组织间信任、渠道伙伴关系与企业绩效的实证研究被引量：11

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摘要营销渠道的关系范式和网络范式均强调关系,即如何发展相互增强、长期关系。在这个背景下,信任作为减少不确定性和风险的手段,被认为是建立与维护渠道合作伙伴关系的关键因素。本文结合我国的实际情况,从组织间信任的行为层面入手进行了实证研究。研究结果表明,信任的4个维度:关系促进、影响接受、信息沟通、控制减少和限制机会主义分别与渠道伙伴关系在不同程度上显著正相关;其中,关系促进和信息沟通对渠道伙伴关系的影响较大。渠道伙伴关系的构筑有助于经济绩效、非经济绩效及企业绩效的提升,渠道伙伴关系对非经济绩效的影响大于对经济绩效的影响。

作者吴中伦陈万明沈春光

机构地区南京航空航天大学河南许昌学院

出处《工业技术经济》 CSSCI 2010年第5期60-66,共7页 Journal of Industrial Technological Economics

关键词组织间信任渠道伙伴关系企业绩效

分类号 F270 [经济管理—企业管理]

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