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題名：探討通路商合作關係下通路衝突的研究
書刊名：危機管理學刊
作者：陳恒毅 引用關係／王建順
作者(外文)：Chen, H. Y.／Wang, C. S.
出版日期：2016
卷期：13:1
頁次：頁69-78
主題關鍵詞：認知失調；交易成本；內容分析法；Social exchange theory；Delphi method；Analytic hierarchy process；Cram school
原始連結：連回原系統網址new window
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  • 被引用次數被引用次數:期刊(0) 博士論文(0) 專書(0) 專書論文(0)
  • 排除自我引用排除自我引用:0
  • 共同引用共同引用:43
  • 點閱點閱:16
本文分別從文獻探討方式(認知失調、交易成本理論、投機主義觀點)，釐清代理商-經銷商關係合作上之通路衝突的要素為何?由於本研究產業是聚焦於醫藥生技產業，其製劑的生產時程及複雜度較高、更需嚴格的品管要求，故生產效率往往比不上傳統化學藥品。故此產業在供應鏈合作關係的維繫下會面臨著價格上的削價競爭、專利過期而無法及時創造另一波產品生命周期的壓力，因此此種產業鏈的特性有其獨特的研究價值。本研究透過訪談方式，選取代理商-經銷商配對方式(20 對: 共40 位訪談者)的受訪稿中，依內容分析法之編碼、解碼，釐清各要素的語幹，共計有十項與幹。並據以次數比例分析從中歸類為高度、中度通路衝突中的危機管理因子，提供實務上的管理建議。
This study discuss respectively what are cognitive conflict factors for ＂agent and dealer＂ in channel cooperation on cognitive dissonance theory、transaction cost and Opportunism. This study we collect and investigate related literatures by interview to propose how the decision-making model to response and manage conflicts among distributor partners. By implementing a phenomenological research and 40 participants’ lived experiences encounters through a series of content analysis codes, the essence, 3 theoretical factors and 10 indexes of channel conflicts were presented. Two clusters of crisis management were also classified.
期刊論文
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5.何雍慶、黃淑琴(20021000)。從交換理論與對偶觀點探索商業友誼結構。中華管理評論，5(4)，35-54。  延伸查詢new window
6.Kwon, Ik-Whan G.、Suh, Taewon(2004)。Factors Affecting the Level of Trust and Commitment in Supply Chain Relationships。The journal of Supply Chain Management，40(2)，4-14。  new window
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8.劉水深(19921200)。外銷通路權力來源與通路控制力之研究。大葉學報，1(1)，141-160。new window  延伸查詢new window
9.Angeles, R.、Nath, R.(2001)。Partner congruence in electronic data interchange: Enabled relationships。Journal of Business Logistics，22(2)，109-127。  new window
10.Aronson, E.(1997)。Back to the future: Retrospective review of Leon Festinger's: A theory of cognitive dissonance。The American Journal of Psychology，110(1)，127-137。  new window
11.Chen, H. Y.、Jen, S. P.(2013)。Explore the key incidents of ethical sales behavior in social network: the perspective of opportunism。International Journal of Crisis Management，5(1)，1-7。  new window
12.Das, T. K.、Teng, B. S.(2000)。Instabilities of strategies alliance: An internal tensions perspective。Organization Science，11(1)，77-101。  new window
13.Hallen, L.、Johnson, J.、Seyed-Mohamed, N.(1991)。Inter-firm adaption in business relationships。Journal of Marketing，55(2)，29-37。  new window
14.Hu, T. L.、Sheu, J. B.(2005)。Relationships of channel power, noncoercive influence strategies, climate and solidarity: A real case study of the Taiwan PDA industry。Industrial Marketing Management，34(5)，447-461。  new window
15.Joshi, A. W.、Stump, R. L.(1999)。The contingent effect of specific asset investments on joint action in Manufacturing-Supplier relationships: An empirical test of the moderating role of reciprocal west investments。Journal of the Academy Marketing Science，27(3)，291-305。  new window
16.Lassar, W. M.、Kerr, J. L.(1996)。Strategy and control in supplier-distributor relationship: An agency perspective。Strategic Management Journal，17(8)，613-632。  new window
17.何雍慶、吳文貴(20070600)。企業行銷通路關係之研究--華人與西方關係觀點的整合。交大管理學報，27(1)，87-113。new window  延伸查詢new window
18.Hibbard, Jonathan D.、Kumar, Nirmalya、Stern, Louis W.(2001)。Examining the Impact of Destructive Acts in Marketing Channel Relationships。Journal of Marketing Research，38(1)，45-61。  new window
19.Kim, K. K.、Park, S. H.、Ryoo, S. Y.、Park, S. K.(2009)。Inter-organizational cooperation in buyer-supplier relationships: Both perspectives。Journal of Business Research，63(8)，863-869。  new window
20.Selnes, F.、Sallis, J.(2003)。Promoting relationship learning。Journal of Marketing，67(3)，80-95。  new window
21.Stump, Rodney L.、Heide, Jan B.(1996)。Controlling supplier opportunism in industrial relationships。Journal of Marketing Research，33(4)，431-441。  new window
22.Anderson, J.、Narus, J. A.(1990)。A model of distributor firm and manufacturer firm working partnership。Journal of Marketing，54，42-58。  new window
23.Emerson, Richard M.(1962)。Power-dependence relations。American Sociological Review，27(1)，31-41。  new window
24.Gruen, Thomas W.、Summers, John O.、Acito, Frank(2000)。Relationship marketing activities, commitment, and membership behaviors in professional associations。Journal of Marketing，64(3)，34-49。  new window
25.Moorman, Christine、Zaltman, Gerald、Deshpande, Rohit(1992)。Relationships between Providers and Users of Market Research: The Dynamics of Trust within and between Organizations。Journal of Marketing Research，29(3)，314-328。  new window
26.Smith, J. Brock、Barclay, Donald W.(1997)。The effects of organizational differences and trust on the effectiveness of selling partner relationships。Journal of Marketing，61(1)，3-21。  new window
27.Goodman, Lester E.、Dion, Paul A.(2001)。The determinants of commitment in the distributor-manufacturer relationship。Industrial Marketing Management，30(3)，287-300。  new window
28.方世杰、方世榮(20020700)。從交易成本與代理理論探討醫藥行銷通路--以行為規範與控制機制為調節變數。管理評論，21(3)，1-24。new window  延伸查詢new window
學位論文
1.黃識銘(2008)。關係黑暗因子對關係績效的影響-社會交換理論觀點(博士論文)。國立中興大學。new window  延伸查詢new window
2.Kennlly, S. J.(1997)。A structural analysis of interorganizational relations in the Health Service Industry(博士論文)。Pennsylvania state University。  new window
圖書
1.Festinger, F.(1957)。A theory of cognitive dissonancem。Illionis：Row, Peterson。  new window
2.Gronroos, G.(1997)。Value-driven relational marketing products to resources and competences。Journal of Marketing Management。  new window
3.Hakanasson, H.、Snehota, I.(1998)。The burden of relationship or who's next。Oxford：Pergamon。  new window
4.Newell, F.(2003)。Why CRM does not work: How to win by letting customers manage the relationship。New Jersey：Bloomberg Press。  new window
5.Bruhn, Manfred(2003)。Relationship Marketing: Management of Customer Relationships。London, England：Pearson Education Limited。  new window
6.Stern, Louis W.、El-Ansary, Adel I.、Coughlan, Anne T.(1996)。Marketing Channels。Prentice-Hall。  new window
7.Blau, Peter Michael(1964)。Exchange and Power in Social Life。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
 
 
 
 
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