跳到主要內容

臺灣博碩士論文加值系統

(44.200.86.95) 您好!臺灣時間:2024/05/25 16:29
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

: 
twitterline
研究生:周世中
研究生(外文):Shih-Chung Chou
論文名稱:信任與權力對衝突影響之研究-零售通路商之觀點
論文名稱(外文):An Study of Conflict Effect Towards Trust and Power From Channel Retailer Perspectives
指導教授:許英傑許英傑引用關係
指導教授(外文):Ying-Kiate Kho
學位類別:碩士
校院名稱:國立高雄第一科技大學
系所名稱:行銷與流通管理所
學門:商業及管理學門
學類:行銷與流通學類
論文種類:學術論文
論文出版年:2005
畢業學年度:93
語文別:中文
論文頁數:113
相關次數:
  • 被引用被引用:14
  • 點閱點閱:615
  • 評分評分:
  • 下載下載:130
  • 收藏至我的研究室書目清單書目收藏:3
在零售通路產業中,上下游之間的合作與競爭一直存在著權力不平衡與不信任;因為這樣的權力不平衡與不信任經常導致雙方嚴重的衝突。這也使得製造商與零售通路商間的通路衝突一直是影響雙方合作及成長的最大問題。在過去行銷通路僅是行銷組合中後勤支援的角色,對於行銷通路衝突管理也侷限在製造商的權力、依賴、控制及衝突的解決等問題上做探討; 但若從實務面的角度來看,製造商與零售通路商間因為缺乏有效的溝通,同時製造商為驅使通路商朝著自己目標合作,導致製造商時常運用許多不同的權力來源強迫權力關係差距增大,使得製造商擁有相對大的權利;這樣的權力關係也造成彼此的信任降低,無法增進彼此的合作關係,也導致更多的非功能性衝突。
  因此,本文基於瞭解到信任與權利對眼鏡零售通路間衝突影響的重要性,以及學術上在此方面研究之缺乏,擬以眼鏡零售通路之信任與權利為研究重心,探討眼鏡零售通路之信任與權利對通路衝突的影響,以及從溝通及專屬性投資的角度來探討影響通路間信任,從強制性權力來源及非強制性權力來源的角度來探討影響通路權力的情形,最後探討信任與權力對於功能性衝突及非功能性衝突的影響。
為驗證本文所提出之論點,係以國內眼鏡零售通路作為問卷發放的研究對象。依據實證結果,本文之主要研究發現包含(一)強調非強制性權力來源對權利與信任的重要影響力。(二)製造商在行使權力之前應強化與零售通路商的信任,以提升功能性衝突並降低非功能性衝突。
The power imbalance and lack of trust on the Manufacture-retailer relationship has been long existing in the retailing sector of industry; this also gives rise to the conflict between them and also affects the cooperation and growth in the retail channel industry. In the past, the retail channel was only the backup in the distribution business. The management and examination of resolving conflicts on distribution channel was restricted on the perspective of power, reliance and control by the manufacturer. In view of practical side, the lack of communication between the manufacturer and the retailer, and the manufacturer has pushed the retailer to follow its way to achieve its own goals, together contribute to that power regimes has be augmented by the manufacturer. Such a scenario had resulted to the decrease of trust between the manufacturer and the retailer that worsen their relationship, hence more adverse impact on them.

The paper illustrates how the power and trust affect the impact of conflict on the optical retailing channel sector. Due to lack of academic research in this area, this paper aims to focus on the elements of trust and power in the optical retailing channel sector to explore the impact on the channel conflict and investigate the consequence thereof from the point of view of communication and dedicated investment. The paper further examines the factors affecting the channel power from the perspectives of the source of coercive power and non-coercive power. Finally it looks at the impact of trust and power on functional conflict and dysfunctional conflict.

To verify the hypothesis raised in this paper, the optical retail channel sector in Taiwan has been selected as the target for the questionnaire. Based on the results, the conclusions of this paper include: (1) highlight and illustrate how the sources of non-coercive power have the crucial impacts on the power and trust in the optical retail channel sector; and (2) the supplier should enhance the relationship with retail channel agents based on mutual trust before exercising its power, in order to reduce dysfunctional conflict whilst increasing the positive conflict.
中文摘要 i
英文摘要 ii
誌謝 iii
目錄 iv
表目錄 vi
圖目錄 vii
第一章 緒論 1
第一節 研究動機 1
第二節 研究目的 4
第三節 研究流程 5
第二章 文獻探討 7
第一節 通路權力 7
第二節 溝通 17
第三節 專屬性投資 19
第四節 信任 21
第五節 通路衝突 25
第六節 眼鏡經營現況分析 33
第三章 研究方法 37
第一節 研究架構 37
第二節 研究假設 39
第三節 變數定義與衡量 43
第四節 研究設計 48
第五節 問卷之信、效度分析 54
第六節 資料分析法 56
第四章 研究結果 57
第一節 基本資料分析 57
第二節 基本資料之差異性分析 59
第三節 各研究變項之相關分析 66
第四節 研究主要構念之迴歸分析 67
第五章 結論、意涵與建議 78
第一節 研究結論 78
第二節 實務與理論意涵 83
第三節 未來研究建議 86
參考文獻 106
附錄 研究問卷 114
中文部分
1.游東曉,1994,「臺灣飲料業行銷通路權力與衝突之研究」,國立政治大學企業管理研究所。
2.游婷熙,2002,「非營利性組織溝通品質之研究:以兩個社會團體為例」,大葉大學工業關係研究所。
3.譚凱悌,2003,「轉換型領導對團隊凝聚力、群組效力與組織公民行為之影響」,世新大學觀光學研究所。
4.陳民選,2002,「行銷通路溝通品質影響因素之研究」,國立台灣科技大學企業管理研究所。
5.林桂鮮,2000,「行銷通路成員激勵影響因素之探討與實證」,國立台灣科技大學企業管理研究所。
6.楊偉智,2000,「以關係管理觀點探討新產品開發績效之研究」,靜宜大學企業管理研究所。
7.蕭文河,2004,網路效應對廠商競爭地位影響之研究-以台灣線上遊戲為例,朝陽科技大學企業管理研究所。
8.李明仁,2001,「虛擬社群與網友忠誠度之研究」,國立台灣科技大學資訊管理研究所。
9.施朝欽,1999,「虛擬與實體通路的整合之研究」,國立台灣科技大學管理研究所。
10.邱新球,1999,「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。
11.石文宏,1999,「個人電腦批發商與零售商權力關係之研究」,國立中興大學企業管理研究所。
12.羅家德,葉永助,1998,台灣高科技產業網絡初探-以PC產業為例,東亞企業轉型及社 會變遷國際研討會發表文章,台中:東海大學。
13.陳月琴,1999,「跨國製造合作廠商間競合關係與策略發展研究─NIKE、豐泰、寶成 間的三角關係」,國立東華大學國際企業研究所。
14.古永嘉,1996,「國內共同基金績效持續性之研究」,國立中興大學企業管理研究所。
15.楊國樞、文崇一、吳聰賢及李亦園(民78)。社會及行為科學研究法。台北:東華。
16.黃俊英,多變量分析,台北:中國企業研究所,2000,第七版。
17.方世杰,1999,”產研研發聯盟之廠商特質、技術移轉特性、互動機制與績效之研究 ”,管理學報,第十六卷,第四期,頁633-659。Arthur Anderson 知識管理模式http://www.apqc.org

英文部分
1.Anderson, Erin and Barton A. Weitz, 1989, “Determinants of Continuity in Conventional Industrial Channel Dyads,” Journal of MarketingScience, Vol.8, pp.310-323.
2.Anderson, J. C. and J. A. Narus, 1984, “A Model of the Distributor's Perspective of Distributor-Manufacturer Working Relationships,”Journal of Marketing, Vol. 48, issue 4, pp.62-74, Fall.
3.Anderson, James C., and Narus, James A., 1990, “A Model of Distributor Firm and Manufacturer Firm Working Partnerships,”Journal of Marketing, Vol. 54,issue 1, pp.42-58.
4.Andrson, Erin and Barton A. Weitz, 1992, “Determints of Continuity in Conventional; Industrial Channel Dyads,”Journal of Marketing Science, Vol.8, pp.310-323
5.Beecham, M. A & Cordey-Hayes, M., 1998, “Partnering and and Knowledge transfer in the U.K. motor industry,” Technovation, Vol.18, No.3, pp191-205.
6.Bigley, G.A., & Pearce, J.L. 1999, “Straining for Shared Meaning in Organization Science: Problems of Trust and Distrust,” Academy of Management Journal, Vol.23, issue 3, pp.405-421.
7.Blau, P. M., 1964, “Exchange and Power in Social Life,”New York: John Wiley & Sons, Inc.
8.Brown, James R., Robert F. Lusch and Darrel D. Muehling, 1983,“Conflict and power-dependence relations in retailer-supplier channels.”Journal of Retailing, Vol.59, pp.53-80.
9.Dahl, Robert A., 1957, “The Concept of Power,” Behavioral Science, Vol.2, pp.201-218.
10.Danny, M. & Jamal, S., 1996, “The resource-based view of the firm in two environments: The Hollywood film studios from 1936-1965,” Academy of Management Journal, Vol. 39:3, pp519-529.
11.Deutsch, M., 1962, “Cooperation and Trust: Some Theoretical Notes,” in Nebraska Symposium on Motivation, Marshall R. Jones, ed. Lincoln: University of Nebraska Press, pp.275-320.
12.Deutsch, M., 1960, “The Effect of Motivational Orientation Upon Trust and Suspicion,” Human Relations, Vol. 13, pp.123-139.
13.Doney, P. M. and J. P. Cannon, 1997, “An examination of the nature of trust in buyer-seller relationship,” Journal of Marketing, Vol.61 issue 2, pp.35-51.
14.Dyer, J.H., 1997, “Effective Inter-firm Collaboration: How Firms Minimize Transaction Value,” Strategic Management Journal, Vol.18, pp. 553-556.
15.Dyer, J.H. and Singh, H., 1998, “The Relational View: Cooperative Strategy and Sources of Inter-organizational Competitive Advantage,” Academy of Management Review, Vol.23, No.4, pp. 660-679.
16.EI-Ansary, A. L. & Stern. L. W., 1988,“Marketing Channels,”Eaglewood Cliffs, N. J.: Prentice-Hall.
17.El-Canary, Adel I. and Louis W. Stern, 1972, “Power Mmeasurement in the Distribution Channel,” Journal of Marketing Research, Vol. 9, pp.47-52.
18.Emerson, R. M., 1962,“Power-dependence Relation,”American Sociological Review, Vol. 27, pp. 31- 41
19.Etgar, M., 1979,“Sources and types of intrachannel conflict,”Journal of Retailing, Vol.55:issue 1, pp. 61-78.
20.Etgar, Michael, 1977, “Channel Environment and Channel Leadership,” Journal of Marketing Research, Vol. 14, pp. 69-76.
21.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, pp. 50-69.
22.French, John R. and Bertram Raven, 1959, “The Bases of Social Power,” In Studies in Social Power. Ann Arbor: University of Michigan Press for Social Research pp.150-167.
23.Gaski, John F., 1984, “The Theory of Power and Conflict in Channels of Distribution,”Journal of Marketing, Vol.48, pp. 9-29.
24.Gaski, John F.; Nevin, John R; 1985, “The differential Effects Exercised and Unexercised Power Sources in a Marketing Channel,”Journal of Marketing Research, Chicago, Vol. 22, iss. 2, pp. 130-142.
25.Gassenheimer, J. B., Davis, J. C., & Dahlstrom, R., 1998.“Is dependent what we want to be? Effects of incongruency,”Journal of Retailing, Vol. 74:issue 2,pp. 247-271.
26.Giffin, K., 1967, “The Contribution of Studies of Source Credibility to a Theory of Interpersonal Trust in the Communication Process,” Psychological Bulletin, Vol. 68 issue 2, pp.104-120.
27.Griffin R. W., 1996,“Managing Interpersonal Relations and Communication,” Management, 5thed. , Houghton Miffin Company Press,.
28.Griffith, D. & Harvey, M., 2001, “A resource perspective of global dynamic capabilities,” Journal of International Business Studies, Vol. 32:2, pp597-606.
29.Gulati, R., 1995a, “Does Familiarity Breed Trust? The Implication of Repeated Ties for Contractual Choice in Alliances,” Academy of Management Journal, Vol. 38, pp.85-112.
30.Gundlach, Gregory T., Achrol, Ravi S., and Mentzer, John T., 1995, “The Structure of Commitment in Exchange.”, Journal of Marketing, Vol. 59, pp.78-92.
31.Hardy, K. G., & Magrath, A. J. 1988,“Marketing Channel Management:” Strategic Planning and Tactics. Illinois: Scott Publishing.
32.Heide, Jan B. And George John, 1988, “The role Of Dependence Balancing In Safeguarding Tansaction-Specific Assets In Conventional Channels,”Journal Of Marketing, Vol. 52, pp.20-35.
33.Hunt, Shelby D. and John R. Nevin, 1974, “Power in a Channel of Distribution: Sources and Consequences,” Journal of Marketing Research, Vol.6, pp.186-193.
34.Hurley, R. F. & Hult, G. T. M., 1998, “Innovation, market orientation, and organization learning: An integration and empirical examination,” Journal of Marketing, Vol.62, No3, pp.42-54.
35.Jao, I. Y., 1997, “The interaction-learning effects in border manufacturing alliances,” The First International Management Conference, National Chi-Nam University, Puli.
36.Jap, S.D., 1999, “Pie-Expansion Efforts: Collaboration Processes in Buyer-Supplier Relationships,” Journal of Marketing Research, Vol.36, pp.461-475.
37.John F. Gaski, 1984,”The Theory of Power and Conflict in Channels of Distribution,” Journal of Marketing ,Vol.48, pp.9-29.
38.Johnson, Jean L; Sakano, Tomoaki; Cote, Joseph A; 1993,“The exercise of interfirm power and its repercussions in U.S.-Japanese channel relationships,” Journal of Marketing, Chicago; Vol. 57, iss. 2, pp.1-9.
39.Kale, Sudhir H., McIntyre, Roger P., 1991, “Distribution Channel Relationships in Diverse Cultures,”International Marketing Revew, Vol. 8, issue 3, pp.31-45.
40.Kasulis JJ, Spekman RE. , 1980, “A framework for the use of power ,” European Journal of Marketing, Vol. 14, pp. 180-191.
41.Kasulis, Jack J., Robert E. Spekman, and Richard p. Bagozzi, 1979, “A Taxonomy of Channel Influence: A Theoretical-Operational Framework,” in Future Directions of Marketing: Proceedings of Two European Colloquia, George Fisk et al., eds. Cambridge, MA: Marketing Science Institute, pp. 165-184.
42.Katsikeas, Constantine S, Mark Mark m h Goods, 2000“Sources of power in international marketing channel,”Journal of Marketing Management, Vol.16, no1-3, pp. 185-202.
43.Katz, D. and Kahn, R., 1966,“The Social Psychology of Organizations,”New York : John Wiley.
44.Kellar, M. Rao, C.P. and Sassen, R.E., 1998, “A Comprehensive Framework Examining the Issue Involved in the Distribution Channel Integration Decision,” Journal of Marketing Channels, Vol.23, 17-43.
45.Kotler, Philip, 1994, “Marketing Management: Analysis, Planning, Implementation, and Control,” 8th ed., New Jersey: Prentice-Hall, Inc.
46.Kumar, N., Scheer, L. K., & Steenkamp, J. E., 1995 ,. “The effects of perceived interdependence on dealer attitudes,” Journal of Marketing Research, Vol.32:iss3,pp.348-356.
47.Lusch, R. F., 1976 “Channel Conflict: Its impact on retailer operating performance,” Journal of Retailing, Vol. 52, pp. 3-12,89-90.
48.Lusch, Robert F., and Brown, James R., 1982, “A modified model of power in the marketing channel,”Journal of Marketing Research, Vol. 19, pp.312-323.
49.Mack, R. W. & Synder, R. C., 1957,“The analysis of social conflict: Toward an overview and synthesis,” Journal of Conflict Resolution, Vol. 1, pp. 212-248.
50.MacNeil, Ian R., 1982, “Comments to the workshop on transaction cost analysis in marketing,”Evanston, IL.
51.Mallen, Bruce, 1963, “A Theory of Retailer-Supplier Conflict, Control, and Cooperation,” Journal of Retailing, Vol.39, pp.24-32.
52.Michael Etgar, 1987,“Selection of an Effective Channel Control Mix,”Journal of Marketing ,Vol.42,pp.53-78.
53.Mohr, J. and Spekman, P., 1994,” Characteristics of Partnership Success: Partnership Attributes, Communication Behavior, and Conflict Resolution Techniques,” Strategic Management Journal, Vol.15, pp.135-152.
54.Mohr, J., and Nevin, J., 1990, “ Communication Strategies in Marketing Channel: A Theoretical Perspective,” Journal of Marketing, Vol.50, no.1, pp. 36-51.
55.Mohr, Jakki J., and Fisher, Robert J., and Navin, John R., 1996,“Collaborative Communication in Interfirm Relationships: Moderating Effects of Intergration and Control,” Journal of Marketing, Vol.60, issue3, pp.103-115.
56.Moorman, C., G. Zaltman, and R. Deshpande, 1992, “Relationships Between Providers and Users of Market Research: The Dynamics of Trust Within and Between Organizations,” Journal of Marketing Research, Vol.29, pp.314-328.
57.Morgan, Robert M. and Shelby D. Hunt, 1994, “The Commitment-Trust Theory of Relationship Marketing,” Journal of Marketing, Vol. 58, pp. 20-38.
58.Nunnally, J. C., 1978, “Psychometric Theory,” New York: Mcgraw- Hill.
59.Pelton, L.E., Strutton, D. and Lumpkin, J.R., 1997, “Marketing Channel: A Relationsship Management Approach,”Irwin/McGraw-Hill Companies.
60.Pruitt, D. G., 1981, “Negotiation Behavior,” New York: Academic Press, Inc.
61.Raven, Bertram H. and Kruglanski, Arie W., 1970, “Conflict and Power,”in Paul Swingle (ed.), The Structure of Conflict, New York: Academic Press, pp. 69-109.
62.Rawwas, Mohammed, Y. A., Vitell, S. J. and Barnes, J. H., 1997, “Management of Conflict Using Individual Power Sources: A Retailers' Perspective,” Journal of Business Research, Vol. 40, No. 1, pp. 49-65.
63.Robbins, Stwphen P., Management, Prentice-Hall, International, Inc., 1994, pp.549.
64.Robinson, D. R., The International Communication of Technology, A Book of Readings, Taylor & Francis, 1991.
65.Rosenberg, L. J. and Stern, L. W. (1971). “Conflict measurement in the distribution channel,”Journal of Marketing Research, Vol.8, iss4, pp. 437-442.
66.Rosenbery, L. J., 1974, “A new approach to distribution conflict management,”Business Horizons, October, pp.73.
67.Ross.Robert F. Lusch, and James R. Brown, 1982,“Power and Dependency in the Marketing Channel: A Methodological Note,”In Assessment of Marketing thought and Practice, Bruce J. Walker et al. (eds.),Chicago: American Marketing Association,pp.194-198.
68.Rotter, J., 1967, “A New Scale for the Measurement of the Interpersonal Trust,” Journal of Personality, Vol.35, no.4, pp. 651-665.
69.Schlenker, B. R., B. Helm, and J. T. Tedeschi, 1973, “The Effects of Personality and Situational Variables on Behavioral Trust,” Journal of Personality and Social Psychology, 25 no.3, pp.419-427.
70.Selnes, F. and J. Sallis, 2003, ”Promoting Relationship Learning,” Journal of Marketing, Vol.67, pp.80-95.
71.Simon, H. A., 1976, Administrative Behavior, N. Y.: The Free Press.
72.Sims, J. T., Foster J. R., and Woodside, A. G., 1977, “Marketing Channels Systems and Strategies,”Harper and Row, New York, p.205.
73.Sitkin, S. B. and N. L. Roth, 1993, “Explaining the Limited Effectiveness of Legalistic: Remedies for Trust/Distrust,” Organization Science, Vol.4, pp.367-392.
74.Sivades, E. and P. R. Dwyer, 2000, “An Examination of Organizational Factors Influencing New Product Success in Internal and Alliance-Based Processes,” Journal of Marketing, Vol. 64, pp.31-49.
75.Skinner, Steven J., Gassenheimer, Jule B., and Kelley, Scott W., 1992, “Cooperation in Supplier-Dealer Relations,”Journal of Retailing, Greenwich, Vol. 68, issue 2, pp. 174-193.
76.Skinner, Steven J., Jule B.Gassenheimer, Scott W Kelley, 1992,“Cooperation in Supplier-Dealer Relations,” Journal of Retailing, Vol. 68 issue 2, pp. 174-193.
77.Smith, J. B., and Barclay, D. W., 1997 “ The Effects of Organizational Differences and Trust on the Effectiveness of Selling Partner Relationship,” Journal of Marketing, Vol.61, no.1, pp. 3-21.
78.Sriram, V. and Venkapparao, M., 1990, “Determinants of Source Loyalty in Buyer-Seller Relationships,” National Association of Purchasing Management, pp. 21-26.
79.Stern, L. W., A. I. EI-Ansary and J. W. Brown. , 1989, “Management in Marketing Channels,”NJ: Prentice-Hall.
80.Stern, Louis W., and Gorman, Ronald H., 1969“Conflict in distribution channels: An exploration, in distribution channels: Behavioral dimensions,” Louis W. Stern, ed., Houghton Mifflin, NY, pp. 156-175.
81.Stern, L. W. and T. Reve, 1980, “Distribution Channels as Political Economies, A Framework for Comparative Analysis,” Journal of Retailing, Vol.44, issue 2, pp.52-64.
82.Tedeschi, James T., and Bonoma, Thomas V., 1972, “Power and influence: An introduction,” In the Social Influence Process.James T. Tedeschi, ed., Aldine-Atherton, Inc., Chicago, IL., PP.1-49.
83.Venkatesh R., Ajay K. Kohli, Gerald Zaltman, 1995, “Influence strategies in buying center,”Journal of Marketing, Vol. 59, pp.71-82.
84.Walters, C. Glenn and Blaise J. Bergiel, 1982, “Marketing Channels,” 2nd ed , Glenview, Ill.: Scott, Foresman.
85.Wilemon, David L., 1972, “Power and Negotiation Strategies in Marketing Channels,” The Southern Journal of Business, Vol. 7, pp. 12-32.
86.Wilkinson, I. F., 1974, “Researching the Distribution Channels for Consumer and Industrial Goods: The Power Dimension,” Journal of the Market Research Society, Vol. 16 no. 1, pp. 12-32.
87.Willamson, O.E., 1985,“The Economic Institutions: Using Hostages to Support Exchange,”American Economic Review, Vol.73, pp. 519-535.
88.Williamson, Oliver E., 1975, “Markets and hierarchies,” Analysis and antitrust implications, Free Press, NY.
89.Wilson, D.T., 1995, “An Integrated Model of Buyer-Seller Relationships,” Journal of the Academy of Marketing Science, Vol.23 no.4, pp. 335-345.
90.Yavas, Ugur, 1998,“The base of power in international channels,” International Marketing Review, Vol. 15, no.2/3, pp. 140-150.
91.Zaheer, A., B. McEvily and V. Perrone, 1998, “Does Trust Matter? Exploring the Effects of Interorganizational and Interpersonal Trust on Performance,” Organization Science, Vol. 9, pp.141-159.
92.Zand, D. E., 1972, “Trust and Managerial Problem Solving,” Administrative Science Quarterly, vol. 17 no. 2, pp.229-239.Williamsom, O. E., 1987, The economic institution of capitalism. NY: The Free Press.
QRCODE
 
 
 
 
 
                                                                                                                                                                                                                                                                                                                                                                                                               
第一頁 上一頁 下一頁 最後一頁 top