全球化發展形成市場快速變遷及微利時代的來臨，在在衝擊著各行各業，也充分考驗經營者的智慧。除了企業內部再造、落實管哩，向外界尋求資源、合作共生，都是生存之道。企業以聯盟方式達到綜效，以有效率的方式結合同業、異業、甚至與競爭者共同開發市場，將可為合作雙方創造出共有的競爭優勢。然而，如何結合成最佳夥伴，這即是本研究探討的議題之ㄧ─夥伴關係的整合。

　　本研究探討行銷通路夥伴關係，研究範圍為西藥業，以「台北市西藥代理商業同業公會」計202家會員公司為母體發放問卷，共回收136份有效問卷。彙總問卷調查所搜集到的資料，經因素分析及信度檢定後、以集群分析及變異數分析探討夥伴關係整合模式中之各階段關鍵成功因素，並發展衡量關係的指標，進一步探討構面之相關性，建構出夥伴關係整合性模型。

　　本研究觀念性架構中各構面之相互關係探討結果：1.夥伴特質與建立夥伴關係有正向的影響。2.夥伴特質與夥伴關係管理有正向的影響。3.建立夥伴關係與夥伴關係績效有正向的影響。4.夥伴關係管理與夥伴關係績效有正向的影響。

　　Development of globalization leads to fast market changing and profit squeeze which have strongly created impacts on performance of industries and managers. For effectively working these issues out, we can not only utilize internal reengineering but external resources and collaboration as well. This means that enterprises can generate competitive advantages for both partners by ways of alliance or collaboration with anothers even competitors. However, how to shape a good partnership? It is the issue that the thesis expects to explore – intergration of partnership.

　　The thesis is to explore relationship between marketing partners of pharmaceutic industry in Taiwan. And we took the Taipei Pharmaceutical Agents and Distributors Association (TPADA) as an example. We forwarded research questionair to all 202 members of it, and received effective ones of 136 back. The information collected was analyzed by means of facter analysis, credibility test, cluster analysis and ANOVA analysis. We use those methods to explore its key successful factors in every stages of the intergration model of partnership. Furthermore, we were to develop measure indexes to figure out its bilateral relevance and finally constitute an intergration model of partnership.

　　Interactions of these variables of the research framework were concluded as follows: 1) Characteristics of partners have positive influence on establishment of partnership. 2) Characteristics of partners have positive influence on partnership management. 3) Partnership has positive influence on performance of partners. 4) Partnership management has positive influence on partnership performance.

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