各國政府或民間企業在面臨全球化競爭與微利時代的來臨，以及國內外科技情勢的劇烈變化，因此唯有不斷地追求資源整合、交換與全球運籌才是驅動國家競爭力與企業持續成長的關鍵因素。
由於天然資源及科學技術的稀有性，國際貿易從古至今皆蓬勃的發展著。隨著地球村的來臨，近幾年採購已逐漸邁向國際化，而跨國性採購與銷售的進出口商業行為更為企業帶來了成長的契機。
所以本研究旨在探討供應商經辦人員人格特質對採購人員關係管理策略、關係資本建立與採購績效之間相互影響情形。本研究採用問卷調查實證方式，以從事進出口採購、銷售相關人員作為研究之對象。共寄發問卷220份AB卷，總計回收200份，實際回收有效問卷184份AB卷，有效回收率為83.64％。在分析方法上，本研究以敘述性統計分析、因素分析、信度分析、複迴歸分析等進行資料分析與假設檢定，本研究結果如下：
(一)、關係管理策略構面對採購績效構面有部分顯著影響。
(二)、關係管理策略構面對關係資本構面有部分顯著影響。
(三)、關係管理策略構面、關係資本構面對採購績效構面有部分顯著影響。
(四)、人格特質構面對關係管理策略構面影響關係資本構面形成干擾效果
，部分有顯著影響。
(五)、人格特質構面對關係資本構面影響採購績效構面形成干擾效果，部
分有顯著影響。

Due to the global competition, micro-profit era, dramatically domestic and international technology developments, governments and private sectors are constantly in pursuit of resource integration, resource exchange and global supply chain in order to drive the competitiveness and growth.

International trade has been developing prosperously for centries because of the sacred natural resources and scientific technologies. At global village ear, procurement has been gradually moving towards internationalization and this trend brings opportunities to importing and exporting traders who can extend business.

The main purpose of this study is to investigate the intra-influences effects of the personality characteristics of suppliers to relational management strategy, relationship capital and purchasing performance. 220 questionnaires were dispatched to person in charge who is responsible for procuring and selling. 200 questionnaires were returned and 184 questionnaires were valid. The data was analyzed by Statistical Package for Social Sciences (SPSS) including the research method of factor analysis, coefficient alpha test, descriptive statistics, ANOVA analysis, multiple regression analysis and hypotheses testing. The studying results are listed below:

1. Relational management strategy has partial influences on purchasing performance.
2. Relational management strategy has partial influences on
relationship capital.
3. Relational management strategy and relationship capital have partial influences on purchasing performance.
4. Personality characteristics have disturbed effects on relational management strategy and relationship capital; it also reaches the partial significant level.
5. Personality characteristics have disturbed effects on relationship capital and purchasing performance; it also reaches the partial significant level.

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