二十一世紀以來，大陸已成為世界工廠，改變了世界各國進口商採購模式與條件，尤其以中小規模多數的美國進口商無法永續經營而出售，因併購造成組織認同，而影響原來供需關係。佔有97% 比例並以出口為主的台灣中小企業面臨了客戶經營的議題。
本論文試圖研究併購後員工的組織認同與從調節性聚焦的角度來分析採購者在商展中的接觸效率，因而採用兩個實驗。第一個研究目的是從購併者及被購併者員工角度來檢查那些影響併購後員工組織認同的因素。由結構方程式分析結果顯示，對新公司的組織承諾、新工作的滿意度與併購的期望效用對併購後的組織認同有正面影響。併購前的組織認同、新工作的安全感、知覺的組織支持、併購的期望效用、併購後程序正義、信任併購對新工作的滿意度有正面影響，併購後程序正義對信任併購有正面影響，以及併購的期望效用對信任併購與併購後組織承諾也有正面影響。第一個研究經由結構方程式（SEM）來分析哪些因素對併購後組織認同與滿意度較有影響。第二個研究目的是由邏輯式迴歸分析（Dhar & Nowlis, 1999; Dhar & Sherman, 1996; Nowlis & Simonson, 1997），從採購者調節性聚焦角度來檢查商展中接觸效率的程度。實證結果顯示本身的調節性聚焦比情境的調節性聚焦對商展的接觸效率影響較大。因此，參展廠商需要考慮有效分配商展的行銷資源作為改善參觀者本身調節性合適效果提高接觸效率。

China has become the world’s factory where a lot of factories moved and expanded very fast since 21st century, which changes the global importer’s buying behaviors and processes. The importers especially in U.S.A, apply M&A strategy to expand their market share and size. Therefore, employees’ organizational identification due to the M&A may influence the original business relationship between suppliers and buyers, so most organizations also have to face the customer management issue. This dissertation aims to investigate on employees’ organizational identification after M&A and analyze the contact efficiency in the trade show from regulatory-focused perspective. There are two studies included in this dissertation which have not been done by previous researchers. The purpose of the first study is to examine the factors that influence employees’ organizational identification after M&A from the acquirer and acquired employees’ perspective.
Results from LISREL8.54 show that post-merger organizational commitment, post-merger job satisfaction, and expected utility in merger all have influence on post-merger organizational identification. Pre-merger organizational identification, post-merger employment security, perceived organizational support, expected utility in merger, post-merger procedural justice, and trust in merger all have influence on post-merger job satisfaction. Expected utility in merger has significant influence on post-merger organizational commitment and trust in merger. However, post-merger procedural justice only has influence on trust in merger. While the purpose of the second study is to examine the extent of contact efficiency in the trade show from a regulatory-focused perspective. Logistic regression analysis for this study follows past studies on choices involving similar things (e.g., Dhar & Nowlis, 1999; Dhar & Sherman, 1996; Nowlis & Simonson, 1997). The empirical evidence suggests that a chronic regulatory focus has a greater influence on contact efficiency than a regulatory focus that is situational in the trade show. Therefore, exhibitors should consider reallocating marketing resources for trade shows to improve the chronic regulatory fit effect on visitors and contact efficiency in the trade show.

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