An Related Study On The Relationship Among Relational Behaviors, Knowledge Transfer And Business Performance

The phenomenon of product homogenization is becoming serious day by day. The competitions among enterprises are gradually vigorous and the competition means in the marketing realm is refreshable continuously, ad wars, rate wars and promotion wars take turns to come on. And many enterprises start to turn their concerned eyes on distribution channels. More and more enterprises realize distribution channels have already become one of their core competencies gradually. The marketing channel is one of the important elements of enterprise marketing combination, and it is the important means whether the enterprise can achieve the operation objectives and the enterprise's value. In drastic marketing competition, channels have direct and import influence on other management decision-making of an enterprise.In recent years, relationship behavior has become the core field of channel relationship marketing researches. More and more relevant researches have been making in these days. But these researches have not been linked to the channel performance sufficiently, which is the core of traditional marketing researches. Moreover, these researches lack organic relations between themselves. We consider that some conformity researches on relations between fields and issues mentioned above need to be made, which conclusions will be used for reference for business corporations in China. Accordingly, researches on relationships between relationship behavior and enterprise performance have inportant meaning in both theory and practice.This article explore the relations among relational behaviors, knowledge transfer and business performance between enterprises and its distributors basing on the enterprises in Chongqing that own the distributors. Relational behaviors are divided into flexibility, information exchange, solidty and trustness. And enterprise performance is divided into operating performance, behavioral performance and innovation performance. In the collection of questionnaires, we conduct exploratory factor analysis, reliability analysis, confirmatory factor analysis and validity analysis. Then, on this basis, we use structural equation modeling to conduct hypothesis testing. And get the conclusion that the relationship behaviors have some significantly positive impact on knowledge transfer and business performance. But knowledge transfer can not be used as intermediary variables to study the relationship between the relational behaviors and corporate performance. In this paper, the conclusions of the study for the enterprises in Chongqing has a great reference. Althoug most of the enterpeises in chongqing have a good relationship, information exchange and strengtheded communication with their distributors, data analysis results suggest that enterprises can not well conduct effective information for decision-making into a competitive advantage. Therefore, enterprises in Chongqing should change the previous model, establish an effective innovation mechanism and enhance the effectiveness of knowledge transfer. So it may develop a good foundation for business managers to make decision-making.