(54.236.58.220) 您好!臺灣時間:2021/03/01 19:00
字體大小: 字級放大   字級縮小   預設字形  
回查詢結果

詳目顯示:::

我願授權國圖
: 
twitterline
研究生:劉育青
論文名稱:影響策略、關係規範與績效關係之研究─以連鎖便利商店為例
論文名稱(外文):Influence Strategies, Relational Norms, and Performance in Chain Convenience Stores
指導教授:賴其勛賴其勛引用關係邴傑民邴傑民引用關係
學位類別:碩士
校院名稱:大葉大學
系所名稱:事業經營研究所
學門:商業及管理學門
學類:企業管理學類
論文種類:學術論文
論文出版年:2001
畢業學年度:89
語文別:中文
論文頁數:81
中文關鍵詞:影響策略關係規範績效連鎖便利商店
外文關鍵詞:Influence StrategiesRelational NormsPerformanceChain Convenience Store
相關次數:
  • 被引用被引用:6
  • 點閱點閱:88
  • 評分評分:系統版面圖檔系統版面圖檔系統版面圖檔系統版面圖檔系統版面圖檔
  • 下載下載:0
  • 收藏至我的研究室書目清單書目收藏:12
若能確保行銷活動中的合作與控制機制,將有助於通路成員間長期取向關係的發展,因此通路成員間如何透過不同影響策略的使用,與其對關係規範的影響,進而提升營運績效,更彰顯其重要性。
是故,本研究之研究目的為:(1)探討連鎖加盟總部之不同影響策略的使用對通路間夥伴之關係規範的影響。(2)探討關係規範的變化對加盟業者之營運績效的影響。(3)擬以連鎖加盟業(連鎖便利商店)作實證研究之對象。研究結果顯示:
1、當加盟總部經常使用非強制策略時,將有助於雙方間關係規範的提升;
2、加盟總部經常使用請求策略,對於雙方間的關係規範並無顯著之影響;
3、加盟總部經常使用允諾策略,可以增加雙方間的關係規範;
4、加盟總部經常使用強制策略,則會減少雙方間的關係規範;
5、加盟總部與加盟主之間的關係規範增加時,則會提高加盟主的績效。
The purpose of the study was to explore the effect of franchiser''''s influence strategies on relational norms and the influence of relational norms on franchisee''''s performance. The samples were chain convenience stores including 7-Evelen, Family and Hi-Life. The results revealed:
(1)The more the franchiser''''s using noncoercive strategies, the more relational norms between franchiser and franchisee;
(2)The more the franchiser''''s using promise strategies, the more relational norms between franchiser and franchisee;
(3)The more the franchiser''''s using coercive strategies, the less relational norms between franchiser and franchisee;
(4)The relational norms between franchiser and franchisee had positive effect on franchisee''''s performance.
目錄
封面內頁
簽名頁
授權書.............................................iii
中文摘要...........................................v
英文摘要...........................................vi
誌謝...............................................vii
目錄...............................................viii
圖目錄.............................................x
表目錄.............................................xi
第一章 緒論.....................................1
第一節 研究背景與動機...........................1
第二節 研究目的.................................3
第三節 研究流程.................................4
第四節 論文架構.................................5
第二章 文獻探討
第一節 影響策略.................................6
第二節 關係規範................................13
第三節 績效............................... 17
第三章 研究設計與方法
第一節 研究架構 ...............................  23
第二節 研究假設 ............................... 24
第三節 研究變數............................... 27
第四節 問卷設計         29
第五節 抽樣設計         32
第六節 研究方法         37
第七節 信效度分析         38
第四章 資料統計分析
第一節 樣本結構分析   45
第二節 描述性統計分析  48
第三節 LISREL整體模式分析      49
第四節 研究假設與研究發現     54
第五章 結論與建議
第一節 研究結論    58
第二節 研究貢獻    61
第三節 研究建議      63
第四節 研究限制         65
參考文獻 67
附錄 問卷 76
圖目錄
圖1-1 研究流程圖 4
圖3-1 本研究之概念性架構 23
圖4-1本研究之理論模型圖 50
圖4-2 本研究之SCDTs決策樹枝圖 52
圖4-3 本研究之路徑圖 57
表目錄
表2-1影響策略定義之整理 7
表2-2影響策略分類之整理 10
表2-3關係規範之構面 16
表2-4績效之評估指標彙整 18
表2-5零售商店營運績效評估指標 20
表3-1本研究衡量構面與問卷內容對照表 30
表3-2綜合商品零售業營業額變動 33
表3-3台灣主要連鎖便利商店 34
表3-4問卷發放情況 35
表3-5研究對象樣本之回收統計表 35
表3-6問卷調查方式之T檢定 36
表3-7影響策略之因素矩陣(轉軸後) 40
表3-8關係規範之因素矩陣(轉軸後) 41
表3-9績效之因素矩陣(轉軸後) 42
表3-10本研究之分項與總α係數 43
表3-11本研究之CFA相關資料 44
表3-12本研究之區別效度 44
表4-1受訪加盟店之基本資料 46
表4-2樣本回收詳細目錄 46
表4-3受訪加盟店之負責人或店長的基本資料 47
表4-4各構面之描述性統計 48
表4-5進行巢狀分析之五種模式的定義 51
表4-6巢狀分析之各個模型之相關資料 52
表4-7巢狀分析之卡方差異檢定 52
表4-8本研究模型之相關矩陣 53
表4-9本研究理論模式之評鑑結果 54
表4-10本研究最大概似估計法之γ估計 56
表4-11本研究最大概似估計法之β估計值 57
表5-1研究假設實證之彙整表 58
1.文永梁,「由製造商觀點探討買賣雙方合作屬性、相互依賴程度與合作績效─國內資訊硬體產業之實證」,逢甲大學企業管理研究所碩士論文,1999年。
2.江淑捐,「通路夥伴關係整合模型之研究─以中小企業為時證」,雲林科技大學企業管理系碩士班碩士論文,1999年。
3.李詩琦,「統計方法應用於銀行顧客滿意度模式之研究」,成功大學統計研究所碩士論文,2000年。
4.李偉誠,「便利商店加盟考量因素之探討」,台北大學企業管理研究所碩士論文,2000年。
5.吳明隆,SPSS統計應用實務,台北:松岡電腦圖書公司,民國88年11月,初版。
6.邱新球,「企業相依性、影響策略、衝突與績效關係之研究」,銘傳大學國際企業管理碩士論文,2000年。
7.林振祖,「行銷通路合作關係對績效及滿意度影響之研究」,中央大學企業管理研究所碩士論文,1997年。
8.林高偉,「供應商與經銷商聯合行動影響因素之研究--以汽車業為例」,大葉大學事業經營研究所碩士論文,2000年。
9.周泰華,杜富燕,零售管理,台北:華泰書局,民國86年9月,初版。
10.胡同來,「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」,台灣大學商學研究所博士論文,1996年。
11.陳定國,「台灣旅行業高階主管領導風格與領導績效之研究」,文化大學觀光事業學系碩士論文,1992年。
12.陳紋欽,「通路網路形成動機對通路網結構、成員行為及運作績效之影響─以製造業為實證研究」,雲林科技大學企業管理技術所碩士論文,1997年。
13.陳正昌、程炳林,SPSS、SAS、BMDP統計軟體在多變量統計上的應用,五南圖書出版公司,1994年。
14.蔡忠林,「零售商店經營績效評估模型建構之研究」,大葉大學事業經營研究所碩士論文,2000年。
15.劉鈞慈,「程序公平、組織承諾、信任與組織公民行為關係之研究─以我國產物保險產業為例」,銘傳大學管理科學研究所碩士論文,2000年。
16.譚文杰,「行銷通路權力關係對衝突管理影響之研究─資訊個人電腦行銷通路實證」,國防管理學院資源管理研究所碩士論文,1999年。
17.鐘志明,「企業文化、員工工作價值觀及組織承諾之關聯性研究-以台灣地區主要集團企業為例」,長榮管理學院經營管理研究所碩士論文,2000年。
1.Ambler T., Styles C. and Xiucun W.(1999),“The Effect o Channel Relationships and Guanxi on the Performance of Inter-Province Export Ventures in the People’s Republic of China”, International Journal of Research in Marketing , Vol.16(1), pp.75-87.
2.Anderson, J.C. and Gerbing, D.W.(1988), “Structural Equation Modeling in Practice:A Review and Recommended Two-Step Approach” , Psychological Bulletin , Vol.103(3), pp.411-423.
3.Brown and Frazier, G.L.(1978),“The Application of Channel Power:Its Effects and Connotations”, in ANA Summer Educatior’s Conference Proceedings. Chicago:American Marketing Association, pp.266-270.
4.Brown, Johnson, J.L. and Koening, H.F.(1995),“Measuring the Source of Marketing Channel Power:A Comparision of Alternative Approaches”, International Journal of Research in Marketing , Vol.12(4), pp.333-354.
5.Brown, Lush, R.F. and Darrel D. Muehling(1983),“Conflict and Power-Dependence Relations in Relations in Retailer-Supplier Channels”, Journal of Retailing , Vol.59(4), pp.53-80.
6.Boyle, B.A. and Dwyer, F.R.(1995), “Power, Bureaucracy, Influence, and Performance:Their Relationships in Industrial Distribution Channels”, Journal of Business Research , Vol.32, pp.189-200.
7.Boyle, B.A., Dwyer, F.R., Robicheaux, R.A. and Simpson, J.T.(1992),“Influence Strategies in Marketing Channels:Measures and Use in Different Relationship Structures”, Journal of Marketing Research , Vol.28 (November), pp.462-473.
8.Dess, Gregory B. and Peter s. Davis (1984), “Porter’s (1980) Generic Strategies as Determinants of Strategic Group membership and Organizational Performance”, Academy of Management Journal, 27(September) , pp.467-488
9.Dwyer, F.R.(1981),“Bargaining in an Asymmetrical Power Structure”, Journal of Marketing , Vol.45(1), pp.104-112.
10.Dwyer, F. R. and Gassenheimer, J.B.(1992),“Relational Roles and Triangle Dranas:Effects on Power Play and Sentiments in Industrial Channels”, Marketing Letters , Vol.3(2), pp.187-200.
11.Frazier, G.L. and Rody, R.C.(1991),“The Use of Influence Strategies in Interfirm Relationships in Industrial Product Channels”, Journal of Marketing , Vol.55(January), pp.52-69.
12.Frazier, G.L.(1983),“On the Measurement of Interfirm Power in Channels of Distribution”, Journal of Marketing Research , Vol.20(May), pp.158-166.
13.Frazier, G.L.(1984),“Interorganizational Exchange Behavior in Marketing ChannelsA Boradened Perspective”, Journal of Marketing , Vol.47(Fall), pp.68-78.
14.Frazier, G.L., Gill, J.D. and Kale, S.H.(1989),“Dealer Dependence Levels and Reciprocal Actions in a Channel of Distribution in a Developing Country”, Journal of Marketing , Vol.53(January), pp.50-69.
15.Frazier, G.L. and Summers, J.O.(1984),“Interfirm Influence Strategies and Their Application within Distribution Channels”, Journal of Marketing , Vol.48(Summer), pp.43-55.
16.Frazier, G.L. and Summers , J.O.(1986),“Perceptions of Interfirm Power and Its Use Within a Franchise Channel of Distribution”, Journal of Marketing Research , Vol.23(May), pp.169-76.
17.French, J.R.P. and Raven B.(1959),“The Bases of Socila Power”, in Studies in Social Power, Dorwin Cartwright, ed. Ann Arbor, MI:University of Michigan Press, pp.150-167.
18.Gary L. Frazier and John O. Summers (1984), “Interfirm Influence Strategies and Their Application within Distribution Channels”, Journal of Marketing, Vol.48, pp.43-55.
19.Gassenheimer, Jule B., Calantone, R.J., Schmitz, J.M. and Robicheaux, R.A.(1994),“Models of Channel Maintenance:What Is the weaker Party to Do?”, Journal of Business Research , Vol.30(3), pp.225-236.
20.Gassenheimer, J.B., and Scandura, T.A.(1993),“External and Internal Supplier Influences:Buyer Perceptions of Channel Outcomes”, Journal of the Academy of Marketing Science ,Vol.21(2), pp.155-160.
21.Gaski, J.F.(1986),“Interrelations Among a Channel Entity’s Power Sources:Impact of the Exercise of Reward and Coercion on Expert, Referent, and Legutumate Power Sources”, Journal of Marketing Research , Vol.23(February), pp.62-77.
22.Gaski, J.F., and Nevin, J.R.(1985),“The Differential Effects of Exercised and Unexercised Power Sources in a Marketing Channel”, Journal of Marketing Research , Vol.22, pp.130-142.
23.Gaski, John F.(1984),“The Theroy of Power and Conflict in Channels of Distribution”, Journal of Marketing , Vol.48(3), pp.9-21.
24.Geyskens I., Steenkamp, J.E.M., and Kumar N.(1999), “ A Meta-Analysis of Satisfaction in Marketing Channel Relationship”, Journal of Marketing Research , Vol.36(May), 223-238.
25.Gregory T. Gundlach, Ravi S.Achrol, and john T. Mentzer (1995), Journal of Marketing, vol.59 (January), pp.78-92.
26.Heide, Jan B. and John, George (1992), “Do Norms Matter in Marketing Relationships ?” Journal of Marketing Research , Vol.56 (April), pp.32-43
27.Hunt, S.D. and Nevin, J.R.(1974),“Power in a Channel of Distribution:Sources and Consequences”, Journal of Marketing Research ,Vol.11(May), pp.186-193.
28.James C. Anderson (1988), “Structural Equation Modeling in Practice: A Review and Recommended Two-Step Approach”, Psychological Bulletin, Vol.103, pp.411-423.
29.Joseph P. Cannon, Ravi S. Achrol, and Gregory T. Gundlach (2000), “Contracts, Norms, and Plural Form governance”, Journal of Marketing Science , Vol.28 , pp.180-194.
30.Kale, Sudhir H.(1986a),“Dealer Perceptions of Manufacturer Power and Influence Strategies in a Developing Country”, Journal of Marketing Research , Vol.23(November). pp.387-389.
31.Kale, Sudhir H.(1989b),“Dealer Dependence and Influence Strategies in a Manufacturer-Dealer Dyad”, Journal of Applied Psychology , Vol.74(3), pp.379-384.
32.Kasulis, Jack and Robert Spekman(1980),“A Farmework for the Use of Power”, European Journal of Marketing , Vol.14(4), pp.180-191.
33.Keith, J.E., Jackson, D.W. and Crosby, L.A.(1990),“Effects of Alternative Types of Influence Strategies Under Different Channrl Dependence Structures”, Journal of Marketing , Vol.54(July), pp.30-41.
34.Keysuk, K.(2000),“On interfirm power, channel climate, and solidarity in industrial distributor-supplier dyads”, Academy of Marketing Science. Journal , Vol.l28(3), pp.388-405.
35.Kumar N., Louis, W.S., and Achrol, R.S.(1992),“Assessing Reseller Performance Form the Perspective of the Supplier”, Journal of Marketing Research , Vol.29, pp.238-253.
36.Kumar, N.K., Scheer, L.K. and Steekamp, J.E.M(1998),“Interdependence, Punitive Capability,a nd the reciprocation of Punitive Actions in Channel Relationship”, Journal of Marketing Research , Vol.35(May), pp.225-235.
37.Lewis, M.C. and Lambert, D. M.(1991), “A Model of Channel Member Performance, Dependence, and Satisfaction”, Journal of Retailing , Vol.67(2), pp.205-255. 
38.Louis W. Stern and Adel I. El-Ansary (1992), :Marketing Channel-Assessing Marketing Channel Performance”, 4rd Edition, Chapter 11, p.495.
39.Lush, R.F.(1976),“Sources of Power:Their Impact on Intra-Channel Conflict”, Journal of Marketing Research ,Vol.13(August), pp.382-90.
40.Lusch, R.F. and Brown, J.R.(1996),“ Interdependenc, Contracting, and Relational Behavior in Marketing Channels ”, Journal of Marketing ,Vol.60(October), pp.19-38.
41.Mayo, D.T., Richardson, L.D., and Simpson, J.T.(1998), “The differential effects of the uses of power sources and influence strategies on channel satisfaction”, Journal of Marketing Theory and Practice , Vol.6(2), pp.16-25.
42.Mohr, J.J., Fisher, R.J. and Nevin, J.R.(1996),“Collaborative Communication in Interfirm Relationships:Moderating Effects of Integration and Control”, Journal of Marketing , Vol.60(July), pp.103-115.
43.Mohr, J.J. and Nevin, J.R.(1990),“Communication Strategies in Marketing ChammelA Theoretical Perspective”, Journal of Marketing , Vol.54(October), pp.36-51.
44.Neely, A., Geogory, M., & Platts, K., (1995), "Performance Measurement System Design," International Journal of Operations & Production Management, Vol. 15, No. 4, pp. 80-116
45.Robicheaux, Robert A. and Coleman, James E.(1975),“The Structure of Marketing Channel Realationalships”, Academy of Marketing Science. Journal , Vol.22(1), pp.38-62.
46.Robicheaux, Robert A. and El-Ansary, A.I.(1975),“A General Model for Understanding Channel Member Behavior”, Journal of Retailing , Vol.19(August), pp.312-323.
47.Rosenberg, Larry J., and Stern, L.W.(1971),“Conflict Measurement in the Distribution Channel”, Journal of Marketing Research , Vol.52(Winter), pp.437-442.
48.Ruekert, R.W., Walker, O.C. and Roering, K.J.,(1985), “The Organization of marketing Activities: A contingency Theory of Structure and Performance”, Journal of Marketing, Vol.49, pp.13-25.
49.Scheer, L.K. and Stern, L.W.(1992),“The Effect of Influence Type and Performance Outcomes on Attitude Toward the Influencer”, Journal of Marketing Research , Vol.29(February), pp.128-142.
50.Schul, L.K., Pride, W.M. and T.L. Little(1983),“The Impact of Channel Leadership Behavior on Intrachannel Conflict”, Journal of Marketing , Vol.47(Summer), pp. 21-34.
51.Simpson, J.T. and Mayo, D.T.(1997),“Relationship Management:A Call for Fewer Influence Attempts?”, Journal of Business Research ,Vol.39, pp.209-218.
52.Stank, T. P., and Lackey, C.W., (1997), "Enhancing Performance Through Logistical Capabilities In Mexican Maquiladora Firms," Journal of Business Logistics, Vol. 18, No. 1, pp. 91-123
53.Steers, R.M.,(1975), “Problems In The measurement Of Organization Effectiveness” Administrative science Quarterly, Vol.20 pp.546-548.
54.Stern and Reve T.(1980),“Distribution Channels as Political Economies:A Framework for Comparative Analysis”, Journal of Retailing , Vol.44(Summer), pp.52-64.
55.Tedeschi, James, Schlenker B., and Bonoma T.(1973),“Conflict, Power, and Games”, Chicago:Aldine Publishing Company.
56.Wilkinson, Ian(1979),“Power and Satisfaction in Channels of Distribution”, Journal of Retailing , Vol.55(2), pp.79-94.
57.Wilkinson, Ian and Kipnis D.(1978),“Interfirm Use of Power”, Journal of Applied Psychology , Vol.63(June), pp.315-320.
58.Yavas, U.(2000),“ Interfirm Influence Strategies in Channels of Distribution”, Journal of International Marketing Research , Vol.25(1), pp.3-12.
QRCODE
 
 
 
 
 
                                                                                                                                                                                                                                                                                                                                                                                                               
第一頁 上一頁 下一頁 最後一頁 top
無相關期刊
 
系統版面圖檔 系統版面圖檔