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研究生:顏文宏
研究生(外文):YEN, WEN-HONG
論文名稱:衛浴設備經銷商管理模式與策略之研究—以C公司為例
論文名稱(外文):Research on the Management Mode and Strategy of Bathroom Equipment Distributors—For Example of C Company
指導教授:吳春光吳春光引用關係
指導教授(外文):WU, CHUN-KUANG
口試委員:酈芃羽蘇盈月
口試委員(外文):LI, PENG-YUSU, YING-YUEH
口試日期:2021-05-14
學位類別:碩士
校院名稱:輔仁大學
系所名稱:科技管理學程碩士在職專班
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:2021
畢業學年度:109
語文別:中文
論文頁數:92
中文關鍵詞:通路策略通路權力通路氣候通路績效衛浴設備
外文關鍵詞:Channel powerChannel strategyChannel climateChannel performanceBathroom equipment
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中文題目:衛浴設備經銷商管理模式與策略之研究—以C公司為例
校(院)系所組別:輔仁大學科技管理碩士學位學程在職專班
研究生:顏文宏
指導教授:吳春光 博士
論文頁數:92頁
關鍵詞:通路策略、通路權力、通路氣候、衛浴設備、通路績效
論文摘要內容:
現今企業處於競爭激烈的環境,皆希望能達到持續獲利以及使產品能夠獲得高市占的經營目標。然而製造商能生產出品質好、價格有競爭力的商品但如果沒有銷售通路的配合與支援,產品就無法順利地轉移到消費者,對現今大多數的企業來說,掌握了銷售通路,就能掌握市場,而在銷售的通路中,經銷商被視為是企業銷售能力的延伸。通路在衛浴設備產業中,一直以來都處在重要的地位,而如何透過經銷商管理運用良好的通路策略得以提升整體通路績效,引起本研究想要探討的動機。
本研究以衛浴設備的經銷通路為研究對象,探討供應商對經銷商的管理模式與策略,透過相關文獻探討參考以往學者的相關研究之文獻理論整理出本研究的理論架構,透過問卷調查法,搜集資料後進行敘述性統計及信度與效度等分析,再以PLS偏最小平方法分析線性結構模式來探討衛浴設備經銷商的管理模式與策略,找出較佳的管理模式與策略能對通路績效產生良好的影響。
研究發現:當供應商使用經濟性權力來源時,便會採取非強制型通路策略,且與通路成員的關係持續性具有正向影響;當供應商對經銷商使用經濟性權力來源時,則與通路成員的關係持續性具有正向的影響;而供應商與經銷商之間維持良好的關係持續性,對整體通路績效具有正向的影響。因此得知供應商對經銷商較佳的管理模式與策略,為當供應商運用經濟性權力來源時所採取的非強制型通路策略,可使通路成員間之合作關係維持良好的持續性發展,有了良好的關係持續性對於通路績效的提昇就具有正向的影響。

Title of Thesis:Research on the Management Mode and Strategy of Bathroom Equipment Distributors—For Example of C Company
Name of Institute:MS Program in Technology Management,
College of Management, Fu Jen Catholic University
Name of Student:Yen, Wen-Hong
Advisor:Dr. Wu, Chun-Kuang
Total Pages:92 Pages
Key Words:Channel power, Channel strategy, Channel climate, Channel performance, Bathroom equipment
Abstract:
Nowadays, companies are in a fiercely competitive environment, all hoping to achieve sustained profitability and the goal of achieving high market share for their products. However, manufacturers can produce products with good quality and competitive prices, but without the cooperation and support of sales channels, the products cannot be smoothly transferred to consumers. For most companies today, if they master the sales channels and can master the market, then in the sales channels, distributors are regarded as an extension of the company's sales capabilities. Channels have always been in an important position in the bathroom equipment industry, and how to use good channel strategies through dealer management to improve the overall channel performance is the motivation for this study.
This research takes the distribution channels of bathroom equipment as the research object, discusses the management models and strategies of suppliers to dealers, discusses related literature and sorts out the theoretical framework of this research by referring to the literature theory of previous scholars' related studies, and through questionnaire surveys After collecting data, analyze the narrative statistics, reliability and validity and then analyze the linear structure model with the PLS (partial least square) method to explore the management model and strategy of the bathroom equipment distributor and find the better management model and strategy can have a good impact on channel performance.
The study found that when suppliers use economic power sources, they will adopt non-mandatory channel strategies, and the continuity of the relationship with channel members has a positive impact. When a supplier uses a source of economic power for a distributor, the continuity of the relationship with channel members has a positive impact. Maintaining good continuity of relationships between suppliers and distributors has a positive impact on overall channel performance. Therefore, we know the supplier’s better management model and strategy for dealers is the non-mandatory channel strategy adopted when the supplier uses the source of economic power, which can enable the cooperative relationship between channel members to maintain a good and sustainable development. Good relationship continuity has a positive impact on the improvement of channel performance.

第壹章 緒論 1
第一節 研究背景與動機 1
第二節 研究目的 5
第三節 研究方法 7
第四節 研究流程與架構 8
第貳章 文獻探討 11
第一節 衛浴設備產業概況 11
第二節 通路權力、通路策略與通路氣候 15
第三節 通路績效 27
第四節 相關文獻探討 30
第參章 研究方法 37
第一節 研究架構與研究假說 37
第二節 研究變數之操作性定義與衡量 42
第三節 問卷設計、研究對象與抽樣設計及資料蒐集 46
第四節 資料分析方法、效度與信度分析 50
第肆章 資料分析與結果 53
第一節 樣本資料分析 53
第二節 信效度分析 59
第三節 模型假說驗證 64
第四節 衛浴設備經銷商管理之策略 71
第伍章 結論與建議 73
第一節 研究結論 73
第二節 管理意涵 76
第三節 研究限制與後續研究建議 78
參考文獻 81
附錄-問卷 89

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3.博、碩士論文
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4.其他:無作者或缺一作者
1._________,凱撒股份有限公司108年度年報,2019年。

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