臺灣博碩士論文加值系統

　　由於環境及家庭煮食結構改變，漸漸的廚房產業發展也隨之轉變，由過去的廚房三機（除油煙機、瓦斯爐、熱水器）至現今的廚房五機（除油煙機、瓦斯爐、烘碗機、淨水器）。更由於產品技術門檻不高，同業間之競逐激烈，釵h原本沒有經營品牌的代工廠(OEM)及通路商(B&Q)眼見有利可圖，也紛紛投入研發製造並推出自有品牌，使得台灣廚房配備市場的競爭形式由傳統『價格之戰』漸漸轉為『通路之戰』。而本研究主要聚焦研究以經營廚房配備產業且經營品牌的企業與通路商之夥伴關係之探討。
　　台灣廚房配備製造商多數採用傳統通路的經銷的模式，透過經銷商銷售給最終消費者。此種間接通路的銷售模式，對於廚房配備製造商而言，維持穩定的通路關係更是明顯重要。
　　本研究藉由問卷發放，以與某廚配公司合作3~6年以上之通路商為對象進行研究探討，並以t檢定來驗證其夥伴關係。問卷共分為八個部份：第一部份為品牌知名度、信任度與夥伴關係，第二部份為產品品質的影響，第三部份為激勵活動與夥伴關係影響，第四部份為售後服務的影響，第五部份為專屬性投資的影響，第六部份為樣本統計分析，第七部份為通路商的信任與依賴變數分析，第八部份為研究假設驗証。
　　經由問卷分析建議廚房配備產業的製造商在與通路相關成員建立合作關係後，除了適時地建立互信之關係資本外，更應適切合宜再投資增長這些關係持續的創新思維或動作，以讓關係能繼續維持與發展，進而提昇雙方的關係績效。

　　As the structural changes in the environment and family cooking, the kitchen industry has gradually changed, from the kitchen of the past three machines (Hoods, gas stoves, water heaters) to today''s kitchen five machines (Hoods, gas stove, bake bowl machine, water purifier). Furthermore, since the threshold is not high technology products, intense competition for the same industry among many such formerly no foundry business brand (OEM) and distributors (B & Q) saw profitable, but also have R & D manufacture and launch its own brand, Taiwan Kitchen is equipped with competition in the market price of the conventional form of war by the gradually battle to distribution channels. The main focus of this research study, kitchen with industrial and business enterprise brand partnership with distributors of the study.
　　Taiwan manufacturers of kitchen equipment Most of the traditional model of distribution channels through distributors to sell to the most End consumer. Such indirect sales channel sales model, the kitchen is equipped with manufacturers to maintain a stable relationship is evident through the important road.
　　Through the questionnaire issued to cooperate with the Taiwan cherry 3 to 6 years of distributors to conduct study for the object, and to SPSS regression analysis to verify the partnership. Asked the ticket is divided into eight parts: The first part is brand awareness, trust and partnership, the second part of the product quality, the third part of the partnership to stimulate the activity and influence, the fourth part is the impact of after-sales service, the fifth part is the impact of specific investment, the sixth part of the statistical analysis of the sample, the seventh part of the distributor''s trust and rely on variable analysis, the eighth part of the research hypotheses.
　　Through the questionnaire in analyzing the proposals, the kitchen is equipped manufacturers and channel relevant members of the partnership, apart feom thw timely establishment of mutual trust and relationship capital, should be applicable to meet the establishment of mutual trust and relationship capital, should be applicable to meet the appropriate re-investment growth of thess relations continue to innovative thinking or action, so that relations can continue to maintain and develop the relationship further enhance performance.

1.張嘉雯、黃識銘，2003。組織間關係長期導向之影響因素的探討—中小企業特質的干擾作用。台灣管理學刊、第3卷、第1期。
2.周雅燕、何嘉惠、楊杏翬、蔣丞哲，2001。夥伴關係生命週期、關係前置因素與關係績效關聯性之研究。遠東學報、第19期。
3.簡志龍2005。台灣主機板公司在俄羅斯的通路激勵策略的探討碩士論文。大同大學事業經營研究所。
4.楊秉峰2004。通路成員新產品接受度對新產品績效影響之研究碩士論文。成奶j學企業管理研究所。
5.張世宗1998。不同激勵制度對新世代工作族群之激勵效果及對其工作滿足與組織承諾之影響—以一電腦製造公司為例。中央大學人力資源管理研究所。
6.呂慧津2009。以內部行銷的觀點探討員工滿意度與組織承諾研究－以本國某銀行為例。逢甲大學經營管理學院。
7.曾春燕(2003) 線上故障診斷模式與系統架構設計。成奶j學。
8.賴香菊(1997) 全球資訊網上智慧型售後服務系統參考架構之研究。大葉學報、第六卷、第一期。
9.朱素玥、方文昌(2006) 關係信任與關係學習對關係績效影響之研究— 結合交易成本理論與社會交換理論觀點。第十一屆直銷學術研討會。
10.黃美娟、黃蘭瑛(2005) 以交易成本理論及資源依賴理論探討合資企業的信賴威之關係。彰化師範大學企業管理學系。
11.周雅燕、何嘉惠、楊杏翟、蔣丞哲(2001) 夥伴關係生命週期、關係前置因素與關係績效關聯性之研究。遠東技術學院企管系。
12.林陽助、李宜致、林吉祥、林婉婷( 2009) 折扣幅度、促銷方式與品牌知名度對消費者品牌評價及購買意願之影響—以行動電話為例。東吳經濟商業學報。
二、英文參考文獻
1.Aaker, D. A. (1996), “Measuring brand equity across products and markets.” California Management Review, 38, No.3,pp. 102-20.
2.Aderson, J. C. and J. A. Narus, 1990, A Model of Distributor Firm and Manufacture Firm Working Partnerships, Journal of Marketing, 54( Jan): ,pp.42-58.
3.Ailawadi, K., Farris, P. and Shames, E., 1999, “Trade Promotion: Essential to Selling through Resellers”, Sloan Management Review, 41, ,pp. 83-92.
4.Anderson and B. Weitz,1989, Determinants of Continuity in Conventional Industrial Channel Dyads, Marketing Science(Fall): ,pp.310-323.
5.Anderson, E and B. A. Weitz, 1992, The Use of Pledges to Build and Sustain Commitment in Distribution Channels, Journal of Marketing Research, 29(Feb): ,pp.18-34.
6.Berry L. and Parasurman A., 1991, Marketing Services－Competing Through Quality, New York, The Free Press.
7.Bourlakis, C. and Bourlakis, M. (2005), "Information technology safeguards, logistics asset specificity and fourth-party logistics network creation in the food retail chain", The Journal of Business & Industrial Marketing, Vol. 20, Iss. 2/3, ,pp. 88.
8.Coase, R.H. (1937), “The Nature of the Firm,” Economica, New Series, 4(16), November, ,pp.386-405.
9.Coase, R.H. and Ronald Harry (1988), The Firm, the Market, and the Law, Chicago: University of Chicago Press.
10.Davidow, Willian H. and Bro Uttal 著，全面顧客服務-決勝 90 年代的終極武器，尉謄蛟譯，長河出版社，民國 80 年 6 月。
11.Gamble, A., G.T. Charlton, and R. Ranyard (2002), Euro-illusion: psychological insights into price evaluations with a unitary currency.”, Eur Psychol, 7, No..
12.Gill, J. and Butler, R. J. (2003), "Managing Instability in Cross-Cultural Alliances", Long Range Planning, Vol. 36, Iss. 6, Dec, ,pp. 543.
13.Gilliland, D.I., 2003, “Toward a business-to-business channel incentives classification scheme.” Industrial Marketing Management, 32 (1), ,pp.55– 67.
14.Gilmour, Peter, “Customer Service: Differentiation by Marketing Segment, ” International Journal of Physical Distribution and Materials Management, Vol.7, No.3, pp.145, 1977.
15.Hallen, L., Johanson, J. and Seyed-Mohamed, N. (1991), "Interfirm Adaptation in Business Relationships", Journal of Marketing, Vol. 55, Iss. 2, ,pp. 29.
16.Heide, Jan B. and George John (1990), “Alliances in Industrial Purchasing: The Determinants of Joint Action in Buyer-Supplier Relationships,” Journal of Marketing Research, 27(1), February, ,pp.24-36.
17.Heilman, C. M., D. Bowman, and G.P. Wright(2000), “The Evolution of Brand Preferences and Choice Behaviors of Consumers New to a Market.” Journal of Marketing Research, 37, No.2, pp.139-55.
18.Hoyer, W. D. and S. P. Brown(1990), “Effects of brand awareness on choice for a common, repeatpurchase product.” Journal of Consumer Research, 17, No.2, pp. 141-8.
19.Hultink, E.J. and Atuahene-Gima, K., 2000, “The Effect of Sales Force Adoption on New Product Selling Performance.” Journal of Product Innovation Management,17(6), ,pp.435-450.
20.Kamins, M. A., and L. J. Marks(1991), “The Perception of Kosher as a Third Party Certification Claim in Advertising for Familiar ＆ unfamiliar Brands.” Journal of Academy of Marketing Science,91, No.3, pp.177-85.
21.Keller, K. L.(1993), “Conceptualizing, Measuring, and Managing Customer-Based Brand Equity.”Journal of Marketing, 57, No.1, pp.1-22.
22.Kumar Nirmalya.Scheer Lisa K The Effects of Perceived Interdependence on Dealer Attitudes 1995(3)

23.Kumar, B. N. (1995 Special Issue), Partner-selection-criteria and success of technology transfer: a model based on learning theory applied to the case of Indo-German technical collaborations", Management International Review, Vol. 35, No. 1, ,pp.. 65-78.
24.Kwon, Ik-Whan G. and Taewon Suh (2004), “Factors Affecting the
Lalonde, Bernard J. and Paul H. Zinszer,“Customer Service: Meaning and Measurement, ” National Council of Physical Distribution Management, Chicago, pp.281, 1976.
26.Laurent, G., J. N. Kapferer, and F. Roussel(1995), “The underlying structure of brand awareness scrores.”, Marketing Science, 14, No.3, pp. 170-9.
27.Level of Trust and Commitment in Supply Chain Relationships,” The Journal of Supply Chain Management, 40(2), Spring, ,pp. 4-14.作者?
28.Macdonald, E. K and B. M. Sharp(2000), “Brand Awareness Effects on Consumer Decision Making for a Common, Repeat Purchase Product：A replication.” Journal of Business Research 48, No.1,頁碼?
29.Rosenbloom B., 1990, “Motivating Your International Channel Partners.” Business Horizons, 13(2), ,pp.53-57.
30.Rosenbloom, B., 1999, Marketing Channels: A Management View, 6thEdition, New York, Dryden Press.
31.Suresh K. Nair and Tarasewich, P., 2003, “A Model and Solution Method forMultiperiod Sales Promotion Design.” European Journal of Operational Research,150 (3), ,pp.672-687.
32.Weiss, A.M. and E. Anderson (1992), “Converting From Independent to Employee Salesforces: The Role of Perceived Switching Cost,” Journal of Marketing Research, 29(February), ,pp. 101-115.
33.Williamson, O.E. (1975), Markets and Hierarchies: Analysis and Antitrust Implitions, New York, The Free Press.
34.Zeithaml V.A. and Bitner M.J., 2000, Service Marketing, 2ndedition, MJ,McGraw-Hill.