中外合资企业讨价还价、管理控制与知识获取研究
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摘要
合资企业是跨国公司进行国际扩张的一种重要的市场进入方式，同时也是发展中国家企业组织学习和知识获取的主要途径。从现有合资企业理论研究成果来看，目前研究的视角主要是从跨国公司角度出发来探讨合资企业的运营和管理控制，而作为一种跨国公司与本地企业合作建立的企业组织形式，从本地企业的角度出发分析合资企业管理控制问题还比较缺乏；对于管理控制和知识获取这两个合资企业研究中的重要主题，现有研究往往将它们分开进行讨论，很少关注管理控制如何影响知识获取。这使得本地企业如何通过对合资企业的有效管理实现其战略目标变得模糊，揭示合资企业管理控制活动与知识获取之间的关系具有重要的现实意义。
针对现有研究存在的不足，本研究沿着讨价还价—管理控制—知识获取的思路，从中方合作伙伴的视角出发，运用讨价还价理论和管理控制理论，分析了中外合资企业管理控制结构的形成，明确了中方不同的讨价还价能力对于合资企业战略控制和运营控制的影响；同时，运用组织学习理论，探讨了中方对合资企业的战略控制和运营控制如何影响不同类型知识的获取，并明晰了学习能力和合作信任对于管理控制与知识获取之间的调节作用，在合资企业知识获取的问题上进行了探索性研究。在此基础上，本研究通过对中外合资企业进行问卷调查所获得的数据，运用SPSS软件对理论模型进行了统计分析与检验，从实证的角度验证了讨价还价能力对合资企业管理控制结构的作用机制，并识别了合资企业的战略控制和运营控制对内隐知识和外显知识获取的影响。这对合资企业的经营管理实践具有理论指导意义。
通过理论探讨和对样本企业的实证分析，本研究主要得出以下研究结论：(1)合资企业管理控制的形成是合作双方谈判的结果，这种结果取决于合作双方各自的讨价还价能力；在形成讨价还价能力的四个因素中，合资企业对中方的战略重要性促进了中方对合资企业的战略控制和运营控制；中方合作伙伴的可选择性越高，中方对合资企业的运营控制程度反而越低；中方的非资本资源投入对运营控制有正向影响作用。本研究也发现，中方的资本资源投入对于合资企业的管理控制结构并没有显著的影响作用，这意味着虽然中方能够对合资企业投入更多的资本资源，并掌握合资企业的多数股权，但这并不必然能让中方掌握对合资企业的战略控制和运营控制；(2)本研究证实了中方对合资企业的运营控制程度降低了中方的知识获取水平，不论是对内隐知识还是外显知识获取；而中方对合资企业的战略控制对内隐知识和外显知识获取的影响作用显著性没有得到证实；这使得我们明晰了合资企业管理控制与知识获取之间的关系；(3)从合资企业的特性来看，合资企业成立的时间越早，中方获得的知识越少；合资企业规模越大，中方获得知识越多；在中方占多数股权、均等股权和少数股权三种类型的合资企业中，在均等股权的合资企业中，中方知识获取的水平最高；此外，在合资企业外方不同的来源国中，中方知识获取存在显著差异，中方从与欧美企业建立的合资企业中获取知识最多，其次是日本，最后是新加坡和香港、台湾；(4)合作信任对于管理控制与知识获取之间关系存在调节作用，而学习能力对于管理控制与知识获取之间关系的调节作用没有被发现，这进一步深化了对合资企业中合作信任、学习能力对组织学习和知识获取影响的理解。
本研究的上述结论使得我们对于中外合资企业中中方的讨价还价力、管理控制与知识获取之间的关系有更全面、深入的理解。在现有研究的基础上，本研究主要在以下方面取得了一定的进展：(1)从中外合资企业中中方母公司的角度出发，运用讨价还价理论和管理控制理论，揭示了中方不同的讨价还价力对于合资企业管理控制结构形成的影响机制；(2)运用组织学习理论，创新性的建立了合资企业中管理控制与知识获取之间关系模型，解释了合资企业中的战略控制与运营控制对不同类型知识的影响，并进一步明确了在象我国这样的发展中国家的合资企业中，本地企业如何有效的处理管理控制与知识获取之间关系的问题；因此，这一研究具有一定的探索性；(3)识别了中外合资企业的成立时间、规模、中方的股权比例以及外方的不同来源国等中外合资企业特性在知识获取上存在的差异；并进一步明晰学习能力和合作信任对于中外合资企业中管理控制与知识获取关系之间的调节作用，这对中外合资企业的运营实践具有一定的指导意义。
当然，由于研究者本身的学术素养和客观条件的限制，本研究尚存在诸多不足之处，对此，本文最后部分提出了本研究的局限性以及在未来还需要深入研究的若干问题。
Joint venture is an important way used by multinational company for global expand, it also amain approach for organizational learning and knowledge acquiring used by companies indeveloping country. Nowadays the theories mainly discussed on joint-venture company'soperation and management from the view of multinational company. But joint venture as anorganizational forth built by multinational and local company, there are few researches analyzedthe control problem from the view of local company; management control and knowledgeacquiring are two important topics in research of JV, the existing research analyzed themseparately. This makes it becomes blur how the local company accomplished its strategic goal bymanaging the joint venture efficiently, disclosing the relationship between them have realisticmeaning.
As the shortage existing in present researches, Based on the Sino-foreign joint venture, thisstudy analyzed the formation of management control structure in Sino-foreign joint venturecompanies from the Chinese cooperate partner's point of view. This research have analyzed thebargaining power's influences on manage control structure of joint venture by using bargainingpower theory and management control theory. Further by using the organizational learning theory,this paper finds how the strategic and operational control influence different kinds of knowledgeacquiring of Chinese cooperate partner. This finding suggests that learning ability and cooperationtrust have moderate effect to management control and knowledge acquiring, which are validatedby demonstration. Based on the data gained by questionnaires, we testified the relationshipbetween bargaining power theory and management control, and identified the influence ofmanagement control on tacit and explicit knowledge acquiring. This explorative study may be aguide for joint venture management practice.
Based on the theoretic discussions and sample company's demonstrations, this study gets theconclusions as follows: (1) The result of joint venture management control is a negotiation of bothpartners, such a result is dependent on the bargaining power of each one of the cooperation. In thefour factors of the bargaining power, strategic importance of foreign partners to the Chinese onepromote it accomplish strategic and operational control; when Chinese partners have more choices, the operational control to the joint-venture company is lower. This study also found thenon-capital resources input by Chinese partners had positive effect on the management controlstructure. But the capital resources input had no remarkable effect on the management controlstructure, which means that although Chinese partners can input more capital resources to holdmore equity, it can't make sure that Chinese partners can hold the strategic and operational controlnecessarily. (2)This study testified that Chinese partner's operational control to the joint venturedescrease its knowledge acquiring whatever the knowledge type is tacit or explicit. And the effectof Chinese partner's strategic control to tacit and explicit knowledge acquiring is not significant.So this finding makes it clear the relationship between joint venture management control andknowledge acquiring.(3)Discussion of the characteristic of joint venture, we get the conclusionthat the joint venture larger, the knowledge acquired by Chinese partner is more; when the jointventure starts earlier, the knowledge acquired by Chinese partner is less; when Chinese partnerhold equal equity with foreign one, the knowledge acquired by Chinese partner is higher than thatholds more or less. Moreover there are remarkable differences in the knowledge acquired byChinese partner when considering the origin country of foreign partners, the knowledge acquiredfrom EU and USA partners have highest level, less from Japan, and lest from Singapore, HongKong and Taiwan.(4)Cooperation trust have moderate effect on the relationships betweenmanaging control and knowledge acquiring, but learning ability haven't such a role in my study.All this findings deepen the understandings of the effect of Cooperation trust and learning abilityto organizational learning and knowledge acquiring.
All the conclusions mentioned above make us have a furthermore complete and deepunderstand the relations of bargaining power, management control and knowledge acquiring injoint venture which built by China and foreign countries. Dependent on exist theories, thisresearch get some more findings as follows: (1)This article discloses the influence mechanism onjoint venture by different bargaining power of Chinese parent company based on bargainingtheory and management control theory. (2)This article innovatively builds a model about therelations between joint venture management control and knowledge acquiring, explains theinfluence of strategic and operative control on different kinds of knowledge, even more presents agood solution and suggestion on how to effectively deal with the relations of management controland knowledge acquiring especially for the joint venture in developing countries as our country, which I think may be explorative. (3)This article finds that there exist differences to knowledgeacquiring on the characteristics such as foundation time of joint venture, joint venture scale, theequity of Chinese partner and the origin country of foreign partner, then clearly testified thatlearning ability and cooperation trust have moderate effect on management control and knowledgeacquiring. The two findings may have meaning to guide the operational practice of joint venture.
Certainly, this research does exit many limitations, we point out the deficiency of this studyand future research at last part of this paper.
针对现有研究存在的不足，本研究沿着讨价还价—管理控制—知识获取的思路，从中方合作伙伴的视角出发，运用讨价还价理论和管理控制理论，分析了中外合资企业管理控制结构的形成，明确了中方不同的讨价还价能力对于合资企业战略控制和运营控制的影响；同时，运用组织学习理论，探讨了中方对合资企业的战略控制和运营控制如何影响不同类型知识的获取，并明晰了学习能力和合作信任对于管理控制与知识获取之间的调节作用，在合资企业知识获取的问题上进行了探索性研究。在此基础上，本研究通过对中外合资企业进行问卷调查所获得的数据，运用SPSS软件对理论模型进行了统计分析与检验，从实证的角度验证了讨价还价能力对合资企业管理控制结构的作用机制，并识别了合资企业的战略控制和运营控制对内隐知识和外显知识获取的影响。这对合资企业的经营管理实践具有理论指导意义。
通过理论探讨和对样本企业的实证分析，本研究主要得出以下研究结论：(1)合资企业管理控制的形成是合作双方谈判的结果，这种结果取决于合作双方各自的讨价还价能力；在形成讨价还价能力的四个因素中，合资企业对中方的战略重要性促进了中方对合资企业的战略控制和运营控制；中方合作伙伴的可选择性越高，中方对合资企业的运营控制程度反而越低；中方的非资本资源投入对运营控制有正向影响作用。本研究也发现，中方的资本资源投入对于合资企业的管理控制结构并没有显著的影响作用，这意味着虽然中方能够对合资企业投入更多的资本资源，并掌握合资企业的多数股权，但这并不必然能让中方掌握对合资企业的战略控制和运营控制；(2)本研究证实了中方对合资企业的运营控制程度降低了中方的知识获取水平，不论是对内隐知识还是外显知识获取；而中方对合资企业的战略控制对内隐知识和外显知识获取的影响作用显著性没有得到证实；这使得我们明晰了合资企业管理控制与知识获取之间的关系；(3)从合资企业的特性来看，合资企业成立的时间越早，中方获得的知识越少；合资企业规模越大，中方获得知识越多；在中方占多数股权、均等股权和少数股权三种类型的合资企业中，在均等股权的合资企业中，中方知识获取的水平最高；此外，在合资企业外方不同的来源国中，中方知识获取存在显著差异，中方从与欧美企业建立的合资企业中获取知识最多，其次是日本，最后是新加坡和香港、台湾；(4)合作信任对于管理控制与知识获取之间关系存在调节作用，而学习能力对于管理控制与知识获取之间关系的调节作用没有被发现，这进一步深化了对合资企业中合作信任、学习能力对组织学习和知识获取影响的理解。
本研究的上述结论使得我们对于中外合资企业中中方的讨价还价力、管理控制与知识获取之间的关系有更全面、深入的理解。在现有研究的基础上，本研究主要在以下方面取得了一定的进展：(1)从中外合资企业中中方母公司的角度出发，运用讨价还价理论和管理控制理论，揭示了中方不同的讨价还价力对于合资企业管理控制结构形成的影响机制；(2)运用组织学习理论，创新性的建立了合资企业中管理控制与知识获取之间关系模型，解释了合资企业中的战略控制与运营控制对不同类型知识的影响，并进一步明确了在象我国这样的发展中国家的合资企业中，本地企业如何有效的处理管理控制与知识获取之间关系的问题；因此，这一研究具有一定的探索性；(3)识别了中外合资企业的成立时间、规模、中方的股权比例以及外方的不同来源国等中外合资企业特性在知识获取上存在的差异；并进一步明晰学习能力和合作信任对于中外合资企业中管理控制与知识获取关系之间的调节作用，这对中外合资企业的运营实践具有一定的指导意义。
当然，由于研究者本身的学术素养和客观条件的限制，本研究尚存在诸多不足之处，对此，本文最后部分提出了本研究的局限性以及在未来还需要深入研究的若干问题。
Joint venture is an important way used by multinational company for global expand, it also amain approach for organizational learning and knowledge acquiring used by companies indeveloping country. Nowadays the theories mainly discussed on joint-venture company'soperation and management from the view of multinational company. But joint venture as anorganizational forth built by multinational and local company, there are few researches analyzedthe control problem from the view of local company; management control and knowledgeacquiring are two important topics in research of JV, the existing research analyzed themseparately. This makes it becomes blur how the local company accomplished its strategic goal bymanaging the joint venture efficiently, disclosing the relationship between them have realisticmeaning.
As the shortage existing in present researches, Based on the Sino-foreign joint venture, thisstudy analyzed the formation of management control structure in Sino-foreign joint venturecompanies from the Chinese cooperate partner's point of view. This research have analyzed thebargaining power's influences on manage control structure of joint venture by using bargainingpower theory and management control theory. Further by using the organizational learning theory,this paper finds how the strategic and operational control influence different kinds of knowledgeacquiring of Chinese cooperate partner. This finding suggests that learning ability and cooperationtrust have moderate effect to management control and knowledge acquiring, which are validatedby demonstration. Based on the data gained by questionnaires, we testified the relationshipbetween bargaining power theory and management control, and identified the influence ofmanagement control on tacit and explicit knowledge acquiring. This explorative study may be aguide for joint venture management practice.
Based on the theoretic discussions and sample company's demonstrations, this study gets theconclusions as follows: (1) The result of joint venture management control is a negotiation of bothpartners, such a result is dependent on the bargaining power of each one of the cooperation. In thefour factors of the bargaining power, strategic importance of foreign partners to the Chinese onepromote it accomplish strategic and operational control; when Chinese partners have more choices, the operational control to the joint-venture company is lower. This study also found thenon-capital resources input by Chinese partners had positive effect on the management controlstructure. But the capital resources input had no remarkable effect on the management controlstructure, which means that although Chinese partners can input more capital resources to holdmore equity, it can't make sure that Chinese partners can hold the strategic and operational controlnecessarily. (2)This study testified that Chinese partner's operational control to the joint venturedescrease its knowledge acquiring whatever the knowledge type is tacit or explicit. And the effectof Chinese partner's strategic control to tacit and explicit knowledge acquiring is not significant.So this finding makes it clear the relationship between joint venture management control andknowledge acquiring.(3)Discussion of the characteristic of joint venture, we get the conclusionthat the joint venture larger, the knowledge acquired by Chinese partner is more; when the jointventure starts earlier, the knowledge acquired by Chinese partner is less; when Chinese partnerhold equal equity with foreign one, the knowledge acquired by Chinese partner is higher than thatholds more or less. Moreover there are remarkable differences in the knowledge acquired byChinese partner when considering the origin country of foreign partners, the knowledge acquiredfrom EU and USA partners have highest level, less from Japan, and lest from Singapore, HongKong and Taiwan.(4)Cooperation trust have moderate effect on the relationships betweenmanaging control and knowledge acquiring, but learning ability haven't such a role in my study.All this findings deepen the understandings of the effect of Cooperation trust and learning abilityto organizational learning and knowledge acquiring.
All the conclusions mentioned above make us have a furthermore complete and deepunderstand the relations of bargaining power, management control and knowledge acquiring injoint venture which built by China and foreign countries. Dependent on exist theories, thisresearch get some more findings as follows: (1)This article discloses the influence mechanism onjoint venture by different bargaining power of Chinese parent company based on bargainingtheory and management control theory. (2)This article innovatively builds a model about therelations between joint venture management control and knowledge acquiring, explains theinfluence of strategic and operative control on different kinds of knowledge, even more presents agood solution and suggestion on how to effectively deal with the relations of management controland knowledge acquiring especially for the joint venture in developing countries as our country, which I think may be explorative. (3)This article finds that there exist differences to knowledgeacquiring on the characteristics such as foundation time of joint venture, joint venture scale, theequity of Chinese partner and the origin country of foreign partner, then clearly testified thatlearning ability and cooperation trust have moderate effect on management control and knowledgeacquiring. The two findings may have meaning to guide the operational practice of joint venture.
Certainly, this research does exit many limitations, we point out the deficiency of this studyand future research at last part of this paper.
引文
1 资料来源：李维安，李宝权，跨国公司在华独资倾向成因分析：基于股权结构战略的视角，管理世界，2003(1)：60
2 资料来源：国家统计局网站，http://www.stats.gov.cn/tjsj/ndsj/2005/indexch.htm
3 资料来源：中国经济时报，http://cesnew.com/Html/cjbd/11231019226268.html
4 资料来源：中国工业报，http://www.cinn.cn/show.asp?classid=25&ID=22605&ArticlePage=1
5 以上内容来自：[美]艾伦·S·格特曼，国际合资企业：如何建立和管理合资企业，北京：经济科学出版社，2002：13-15
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4 资料来源：中国工业报，http://www.cinn.cn/show.asp?classid=25&ID=22605&ArticlePage=1
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