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

日本流通体系信托合作活力问题的理论与实证研究

基本信息

批准号：
10630101
负责人：
CHOI Sang chul
金额：
$ 1.22万
依托单位：
University of Marketing and Distribution Sciences (1999)Kagawa University (1998)
依托单位国家：
日本
项目类别：
Grant-in-Aid for Scientific Research (C)
财政年份：
1998
资助国家：
日本
起止时间：
1998 至 1999
项目状态：
已结题

项目摘要

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

大刀阔斧地改革传统的管理垂直评分制政策是一下子倡导的。正是在这样一个时代，占主导地位的制造商被要求仓促地与主要分销商重建“新的渠道关系”。在这项研究中，我有了明确的认识，并声称在没有考虑到这些新的渠道关系的突然崛起的情况下，管理的垂直营销系统的作用仍然有效。此外，我还试图描述这些制造商大幅改变管理的垂直营销系统政策的原因。因此，笔者通过理论和实证相结合的研究方法，得出了日本分销体系中“信任关系”作为日本模式的基本动力的结论：“信任机制问题”是导致这种剧烈变化的主要原因。(1)理论研究：为什么经管垂直营销体系的动荡和新型渠道关系的兴起？答案是Thug…更多的是，信任关系中存在着意想不到的恶性循环，这种关系构成了日本分销体系的根基和主干。对导致日本分配制度不和谐的信任机制问题，提出了假想的过程模型及其合理性。本研究对信任机制的重新认识，能够展示出对传统管理型垂直营销体系和新型渠道关系进行比较分析的框架。尤其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物。(2)实证研究首先以进口品牌产业为例，分析了欧美品牌控股公司与日本批发商之间的相互关系。结果，我确认了我在上面写的信任机制的问题。我接手了松下电机工业公司和世界株式会社的两个案例。这两家公司都是通过管理的垂直营销系统实现增长的，据说它们将通过否认管理的垂直营销系统来打开逃生途径。这种普遍观点是对的吗？我的回答是否定的，所以我提出了不同的观点。描述了两家公司的历史业务流程，得出了实施垂直营销体系政策对渠道体系绩效和渠道成员满意度的是非两个方面的影响。较少