渠道权力的来源、使用与渠道绩效——关于我国汽车营销渠道的实证研究

产生渠道冲突的非常重要的原因是渠道成员所拥有的不同的渠道权力来源和使用方式。渠道权力是成员间依赖性的反映，它既来源干强制性权力，也来源于非强制性权力，使用不同的权力引起的后果不同。本文发现，生产商的权力无论来源于强制性权力还是非强制性权力，都对经销商拥有更大的权力，从而牢牢控制着渠道；无论强制性权力还是非强制性权力，都可以引发渠道冲突；生产商对经销商较大的权力和渠道冲突并无必然联系，但对渠道绩效却有显著的正面效应。

Power Sources Usage and Performance in Channels:An Empirical Study of Auto Distribution Channels in China

Channel conflicts result from various reasons,the most important of which is the different origin and way of application of channel power owned by channel partners.Channel power reflects the dependency of its members.It's composed of both coercive power and non-coercive power.Different powers can lead to different results.The study shows that the power of the manufacturer,no matter coercive power and non-coercive power,is greater than that of the dealer,which,as a result,dominates firmly the distribution channel.Both coercive power and non-coercive power can bring about channel clash.Greater power owned by manufacturers bears no inevitable relations with channel conflict,but can have positive influence on channel performance.