【摘要】 文章以代理理论为基础,实证分析激励和监督对经销商依从的影响及依赖结构的调节作用。研究发现:激励会促进经销商依从,而监督则会抑制经销商依从;相互依赖强度会削弱监督对经销商依从的负向影响,但对激励与经销商依从间的关系没有显著影响;经销商相对依赖会增强激励对经销商依从的正向影响,但对监督与经销商依从间的关系没有显著影响。文章最后对研究发现进行讨论,并提出管理建议和未来研究的方向。更多还原

【Abstract】 Based on the agency theory, the paper empirically analyzes the effects of incentives and monitoring on the dealers compliance as well as the moderating effects of the dependence structure. The results show that: incentives have a positive effect on the dealers’ compliance, while monitoring inhibits it; inter-dependence weakens the negative effects of monitoring on the dealers’ compliance, but has no significant impact on the relationship between incentives and dealers’ compliance; dealers’ inter-dependence increases the positive effects of incentives on compliance, but has no significant impact on the relationship between monitoring and dealers’ compliance. Finally, the paper provides some suggestions for channel management and possible future research.更多还原