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題名：行銷通路特性、溝通流程與通路績效之研究--資訊業個人電腦實證
書刊名：管理學報
作者：胡同來 引用關係／許士軍／魏啟林
作者(外文)：Hu, Tung-lai／Hsu, Paul S. C.／Wea, Ciement C. L.
出版日期：2001
卷期：18:3
頁次：頁395-419
主題關鍵詞：通路氣候；通路權力；通路結構；溝通流程；通路績效；Channel climate；Channel power；Channel structure；Channel performance
原始連結：連回原系統網址new window
相關次數：
  • 被引用次數被引用次數:期刊(8) 博士論文(4) 專書(0) 專書論文(0)
  • 排除自我引用排除自我引用:7
  • 共同引用共同引用:5
  • 點閱點閱:41
通路的掌握成為企業經營的成功關鍵因素，通路關係的研究已成為行銷理論重要的研究主題。本研究建構一研究行銷通路關係的理論架構，並驗證通路特性、溝通流程與通路績效之關係。研究發現如下：通路的溝通流程顯著影響通路績效，當通路有更多的合作性溝通，可以提高通路成員績效；通路特性顯著影響溝通流程，當通路成員在愈高的相互支持氣候，較大的通路權力，較關係式通路結構下，對合作性溝通有影響；通路氣候與通路權力有顯著相關，通路權力與通路結構無關，通路氣候與通路結構無關。
Communication flow of channel has significant influence on channel performance. Channel performance will be better if channel members are collaborative in communication process. Channel context constitutes significant influence on communication flow. In this respect, Where as channel exists a more mutually supportive climate, and channel power itself shows a large room to exercise, relational structure has more significant influence on communication flow. It also exists interaction effect between channel climate and channel power , but it does neither exist between channel power and channel structure, nor between channel climate and channel structure.
期刊論文
1.Oliver, R. L.、Anderson, E.(1994)。An Empirical Test of the Consequences of Behavior- and Outcome-Based Sales Control Systems。Journal of Marketing，58(4)，53-67。  new window
2.Boyle, Brett、Dwyer, F. Robert、Robicheaux, Robert A.、Simpson, James T.(1992)。Influence strategies in marketing channels: Measures and use in different relationship structures。Journal of Marketing Research，29(4)，462-473。  new window
3.Magrath, Anthony J.、Hardy, Kenneth G.(1987)。Selecting Sales and Distribution Channels。Industrial Marketing Management，16(4)，273-278。  new window
4.Mohr, Jakki J.、Sohi, Ravipreet S.(1995)。Communication Flows in Distribution Channels: Impact on Assessments of Communication Quality and Satisfaction。Journal of Retailing，71(4)，393-416。  new window
5.Frazier, Gary L.、Summers, John O.(1984)。Interfirm Influence Strategies and Their Application within Distribution Channels。Journal of Marketing，48(3)，43-55。  new window
6.Salancik, G. R.、Pfeffer, J.(1977)。Who gets power and how they hold on to it: A strategic constituency model of power。Organizational Dynamics，5，2-21。  new window
7.Mohr, Jakki J.、Nevin, John R.、Fisher, R. J.(1996)。Collaborative Communication in Interfirm Relationships: Moderating Effects of Integration and Control。Journal of Marketing，60(3)，103-115。  new window
8.Jarillo, J. C.(1990)。Research Notes and Communications: Comments on Transaction Costs and Networks。Strategic Management Journal，11，497-499。  new window
9.Macneil, Ian R.(1981)。Economic Analysis of Contractual Relations: Its Shortfalls and the Need for a Rich Classificatory Apparatus。Northwestern University Law Review，75(6)，1018-1063。  new window
10.Kumar, Nirmalya、Stern, Louis W.、Achrol, Ravi S.(1992)。Assessing Reseller Performance from the Perspective of the Supplier。Journal of Marketing Research，29(2)，238-253。  new window
11.Lusch, R. F.、Brown, J. R.(1982)。A modified model of power in the marketing channel。Journal of Marketing Research，19(3)，312-323。  new window
12.Frazier, Gary L.、Rody, Raymond C.(1991)。The Use of Influence Strategies in Interfirm Relationships in Industrial Product Channels。Journal of Marketing，55(1)，52-69。  new window
13.Gaski, John F.、Nevin, John(1985)。The differential effects of exercised and unexercised power sources in marketing channel。Journal of Marketing Research，22(2)，130-142。  new window
14.Mohr, J. J.、Nevin, J. R.(1990)。Communication strategies in marketing channels: a theoretical perspective。Journal of Marketing，54(4)，36-51。  new window
15.Noordewier, T. G.、John, G.、Nevin, J. R.(1990)。Performance Outcomes of Purchasing Arrangements in Industrial Buyer-Vender Relationships。Journal of Marketing，54(4)，80-93。  new window
16.Anderson, Erin W.、Weitz, Barton(1989)。Determinants of continuity in conventional industrial channel dyads。Marketing Science，8(4)，310-323。  new window
17.Dwyer, F. Robert、Schurr, Paul H.、Oh, Sejo(1987)。Developing Buyer-Seller Relationships。Journal of Marketing，51(2)，11-27。  new window
18.Gaski, John F.(1984)。The Theory of Power and Conflict in Channels of Distribution。Journal of Marketing，48(3)，9-29。  new window
19.Wilkinson, I. F.(1974)。Researching the distribution Channels for Consumer and Industrial Goods: The power dimension。Journal of Marketing Research Society，16(1)，12-32。  new window
20.Anderson, Erin、Weitz, Barton(1992)。The use of pledges to build and sustain commitment in distribution channels。Journal of Marketing Research，29(1)，18-34。  new window
21.Heide, Jan B.、John, George(1988)。The Role of Dependence Balancing in Safeguarding Transaction-Specific Assets in Conventional Channels。Journal of Marketing，52(1)，20-35。  new window
22.Morgan, Robert M.、Hunt, Shelby D.(1994)。The commitment-trust theory of relationship marketing。Journal of Marketing，58(3)，20-38。  new window
23.Reve, Torger、Stern, Louis(1980)。Distribution Channels Political Economics: A Framework for Comparative Analysis。Journal of Marketing，44(Summer)，52-64。  new window
24.Anderson, Erin、Lodish, Leonard、Weitz, Barton(1987)。Resource Allocation Behavior in Conventional Channels。Journal of Marketing Research，24(February)，85-97。  new window
25.Brown, James(1981)。A Cross-Channel Comparison of Supplier-Retailer Relations。Journal of Retailing，57(Winter)，3-18。  new window
26.Etgar, Michael(1976)。Effects of Administrative Control On Efficiency of Vertical Marketing Systems。Journal of Marketing Research，13(February)，12-24。  new window
27.Etgar, Michael(1978)。Intrachannel Conflict and Use of Power: A Reply。Journal of Marketing Research，15(May)，275-276。  new window
28.Fisher, C.(1979)。Transmission of Positive and Negative Feedback to Subordination: A Laboratory Investigation。Journal of Applied Psychology，October，533-540。  new window
29.Frazier, Gary L.、Sheth, Jagdish N.(1985)。An Attitude-Behavior Framework for Distribution Channels Management。Journal of Marketing，49(3)，38-48。  new window
30.Piercy, Nigel(1989)。Information Control and the Power and Politics of Marketing。Journal of Business Research，18，229-243。  new window
31.Anderson, Roolph、Robbins, Stephen P.(1985)。Channel Management and Sales Management: Some Key Interfaces。Journal of the Academy of Science，13(Summer)，97-106。  new window
32.Dwyer, F. R.、Walker, Orville C. Jr.(1981)。Bargaining in an Asymmetrical Power Structure。Journal of Marketing，45(1)，104-115。  new window
33.Scott, C.(1961)。Research on Mail Surveys。Journal of the Royal Statistical Society, Series A: General，124(Part 2)，143-205。  new window
學位論文
1.瞿紹美(1994)。跨組織資訊系統對行銷通路成員權力關係之影響：探索性研究(博士論文)。國立政治大學。new window  延伸查詢new window
2.趙義隆(1983)。國產小汽車代理制與經銷制通路力量之比較，0。  延伸查詢new window
3.洪順慶(1980)。我國大貿易商行銷通路系統之研究，0。  延伸查詢new window
4.謝效昭(1996)。行銷資訊與通路領袖關係之研究，0。new window  延伸查詢new window
圖書
1.Emory, C. W.、Cooper, D. R.(1995)。Business Research Methods。Richard D. Irwin Inc.。  new window
2.Galbraith, J. K.(1956)。American Capitalism: The Concept of Countervailing Power。Boston：Houghton Mifflin。  new window
3.Kreitner, R.、Kinicki, A.(1992)。Organizational Behavior。Homewood, IL：Richard D. Irwin。  new window
4.Berman, B.(1996)。Marketing Channels。N. Y.：John Wiley and Sons。  new window
5.Burns, Tom、Stalker, George M.(1961)。The management of innovation。New York：Oxford University Press。  new window
6.Williamson, Oliver E.(1975)。Markets and Hierarchies: Analysis and Antitrust Implications。New York, NY：Free Press。  new window
7.van de Ven, Andrew H.、Ferry, Diane L.(1980)。Measuring and Assessing Organizations。John Wiley & Sons, Inc.。  new window
8.Williamson, Oliver E.(1985)。The Economic Institutions of Capitalism: Firms Markets, Relational Contracting。Macmillan, Ltd：Free Press。  new window
9.Jöreskog, Karl G.、Sörbom, Dag(1993)。LISREL 8: Structural Equation Modeling with the SIMPLIS Command Language。Scientific Software International。  new window
10.Kotler, Philip(1999)。Marketing management: analysis, planning, implementation and control。Prentice-Hall。  new window
11.Stern, Louis W.、Brown, Jay W.(1969)。Distribution Channels: A Social System Approach。Distribution Channel: Behavior Dimensions。Boston, MA。  new window
12.Stohl, C.、Redding, W. Charles(1987)。Messages and Message Exchange Processes。Handbook of Organizational Communication: An interdisciplinary Perspectives。Newbury Park, CA。  new window
13.Bucklin, Louis P.(1986)。Postponement, Speculation and the Structure of Distribution Channels。Marketing Theory: Classic and Contemporary Readings。Reading, OH。  new window
14.Rosenbloom, Bert(1987)。Marketing Channels。Marketing Channels。NY。  new window
單篇論文
1.El-Ansary, A. I.(1975)。A model for Evaluating Channel Performance，Louisiana State University。  new window
圖書論文
1.Guetzkow, Harold(1965)。Communications in Organizations。Handbook of Organizations。Chicago, IL：Rand McNally and Company。  new window
2.Reve, T.、Stern, L.(1986)。The Relationship between Interorganizational Form, Transaction Climate, and Economic Performance in Vertical Interfirm Dyads。Marketing Channels。Lexington, MA：Lexington Books。  new window
3.Raven, B. H.、Kruglanski, A. W.(1970)。Conflict and Power。The Structure of Conflict。New York：Academic Press Inc.。  new window
4.French, J. R. P.、Raven, B. H.(1959)。The Bases of Social Power。Studies in Social Power。Ann Arbor, MI：University of Michigan Press。  new window
5.McCammon, Bert C. Jr.(1963)。Alternative Explanations of Institutional Change and Channel Evolution。Toward Scientific Marketing。Chicago, IL：American Marketing Association。  new window
 
 
 
 
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