Exercises Of Channel Power On The Basis Of Personnel Relationship

From the manufacturer and distributor position respectively, the author analyzes and discusses their decision-making , the action-choosing model in this thesis.firstly, this paper systemic introduced the personal theory of channel power and personnel relationship, in accordance with the chemical industry situation , the author at last make sure that the indicator of personnel relationship and channel power and the establishment of a theoretical model: that is, personal feelings latitude, and human latitude, the latitude and wishes right channel (mandatory and non-mandatory powers authority) between the model. AMOS then combined with SPSS on the relationship between the two was analyzed, drawn six paths, they correct choice for enterprise development suited to their own personal characteristics affect the rights of the channels used to provide a reference. Specific research ideas are as follows:Chapter 1, the author looks back and induces the related theoretical documents about personnel relationship and marketing channel in the introduction and point out the thesis's purpose .Chapter2, mostly introduces two important concept—channel power and personnel relationship .next , points out the source of channel power ,exercises of power , how to measure power and some personnel relationship concerned. Limitation of our special condition , Chinese scholars only introduces the Western scholars advanced point of view ,they can't propose creative and significant ideas .so the summation focus on Western scholars advanced point. Next, the author introduces some related concepts .Based on two chapter mentioned above, Chapter3,the put forward the conceptual framework of personnel relationship and exercises of channel power, put forward hypothesis Above all the author make scale of personnel relationship and exercises of power .At last the author introduce the analysis methods which the following chapter will use in this paper. Chapter4, first the author check up the reliability and validation of the measures, second the author discussing the influence of personnel relationship on exercises of power via the path analysis of AMOS for structural equation model and SPSS, this paper builds the influential factor model of the influence of personnel relationship on exercises of power .Third this paper prove the hypothesis the author have put forward.1, Personal feelings on the dimensions of personnel relationship have significant negative impact on the attitude of a relationship affect the rights of non-coercive strategies have positive impact in the personal relationship will of the mandatory rights to the use of a negative Notable; personal will of the non-mandatory right to a positive impact on the strategy a significant impact in the personal dimension of human rights on the use of a mandatory significant negative impact of human factors on the supply and use of non-mandatory rights impact strategy little impact. The three also found personal latitude in the personal dimensions of emotional, personal relationships in the channel between the rights of the will of the greatest impact.2,The study found that personal relationships between the three latitude is relevant, also found that personal feelings in three latitude latitude with the wishes of latitude in private relationships of the largest coherent, from this we can see that, in order to improve the state of personal relationships they can have variables that affect these two indicators in this regard.3,Explore personal latitude on the use of the channels Influence of rights, through AMOS structural equation analysis of the path of the personal rights of latitude on the use of impact factors channel model, and more intuitive description of the various factors on the personal rights of channels the effects of various factors.The thesis puts foreword to some constructive reasonable suggestions and the author also hopes that the proposal can benefit activities of enterprises in China. In addition, due to the limitation of author's knowledge and experience, the article has much room to be improved and perfected, so the author welcomes every expert and scholar to put forward the critical opinions and constructive suggestions cordially.