渠道冲突下成员间信任修复机制研究

发布时间：2018-05-28 08:40

本文选题：信任修复 + 感知公平　；参考：《科研管理》2017年10期

【摘要】：信任修复是企业间冲突发生后关系修复的重要内容,也是企业要面对的现实问题,而在理论研究中尚未得到重视。本研究旨在探讨渠道成员冲突后的信任修复过程,分析不同的修复策略(合作策略和竞争策略)对信任修复的影响,检验感知公平(程序公平与分配公平)的中介作用。研究发现:合作策略和竞争策略对能力信任修复和善意信任修复有直接影响,并通过感知公平的中介效应产生作用。其中合作策略对能力信任修复的正向影响显著大于对善意信任修复的影响;竞争策略对善意信任修复的负向影响显著大于对能力信任修复的负向影响。本文丰富了渠道关系修复理论,为企业管理渠道关系提供理论支撑和策略思路。
[Abstract]:Trust repair is not only an important part of the relationship repair after the conflict between enterprises, but also a realistic problem to be faced by enterprises, which has not been paid attention to in the theoretical research. The purpose of this study is to explore the process of trust restoration after channel members' conflict, analyze the influence of different repair strategies (cooperation strategy and competition strategy) on trust repair, and test the intermediary role of perceived fairness (procedural fairness and distributive fairness). It is found that cooperative strategy and competition strategy have direct influence on ability trust repair and goodwill trust repair, and play an important role in perceived fairness. The positive effect of cooperative strategy on ability trust repair is significantly greater than that on goodwill trust repair, and the negative impact of competition strategy on goodwill trust repair is significantly greater than that on ability trust repair. This paper enriches the theory of channel relationship repair and provides theoretical support and strategic thinking for enterprise management channel relationship.
【作者单位】：西南财经大学工商管理学院;
【基金】：西南财经大学“中央高校基本科研业务费专项资金”项目(项目号:JBK170920,起止时间:2017-2018;JBK160501,起止时间:2016-2018) 国家自然科学基金项目(项目号:71672150,起止时间:2017-2020) 教育部人文社科基金青年项目(项目号:13XJC30019,起止时间:2013-2016)
【分类号】：F272

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