valor no relacionamento comprador-fornecedor. Os resultados indicam também que os benefícios do relacionamento desempenham um papel mais preponderante para os compradores, do que os custos do relacionamento estratégico de compras, mas não se repercute necessariamente em todos os casos. Os resultados indicam ainda que, os principais pressupostos considerados divergem conforme a complexidade da oferta, bem como perante o envolvimento na relação.
An adequate perception of buyers' expectations is generally an important condition for building collaborative and long-term relationships, more than just a purely transactional relationship. This study aims to analyze the dimensions of value perceived by purchasing managers, in the hospitality and tourism industry, at the relationship with their suppliers. With this purpose, interviews were conducted with managers of six independent hotels in the national territory, and an international chain hotel, but also located in Portugal, to characterize the relationship's value dimensions. Therefore, eight dimensions of value were identified in the buyer-supplier relationship. The results also indicate that the benefits of the relationship play a more important role for buyers, than the costs of the strategic purchasing relationship, but it does not necessarily have repercussions in all cases. The results also indicate that the main assumptions considered differ according to the complexity of the offer, as well as the involvement in the relationship.
info:eu-repo/semantics/publishedVersion

International companies are increasingly taking advantage of the benefits of globalisation such as continuous improvement in transport and communication technologies that in turn lower transportation costs and decrease logistical difficulties. However, the international environment includes business uncertainty in the form of exchange rate volatility as well as political and economic issues. Moreover, ongoing reduction of trade barriers is reversing the previous tendency to integrate business vertically, shifting international business schemes towards outsourcing all except what the company consider its core competence. Supply chain management is a strategic concept that considers the behavioural and political dimensions of conflict and dependence at the purchaser-supplier interface. Nevertheless, there is substantive ambiguity regarding its actual practice. Furthermore, although international purchasers are increasingly becoming more important, the purchasing si de of international trade remains largely ignored in empirical research. This study focuses on understanding the complexity surrounding the commercial relationship between purchasing executives and foreign suppliers. The aim is to investigate what key factors are associated with uncertainty at the cross-national purchaser-supplier interface. Of interest to this research is how purchasing executives deal with those variables. The literature review addresses the discussions of the constructs as it informs the development of hypotheses investigating patterns arising from their interactions. The result was a theoretically driven model addressing the complexity of the purchaser-supplier interface. A survey was conducted to collect data from the membership of a nation-wide professional body of Australian purchasing executives. The richness of the management reality was approached by having recourse to systems theory and the realism paradigm. The model was tested and discussed using structural equation modelling, the supply chain management literature and the responses and comments of the participating purchasing executives buying from over twenty countries. xxii The results include purchaser�s perceptions regarding five latent variables and their concurrent interactions within the uncertainty surrounding international trade. The factors are culture affinity, the strength of the commercial relationship, quality reliability, ISO 9000 certification and the country of origin effect. Findings indicate that culture affinity is particularly important for purchasing executives and that it is a significant driver of the commercial relationship with foreign suppliers of manufacturing products. Nevertheless, culture affinity does not significantly influence perceptions of quality reliability. In contrast, commitment, cooperation and conflict management have a significant influence when assessing foreign supplier�s quality reliability. Trust, traditionally seen as a social aspect of the commercial relationship, was found structurally embedded in the perceptions of quality reliability together with technical dimensions of quality. The commercial relationship between Australi an purchasing executives and foreign suppliers was found to have a high level of maturity. However, the purchasers showed no orientation towards commercial equity, and cooperation was found to be incomplete, overlooking working on cost optimisation. Further, a level of commercial partnership has not been established. It is suggested that a relational approach in the international supply chain is a necessary, but insufficient, condition to progress to the level of commercial partnerships. The study shows that Australian purchasers� perceptions regarding ISO 9000 are surrounded by controversy. However, the Standard is still considered a credible quality management system tool that enhances supplier�s competitive position. Additionally, the majority of the Australian purchasing companies were not engaged in a low-cost country sourcing strategy. Overall, it can be said that the country of origin effect and ISO 9000 certification did not have a significant influence on quality perceptions within the context of an uncertain international environment. By taking a multivariable and multidisciplinary perspective, this research contributes to a deeper understanding of mature commercial relationships in the international supply chain. The findings provide valuable information that assists organisations to tune or balance the supply management philosophy principles in the uncertainty associated with global trade.

This diploma thesis addresses a project of evaluating the selection of a supplier for purchase of a chosen commodity. The theoretical part describes general methodologies of supplier evaluation and selection. It also includes information on the production process and commodity purchase. The analytical part focuses on evaluation and selection of a supplier based on a point rating, where the output is a recommendation of the best supplier, which receives the highest number of points.

Diploma thesis deals with the current suppliers rating methodology at the company IMI Precision Engineering, focusing on the rating of specific suppliers and their groups. The aim of this thesis is to improve the existing suppliers output evaluation process and to suggest potential improvements of supplier-customer relationships in general.

Topic of magister thesis is „Design of purchasing management to achieve high added value for the customer. Thesis is based on analyses of current situation, internal data, cooperation with employees of departments from Purchasing, Planning and Logistics. Suggestions are focused on decreasing value of inventory with positive impact on customers in company PODNIK s.r.o. Suggestions will be used as an inspiration for management for developing new strategy of management of supplier-customer relationship.

This dissertation work is focused on issues related to a purchasing process in business subjects. It examines issues related to an evaluation of suppliers for a particular order. It also deals with issues within supplier-purchaser relationship, its creation and management through the SCM - Supply Chain Management. The topic of this thesis is very progressive as the selection and the evaluation of the suppliers is a very important factor in the terms of purchase and purchase expenses. A good management of the supplier-purchaser relationship can save expenses to business subjects. The elaboration of this dissertation thesis used not just theoretical findings acquired from the Czech and international literature, but also findings from surveys. The primary survey was carried out through the quantitative research, in particular research questionnaires. The findings from the primary survey were evaluated through the application Microsoft Excel and UNISTAT ® Statistical Package Version 5.6.06 Light. The acquired results were used to define the most important factors, which affect an evaluation of suppliers as well as an evaluation of the SCM in companies and data about purchases in companies. In addition the findings from the research questionnaires helped to evaluate the appointed hypothesis of the dissertation thesis. A partial outcome of the dissertation thesis is the proposal of the methodology of the evaluation of new and current suppliers including the weighting of individual evaluation parameters. For a common suppliers’ evaluation, an evaluation frequency is set by the importance of supplied material. Additionally, it methodologically describes how to evaluate supplier in time for day-to-day supply and for one-off supply. An additional partial outcome is the proposal of the methodology for an evaluation of a level of the SCM. The conclusion of the dissertation thesis is dedicated to the summary of findings, discussion of preconditions for implementation of the proposed methodology to real situations and possibilities of an additional scientist work in appropriately related subjects.

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This research is part of the field of organizational studies, focusing on organizational purchase behavior and, specifically, trust interorganizational at the purchases. This topic is current and relevant by addressing the development of good relations between buyer-supplier that increases the exchange of information, increases the length of relationship, reduces the hierarchical controls and improves performance. Furthermore, although there is a vast literature on trust, the scientific work that deal specifically at the trust interorganizational still need further research to synthesize and validate the variables that generate this phenomenon. In this sense, this investigation is to explain the antecedents of trust interorganizational by the relationship between the variable operational performance, organizational characteristics, shared values and interpersonal relationships on purchases by manufacturing industries, in order to develop a robust literature, most consensual, that includes the current sociological and economic, considering the effect of interpersonal relationships in this phenomenon. This proposal is configured in a new vision of the antecedents of interorganizational trust, described as significant quantitative from models Morgan and Hunt (1994), Doney and Cannon (1997), Zhao and Cavusgil (2006) and Nyaga, Whipple, Lynch (2011), as well as qualitative analysis of Tacconi et al. (2011). With regard to methodological aspects, the study assumes the form of a descriptive, survey type, and causal trace theoretical and empirical. As for his nature, the investigation, explicative character, has developed a quantitative approach with the use of exploratory factor analysis and structural equation modeling SEM, with the use of IBM software SPSS Amos 18.0, using the method of maximum verisimilitude, and supported by technical bootstraping. The unit of analysis was the buyer-supplier relationship, in which the object under investigation was the supplier organization in view of the purchasing company. 237 valid questionnaires were collected among key informants, using a simple random sampling developed in manufacturing industries (SIC 10-33), located in the city of Natal and in the region of Natal. The first results of descriptive analysis demonstrate the phenomenon of interorganizational trust, in which purchasing firms believe, feel secure about the supplier. This demonstration showed high levels of intensity, predominantly among the vendors that supply the company with materials that are used directly in the production process. The exploratory and confirmatory factor analysis, performed on each variable alone, generated a set of observable and unobservable variables more consistent, giving rise to a model, that needed to be further specified. This again specify model consists of trajectories was positive, with a good fit, with a composite reliability and variance extracted satisfactory, and demonstrates convergent and discriminant validity, in which the factor loadings are significant and strong explanatory power. Given the findings that reinforce the model again specify data, suggesting a high probability that this model may be more suited for the study population, the results support the explanation that interorganizational trust depends on purchases directly from interpersonal relationships, sharing value and operating performance and indirectly of personal relationships, social networks, organizational characteristics, physical and relational aspect of performance. It is concluded that this trust can be explained by a set of interactions between these three determinants, where the focus is on interpersonal relationships, with the largest path coefficient for the factor under study
Esta pesquisa se insere no campo dos estudos organizacionais, focalizando o comportamento de compra organizacional e, de forma espec?fica, a confian?a interorganizacional nas compras. Esse tema ? atual e relevante por abordar o desenvolvimento de boas rela??es entre comprador-fornecedor que amplia a troca de informa??es, aumenta o tempo de relacionamento, reduz os controles hier?rquicos e melhora o desempenho. Al?m disso, embora exista uma vasta literatura sobre confian?a, os trabalhos cient?ficos que tratam especificamente da confian?a interorganizacional ainda carecem de mais pesquisas que sintetizem e validem as vari?veis geradoras desse fen?meno. Nesse sentido, essa investiga??o consiste em explicar os antecedentes da confian?a interorganizacional pela rela??o entre as vari?veis desempenho operacional, caracter?sticas organizacionais, compartilhamento de valores e relacionamento interpessoal nas compras realizadas pelas ind?strias de transforma??o, a fim de desenvolver uma literatura robusta, mais consensual, que contemple as correntes sociol?gicas e econ?micas, considerando o efeito das rela??es interpessoais nesse fen?meno. Essa proposta se configura em uma nova vis?o dos antecedentes da confian?a interorganizacional, descritos como significativos com base nos modelos quantitativos de Morgan e Hunt (1994), Doney e Cannon (1997), Zhao e Cavusgil (2006) e Nyaga, Whipple, Lynch (2011), bem como da an?lise qualitativa de Tacconi et al. (2011). No que se refere aos aspectos metodol?gicos, o estudo assume a forma de uma pesquisa descritiva, do tipo survey, e causal de cunho te?rico emp?rico. Quanto ? sua natureza, a investiga??o, de car?ter explicativo, se desenvolveu em uma abordagem quantitativa, com o uso da an?lise fatorial explorat?ria e da modelagem de equa??es estruturais SEM, com o recurso do software IBM SPSS Amos 18.0, utilizando o m?todo da m?xima verossimilhan?a e apoiada pela t?cnica de bootstraping. A unidade de an?lise foi a rela??o comprador-fornecedor, em que o objeto investigado era a organiza??o fornecedora na vis?o da empresa compradora. Foram coletados 237 question?rios v?lidos, entre os informantes-chaves, utilizando uma amostragem aleat?ria simples desenvolvida nas ind?strias de transforma??o (CNAE 10 a 33), localizadas na cidade do Natal e na regi?o da Grande Natal. Os primeiros resultados das an?lises descritivas demonstram o fen?meno da confian?a interorganizacional na qual as empresas compradoras acreditam, se sentem seguras em rela??o ? empresa fornecedora. Essa manifesta??o apresentou altos n?veis de intensidade, com predomin?ncia entre os fornecedores que suprem a empresa com os materiais que s?o utilizados diretamente no processo produtivo. As an?lises fatoriais explorat?rias e confirmat?rias, realizadas em cada vari?vel isoladamente, geraram um conjunto de vari?veis observ?veis e n?o observ?veis mais consistentes, que juntas formaram um modelo que precisou de reespecifica??o. Esse modelo reespecificado foi constitu?do por trajet?rias positivas, com bom ajustamento, com confiabilidade composta e vari?ncia extra?da satisfat?rias, assim como demonstra validade convergente e discriminante, nas quais as cargas fatoriais s?o significativas e com forte poder explicativo. Diante das constata??es que refor?am o modelo reespecificado aos dados, sugerindo uma elevada probabilidade de que esse modelo seja o mais ajustado para a popula??o em estudo, os resultados suportam a explica??o de que a confian?a interorganizacional nas compras depende diretamente do relacionamento interpessoal, do compartilhamento de valores e do desempenho operacional e indiretamente das rela??es pessoais, redes sociais, caracter?sticas organizacionais, aspecto f?sico e relacional do desempenho. Conclui-se que essa confian?a pode ser explicada por um conjunto de intera??es entre esses tr?s determinantes, nos quais o ponto central recai sobre o relacionamento interpessoal, que apresentou o maior coeficiente de trajet?ria para o fator em estudo

La presente tesis se centra en analizar las herramientas de ingeniería industrial que permitan incrementar el nivel de servicio interno en el proceso de abastecimiento logístico en una empresa del sector minero y con el entorno económico de los últimos 10 años. La hipótesis plantea la implementación de un sistema de control de inventarios y de la gestión de relación con los proveedores. El trabajo está compuesto de cuatro capítulos. En el primero se analizó el marco teórico y los casos de éxito. En el segundo, se abordaron temas como: antecedentes y procesos generales y logísticos de la organización, definición del problema y sus causas, el impacto económico y el planteamiento del objetivo general y específico. Por su parte, el tercer capítulo se dividió en dos etapas: la primera correspondiente al diseño de la metodología y en la segunda etapa el desarrollo de la propuesta. Finalmente, en el cuarto capítulo, se incluyó el presupuesto de recursos, el análisis financiero de riesgos y la elaboración del flujo de caja respectivo; asimismo, se validó la propuesta por medio de la simulación con el software ProModel. Por lo expuesto, se concluye que, con la correcta elección del sistema de inventarios y una adecuada gestión de relación con los proveedores, se podrá incrementar el nivel de servicio interno en el proceso de abastecimiento logístico, con lo cual se logrará cumplir con un óptimo nivel de atención de repuestos de alta rotación, así como el cumplimiento en las entregas a tiempo para las compras con prioridad normal.
The present thesis focuses on analyzing industrial engineering tools that allow increasing the level of internal service in the logistics supply process in a company in the mining sector and with the economic environment of the last 10 years. he hypothesis raises the implementation of an inventory control system and supplier relationship management. The following work is made up of four chapters. In the first, the theoretical framework and success cases were analyzed. In the second, topics such as: background and general and logistical processes of the organization, definition of the problem and its causes, the economic impact and the approach of the general and specific objective were addressed. Consequently, the third chapter was divided into two stages: the first corresponding to the design of the methodology and the second to the development of the proposal. Nevertheless, in the fourth chapter, the resource budget, the financial risk analysis and the preparation of the respective cash flow were included; Likewise, the proposal was validated through simulation with the Promodel software. Based on the foregoing, it is concluded that, with the correct selection of the inventory system and proper relationship management with suppliers, the level of internal service in the logistics supply process may be increased, thereby achieving optimum compliance level of attention of high rotation spare parts, as well as the fulfillment in the deliveries in time for the purchases with a normal priority.
Trabajo de Suficiencia Profesional

Mestrado em Marketing
Na presente investigação pretendeu-se estudar a existência de eventuais gaps entre o serviço esperado e o serviço recebido pelo cliente de estudos de mercado. O objetivo central foi conhecer os relacionamentos entre estes dois tipos de atores, os requisitos / expectativas dos clientes e avaliar a qualidade da oferta, a tanto mais que a minha experiência profissional na área de estudos de mercado (enquanto fornecedora) me tinha permitido aperceber da possível existência de discrepâncias entre as expectativas do cliente e a sua perceção sobre o serviço recebido e desejava confirmá-lo com um estudo sistemático. Este estudo foi operacionalizado com recurso a entrevistas individuais aprofundadas. Foram entrevistados os responsáveis pela compra de estudos de mercado de empresas em diferentes setores de atividade. Posteriormente procedeu-se à análise de conteúdo das entrevistas. Os resultados mostraram haver de facto um gap entre as expectativas do cliente e o serviço entregue. Credibilidade, competência e confiança num fornecedor são características muito importantes para os clientes, que por vezes não as encontram em alguns dos seus provedores habituais. Para além disto, são apontados dois aspetos como sendo principais para melhorar a oferta: a proatividade um melhor conhecimento do cliente, antecipação aos seus pedidos e oferta de uma resposta mais global, enquadrada ao problema e a aposta em novas tecnologias e metodologias.
The current investigation wants to explore the eventual presence of gaps between the expected and the perceived service by market research clients. The main goal is to understand the relationships between these two sorts of actors, the clients requirements / expectations and assess the service quality. My professional experience in market research area (as a provider) allowed me to be aware of variances between expectations and the perceived service received by the client and I wanted to confirm it through a systematic study. It was used a qualitative approach to collect the information by in depth interviews. Market research responsible buyers from different business areas were interviewed. Then it was made the content analysis of the interviews. The results showed that there is, in fact, a gap between the client expectations and the delivery. Credibility, competence and reliability in a provider are very important characteristics for the clients, but sometimes they don't find them in the usual providers. Besides, the respondents settled two aspects to improve providers offer: proactivity a better knowledge of the client, anticipation to the clients requests and offer a global answer, fitting the problem and the bet in new technologies and methodologies.

碩士
大葉大學
國際企業管理學系碩士班
96
The thesis research in estimating for “A Study on the Purchase of Cross-Nation for Taiwanese in Mainland China to Supplier Improve Performance on the Impact of Buyer and Supplier Relationships”, it makes use of the SPSS l2.0 and AMOS 7.0 for Windows to compute all raw data of sampling survey, after analysis to demonstrate the structural equation modeling of estimating at on the this research model. Take will do as the future reference use in the business community appraisal, will let us examine these suppliers to develop the strategy performance influence. These results of study learn, the SA and SI and SPI, BSR on the Impact of there is relation of influencing each other. This prove business on the SA can enable supplier further performance to the SPI, the SI on the PI the with AMOS analysis to the supplier's performance that it makes this not to influence, finally the supplier's performance improvement to the buyer and supplier relationships, obvious of relation of each other exists, we conclude where the buying firm internalizes a significant amount of the supplier development effort, play a critical role in performance improvement. Key Words: SA(supplier assessment), SI(supplier incentives), SPI(supplier performance improvement), BSR(buyer-supplier relationships)

碩士
元智大學
管理碩士在職專班
104
In modern commercial world, every industry is facing high intensity of market competition and pricing strategy war. However, with current advance media channel, market intelligence / information is no longer a secret, price is not the only factor for vendor selection. Quality, delivery schedule, trust, communication and so on, has become influencing factors for long term business partnership. Therefore, procurement will select the most appropriate vendor as their vendor evaluation principle to ensure the best performance. This research has adopted Mr. Zhen-Guo Ding (102) Procurement Management Practice’s method with conversational survey form to current “H” company’s 3 approved vendors. And include below 3 factors:(1)Business/commercial active factor;(2) Logistic factor;(3)Operation strategy factor. from suppliers’ view, go back to explore the relevance of purchasing performance, when purchasing selected suppliers and have more reliable and good support, we can get the lower trade costs and great influential.

碩士
國立勤益科技大學
工業工程與管理系
100
Industrialization has caused CO2 emissions to increase and further resulted in global warming, which will severely damage the eco-system and sustainability of humankind. Hence this research draws on the idea of green awareness and the model of supplier-buyer relationship（Johnston and Lewin, 1996）to examine the impact of supplier characteristics, relationship quality and management of green supply chain on buyer purchase behavior intention. Furthermore, this research uses questionnaire as the measurement tool and the employment rate of the panel industry in Taiwan Science Park as the subject. Then, Structural Equation Models（SEM）are applied to the analysis of effective samples. According to the model fitness indicators χ2∕df、RMSEA、GFI、AGFI、NFI、TLI、CFI, results 2.426、0.070、0.862、0.831、0.876、0.913、0.923 are yielded which demonstrate a good fitness between empirical data and theoretical model. When the analysis of mediating effect of two indicators（relationship quality and management of green supply chain）is conducted, the result of a greater CR value（> absolute value 1.96）indicates that the mediating effect between these two factors does exist. When further examination of the impact of the two indicators is conducted, the result shows that relationship quality weighs 27.76 % while management of green supply chain weighs 27.70 %, which serves a reminder for the suppliers of the panel industry that the age of green economy has come. Several implications thus can be drawn. On the one hand, industrial organizations should put most efforts and time into developing the most important strengths for competition such as quality, delivery time and service. On the other hand, attention to relationship quality and management of green supply chain is necessary only when organizations have extra time and money. In short, the strategy is to meet the basic demands of the buyers meanwhile look for opportunities of innovation in order to move beyond an A company to an A+ company.

碩士
國立臺北大學
企業管理學系
94
This paper purposes to examine whether the use of supplier characteristics, relationship dependence and trust influence the purchase behavior intention (PBI) in buyer-seller relationship of B2B industrial market. Besides, it also probes into the moderating effects of relationship dependence and trust on supplier characteristics with Cohen’s moderated multiple regressions (MMR) analysis. This investigation focuses sampling on chemical industrial that through by an empirical study of purchase behavior intention, and attempt to reach the following research questions: (1). Identification whether supplier characteristics influence PBI in industrial market? (2). Discussion whether both relationship dependence and trust influence PBI in buyer-seller relationship? (3). Analysis whether both relationship dependence and trust cause moderating effects on between supplier characteristics and PBI? This study outcome to not only our understanding of customers future purchase intention, but also helpfulness make marketing strategies in which build up long-term buyer-seller relationships. A purposive sampling was chosen by the chemical relative industrial of listed, OTC, emerging, and public companies in Taiwan. Data collected through by questionnaires to survey 85 customers who have a purchaser experience. These findings of study contribute to our understanding: (1). Supplier characteristics include that product quality, service, manufacturing country image, and person professionalism have a positively significant influence on PBI; but price, innovation capability, and corporate reputation are not supported. (2). Both relationship dependence and trust are positively significant related to PBI. (3). Relationship dependence cause moderating effects on between supplier characteristics and PBI, especially product quality and corporate reputation via relationship dependence interaction. And (4). Trust cause moderating effects on between supplier characteristics and PBI, especially product quality, price, and manufacturing country image via trust interaction. Finally, theoretical and managerial implications are discussed based upon research findings, and proceed suggestion for future research.

碩士
國立交通大學
管理學院碩士在職專班管理科學組
96
This study aims to survey the influence of supplier characteristics and relationship quality on the buyers’ purchase intention in electronic industry. Furthermore, it also examines the moderating effects of switching cost toward the correlation between relationship quality and purchase intention with hierarchical multiple regression analysis. This investigation focuses sampling on electronic industry with an empirical study to approach the following research questions: (1). whether supplier characteristics influence the buyers’ purchase intention in industrial markerts? (2). whether the supplier characteristic has influence on relationship quality in buyer-seller relationship? (3). whether relationship quality has influence on purchase intention? (4). whether switching cost causes moderating effects on the correlation between relationship quality and purchase intention? This study’s outcome can enhance our understanding of buyer purchase intention in electronic industry and help supplier to make marketing strategies to build up long-term buyer-seller relationships. A purposive sampling was chosen in the electronic industry ranging from listed, OTC, emerging, and public companies in the fouth quarter in 1996. Among the 250 questionnaires mailed, 140 valid and complete questionnaires were received and used for the quantitative analysis. The survey leads to several empirical results and findings: (1).Supplier characteristics including product quality, service and sales professionalism have positively significant influence on buyers’ purchase intention, but price and person similarity have no significant effect. (2).Supplier characteristics including product quality, service and sales professionalism have positively significant influence on relationship quality (trust and satisfaction), but price and sales similarity have no such effect. (3).The satisfaction aspect of relationship quality has positive effect on the purchase intention, but trust aspect of relationship quality has no significant influence on the purchase intension.. (4).Switching cost has moderating effects on the correlation between relationship quality and purchase intention. Finally, theoretical and managerial implications are discussed based upon research findings. Suggestions are also proposed for future research.

碩士
大葉大學
工業工程與管理學系
105
In recent years, more and more people have the habits about time management, and they often purchase the products they need from TV shopping channel. Therefore, the value of TV shopping industry is increasing. The main purpose of this study is to know the relationship among sales promotion, purchase intension and impulse buying behavior of the TV shopping supplier. The result shows that the consumers of the TV shopping supplier like the non-price promotion and also attach importance to the public praise. If their families or friends recommend this product, the purchase intention will get higher. So if the TV shopping suppliers want to enhance their sales performances, we suggest they can give the coupon to the consumers who recommend their products to their families and friends. Besides, this study also found that if the consumers purchase the products from TV shopping channel, the products they bought are often the necessities. So we suggest the TV shopping suppliers can sell more necessities to the loyal consumers.