勇於即時反應企業經營情勢，客戶意見與各項管理挑戰問題的員工建言行為表現，會影響企業競爭優勢的創造。本研究以業務員為研究對象，通常業務代表公司，其接觸顧客較為頻繁，較易知道顧客的真實需求與想法。但是，業務員通常為確保個人銷售利益的藏私心態、自我保護意識與銷售成就動機較不願無償釋出辛苦建立的人脈維繫，多數時候其對工作區域調動或是培育新人接棒的關心程度較低。然而，在工作內容日益繁雜的競爭環境中，企業紛紛採用建立業務團隊作為因應策略，藉此來促進業務員們相互交流並提出個人看法與建議。業務團隊組織結構改變後，業務團隊成員彼此之間的信任關係與互動也隨之改變，對建言行為也造成影響。對於此狀況，目前少有相關研究，但此現象卻普遍存在於企業中，故值得進行探討於研究。

本研究以團隊成員交換關係來探討員工建言行為表現，並將認知型信任與情感型信任作為中介，探討建言行為發生的程度是否會在這兩種信任成因影響下而有所不同。透過此研究提供實務界人際互動與員工行為展現較可行的建議。

Employees who are willing to respond on business operating situation, customers feedback and management challenges places the company in a more positive and advantageous status. This research aims at salesman, who represents the company in contacting customers first handedly and is prone to understand customer needs and perspectives. Salesman however is more indifferent to the mobility of his working environment and is less concerned with training new comers due to self- protection, which can be explained as follow. Because of the profit- oriented target in a salesman, he is more inclined to hide his people network and strategies from colleague in order to ensure personal success and achievements.
Nevertheless, companies prefer team collaboration out of personal success, especially situated in a competitive economy and society nowadays. In order to combat the self- protective phenomenon among salesman, companies have established methods such as sales team, expecting salesmen to interact and exchange ideas and suggestions for the group interest. After gradual change in the structure of sales team, companies are witnessing positive results in sales team members, who have gained mutual trust and affinity among each other, unlike the one man job as before. Although there are only a few researches in this situation, this kind of improvement in salesman performance is a topic worth investigating.
This research uses “team-member exchange” , ” cognition-based trust” , ” affect-based trust” , and “voice behavior” as variables to discuss whether team member exchange will lead to voice behavior though cognition-based trust and affect-based trust. I hope this research will be useful for the enterprises.

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