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題名：通路權力、通路氣候及通路策略對通路績效影響研究--以彩妝業實證
書刊名：行銷評論
作者：謝文雀 引用關係／紀舒哲 引用關係／胡同來 引用關係／田方治
作者(外文)：Hsieh, Wen-chueh／Chi, Shu-che／Hu, Tung-lai／Tien, Fang-chi
出版日期：2010
卷期：7:4
頁次：頁423-445
主題關鍵詞：通路權力；通路策略；通路氣候；通路績效；Channel power；Channel strategy；Channel climate；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(1) 博士論文(1) 專書(0) 專書論文(0)
  • 排除自我引用排除自我引用:1
  • 共同引用共同引用:0
  • 點閱點閱:80
本研究以台灣地區彩妝業行銷通路之經銷商爲研究對象，透過問卷調查法，以LISREL線性結構模式探討該產業供應商與經銷商間之間通路權力的運用、通路策略及通路氣候對通路績效所產生之影響。研究發現，通路權力對通路策略有正向影響；而通路權力對通路氣候之影響不顯著；通路策略對通路氣候爲正向關係；通路策略與通路氣候皆對通路績效有正向影響。
Applying the inquiry to LISREL and using the questionnaire to probe channel power in the cosmetic industry, the main empirical findings are as follows. A cosmetic channel dealer has verified that this research has explored the relationships among all the variables and has also provided a marketing strategy with a reference, which it is expected to contribute to channel membership enhancement.
期刊論文
1.Johnson, J. T.、Barksdale, H. C. J.、Boles, J. S.(2003)。Factors Associated with Customer Willingness to Refer Leads to Salespeople。Journal of Business Research，56(4)，257-263。  new window
2.Van Bruggen, G. H.、Kacker, M.、Nieuwlaat, C.(2005)。The impact of channel function performance on buyer-seller relationships in marketing channels。International Journal of Research in Marketing，22(2)，141-158。  new window
3.Wilson, H.、Daniel, E.(2007)。The multi-channel challenge: A dynamic capability approach。Industrial Marketing Management，36(1)，10-20。  new window
4.Wathne, Kenneth H.、Heide, Jan B.(2000)。Opportunism in interfirm relationships: Forms, outcomes, and solutions。Journal of Marketing，64(4)，36-51。  new window
5.El-Ansary, Adel I.、Stern, Louis W.(1972)。Power Measurement in the Distribution Channel。Journal of Marketing Research，9(1)，47-52。  new window
6.Heide, Jan B.、John, George(1990)。Alliances in Industrial Purchasing: The Determinants of Joint Action in Buyer-Supplier Relationships。Journal of Marketing Research，27(1)，24-36。  new window
7.Mohr, J. J.、Nevin, J. R.(1990)。Communication strategies in marketing channels: a theoretical perspective。Journal of Marketing，54(4)，36-51。  new window
8.Anderson, Erin W.、Weitz, Barton(1989)。Determinants of continuity in conventional industrial channel dyads。Marketing Science，8(4)，310-323。  new window
9.Kumar, Nirmalya、Scheer, Lisa K.、Steenkamp, Jan-Benedict E. M.(1995)。The Effects of Perceived Interdependence on Dealer Attitudes。Journal of Marketing Research，32(3)，348-356。  new window
10.Poppo, Laura、Zenger, Todd R.(2002)。Do formal contracts and relational governance function as substitutes or complements?。Strategic Management Journal，23(8)，707-725。  new window
圖書
1.Stern, Louis W.、El-Ansary, Adel I.、Coughlan, Anne T.(1996)。Marketing Channels。Prentice-Hall。  new window
2.Kotler, Philip、Ang, S. H.、Leong, S. M.、Tan, C. T.(2003)。Marketing management: An Asian perspective。Prentice Hall。  new window
其他
1.Brown, J. R., Grzeskowiak, S. & Dev, C. S.(2009)。Using influence strategies to reduce marketing channel opportunism: The moderating effect of relational norms。  new window
2.Coughlan, T. A., Anderson, E., Stern, L. W. & E1-Ansary, A. I.(2005)。Marketing Channel，Prentice Hall。  new window
3.Hu, T. L. & Sheu, J. B.(2005)。Relationships of channel power, noncoercive influence strategies, climate, & solidarity: A real case study of the Taiwanese PDA industry。  new window
4.Coughlan, T. A., Anderson, E., Stern, L. W. & E1-Ansary, A. I.(2001)。Channel Management，Prentice Hall。  new window
5.Webb, K. L. & Lambe, C. J.(2007)。Internal multi-channel conflict: An exploratory investigation & conceptual framework。  new window
6.Anderson, E., Leonard, M. & Weitz, B. A.(1987)。Resource allocation behavior in conventional channels。  new window
7.Hammond, K. L., Brown, G. & Harmon, H. A.(1996)。Interorganizational Climate Within Marketing Channels: Analysis of a Measure。  new window
8.Nicholson, C. Y., Compeau, L. F. & Sethi, R.(2001)。The Role of Interpersonal Liking in Building Trust in Long-Term Channel Relationships。  new window
9.Walter, A, Mueller, T. A., Helfert, G. & Wilson, D. T.(2002)。Delivering Relationship Value: Key Determinant for Customers’ Commitment。  new window
10.Mehta, R., Larsen, T., Rosenbloom, B. & Ganitsky, J.(2006)。The impact of cultural differences in U.S. business-to-business export marketing channel strategic alliances。  new window
11.Kyu, K. K., Umanath, N. S. & Kim, B. H.(2005)。An Assessment of Electronic Information Transfer in B2B Supply-Channel Relationships。  new window
12.Stern, L. W., El-Ansary, A. I. & Brown, J. R.(1989)。Management inMarketing Channels，New Jersey：Prentice Hall。  new window
13.Stern, L. W. & El-Ansary, A. I.(1992)。Marketing Channels，Englewood Cliffs, NJ：Prentice-Hall。  new window
14.Anthony, D. J., Esther, G. & Kannan, S.(2006)。Channel Bargaining with Retailer Asymmetry。  new window
15.Rosenbloom, B. & Anderson, R.(1985)。Channel Management & Sales Management: Some Key Interfaces。  new window
16.Gorchels, L.(2003)。The Manager’s Guide to Distribution Channels，New York：McGraw Hill。  new window
17.Reve, T. & Stern, L. W.(1986)。The Relationship Between interorganizational Form, Transaction Climate, & Economic Performance in Vertical Interfirm Dyads，Lexington, MA：Lexington Books, Institute of Retail Management, New York University。  new window
18.Jagmohan, R. & Zhang, Z. J.(2005)。Channel Coordination in the Presence of a Dominant Retailer。  new window
19.Gundlach, G. T. & Achrol, R. S.(1993)。Governance in Exchange: Contract Law & Its Alternatives。  new window
20.Das, N. & Kasturi, V. R.(2004)。Building & Sustaining Buyer-Seller Relationships in Mature Industrial Markets。  new window
21.Corsten, D. & Kumar, N.(2005)。Do Suppliers Benefit from Collaborative Relationships with Large Retailers? An Empirical Investigation of Effieicnt Consumer Response Adoption。  new window
22.Raji, S. & Christine, M.(2005)。Strategic Firm Commitment & Rewards for Customer Relationship Management in Online Retailing。  new window
 
 
 
 
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