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引文資料
題名:
The Effect of Retailer Conflicts by Corporate Channel Strategy
書刊名:
Pan-Pacific Management Review
作者:
廖國鋒
/
朱宗緯
/
李堯賢
作者(外文):
Liaw, Gou-fong
/
Zhu, Zong-wei
/
Lee, Yao-hsien
出版日期:
2004
卷期:
7:1
頁次:
頁1-18
主題關鍵詞:
通路結構
;
通路權力
;
衝突管理
;
Channel conflict
;
Destructive conflict
;
Constructive conflict
原始連結:
連回原系統網址
相關次數:
被引用次數:期刊(0) 博士論文(0) 專書(0) 專書論文(0)
排除自我引用:0
共同引用:
3
點閱:15
本研究主要探討行銷通路中,供應商權力來源的運用及權力對衝突管理的影響,過去有關通路的實證中,大多強調抑制破壞性衝突結果的產生,而忽略了建設性衝突所產生的正面效果,因此,本文將衝突區分為破壞性衝突和建設性衝突,並探討通路權力與通路衝突的關係,此結果將有助於通路衝突管理。樣本資料是從調查156家個人電腦經銷商中獲得,主要研究結果如下: 一、供應商非強制性權力來源的運用對權力具有正相關,衝突發生時,可間接降低破壞性衝突結果,增加建設性衝突結果。而強制性權力來源的運用對破壞性衝有直接正相關。 二、在個別權力來源運用中,不論在關係式或分離式通路結構,只有法定權的運用對建設性衝突具有正相關。 三、建設性衝突在關係式通路結構中顯著大於分離式通路結構。
以文找文
Dual distribution system is commonly seen in industrial markets. Although transaction cost and relationship-marketing theory have been successfully ap-plied to explaining distribution decisions, conflicts among retailers within dual channel are yet to be fully discussed in empirical study. Basically, when a manufacturer sells its product through two different channels, retailers will conflict and compete, given that they have to sell the same product at different prices. The purpose of this paper is to investigate conflicts between the manu-facturer and retailer within a dual channel. Based upon the power and conflict theory, this paper aims to build a conceptual model to explain channel conflicts in a dual channel structure. We dichotomize conflict into constructive and de-structive conflict types in order to further probe the content of conflict. Find-ings show that use of coercive power source will impact destructive conflict positively and significantly, while use of non-coercive power source impacts constructive conflict positively and significantly. Use of power is a mediator between use of power source and conflict. To conclude, we propose some managerial suggestions to manufacturers.
以文找文
期刊論文
1.
Weitz, B. A.、Jap, S. D.(1995)。Relationship Marketing and Distribution Channel。Journal of the Academy of Marketing Science,23,305-320。
2.
Brickley, James A.、Dark, Frederick H.(1987)。The Choice of Organizational Form: The Case of Franchising。Journal of Financial Economics,18(2),401-420。
3.
Buch, P.(1980)。The Sales Manager's of social Power and Influence upon the Sales Forces。Journal of Marketing,16,64-73。
4.
Etgar, M.(1977)。Channel Environment and Channel Leadership。Journal of Marketing Research,14(1),69-76。
5.
Gallini, N. T.、Lutz, N. A.(1995)。Dual Distribution and Royalty Fees in Franchising。The Journal of Law, Economics & Organization,8,479-501。
6.
Gaski, J. F.(1986)。Interrelations Among a Channel Entity's Power Sources: Impact of the Exercise of Reward and Coercion on Expert, Referent, and Legitimate Power Sources。Journal of Marketing Research,23,62-77。
7.
Haugland, S.、Reve, T.(1993)。Relational Contracting and Distribution Channel Cohesion。Journal of Marketing Channels,2,27-60。
8.
Heide, Jan B.、Dutta, S.(1998)。Exclusive dealing and business efficiency: Evidence from industry practice。Journal of Law & Economics,41(2),365-387。
9.
Hunt, Shelby D.、Nevin, J. R.(1974)。Power in a Channel of Distribution。Journal of marketing,48,9-29。
10.
Menon, A.、Bharadwaj, S. G.、Howell, R.(1996)。The quality and effectiveness of marketing strategy: Effects of functional and dysfunctional conflict in intraorganizational relationships。Journal of the Academy of Marketing Science,24(4),299-313。
11.
Kim, K.(2000)。On Interfirm Power, Channel Climate, and Solidarity in Industrial Distributor-Supplier Dyads。Journal of the Academy of Marketing Science,28(3),388-405。
12.
Boyle, Brett A.、Dwyer, F. R.(1995)。Power, Bureaucracy, Influence, and Performance: Their Relationships in Industrial Distribution Channels。Journal of Business Research,32(3),189-200。
13.
Lusch, Robert F.(1976)。Sources of Power: Their Impact on Intrachannel Conflict。Journal of Marketing Research,13(4),382-390。
14.
Brown, James R.、Lusch, Robert F.、Muehling, Darrel D.(1983)。Conflict and Power Dependence Relations in Retailer-Supplier Channels。Journal of Retailing,59(4),53-80。
15.
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。
16.
Rawwas, M. Y. A.、Vitell, S. J.、Bernes, J. H.(1997)。Management of Conflict Using Individual Power Sources: A Retailers' Perspective。Journal of Business Research,40(1),49-64。
17.
Dutta, Shantanu、Bergen, Mark、Heide, Jan B.、John, George(1995)。Understanding dual distribution: The case of reps and house accounts。Journal of Law, Economics, and Organization,11(1),189-204。
18.
Gaski, John F.(1984)。The Theory of Power and Conflict in Channels of Distribution。Journal of Marketing,48(3),9-29。
19.
El-Ansary, Adel I.、Stern, Louis W.(1972)。Power Measurement in the Distribution Channel。Journal of Marketing Research,9(1),47-52。
學位論文
1.
Hsieh, Jen-ho(1993)。The study of power relations in marketing channels of personal computer firms(碩士論文)。National Chung-shan University School。
2.
胡同來(19970000)。行銷通路特性,溝通流程與通路績效之研究:資訊業個人電腦行銷通路實證(博士論文)。國立臺灣大學。
延伸查詢
圖書
1.
Bucklin, Louis P.(1966)。A Theory of Distribution Channel Structure。Institute of Business and Economic Research, University of California。
2.
Stern, Louis W.、EI-Ansary, Adel I.(1988)。Marketing Channels。Englewood Cliffs, NJ:Prentice-Hall。
3.
Stern, Louis W.、EI-Ansary, A. I.(1992)。Marketing Channels。Englewood Cliffs, NJ:Prentice-Hall。
4.
Wei, Chi-lin(1993)。Strategic Marketing。Taipei:China Times Publishing Co.。
5.
Pride, William M.、Ferrell, O. C.(1991)。Marketing: Concepts and Strategies。NJ:Houghton Mifflin Inc.。
6.
Stern, Louis W.、El-Ansary, Adel I.、Coughlan, Anne T.(1996)。Marketing Channels。Prentice-Hall。
圖書論文
1.
French, Jogn R. P. Jr.、Raven, B. H.(1959)。The Bases of Social Power。Studies in Social Power。University of Michigan Press。
2.
Raven, B. H.、Kruglanski, A. W.(1970)。Conflict and Power。The Structure of Conflict。New York:Academic Press Inc.。
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