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A study on influencing factors of channel alliance relationship of Chinese corporations |
CHEN Tao1(), PAN Zhe2() |
1. School of Management, Wuhan University of Science and Technology, Wuhan 430081, China; 2. School of Management, Wuhan University of Science and Technology, Wuhan 430081, China |
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Abstract Channel alliance is regarded as the most advanced form of channel relationships. The extant literature mainly focuses on commitment, trust, communication and cooperation as influencing factors of channel alliance relationship. This paper empirically explores influencing factors of channel alliance relationship in Chinese enterprises, and their respective degrees of influence, particularly those of personal relationship and government administrative factors. Research hypotheses were tasted based on a survey of automobile vendors and dealers. Three most important influencing factors were identified “commitment and trust”, “communication and cooperation”, and “returns”.
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Keywords
channel alliance relationship
commitment and trust
communication and cooperation
personal relationship
administrative factor
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Corresponding Author(s):
CHEN Tao,Email:ct3773@126.com; PAN Zhe,Email:tczjw@163.com
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Issue Date: 05 June 2009
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