1、1本科毕业论文外文翻译外文文献译文标题营销渠道中灵活的依赖、信任及信息交流和团结的相对影响资料来源JOURNALOFBUSINESSGANESAN,1994。此外,数十年的研究已经表明,信任合作会使渠道公司合伙人相信自己的信赖所带来的意义,减少机会主义行为,减少管理关注结果的不确定性,培养管理者无实用价值的满足感,从而增加管理渴望维持和继续的关系例如,ANDALEEB,1996摩根和亨特,1994H4统计学上说,依赖积极性较高的供应商,对其产生充分的信任感,并与其团结在一起具有重要意义。4控制变量我们包含额外的变量在我们的经验模型中,以控制影响经销商的关系行为。第一个变量是测量经销商对供应商的
2、依赖。现存的研究表明一个中心角色的概念是相互依存的,即共同依赖例如。爱默生,1962JAPANDGANESAN,2000KUMAR等人,1995。因为经销商关系行为是由他们对确定关于自己对相互之间依赖的大小到影响供应商和供应商的依赖它们的程度,使用经销商依赖一个不完整的描述将独立代表相互依赖的关系研究结构LUSCHANDBROWN,1996。我们假设影响依赖有关经销商,因此应该改为控股供应商的依赖及其他的解释变数不变。其他控制变量的关系,包括具体投资致力于合作双方的感知差距即、经销商关系具体投资和感知供应商关系具体投资。具体投资关系,即资产投资耐用4的特定的关系和特殊价值,因此明显少了你们关系
3、之外的价值,代表了一个锁定为焦点的公司情况,因此可能增加它的脆弱性和依赖HEIDE和约翰、1990、1992。供应商的特质投资可以减少经销商的期望信号的意图的机会主义和供应商持续交易所HEIDE和约翰,1992而经销商的特质投资可能会增加经销商的趋势符合供应商的政策,因为被创造出来的脆弱性。5外文文献原文TITLERELATIVEEFFECTSOFDEPENDENCEANDTRUSTONFLEXIBILITY,INFORMATIONEXCHANGE,ANDSOLIDARITYINMARKETINGCHANNELSMATERIALSOURCEJOURNALOFBUSINESSGANESAN,19
4、94SIMILARLY,DECADESOFRESEARCHHASSHOWNTHATTRUSTINTHEPARTNERMAKESCHANNELFIRMSBELIEVEINTHEPARTNERSHONESTY,REDUCESOPPORTUNISTICBEHAVIORS,LESSENSMANAGERIALCONCERNSABOUTOUTCOMEUNCERTAINTIES,FOSTERSMANAGERSNONECONOMICSATISFACTIONS,ANDTHEREBYINCREASESMANAGERIALDESIREFORMAINTAININGANDCONTINUINGTHERELATIONSHI
5、PEGANDALEEB,1996MORGANANDHUNT,1994H4THEPOSITIVEEFFECTOFDEPENDENCEONTHESUPPLIERONDEALERSOLIDARITYWILLNOTDIFFERINASTATISTICALLYSIGNIFICANTSENSEFROMTHATOFTRUSTINTHESUPPLIER34CONTROLVARIABLESWEINCLUDEADDITIONALVARIABLESINOUREMPIRICALMODELINORDERTOCONTROLFORTHEIREFFECTSONDEALERRELATIONALBEHAVIORSTHEFIRST
6、ONEOFTHESEVARIABLESISAMEASUREOFDEALERPERCEPTIONSOFSUPPLIERDEPENDENCEEXTANTRESEARCHDENOTESACENTRALROLETOTHENOTIONOFINTERDEPENDENCE,IEJOINTDEPENDENCEEGEMERSON,1962JAPANDGANESAN,2000KUMARETAL,1995ASINCEDEALERRELATIONALBEHAVIORSAREDETERMINEDJOINTLYBYTHEIRPERCEPTIONSREGARDINGTHERELATIVEMAGNITUDESOFTHEIRO
7、WNDEPENDENCETOTHESUPPLIERANDTHESUPPLIERSDEPENDENCEONTHEM,USINGDEALERDEPENDENCEALONEWOULDREPRESENTANINCOMPLETEDEPICTIONOFTHEINTERDEPENDENCESTRUCTUREINTHERELATIONSHIPSSTUDIEDLUSCHANDBROWN,1996OURHYPOTHESESCONCERNINGTHEEFFECTSOFDEALERDEPENDENCESHOULDTHEREFOREREADASHOLDINGSUPPLIERDEPENDENCEANDALLOTHEREX
8、PLANATORYVARIABLESCONSTANTOTHERCONTROLVARIABLESINCLUDETHERELATIONSPECIFICINVESTMENTSCOMMITTEDTOTHEPARTNERSHIPBYBOTHSIDESOFTHEDYADNAMELY,DEALERRELATIONSPECIFICINVESTMENTSANDPERCEIVEDSUPPLIERRELATIONSPECIFICINVESTMENTSRELATIONSPECIFICINVESTMENTS,IEINVESTMENTSINDURABLEASSETSTHATAREIDIOSYNCRATICTOAPARTI
9、CULAR9RELATIONSHIPANDTHEREFOREAREOFCONSIDERABLYLESSVALUEOUTSIDETHERELATIONSHIP,REPRESENTALOCKINSITUATIONFORTHEFOCALFIRMANDTHEREFOREMAYINCREASEITSVULNERABILITYANDDEPENDENCEHEIDEANDJOHN,1990,1992SUPPLIERSIDIOSYNCRATICINVESTMENTSMAYREDUCEDEALEREXPECTATIONSOFSUPPLIEROPPORTUNISMANDSIGNALINTENTIONSOFCONTINUEDEXCHANGEHEIDEANDJOHN,1992WHEREASDEALERSIDIOSYNCRATICINVESTMENTSMAYINCREASETHEDEALERSTENDENCYTOCOMPLYWITHTHESUPPLIERSPOLICIESBECAUSEOFTHEVULNERABILITYTHATISCREATED