Control Mechanisms and Market Knowledge Acquisition:an Empirical Study in China
This research develops a framework for investigating the individual and joint effect of contract and trust on market knowledge acquisition from marketing channel. The data from manufacturer-distributor relationships in China are used to test our hypotheses. The results suggest that, contract is inversed Ushaped impact on knowledge acquisition, while trust can increase knowledge acquisition. And the joint execution of contract and trust will enhance market knowledge acquisition. These findings provide valuable theoretical thinking for manufacturers execution of selected control mechanisms to promote its knowledge acquisition from its downstream distributors.
Ting Liu Ya Li
School of Management Shanghai University Shanghai, China
国际会议
International Conference on Management and Service Science(2011年第五届管理与服务科学国际会议 MASS 2011)
武汉
英文
1-4
2011-08-12（万方平台首次上网日期，不代表论文的发表时间）