工業客戶跨界能力是否影響供應商投資意願？

Do Industrial Customer Boundary Spanning Capabilities Affect Supplier Willingness to Invest?

在當今競爭激烈的全球市場中，企業與外部利害關係人（如顧客與供應商）進行合作，以維持競爭優勢並推動產品創新。作為企業與外部環境之間的橋樑，邊界跨越者（boundary spanners）在促進此類合作中扮演關鍵角色。然而，針對邊界跨越者的能力如何影響供應商投資決策的研究仍相對有限。本研究結合邊界跨越理論與關係資本理論，從企業對企業（B2B）供應商的視角切入，以彌補此研究缺口。我們針對台灣各產業中的研發經理（包含副總）、專案經理及專案專員，共收集了165份有效問卷。結構方程模型的結果顯示，策略性溝通（透過資訊品質與關係資本的間接影響）以及妥協能力（透過資訊品質的間接影響）能大幅提升供應商的投資意願。這些發現凸顯了邊界跨越者在促進合作關係與影響供應商投資行為方面的重要性。

In today’s competitive global market, firms collaborate with external stakeholders, such as customers and suppliers, to maintain a competitive edge and drive product innovation. Boundary spanners, serving as intermediaries between firms and their external environments, play a critical role in facilitating these collaborations. However, limited research exists on how the competencies of boundary spanners impact suppliers’investment decisions. This study addresses this gap by integrating boundary-spanning and relational capital theories from a business-to-business supplier perspective. We collected 165 valid survey responses from R&D Managers (including Vice President), Project Managers, and Project Specialists from various industries in Taiwan. The results from a structural equation model reveal that the investment prospects of suppliers are substantially boosted by strategic communication (indirectly via information quality and relational capital) and their ability to compromise (indirectly via information quality). These findings highlight the importance of boundary spanners in fostering collaborative relationships and shaping suppliers’investment behaviors.