| Summary: | 碩士 === 靜宜大學 === 管理碩士在職專班 === 98 === Due to the difference in size and organizational structure between large-medium enterprise and micro-size business, the interaction between these two parties represents its asymmetric character. Therefore, the major contact bridge between two parties was built on the connecting by salesman on the large-medium exterprise side and the business owner on the other micro-size business side. The owners of micro-size businesses have absolutely decisive power of making decision, whereas in the large-medium enterprises, the decisions are frequently made by salesmen who are defined as windows for contacting with outsiders. Thus, various interactions, including competition and cooperation, are consequently affected by the extent of authorization to the salemen and the sensitivity of those salesmen. The competition and cooperation between large-medium enterprise and micro-size business from the aspect of salesman has not yet been explored in previous studies. This research aims at understanding the significant role of salesman on the coopetition relationship between large-medium enterprise and micro-size business.
This study investigated 50 salesmen in a large-medium enterprise by surveying questionnaire. A total of 44 samples collected, representing a 88% of return rate. The analysis of the collected demonstrates the major findings as follows.
1.The extent of authorization to salesman is not significantly associated with competition, but is positively and significantly associated with cooperation.
2.The sensitivity of salesman is positively and significantly associated with competition and cooperation.
3.No significant relationship between competition and management mechanism has been found. However, we found that cooperation is significantly associated with market mechanism and relational mechanism.
4.Both market mechanism and relational mechanism are significantly associated with performance, but hierarchy mechanism are not.
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