渠道成員激勵(lì)中的行為因素研究.pdf

1、分類(lèi)號(hào)UDC密級(jí)烈礴；舞凈牲走暈碩士學(xué)位論文渠道成員激勵(lì)中的行為因素研究ontheBehavioralFactorsintheIncentiveofChannelMembers黃晗指導(dǎo)教師姓名申請(qǐng)學(xué)位級(jí)別論文定稿日期學(xué)位授予單位學(xué)位授予日期陳濤教授答辯委員會(huì)主席：潘開(kāi)靈教授評(píng)閱人王海斌教授彭啟山教授篇II頁(yè)武漢科技大學(xué)碩士學(xué)位論文AbstractTherelationshipmanagementofdistributionchannel

2、membersisprobablyacentralissueofthemarketingtheoreticaldiscussionrecentlylnwhichthe1ncentiveofchannelmembersisanimportantsubjectThesuppliersanddistributorswon’tcollaboratepositivelybecauseoftheirdifferenttransactionpurpo

3、sesThus，channeImanagementisnecessaryIncentiveisoneoftheimportancepartsofchannelmanagement，sothatwhethertheincentiveiseffectiveisdirectlyrelatedtealizingthechannelmanagementtarget0rganizationcontrolresearchrevealsthatbeha

4、vioralfactorscanberegardedasthebasisofcontr01Onthebasisofit，theorganizationmakessurethatitsgoalcanberealizedThebehavioralfactorsofchannelmembertransactionlncludecommitment，frust，satisfaction，communicationandetcWesupposet

5、hatthesedeterminantsmayhaveanincentivelmpactonchannelmembers，whichmayreducethenegativebehaviorsofchanneImemberssuchasopportunisticbehaviorpropensitytoleave，channelconflictanddecision—makinguncertaintyInaddition，marketcom

6、petitionandthedistributorcapacitieslnfluencetheincentiveeffectBasedonlhehypothesisandthereviewoftheliterature。weadvanceamodelofdistributorlncentive，withthehelpofasurveyofthechanneldistributorsofdigitalproductinWuhanWefou

7、ndthatthepositivebehaviorsofthesuppliermayenhancethedistributorincentiveandthisincentivemayreducesomenegativebehaviorsofthedistributorAdditionally，theincentiveimpactondistributionnegativebehaviorsisseldominterruptedbythe