我國食品產業正面臨食品安全法規修改，科技的日新月益，消費潮流的瞬息變遷，國際與國內廠商競爭激烈等等的因素，使得以中小企業為主的食品原料供應商已經不能再如傳統只處於彼此競爭的局面。傳統的經營策略這一種不是你死就是我亡的競爭模式，在現今的時代又比過去要面臨更多威脅與挑戰，也因此出現了競爭之外，也有合作的另一種變革的經營策略，如此競爭又合作的關係模式可以創造與獲取更大的價值，而競爭關係如何形成，在關係衝突與緊張時如何化解來維繫這段關係是本研究的重點。

本研究採用質性研究之個案研究法，透過親身參與個案活動內容來探討以食品原料供應商為個案研究對象之間的競合關係，二個家公司形成這一段關係的動力與原因為何，其如何將衝突點化解並創造與獲取價值，甚至在經過長期合作之後，又發展出另一種合資成立公司去開拓另一個市場的合作模式。

根據本研究的結果發現，中小企業為主食品原料供應商會因為本身的專業能力不同，其企業的經營模式策略也會不同，但是為了滿足客戶的需求，二家本為競爭的企業會尋求部份合作，整合彼此的資源，專業能力來創造與獲取價值，這即是競合關係的形成。而當合作期間，因為競爭因素發生了衝突點與緊張狀態時，需要利用彼此合作的意願、協調溝通、包容、合作利益大於競爭利益與補償等等為主要出發點思維來化解，同時雙方需要持續保有自身優勢，並利用對這段關係貢獻的態度來將衝突緊張消弭，才能持續維繫這段競合關係，甚至是展開新的合作模式來創造及獲取價值。

In this time, the technological progress, the rulers of food manufacturing, and fashion of consumption change so fast to make international and domestic competitions worse between small-medium enterprises. This study tried to explore how and why to form and maintain a coopetition relationship and reveal some ways to resolve conflicts and tensions in this relationship, especially between two small-medium enterprises. A qualitative case study was used for a food material trading company with a food material manufacturer as the objects of this study and the perspective of coopetition. This case study appeared the formation of coopetition relationship was because of the different professional abilities and operating strategies in two sides and aimed to meet the clients’ needs and expectations. This new cooperating situation was totally different from the traditional business strategies being competitors to create and appropriate greater values. From the above, we could learn that the two sides formed cooperation and integrate all the resources and professional abilities they have in a coopetition relationship. In summary, only are there willing to cooperate, communicate, tolerance, keeping contribution, benefits of cooperation and compensations to be able to eliminate the conflicts, tensions, and stress between each other, to maintain this relationship, and to keep moving on for additional cooperation. Thus, these two sides could create and appropriate more values.

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呂光薰(2014)，食品供應商的國際策略對貿易商之影響-以W公司為例，逢甲大學經營管理碩士在職專班，碩士論文，台中市。
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黃子娜(2017)，以競合觀點探討中小企業間之價值共創:以K公司的競合關係為例，國立成功大學企業管理研究所，碩士論文，台南市。
陳冠成(2004)，變動環境下競爭策略型態形成之研究—以台灣食品原料產業為例，國立中山大學管理學院國際高階經營碩士學程碩士在職專班，碩士論文，高雄市。

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