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題名 | 人際關係對本土個人交易行為影響之研究--社會交易潛在價值與經濟交易潛在價值之決策權衡模式= |
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作者 | 嚴奇峰; 廖本哲; |
期刊 | 中原學報 |
出版日期 | 19950400 |
卷期 | 23:2 1995.04[民84.04] |
頁次 | 頁35-42 |
分類號 | 177.3 |
語文 | chi |
關鍵詞 | 人際關係; 交易行為; 社會交易潛在價值; 經濟交易潛在價值; 關係性減碼; 補償性加碼; 決策權衡模式; Interpersonal relationship; Potential value of social transaction; Potential value of economic transaction; Relational mark-down; Compensatory mark-Up; Trade-off decision model; |
中文摘要 | 人際關係在本地交易行為中有深廣的影響力,在本土特定的社會文化基礎下,人際關係本身即具備交易的潛在價值。從西方經濟理性的觀點來說,交易的經濟潛在價值才是理性個人所應追求的,故在交易過程中排除「人」的因素。相較之下,中國文化特別重視人倫關係(五倫)及相應之合宜行為(十義),因此反應在交易關係中的特別重視「人」的因素,但在此人倫關係範疇之外的,則傾向以自利的工具性態度對待。因此個人的交易決策同時受到交易對象(人)與交易事物(事)的影響而有所不同。交易對方的權力與社會地位(垂直人際關係)、彼此間情感親疏(水平人際關係),即代表對方對自己而言,具備了「社會交易潛在價值(PVST)」;而交易本身的經濟報酬與交易成功機率,即代表交易事物的「經濟交易潛在價值(PVET)」。由於二者對本地的個人而言,皆具備交易潛在價值,故二者之間即呈現權衡取捨的關係,這也說明本地交易習慣中,為何某人會對社會性關係良好的對方犧牲一些經濟性利益,這個犧牲即代表交易中的「關係性減碼(RMD)」,這代表個人可容許的經濟損失。另一方面,個人傾向對毫無社會性關係的對方索取較正常價格為高的利益以彌補其原本期望的利益,換言之,他會要求「補償性加碼(CMU)」以平衡上述之關係性減碼。本文將這些觀念加以分析並建構一個半定量的「交易決策權衡模式(TDM)」,試圖以這個基礎的權衡模式來描述本土交易決策的內涵,並提供個人在考慮交易決策時的策略性作法。 |
英文摘要 | Interpersonal relationship has powerful influence on individuaIs' transactions in traditional Chinese society_ Itstill represents a kind of potential value in transactions in present-day Taiwan. From the Western rationalisms' viewpoint, a rational person should "impersonalize" before pursuing the maximum economic value in each transaction. The ethical values in Chinese culture, however, emphasize on five interpersonal (dyadic) roles as well as ten interactive conducts which distinguish good persons from the bad ones. That means the "personal" factor will play an important role in individuals' transaction. Hence the components of the decision-making of each transaction includes "the counterpart" and "the deal." The counterpart has high PVST (Potentail Value of Social Transaction) to the individual when he owns higher social status (vartical aspect) and has closer relationship (horizontal aspect) with the individual. And the deal itself contains high PVET (Ptential Value of Economic Transaction) to the individual when it ensures economíc profit and guarantees the probaility of success. For these two potential values affect the individual simultaneously, they trade-off with each other in the trasaction. This explains why there are times people are willing to tolerate some economic losses to the counterpart with high PVST. These RMDs (Relational Mark-Downs) represent different levels of tolerable economic loss to different counterparts. On the other hand, individual may demand more benefits than normal (i.e. CMUs: Compensatory Mark-Ups) to the counterpart with low. PVST to compensate the RMDs to achieve the original profit goal. This study tries to analyze these concepts and then construct a semi-quantitative TDM(Trade-off Decision Model) of individuals' transaction behavior. The basic purpose of this simplified model is to describe the nature of actual logic-in-use in the individuals's transactions. Some strategic implications are suggested to the readers at the end to perform better in the future transa ctions. |
本系統之摘要資訊系依該期刊論文摘要之資訊為主。