边界人员私人关系、权力运用与经销商绩效

Personal Relationship between Boundary Spanners,Use of Power and Distributor's Performance

文章实证探讨了边界人员私人关系对经销商绩效的直接影响,以及权力运用在边界人员私人关系和经销商绩效中的中介作用。研究发现,人情对强制性权力运用有正向影响,面子与感情正向影响非强制性权力运用,强制性与非强制性权力运用都对经销商绩效有正向影响,感情通过非强制性权力运用这一中介变量间接地作用于经销商绩效。

This paper analyzes the direct effects of personal relationship on distributor＇s performance and the mediator of use of power between personal relationship and distributor＇s performance.The results show that reciprocal favor has a positive impact on using of coercive power,face and feeling have a positive impact on using of non-coercive power,while application of coercive and non-coercive power has a positive impact on distributor＇s performance.Moreover,the mediator effect of use of non-coercive power between fellings indirectly act on distributor＇s performance through non-coercive power of the intermediate variable.