渠道成員激勵中的行為因素研究.pdf

1、分類號UDC密級烈礴；舞凈牲走暈碩士學(xué)位論文渠道成員激勵中的行為因素研究ontheBehavioralFactorsintheIncentiveofChannelMembers黃晗指導(dǎo)教師姓名申請學(xué)位級別論文定稿日期學(xué)位授予單位學(xué)位授予日期陳濤教授答辯委員會主席：潘開靈教授評閱人王海斌教授彭啟山教授篇II頁武漢科技大學(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