A study on influencing factors of channel alliance relationship of Chinese corporations

CHEN Tao; PAN Zhe

doi:10.1007/s11782-009-0016-0

Front. Bus. Res. China ›› 2009, Vol. 3 ›› Issue (2) : 323 -341. DOI: 10.1007/s11782-009-0016-0

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A study on influencing factors of channel alliance relationship of Chinese corporations

CHEN Tao ¹
, PAN Zhe ²

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Abstract

Channel alliance is regarded as the most advanced form of channel relationships. The extant literature mainly focuses on commitment, trust, communication and cooperation as influencing factors of channel alliance relationship. This paper empirically explores influencing factors of channel alliance relationship in Chinese enterprises, and their respective degrees of influence, particularly those of personal relationship and government administrative factors. Research hypotheses were tasted based on a survey of automobile vendors and dealers. Three most important influencing factors were identified “commitment and trust”, “communication and cooperation”, and “returns”.

Keywords

channel alliance relationship / commitment and trust / communication and cooperation / personal relationship / administrative factor

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CHEN Tao, PAN Zhe. A study on influencing factors of channel alliance relationship of Chinese corporations. Front. Bus. Res. China, 2009, 3(2): 323-341 DOI:10.1007/s11782-009-0016-0