制造商IT资源、合同治理与分销商渠道投机

IT Resources of Manufacturers,Contract-based Governance and Opportunism in Distributors Channel

从交易成本视角入手并结合信息系统相关研究,文章分析了制造商IT资源对其合同治理手段的影响,以及对分销商渠道投机的抑制作用。经由实地收集的数据实证检验发现:第一,制造商的IT设备越先进,越有助于其与分销商制定更细致的一般合同条款与意外情况合同条款。第二,制造商IT人员提供的支持越多,则越有助于其与分销商制定更细致的一般合同条款与意外情况条款。第三,只有更细致的一般合同条款可以有效地抑制分销商投机,但更细致的意外情况条款则无助于降低分销商的投机。最后,根据上述研究结论,文章给出了企业怎样使用IT资源来提高渠道合同控制效率的相关建议。

From the perspective of transaction cost,combined with studies of information systems,this paper investigates how IT resources of manufacturers influence its contract-based governance and the inhibitory effects on the distributors channel opportunism.Based on the data collected from manufacturers on site,three conclusions were drawn. First,the more advanced the IT facilities of manufacturers are,the more it helps to formulate and draft further detailed articles for general contract and contract of unexpected circumstances. Second,the more IT engineers the manufacturers can provide,the more it helps to formulate and draft further detailed articles for general contract and contract of unexpected circumstances. Third,more detailed general contract articles help to effectively inhibit the opportunism of distributors,but more detailed articles in contract of unexpected circumstances make no contribution to eliminate the opportunism of distributors. At last based on the results above,related suggestions on how enterprises can take advantage of IT resources to improve the contract-based governance efficiency.