Theoretical and Empirical Study on the Problem of Trust-Cooperation Dynamism in the Japanese Distribution System

主张立即对传统的管理垂直评分制度政策进行彻底改革。正是在这样一个时代，要求占主导地位的制造商与主要分销商迅速重建“新渠道关系”。在这项研究中，我清楚地认识到，并声称，“管理垂直营销系统”的作用仍然是功能性的，而不考虑这些新的渠道关系的突然崛起。并试图描述这些制造商管理的垂直营销系统政策的急剧变化的理由。因此，尽管笔者关注了日本模式分配制度中的“信任关系”这一基本动力，但通过方法论的理论和实证分析，笔者还是得出了日本模式分配制度变迁的根本原因是“信任机制问题”的结论。(1)管理型垂直营销体系的震荡和新型渠道关系的兴起，其原因何在？答案是thoug ...更多信息 作为日本流通制度根基和主干的信任关系，存在着一个意想不到的恶性循环。本文通过对日本分配制度不和谐的原因的分析，揭示了日本分配制度中信任机制问题的假设过程模型和合理性。本研究对信任机制的重新认识，为传统垂直营销系统与新型渠道关系的比较分析提供了一个框架。特别是本文提出的信任机制模型，可以作为传统渠道研究中权力冲突模型的对应。(2)实证研究首先以进口品牌产业为例，分析欧美品牌控股公司与日本批发商之间的相互关系。结果，我证实了我上面写的信任机制的问题。我买了两箱松下电器工业公司和世界公司的货，Ltd.此外通过管理垂直营销系统实现增长的两家公司都被认为是通过否认管理垂直营销系统来开辟逃生途径。这种普遍的观点是对的吗？我的回答是否定的，所以我提出了不同的观点。通过对两家公司的历史经营过程的描述，得出了垂直营销体系管理政策对渠道体系绩效和渠道成员满意度的影响是对是错的结论。少

Drastic overhaul of traditional administered vertical marking system policy is advocated all at once. It is it in the times when the dominant manufactures are required to rebuild "new channel relationships" hastily with the major distributors. In this study, I had clear recognition and claims that the role of "administered vertical marketing system" is still functional without regard to the sudden rise of these new channel relationships. Also I tried to describe the rationale of the drastic change of administered vertical marketing system policy by those manufacturers. In result, I made a conclusion that the drastic change results from "problem of trust mechanism" through the theoretical and empirical way of methodology, even though I paid attention to "trustful relation" as a fundamental momentum of Japanese model in the distribution system.(1) Theoretical researchWhy the convulsion of administered vertical marketing system and the rise of new channel relationship? The answer is thoug … More ht to be the loop unexpected vicious cycle existed in the trustful relation which made root and trunk of Japanese distribution system. I showed the hypothesized process model and rational about the problem of trust mechanism, which resulted in disharmony in Japanese distribution system. The recognizing anew of trust mechanism in this study was able to show the frame work which analyzed both traditional administered vertical marketing system and new channel relationship comparatively. Especially trust mechanism model that I suggested was possible to be counterpart of power conflict model in a traditional channel study.(2) Empirical researchAt first I took up a case of the import brand industry and I analyzed interrelationship between brand holding companies of Europe and America and Japanese wholesalers. In result, I confirmed the problem of trust mechanism, which I wrote above. I took up two cases of Matsushita Electric Industrial Company and World co., Ltd. Furthermore. Both companies which accomplished growth through administered vertical marketing system have been said to be going to open up means of escape by denying administered vertical marketing system have been said to be going to open up means of escape by denying administered vertical marketing system. Is this kind of general viewpoint is right? My answer is negative, so I suggested different viewpoint. I described the historical business process of the two companies and made a conclusion that administered vertical marketing system policy is both aspects of right and wrong to the performance of the channel system and satisfaction of channel members. Less