51关系营销导向对企业使用渠道权力的影响

发布时间：2016-08-26 12:15

本文关键词：关系营销导向对企业使用渠道权力的影响，由笔耕文化传播整理发布。

一１２４一管理科学学报２００８年６月；ｒｅｆｅｒｅｎｔ，舯ｄｌｅ舀ｔｉｍａｔｅｐｏｗｅ；［３２］ｓｈ锄ｄａ８ａｎｉ；ｐｏｒｅＰ，ＫｅｈＨＴ，ｃｈ明ＫｏｆＴＳ．１１１；［３３］№ｉｅｒ；ｉｎｐｅ璐ｐｅｃｔｉｖｅ［Ｊ］．ＪｏｕｍａｌＧＢ；ａ［３５］ＫａｌｅＳＨ．Ｄｅａｌｅｒｐｅｒｃｅｐ；ｋｅｔｉｎｇＲｅｓｅａｒｃｈ，１９８６，２３（４；［３６］Ｆｍｉｅｒ；［３７

一１２４一管理科学学报２００８年６月

ｒｅｆｅｒｅｎｔ，舯ｄｌｅ舀ｔｉｍａｔｅｐｏｗｅｒ∞ｕｒｃｅｓ［Ｊ］．ＪｏｕｍａｌｏｆＭａｒｋｅｔｉｎｇＲｅｓｅａｒｃｈ，１９８６，２３（Ｆｅｂ．）：６２—－７７．

［３２］ｓｈ锄ｄａ８ａｎｉ

ｐｏｒｅＰ，ＫｅｈＨＴ，ｃｈ明ＫｏｆＴＳ．１１１ｅｅ佑ｃａｃｙｏｆｐｏｗｅｒ锄ｄｉｎｎｕｅｎｃｅｓｔｒａｔｅ舀ｅｓｉｎａｃｏｎｖｅｎｔｉｏｎａｌｃｈａｎｎｅｌ：Ａｓｉｎｇａ—

［３３］№ｉｅｒ

ｉｎｐｅ璐ｐｅｃｔｉｖｅ［Ｊ］．ＪｏｕｍａｌＧＢｕｓｉｎｅｓｓ＆１１１ｄｕｓｔｒｉａｌＭａｒｋｅｔｉｎｇ，２００１，１６（１）：２ｌ—３８．Ｌ，ＳｕｍｍｅｒｓＪ．Ｉｎｔｅｒ６ｍｉｎｎｕｅｎｃｅｓｔｒａｔｅｇｊｅｓ明ｄｔｌＩｅｉｒ印ｐｌｉｃａｔｉｏｎ埘ｔｈｉｎｄｉｓｔ曲ｕｔｉｏｎｃｈ蛐ｅｌｓ［Ｊ］．ＪｏｕｎｌａｌｏｆＭａｒＩ【ｅｔｉｎｇ，１９８４，４８（３）：４３?５５．［３４］ＫｕｒＴｍＮ，ｓｃｈｅｅｒＬＫ，ｓｔｅｅｎｋ帅ｐＪＥＭ．Ｉｎｔｅｒｄｅｐｅｎｄｅｎｃｅ，ｐｕｎｉｔｉｖｅ０ｆｃａｐａｂｉｌｉｔｙ，粕ｄｔｌｌｅｒｅｃｉｐｒｏｃａｔｉｏｎｏｆｐｕｎｉｔｉＶｅａｃｔｉｏｎｓｃｈ蛐ｅｌ比ｌａｔｉｏ璐ｈｉｐｓ［Ｊ］．Ｊｏ哪ａｌＭａｒｋｅｔｉｎｇＲｅｓｅａｒｃｈ，１９９８，３５（２）：２２５—－２３５．

ａ［３５］ＫａｌｅＳＨ．Ｄｅａｌｅｒｐｅｒｃｅｐｔｉｏｎｓｏｆｍａｎｕｆａｃｔｕｒｅｒｐｏｗｅｒ町ｌｄｉｎｎｕｅｎｃｅｓｔｍｔｅｇｉｅｓｉｎｄｅｖｅｌｏｐｉｎｇｃｏｕｎｔｒｙ［Ｊ］．Ｊｏ岍ａｌ０ｆＭａｒ－

ｋｅｔｉｎｇＲｅｓｅａｒｃｈ，１９８６，２３（４）：３８７—３９３．

［３６］Ｆｍｉｅｒ

［３７］鼬ｍＧＬ，Ｒ０ｄｙＲＣ．．１１ｌｅｕ鸵ｏｆｉｎｎｕｅｎｃｅｓ岫ｔｅ画ｅｓｉｎ山ｅｉｎｔｅｍ皿ｒｅｌａｔｉｏｎｓｈｉｐ８ｉｎｉｎｄｕｓｔｒｉａｌｐｍｄｕｃｔｃｈ咖ｅｌｓ［Ｊ］．０ｆｔｈｅＡ－Ｊｏｕｎｌａｌ“Ｍａｒｋｅｔｉｎｇ，１９９１，５５（Ｊ帆ｕａｒｙ）：５２—６９．Ｋ．０ｎＩｎｔｅｒｆｉ丌ｎｐｏｗｅｒ，ｃｈａ叩ｅｌｃｌｉ眦ｔｅ，蛐ｄ∞ｌｉｄ撕ｔ）ｒｉｎｉｎｄｕｓ研ａｌｄｉｓｔｒｉｂｕｔｏ璐．ｓｕｐｐｌｉｅｒｄｙａｄｓ［Ｊ］．Ｊｏｕｍａｌ

ｃａｄｅｍｙ“Ｍ盯ｋｅｔｉｎｇｓｃｉｅｎｃｅ，２０００，１２（１）：３ｌ—３２．

［３８］ＲｅｙｎｏｌｄｓＮＬ，ｓｉｍｉｎｔｉ瑚Ａｃ，Ｄｉａｍｎｔｏ叫ｌ∞Ａ．１１１ｅｏｒｅｔｉｃａｌｊｕｓｔｉｆｉｃａｔｉ∞“ｓ锄ｐｌｉｎｇ

Ｊｏｕｍａｌｏｆｃｈｏｉｃｅｓｉｎｉｎｔｅｍａｌｉｏｎａｌｍａｒｋｅｔｉｎｇｒｅ８ｅ眦ｈ：Ｋｅｙ

８０—－８９．ｉｓ８ｕｅ８蛐ｄｇｌＪｉｄｅｌｉｎｅ８ｆｏｒｒｅｓｅａｒｃｈｅ瑁［Ｊ］．Ｉｎｔｅ咖ｔｉｏｎａｌＢｕｓｉｎｅｓｓｓｔｕｄｉｅｓ，２００３，３４（１）：

［３９］ＨａｉｒＪＦ，Ａｎｄｅ璐ｏｎＲＥ，Ｔａｔｌｌ锄ＲＬ，以甜．Ｍｕｌｔｉｖａ五ａｌｅＤａｔａＡｎａｌｙｓｉｓｗｉｔｌｌＲｅａｄｉｎ铲（４山Ｅｄ８．）［Ｍ］．ＮＪ：Ｐｒｅｎｔｉｃｅ．

Ｈａｕ，Ｉｎｃ．，１９９５．

［４０］庄贵军，席酉民．中国营销渠道中私人关系对渠道权力使用的影响［Ｊ］．管理科学学报，２００４，７（６）：５２—２．

ｚｈｕ衄ｇＧｕｉ－ｊｕｌｌ，ｘｉＹｏｕ－ＩＩＩｉｎ．，，１１ｌｅｉｍｐａｃｔｏｆｐｅｒ∞ｎａｌｇｕａｎ】【ｉｏｎｅｘｅｒｃｉｓｅｓｏｆｐｏｗｅｒｉｎｃｈｉｎａｍａｒｋｅｔｉｎｇｃｈ龃ｎｅｌｓ［Ｊ］．Ｊｏｕ卜ｎａｌｏｆＭ卸ａｇｅｍ朗ｔＳｃｉｅｎｃｅｓ抽Ｃｈｉ船，２００４，７（６）：５２—６２．（ｉｎＣｂｊｎｅ∞）

［４１］庄贵军，周筱莲．权力、冲突与合作：中国工商企业之间的渠道行为研究［Ｊ］．管理世界，２００２，（３）：１１７—１２４．

ＺｈｕａｎｇＧｕｉ－ｊｕｎ，ＺｈｏｕＸｉａ０一ｌｉａｎ．Ｐｏｗｅｒ，ｃｏｎｎｉｃｔ，卸ｄｃ００ｐｅｍｔｉｏｎ：ＡｎｅｍｐｉｒｉｃａＪｓｔｕｄｙ∞ｍａｒｋｅｔｉｎｇｃｈａｎｎｅｌｂｅｈａｖｉｏ娼ｂｅｔｗｅｅｎｍ卸ｕｆ缸ｔｕｒｅｒｓａｎｄｒｅｔａｊｌｅ璐ｉｎｃｈｉｎａ［Ｊ］．Ｍａｎａｇｅｍｅｎｔｗｏｒｌｄ，２００２，（３）：１１７—１２４．（ｉｎｃｈｉｎｅｓｅ）

Ｉｍｐａｃｔｏｆｒｅｌａｔｉｏｎｓｈｉｐｍａｒｋｅｔｉｎｇｏｒｉｅｎｔａｔｉｏｎ

ｍａｒｋｅｔｉｎｇｃｈａｎｎｅｌｓｏｎｆｉｒｍｓ’ｅｘｅｒｃｉｓｅｓｏｆｐｏｗｅｒｉｎ

Ｚ日泓ⅣＧＧｕｉ咖ｎ１，ＸＵ耽ｎ２，册Ｕ彪ｏＤ—Ｚｉｏ儿３

ＵｎｉＶｅｒｓｉｔｙ，Ｘｉ’卸７１００４９，Ｃｈｉｎａ：

１０００３２，Ｃｈｉｎａ；１．Ｓｃｈｏｏｌ０ｆＭａｎａｇｅｍｅｎｔ，Ｘｉ’ａｎＪｉａｏｔｏｎｇ２．ＴｈｅＤｅｐａｒｔｍｅｎｔｏｆ

３．Ｍａｒｋｅｔｉｎｇ，ＰＩＣＣ，ＢｅｉｊｉｎｇＭａｒｋｅｔｉｎｇＤｅｐａｒｔｍｅｎｔ，Ｘｉ’ａｎＩｎｓｔｉｔｕｔｅｏｆＦｉｎａｎｃｅａｎｄＥｃｏｎｏｍｉｃｓ，ｘｉ’粕７１００６１．Ｃｈｉｎａ

Ａｂｓｔｒａｃｔ：Ｂａｓｅｄｏｎｔｈｅｔｈｅｏｒｉｅｓｏｆｍａｒｋｅｔｉｎｇｃｈａｎｎｅｌｂｅｈａｖｉｏｒｓ肌ｄｒｅｌａｔｉｏｎｓｈｉｐｍａｒｋｅｔｉｎｇ，ｔｈｉｓｐａｐｅｒｅｍｐｉｒｉ－

ｆｉｎＴＩｓ’ｅｘｅｒｃｉｓｅｓｏｆｃｈａｎｎｅｌｐｏｗｅｒ．Ｉｔｃａｌｌｙｅｘｐｌｏｒｅｓｔｌｌｅｉｍｐａｃｔｏｆｒｅｌａｔｉｏｎｓｈｉｐｍａｒｋｅｔｉｎｇ

ｉｓｆｏｕｎｄｔｈａｔＲＭＯｈ鹅ａｐｏｓｉｔｉｖｅｅ矗－ｅｃｔｏｎｏｒｉｅｎｔａｔｉｏｎ（ＲＭＯ）ｏｎｆｉ珊ｓ’ｅｘｅｒｃｉｓｅｓ

６ｍｓ’ｐｏｗｅｒ

ｔｅｓｔｓｏｆｎｏｎｃｏｅｒｃｉｖｅｐｏｗｅｒ，ａｎｄｈ嬲ａｎｅｇａｔｉｖｅｍｏｄｅｒａｔｅｅ雎ｃｔｏｎｔｌｌｅｐｏｓｉｔｉｖｅｒｅｌａｔｉｏｎｓｈｉｐｂｅｈｖｅｅｎａＪｌｄ山ｅｉｒｅｘｅｒｃｉｓｅｓｏｆｃｏｅｒｃｉＶｅｐｏｗｅｒ．Ｔｈｅｐａｐｅｒｈ鹊ｏｎ附ｏｍａｊｏｒｃｏｎｔｒｉｂｕｔｉｏｎｓ，ｉ．ｅ．，ｉｔｐｍｐｏｓｅｓａｎｄｔｈｅｉｍｐａｃｔｏｆＲＭＯｆｉ肌ｓ’ｅｘｅｒｃｉｓｅｓ

ｃｏｎｔＩ．ｏｌ肌ｄ０ｆｐｏｗｅｒｉｎｍ小ｋｅｔｉｎｇｃｈａｎｎｅｌｓ，ａｎｄｉｔｒｅｖｉｓｅｓｔｌｌｅｍｅ船ｕｒｅｍｅｎｔｏｆＲＭＯｐｒｏｐｏｓｅｄａｎｄｕｓｅｄｂｙｐｒｅ、ｒｉｏｕｓｒｅｓｅａｒｃｈｅｒｓ．Ｔｈｅｆｉｎｄ－ｉｎｇｓｏｆｔｈｅｐａｐｅｒｍａｙｈｅｌｐｐｒａｃｔｉｔｉｏｎｅｒｓｔｏｍａｋｅｂｅｔｔｅｒ

ｒｅｌａｔｉｏｎｓｈｉｐｓ．ｓ眦ｅ舀ｅｓｆｏｒｃｈａｎｎｅｌｎ．ｅａｔｍｅｎｔ０ｆｃｈａｎｎｅｌ

Ｋｅｙｗｏｒｄｓ：ｒｅｌａｔｉｏｎｓｈｉｐｍａｒｋｅｔｉｎｇｏ而ｅｎｔａｔｉｏｎ；ｃｈａｎｎｅｌｐｏｗｅｒ；ｅｘｅｒｃｉｓｅｓｏｆｃｏｅｒｃｉＶｅｐｏｗｅｒ；ｅｘｅｒｃｉｓｅｓｏｆ

ｃｏｅｒｃｉｖｅｐｏｗｅｒｎｏｎ—

万方数据　

关系营销导向对企业使用渠道权力的影响

作者：

作者单位：庄贵军，徐文，周筱莲， ZHUANG Gui-jun， XU Wen， ZHOU Xiao-lian庄贵军,ZHUANG Gui-jun(西安交通大学管理学院,西安,710049)，徐文,XU Wen(中国人保控

股集团总公司销售管理部,北京,100032)，周筱莲,ZHOU Xiao-lian(西安财经学院市场营销

系,西安,710061)

管理科学学报

JOURNAL OF MANAGEMENT SCIENCES IN CHINA

2008,11(3)

1次刊名：英文刊名：年，卷(期)：被引用次数：

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引证文献(1条)

1.庄贵军.范明远.曾仕龙企业政策因素对灰色采购行为倾向的影响[期刊论文]-管理科学学报 2010(10)

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