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研究生:鄭琡璇
研究生(外文):Jeng , Chuh-Shyuan
論文名稱:影響策略與滿意度關係之研究-以資訊業為例
論文名稱(外文):The Relationships Between Influence Strategies and Satisfaction in Information Industry
指導教授:賴其勛賴其勛引用關係劉水深劉水深引用關係
指導教授(外文):Lai Chi ShiunShuei-Shen Liu
學位類別:碩士
校院名稱:大葉大學
系所名稱:工業關係研究所
學門:商業及管理學門
學類:其他商業及管理學類
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:93
中文關鍵詞:資訊業個人電腦經銷商影響策略通路成員滿意度
外文關鍵詞:Information IndustryInfluence strategiesSatisfaction
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本研究針對台北地區個人電腦經銷商資訊進行實證性研究,對於其通路之間的影響策略的運用對於通路成員滿意度的影響作一深入之探討,獲得的結果如下:
一、強制性影響策略對非經濟性滿意度有負向的關係、非強制性影響策略對經濟性滿意度有正向的關係、允諾策略對經濟性滿意度有正向的關係,此三項假設未獲得研究的支持。
二、供應商經常對經銷商使用強制性的影響策略,會降低經銷商的經濟滿意度。
三、供應商經常使用非強制性影響策略,則經銷商非經濟滿意度越高。
四、供應商經常使用允諾策略,則經銷商的非經濟滿意度越高。
五、供應商經常使用請求策略,則經銷商的經濟滿意度越高;經銷商對供應商的非經濟滿意度越低。
六、經銷商對供應商的非經濟滿意度增加時,對供應商的經濟滿意度也會隨之增加。
This study is aimed to find the relationship between the application of influence strategies and satisfaction between distributors and suppliers. Thus, we choose information industry to prove the relationship above, and finally, we get the results as follows:
(1)If the suppliers apply coercive influence strategies to the distributors more, the economic satisfaction of the distributors will decrease.
(2)If the suppliers apply non-coercive influence strategies, the non-economic satisfaction of the distributors will increase.
(3)If the suppliers apply recommendations to the distributors more, the correlation between high distributors’ economic satisfaction and low non-economic satisfaction will occur.
(4)If the non-economic satisfaction of the distributors increase, the economic satisfaction of the suppliers will increase as well.
目錄
封面內頁
簽名頁
授權書                      iii
中文摘要                     iv
英文摘要                     vi
誌謝                       vii
目錄                       viii
圖目錄                      
表目錄                      
第一章緒論
第一節研究背景與動機…………………………….…1
第二節研究目的………………………………………4
第三節研究步驟………………………………………4
第二章文獻探討
第一節影響策略理論……………………………………6
第二節通路成員滿意度的相關理論……………………19
第三節影響策略與通路成員滿意度間的關係…………23
第三章研究設計
第一節研究架構………………………………………27
第二節研究假設………………………………………28
第三節問卷設計與研究變數之操作性定義…………31
第四節抽樣設計與研究方法…………………………34
第四章資料分析與結果
第一節樣本基本資料之敘述性統計分析………………38
第二節樣本T檢定………………………………………41
第三節探索性因素分析…………………………………42
第四節樣本信效度分析…………………………………48
第五節驗證性因素分析………………………………..50
第六節LISREL整體模式分析………………………….56
第七節巢狀分析…………………………………………59
第五章結論與建議
第一節 結論………………………………………………67
第二節 管理意涵…………………………………………72
第三節 研究限制………………………………………..74
第四節 未來研究建議…………………………………..75
附錄 研究問卷…………………………………………………….77
參考文獻…………………………………………………………84
……
圖目錄
圖3-1-1本研究架構……………………………………………….28
圖4-5-1影響策略驗證性因素分析模式圖……………………….52
圖4-5-2滿意度驗證性因素分析模式圖………………………….53
圖4-7-1巢狀模式分析決策樹枝圖………………………………...61
圖4-7-1本研究之因果關係估計圖………………………………….66

表目錄
表2-1-1:影響策略的定義匯總………………………………………9
表2-1-2:影響策略的分類………………………………………13-15
表2-1-3:影響策略的衡量………………………………………17-22
表2-1-4:影響策略之相關研究結果……………………………23-25
表2-2-1:滿意度的定義……………………………………………27
表2-2-2:通路成員滿意度的衡量………………………………29-31
表2-3-1:影響策略與滿意度之相關研究結果……………………35
表3-3-1:研究變數的衡量方式…………………………………45-46
表3-4-1:樣本有效回收率表……………………………………….48
表4-1-1:經銷商經營型態分布情形……………………………….50
表4-1-2:在23家加盟店中的加盟型態分布情形………………..51
表4-1-3:經銷商的年平均營業額分布的情況……………………51
表4-1-4:經銷商銷售最主要供應商的產品銷售額佔全部銷售額的比例分配情形………………………………………………………..52
表4-1-5經銷商規模分布情況(以員工數代表)…………………….52
表4-1-6經銷商與祝要供應商合作年數分布的情況………………53
表4-2-1問卷各構面之Cronbach's α係數表…………………….54-55
表4-3-1影響策略轉軸後之因素矩陣…………………………...58-59
表4-3-2滿意度轉軸後之因素矩陣…………………………………60
表4-4-1影響策略模式之配適度評估……………………………….63
表4-4-1滿意度模式之配適度評估…………………………………65
表4-4-3參數值之相關矩陣………………………………………….67
表4-4-4影響策略與滿意度區別效度分析之結果表……………….67
表4-5-1 LISREL模型之隱藏與顯現變數表…………………….69-70
表4-6-1進行巢狀分析之五種模式之定義………………………….71
表4-6-2 巢狀模式分析表…………………………………………...72
表4-7-1相關矩陣………………………………………………...74-75
表4-7-2最大概似估計法(ML)之γ估計值…………………………76
表5-1-1各構念之關係檢定……………………………………...79-80
中文部分
1.吳明隆,SPSS統計應用實務,松岡電腦圖書資料有限公司,民國88年。
2.林千料,「供應商與經銷商策略整合影響因素之研究-以汽車業為例」,大葉大學事業經營研究所碩士論文,民國89年。
3.林佳妮,「通路依存度與影響能力對影響策略運用之研究」,大葉大學事業經營研究所碩士論文,民國89年。
4.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,民國86年。
5.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研究所碩士論文,民國89年。
6.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,民國85年。
7.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,民國83年。
8.陳紋欽,通路網路行成動機對通路網路結構,成員行為及運作績效之影響---以製造業為實證研究,國立雲林科技大學企管技術研究所論文,民國87年。
9.陳景堂,統計分析:SPSS for Windows入門與應用,儒林圖書有限公司,民國85年。
10.陳韶薇,企業成長階段與正式化關係之研究,中國文化大學國際企業管理研究所碩士論文,民國86年。
11.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,民國88年。
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