论文部分内容阅读
本文研究了制造商态度性承诺、分销商信任与其知识转移间的关系。研究结果表明:(1)分销商的友好信任会直接促进其向制造商的知识转移,而能力信任则会加强友好信任对知识转移的正向关系。(2)制造商的忠诚性承诺会提高分销商的友好信任和能力信任,从而间接促进知识转移;制造商的算计性承诺则会降低分销商的友好信任和能力信任,并对知识转移产生间接的负面影响。本研究揭示了制造商如何通过对关系的态度性承诺来影响分销商的信任,进而影响其从分销商处获取市场知识的机理,为促进制造商更多地从分销商处获取有价值的市场知识提供了有益的理论指导。
This paper studies the manufacturer’s attitude commitment, the relationship between the trust of distributors and their knowledge transfer. The results show that: (1) The friendly trust of distributors will directly promote their knowledge transfer to manufacturers, and the ability trust will strengthen the positive relationship between friendly trust and knowledge transfer. (2) The manufacturer’s loyalty commitment will increase the friendly trust and ability trust of distributors, and indirectly promote the knowledge transfer. The manufacturer’s computational commitment will reduce the distributors’ friendly trust and ability trust and indirect transfer of knowledge The negative impact. This study reveals how manufacturers influence the trust of distributors through their attitude commitment to relationships, thereby affecting the mechanism by which they acquire market knowledge from distributors. In order to facilitate manufacturers to obtain more valuable markets from distributors Knowledge provides useful theoretical guidance.