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首页> 外文会议>AMA Summer Educators Conference >MANAGING EXCLUSIVE CHANNELS FOR RELATIONSHIP EFFECTIVENESS
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MANAGING EXCLUSIVE CHANNELS FOR RELATIONSHIP EFFECTIVENESS

机译：管理相关效率的独家渠道

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The focus of this study is the effectiveness of channel relationship management strategies or initiatives across different channel types in business-to-business markets. Inparticular, we look at channel relationship management in exclusive versus non-exclusive channels. In general, the channels literature provides limited insights into how such channel design strategies (i.e., usage of different channel types) impact channel relationship management. Exclusive dealing (ED) can be defined as a contractual requirement by which resellers promise a supplier that they will not handle the goods of competing producers (Marvel 1982). ED is a common contractual arrangement across industries (Heide, Dutta, and Bergen; Li and Dant 1997; Marvel 1982). Despite its importance, there has been a general lack of empirical evidence on how these channels can be managed effectively. We consider two relationship efforts or characteristics: the level of information exchange and the level of conflict in a given relationship between the supplier and a distribution chan-
机译：本研究的重点是业务到商业市场中不同渠道类型渠道关系管理战略或倡议的有效性。无论如何，我们在独家与非独家渠道中查看信道关系管理。一般而言，渠道文献提供了有限的见解，以如何进行这种信道设计策略（即，使用不同的信道类型的使用）影响信道关系管理。独家交易（ED）可以被定义为经销商承诺供应商不处理竞争制片人的货物（Marvel 1982）的合同要求。艾德是跨行业的共同合同安排（海德，Dutta和Bergen; Li和Dant 1997; Marvel 1982）。尽管重要的是，有一般缺乏关于这些渠道如何有效管理的经验证据。我们考虑两个关系努力或特征：信息交流水平和供应商之间给定关系中的冲突水平 -

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