人际关系、人际信任对企业间关系的影响——来自中国家电分销渠道的实证分析  

The Effect of Interpersonal Relationship, Trust between Organizations on Inter-Organizational Relationship——An Empirical Analysis Based on Data from Chinese Electric Appliance Distributors

作　　者：王晓玉[1] 晁钢令[1] 

机构地区：[1]上海财经大学国际工商管理学院,上海200437

出　　处：《财贸研究》2006年第5期111-116,共6页Finance and Trade Research

基　　金：上海财经大学现代市场营销研究中心资助项目;上海财经大学2004年度新进人员科研启动课题"组织间营销活动的社会嵌入性"的阶段性研究成果。

摘　　要：边界管理人员是企业间关系营销的界面,不同企业的边界管理人员之间的人际关系和人际信任对企业间关系的发展具有重要影响。本研究通过选取代表性的关系变量,构建一个结构方程模型,以家电分销渠道中的分销商为样本来源,检验了企业间人际关系和人际信任对企业间关系的影响。Boundary spanners are interaction of relationship marketing between firrms, so the relationship among boundary spanners has great influence on inter-organizational relationship. This paper tests the effect of interpersonal relationship and interpersonal trust between organizations on inter-organizational relationship with the data from a survey of Chinese electric home appliance distributors. Results suggest that interpersonal relationship can not influence inter-organizational relationship variables directly, while interpersonal trust between organizations can affect inter-organizational trust and cooperation positively.

关 键 词：人际关系 人际信任 企业间关系 

分 类 号：F273.7[经济管理—企业管理]