博碩士論文 964201602 詳細資訊




以作者查詢圖書館館藏 以作者查詢臺灣博碩士 以作者查詢全國書目 勘誤回報 、線上人數:10 、訪客IP:3.235.25.27
姓名 夏締青(Mohammad Shadab)  查詢紙本館藏   畢業系所 企業管理學系
論文名稱 跨國間買家與賣家交換關係之「合夥行為」前置因素的研究
(Antecedents of Joint Action in Cross-border Buyer-Seller Exchanges)
相關論文
★ The Relationship between Team Identification, Perceived Congruence, and Sponsor Credibility on Sports Team Sponsor’s Brand Equity in a Cross-Country Context★ 行銷通路策略全球在地化的實例探討
★ The Use of Influence Strategies in Marketing Channel Relationships: A Meta-Analytic Review and Assessment of the Antecedents and Outcomes★ An Empirical Investigation of the Antecedents and the Consequence of Consumers’ Perceived Social Media Advertising Value in Southeast Asian Transitional Economies
★ 消費者包裝中的負面情緒:宗教,個人規範和 唯物主義的作用★ 虛擬社群與虛擬經驗、網路練達性、產品知識與產品資訊搜尋成本對消費者認知風險影響之研究—以電腦遊戲軟體為例
★ 上游供應商網站經營模式對通路權力來源及通路氣候影響之研究★ 影響不同產業間企業導入電子商務後經營績效之因素探討
★ 外銷通路衝突管理之探討~以快速開發國家台灣為例~★ 資訊品質、關係行銷、與安全性對電子商務績效之影響-以企業與顧客雙觀點比較之實證研究
★ 通路流透過網際網路執行的探討--從消費者的角度觀之★ 國家形象對品牌權益影響之研究
★ 組織學習、核心能力與EC導入動機對於企業導入EC後之經營績效的影響★ 品牌權益、品牌聲譽一致性、品牌互補性、以及品牌來源國對品牌聯盟成效之影響
★ 體驗行銷:模型發展與實務驗証★ Toward A Stage Model of the International Franchise System Development: The Case of Taiwan and the USA
檔案 [Endnote RIS 格式]    [Bibtex 格式]    [相關文章]   [文章引用]   [完整記錄]   [館藏目錄]   至系統瀏覽論文 ( 永不開放)
摘要(中) 「合夥行為」,即使作為關係間交換的關鍵要素,卻不常見於國際行銷通路的文獻上。因此,跨國關係間交換的決定要素並不廣為了解。本論文由「合夥行為」此一觀點出發,研究在跨國行銷通路間交換的關係上,行銷通路間的「溝通」在促進買家參與「合夥行為」中,所扮演的腳色。本文特別研究「溝通頻率」和「雙向溝通」對「合夥行為」的間接影響效果。在本論文中,兩個關係的變數,亦即:「信任」和「滿意度」,則為以上關係之中介變數。本論文的理論基礎主要是採用並延伸「社會滲透理論」作為研究理論基礎。由於「心理距離」在跨國界的交換中扮演一個非常重要的概念,本論文因此提出並驗證「心理距離」在以上研究的調節效果。本論文以Partial Least Squares(PLS)分析所蒐集之台灣進口商的問卷資料,結果發現,「信任」和「滿意度」扮演「溝通頻率」與「雙向溝通」和「合夥行為」關係間的完全中介效果之腳色。本論文也證實「心理距離」具反向的調節影響。「心理距離」負向地調節了「溝通頻率」對「信任」和「滿意度」的效果;同樣的,「心理距離」也負向地調節了「雙向溝通」對「信任」和「滿意度」的效果。然而,「心理距離」並不會阻礙中介變數與「合夥行為」間的關係。本論文利用「關係長度」之三方交互作用的事後分析結果指出,關係本身並不會縮減「心理距離」的負向效果。本論文強化如何鼓勵在不同文化之買家與賣家的「合夥行為」之理論見解,並觀察到兩個尚待研究的領域:「合夥行為」和「跨文化溝通」。本論文藉由「社會滲透理論」為基礎,引進一項新的概念性基礎,以闡述如何以「溝通」建立跨國行銷通路間之關係。
摘要(英) Joint action, despite being a key element of relational exchanges has largely been ignored in the international channel literature. Consequently, not much is known about the determinants of joint action in cross-border exchanges. In view of this, the thesis investigates the role of inter-channel communication in motivating importers for joint action in cross-border channel exchange relationships. Specifically, the thesis investigates the indirect effect of communication frequency and bi-directional communication on joint action. Two relational variables, trust and satisfaction, are proposed as the relational mediators in the relationship between inter-channel communication and joint action. The thesis employs and extends the Social Penetration Theory as the theoretical foundation of the research. The thesis also proposes and examines the moderating effect of psychic distance, a crucial aspect of cross-border exchanges. Using partial least squares (PLS) for the analysis of the survey data collected from Taiwanese importers, the findings reveal that trust and satisfaction mediate the relationships between frequent and bi-directional communication and joint action. The thesis also confirms the detrimental moderating impact of psychic distance. It is found that psychic distance negatively moderates the effect of communication frequency on trust and satisfaction. Similar negative impact of psychic distance is also observed on the effect of bi-directional communication on trust and satisfaction. However, psychic distance does not hinder the relationships between the relational mediators and joint action. The post-hoc analysis results of the three-way interaction effect of relationship length suggest that relationship length plays no role in minimizing the negative effects of psychic distance. The research provides insights into two under-researched areas, i.e., joint action and inter-cultural communication, and advances theoretical understanding on how to encourage joint action in culturally distinct suppliers and importers. By employing the social penetration theory, the thesis introduces a new conceptual basis to study and develop the understanding on how communication can build cross-border channel relationships.
關鍵字(中) ★ 跨通路溝通
★ 信任
★ 滿意度
★ 合夥行為
★ 心理距離
關鍵字(英) ★ inter-channel communication
★ psychic distance
★ joint action
★ satisfaction
★ trust
論文目次 Title Page ………………………………… i
Library Letter of Authorization ………………………………… ii
Advisor’s Recommendation Letter ………………………………… iii
Verification Letter of Examination Committee ………………………………… iv
Committee of PhD Thesis Defense ………………………………… v
Abstract in Chinese Mandarin ………………………………… vi
Abstract in English ………………………………… vii
Acknowledgements ………………………………… ix
Dedication ………………………………… xi
Table of Contents ………………………………… xii
List of Tables ………………………………… xvii
List of Figures ………………………………… xviii
CHAPTER 1: INTRODUCTION ………………………………… 1
1.1. Background ………………………………… 1
1.2. Research Gaps ………………………………… 2
1.3. Objectives of the Study ………………………………… 4
1.4. Conceptual Framework Development ………………………………… 5
1.5. Significance of the Study ………………………………… 8
1.6. Research Hypotheses ………………………………… 9
1.7. Limitation and Scope of the Study ………………………………… 10
1.8. Organization of Thesis ………………………………… 10
CHAPTER 2: LITERATURE REVIEW ………………………………… 14
2.1. Inter-channel Communication ………………………………… 14
2.1.1. Communication Frequency ………………………………… 18
2.1.2. Bi-directional Communication ………………………………… 20
2.2. Trust ………………………………… 21
2.3. Satisfaction ………………………………… 24
2.4. Joint Action ………………………………… 27
2.5. Psychic Distance ………………………………… 31
2.6. Social Penetration Theory ………………………………… 34
CHAPTER3:HYPOTHESES DEVELOPMENT ………………………………… 39
3.1. Communication Frequency, Trust, and Satisfaction ………………………………… 39
3.2. Bi-directional Communication, Trust, and Satisfaction ………………………………… 41
3.3. Trust and Joint Action ………………………………… 43
3.4. Satisfaction and Joint Action ………………………………… 44
3.5. The Mediating Role of Trust and Satisfaction ………………………………… 45
3.6. The Moderating Effect of Psychic Distance ………………………………… 46
Chapter 4: RESEARCH METHODOLOGY ………………………………… 50
4.1. Data Collection ………………………………… 50
4.1.1. Choice of Measures
………………………………… 50
4.1.1.1. Reflective measures
………………………………… 51
4.1.1.2. Formative measures ………………………………… 53
4.1.2. Questionnaire Design ………………………………… 54
4.1.3. Sample ………………………………… 54
4.1.4. Administration of Questionnaires
………………………………… 55
4.2. Reduction of Bias ………………………………… 57
4.2.1. Sample bias ………………………………… 57
4.2.2. Common Method Bias
………………………………… 60
4.2.3. Control variables ………………………………… 60
CHAPTER 5: DATA ANALYSIS AND RESULTS ………………………………… 63
5.1. Partial Least Squares ………………………………… 63
5.2. Research Sample Characteristics ………………………………… 64
5.3. Accuracy Analysis ………………………………… 67
5.3.1. Reflective Scales ………………………………… 67
5.3.1.1. Scale Reliability ………………………………… 67
5.3.1.2. Scale Validity ………………………………… 69
5.3.2. Formative Indexes ………………………………… 71
5.3.2.1. Individual Item Validity ………………………………… 72
5.3.2.2. Index Validity ………………………………… 73
5.3.2.3. Index Reliability ………………………………… 73
5.4. Common Method Bias ………………………………… 75
5.5. Proposed Structural Model and Main Effect Hypotheses Testing ………………………………… 76
5.6. Testing the Mediating Effects of Trust and Satisfaction ………………………………… 78
5.7. Testing the Moderating Effect of Psychic Distance ………………………………… 79
5.8. Post-hoc Analysis: Cascading Moderating Effect of Relationship Length ………………………………… 85
CHAPTER 6: DISCUSSION AND CONCLUSION ………………………………… 89
6.1. Conclusion ………………………………… 89
6.2. Theoretical Implications ………………………………… 92
6.3. Managerial Implications ………………………………… 94
6.4. Limitations and Future Research Directions ………………………………… 96
REFERENCES ………………………………… 102
Appendix A: Cover letter ………………………………… 126
Appendix B: Questionnaire ………………………………… 127

LIST OF TABLES
Table 1. Sample Demographic Characteristics………….…………………………… 66
Table 2. Reflective Scale Accuracy Analyses………………………………………. 70
Table 3. Formative Index Accuracy Analyses…………………………………….... 74
Table 4. . Mediating Effect of Trust and Satisfaction ……………………...………. 79

LIST OF FIGURES
Figure 1. The Proposed Research Framework and Related Hypotheses……….…...... 7
Figure 2. Flowchart of Chapter 1 and 2………………………………………………... 13
Figure 3. Flowchart of Chapter 2 and 3………………………………………………... 38
Figure 4. Flowchart of Chapter 3 and 4………………………………………………... 49
Figure 5. Flowchart of Chapter 4 and 5………………………………………………... 62
Figure 6. Main Effect Hypotheses Testing Results………………………..…………... 78
Figure 7. Creation of Interaction Terms……………………………………………….. 83
Figure 8. The Moderating Effect of Psychic Distance……………………………….. 84
Figure 9. The Cascaded Moderating Effect of Relationship Length…………………... 87
Figure 10. Flowchart of Chapter 5 and 6……………………………………………... 88
參考文獻 1. Altman, Irwin and Dalmus. A. Taylor (1973), Social Penetration: The Development of Interpersonal Relationships. New York, NY: Holt, Rinehart & Winston.
2. Anderson, Erin and Anne T. Coughlan (1987), “International Market Entry and Expansion via Independent or Integrated Channels of Distribution,” Journal of Marketing, 51 (1), 71-82.
3. _______ and Barton Weitz (1992), “The Use of Pledges to Build and Sustain Commitment in Distribution Channels,” Journal of Marketing Research, 29 (1), 18–34.
4. Anderson, James C. and James A. Narus (1984), “A Model of the Distributor’s Perspective of Distributor–Manufacturer Working Relationships”, Journal of Marketing, 48 (4), 62–74.
5. Armstrong, Scott J. and Terry S. Overton (1977), “Estimating Non-Response Bias in Mail Surveys,” Journal of Marketing Research, 14 (August), 396-402.
6. Baack, Donald, Christine Fogliasso, and James Harris (2000), “The Personal Impact of Ethical Decisions: A Social Penetration Theory,” Journal of Business Ethics, 24 (1), 39-49.
7. Babakus, Emin, Ugur Yavas, and Nicholas J. Ashill (2009), “The Role of Customer Orientation as a Moderator of the Job Demand–Burnout–Performance Relationship: A Surface-Level Trait Perspective,” Journal of Retailing, 85 (4), 480- 92.
8. Baldauf, Artur, Karen S. Cravens, Adamantios Diamantopoulos, and Katharina P. Zeugner-Roth (2009), “The Impact of Product-Country Image and Marketing Efforts On Retailer-Perceived Brand Equity: An Empirical Analysis”, Journal of Retailing, 85 (4), 437-52.
9. Baron, Reuben M. and David A. Kenny (1986), “The Moderator-Mediator Variable Distinction in Social Psychological Research: Conceptual, Strategic, and Statistical Considerations,” Journal of Personality and Social Psychology, 51 (6), 1173-82.
10. Beckerman, W. (1956), “Distance and the pattern of Intra-European trade,” The Review of Economics & Statistics, 38 (1), 31–40.
11. Bello, Daniel. C. and David I. Gilliland (1997), “The Effects of Output Controls, Process Controls, and Flexibility on Export Channel Performance,” Journal of Marketing, 61 (January), 22-38.
12. Benito, Gabrial R. G. and Geir Gripsrud (1992), “The Expansion of Foreign Direct Investments: Discreet Rational Location Choices or a Cultural Learning Process?,” Journal of International Business Studies, 23 (3), 461-76.
13. Blair, Edward and George M. Zinkhan (2006), “Non-Response and Generalizibility in Academic Research,” Journal of the Academy of Marketing Science, 34 (1), 4-7.
14. Bollen, Kenneth and Richard Lennox (1991), “Conventional wisdom on measurement: A structural equation perspective,” Psychological Bulletin, 110 (2), 305-14.
15. Boyd, Nancy G. (1998), “A Developmental Approach to the Examination of Friendship in Leader-Follower Relationships,” The Leadership Quarterly, 9(1), 1-25.
16. Buvik, Arnt and Otto Andersen (2002), “The Impact of Vertical Coordination on Ex Post Transaction Costs in Domestic and International Buyer–Seller Relationships,” Journal of International Marketing, 10 (1), 1-24.
17. Carson, Stephen J., Anoop Madhok, Rohit Varman, and Goerge John (2003), “Information Processing Moderators of the Effectiveness of Trust-Based Governance in Interfirm R&D Collaboration,” Organization Science, 14 (1), 45–56.
18. Cenfetelli, Ronald T. and Genevieve Bassellier (2009), “Interpretation of Formative Measurement in Information Systems Research,” MIS Quarterly, 33 (December), 689-708.
19. Chin, Wayne W. (1998), The Partial Least Squares Approach to Structural Equation Modeling, in Modern Methods for Business Research, G. A. Marcoulides (Ed.). Mahwah, NJ: Lawrence Erlbaum Associates, 295–358.
20. _______, Barbara L. Marcolin, and Peter R. Newsted (2003), “Partial Least Squares Latent Variable Modelling Approach for Measuring Interaction Effects: Results from a Monte Carlo Simulation Study and an Electronic-Mail Emotion/Adoption Study,” Information Systems Research, 14 (June), 189-217.
21. Claro, Danny P., Geoffrey G. Hagelaar, and Onno Omta (2003), “The Determinants of Relational Governance and Performance: How to Manage Business Relationships?,” Industrial Marketing Management, 32 (8), 703-16.
22. Cohen, Jacob (1988), Statistical Power Analysis for the Behavioural Sciences (2nd Edition). Hillsdaie, NJ: Lawrence Eribaum.
23. Conway, Tony and Jonathan S. Swift (2000), “International Relationship Marketing the Importance of Psychic distance,” European Journal of Marketing, 34 (11/12), 1391-413.
24. Crosby, Lawrence A., Kenneth R. Evans, and Deborah Cowles (1990), “Relationship Quality in Services Selling: An Interpersonal Influence Perspective,” Journal of Marketing, 54 (3), 68–81.
25. Daft, Richard and Robert Lengel (1986), “Organizational Information Requirements, Media Richness, and Structural Design,” Management Science, 32 (5): 554-71.
26. D’Arcy, John, Anat Hovav, and Dennis Galletta (2009), “User Awareness of Security Countermeasures and its Impact on Information Systems Misuse: A Deterrence Approach,” Information Systems Research, 20 (March), 79-101.
27. Dash, Satyabhusan, Ed Bruning, and Kalyan K. Guin (2007), “Antecedents of Long-Term Buyer-Seller Relationships: A Cross Cultural Integration,” Academy of Marketing Science Review, 2007 (11), 1-28.
28. Davidson, W.H. (1982), Global Strategic Management. New York, NY: John Wiley & Sons.
29. Diamantopoulos, Adamantios and Heidi M. Winklhofer (2001), “Index Construction with Formative Indicators: An Alternative to Scale Development,” Journal of Marketing Research, 38 (May), 269-77.
30. _______ and Judy A. Siguaw (2006),“Formative Versus Reflective Indicators in Organizational Measure Development: A Comparison and Empirical Illustration,” British Journal of Management, 17 (4), 263-82.
31. Doney, Patricia. M. and Joseph P. Cannon (1997), “An Examination of the Nature of Trust in Buyer-Seller Relationships,” Journal of Marketing, 61 (April), 35-51.
32. _______, James M. Barry, and Russell Abratt (2007), “Trust Determinants and Outcomes in Global B2B Services,” European Journal of Marketing, 41 (9/10), 1096-116.
33. Duncan, Tom and Sandra E. Moriarty (1998), “A Communication-Based Marketing Model for Managing Relationships,” Journal of Marketing, 62 (2), 1– 13.
34. Dwyer, F. Robert, Paul H. Schurr, and Sejo Oh (1987), “Developing Buyer–Seller Relationships,” Journal of Marketing, 51 (2), 11 – 27.
35. Evans, Jody, Alan Treadgold, and Felix Mavondo (2000), “Psychic Distance and the Performance of International Retailers- A Suggested Theoretical Framework,” International Marketing Review, 17 (4/5), 373-91.
36. Fisher, Robert J., Elliot Maltz, and Bernard J. Jaworski (1997), “Enhancing Communication between Marketing and Engineering: The Moderating Role of Relative Functional Identification,” Journal of Marketing, 61 (July), 54-70.
37. Fornell, Claes, and David F. Larcker (1981), “Evaluating Structural Equation Models with Unobservable Variables and Measurement Error,” Journal of Marketing Research, 18 (1), 39-50.
38. Frazier, Gary L. (1983), “Inter-organizational exchange Behavior in Marketing Channels: A Broadened Perspective,” Journal of Marketing, 47 (Fall), 68-78.
39. _______, Robert E. Spekman, and Charles R. O’Neal (1988), “Just-in-Time Exchange Relationships in Industrial Markets,” Journal of Marketing, 52 (4), 52–67.
40. _______ and Raymond C. Rody (1991), “The Use of Influence Strategies in Interfirm Relationships in Industrial Product Channels,” Journal of Marketing, 55 (January), 52−69.
41. Gabarro, J. J. (1987), The development of working relationships, in Handbook of Organizational Behavior, J. W. Lorsch (Ed.). Englewood Cliffs, NJ: Prentice-Hall, 172-89.
42. Galbraith, J. (1977), Organizational Design Reading. Massachusetts, MA: Addison-Wesley.
43. Ganesan, Shankar (1994), “Determinants of Long-Term Orientation in Buyer-Seller Relationships,” Journal of Marketing, 58 (April), 1-19.
44. Gefen, David and Detmar Straub (2005), “A Practical Guide to Factorial Validity Using PLS-Graph: Tutorial and Annotated Example,” Comm. AIS, 16 (5), 91–109.
45. Gençtürk, Esra F. and Preet S. Aulakh (2007), “Norms- and Control-Based Governance of International Manufacturer-Distributor Relational Exchanges,” Journal of International Marketing, 15 (1), 92-126.
46. Geyskens, Inge, Jane-Benedict E. M. Steenkamp, Lisa K. Scheer, and Nirmalya Kumar (1996), “The Effects of Trust and Interdependence on Relationship Commitment: A Trans-Atlantic Study,” International Journal of Research in Marketing, 13 (4), 303-17.
47. _______, _______, and Nirmalya Kumar (1998), “Generalizations about Trust in Marketing Channel Relationships using Meta-Analysis,” International Journal of Research in Marketing, 15 (3), 223−48.
48. _______, _______, and _______ (1999), “A Meta-Analysis of Satisfaction in Marketing Channel Relationships,” Journal of Marketing Research, 36 (May), 223-38.
49. _______and _______ (2000), “Economic and Social Satisfaction: Measurement and Relevance to Marketing Channel Relationships,” Journal of Retailing, 76 (1), 11-32.
50. _______, _______, and _______ (2006), “Make, Buy, or Ally: A Transaction Cost Meta-Analysis,” Academy of Management Journal, 49 (3), 519-43.
51. Greenbaum, Howard. H. (1974), “The Audit of Organizational Communication,” Academy of Management Journal, 17 (4), 739–54.
52. _______, Ellsworth Holden Jr., and Lucian Spataro (1983), “Organizational Structure and Communication Processes: A Study of Change,” Group & Organization Studies, 8 (1), 61–83.
53. Griffith, David A. and Michael G. Harvey (2001), “Executive Insights: An Intercultural Communication Model for Use in Global Inter-Organizational Networks,” Journal of International Marketing, 9 (3), 87-103.
54. Gudykunst, William B. and Tsukasa Nishida (1986), “The Influence of Cultural Variability on Perceptions of Communication Behavior Associated with Relationship Terms,” Human Communication Research, 13 (2), 147–66.
55. Guetzkow, Harold (1966), “Relations Among Organizations,” in Studies of Behavior in Organizations, R. W. Bower, Ed. Athens, GA: University of Georgia Press, 13-44.
56. Gulati, Ranjay and Maxim Sytch (2007), “Dependence Asymmetry and Joint Dependence in Interorganizational Relationships: Effects of Embeddedness on a Manufacturer’s Performance in Procurement Relationships,” Administrative Science Quarterly, 52 (1), 32-69.
57. Haenlein, Michael and Andreas M. Kaplan (2004), “A Beginner’s Guide to Partial Least Squares Analysis,” Understanding Statistics, 3 (4), 283–97
58. Hair, Joe. F., Christian M. Ringle, and Marko Sarstedt (2011), “PLS-SEM: Indeed a Silver Bullet,” Journal of Marketing Theory and Practice, 19 (2), 139-51.
59. Hair, Joseph. F. , Rolph E. Anderson, Ronald L. Tatham, and W. C. Black, (1995), Multivariate Data Analysis (3rd Edition). New York, NY: Macmillan.
60. Hallen, L. and Wiedersheim-Paul, F. (1989), “The evolution of psychic distance in international business relationships”, in Between Market and Hierarchy, Haag, I. and Wiedersheim-Paul, F. (Eds.). Sweden: University of Uppsala,15-27.
61. Han, Hyun-Soo, Jae-Nam Lee, Yun-weon Seo (2008), “Analyzing the Impact of a Firm’s Capability on Outsourcing Success: A Process Perspective,” Information and Management, 45 (1), 31-42.
62. Hansen, John, D. and Robert J. Riggle (2009), “Ethical Salesperson Behavior in Sales Relationships,” Journal of Personal Selling and Sales Management, 29 (2), 151-66.
63. Hartley, Janet L., B. J. Zirger, and Rajan R. Kamath (1997), “Managing the Buyer Supplier Interface for On-time Performance in Product Development,” Journal of Operations Management, 15 (1), 57-70.
64. Harzing, Anne-Wil (2000), “Cross-national Industrial Mail Surveys: Why do Response Rates Differ between Countries,” Industrial Marketing Management, 29 (3), 243-54.
65. Hausman, Angela and Wesley J. Johnston (2010), “The Impact of Coercive and Non-Coercive Forms of Influence on Trust, Commitment, and Compliance in Supply Chains,” Industrial Marketing Management, 39 (3), 519-26.
66. Hays, R. B. (1988), Friendship, in Handbook of Personal Relationships, S. W. Duck (Ed.). New York: Wiley, 391-408.
67. Heide, Jan B. and George John (1990), “Alliances in Industrial Purchasing: The Determinants of Joint Action in Buyer-Seller Relationships,” Journal of Marketing Research, 27 (February), 24-36.
68. Henseler, Jörg, Christian M. Ringle, and Rudolf R. Sinkovics (2009), The Use of Partial Least Squares Path Modeling in International Marketing, in New Challenges to International Marketing (Advances in International Marketing, Volume 20), Rudolf R. Sinkovics and Pervez N. Ghauri (Eds.). Emerald Group Publishing Limited, 277-319.
69. Henseler, Jörg and Georg Fassott (2010), “Testing Moderating Effects in PLS Path Models: An Illustration of Available Procedures,” in Handbook of Partial Least Squares: Concepts, Methods and Applications in Marketing and Related Fields, Vincenzo E.Vinzi, Wynne W. Chin, Jörg Henseler, and Huiwen Wang, (Eds.). Berlin: Springer, 713-35.
70. _______ and Wynne W. Chin (2010), “A Comparison of Approaches for the Analysis of Interaction Effects between Latent Variables Using Partial Least Squares Path Modeling,” Structural Equation Modeling, 17 (1), 82-109.
71. Hensley, Wayne E. (1996), “A Theory of the Valenced Other: The Intersection of the Looking-Glass Self and Social Penetration, Social Behavior and Personality, 24 (3), 293–308.
72. Hibbard, Jonathan D., Nirmalya Kumar, and Louis W. Stern (2001),“Examining the Impact of Destructive Acts in Marketing Channel Relationships,” Journal of Marketing Research, 38 (February), 45-61.
73. Hoegl, Martin and Stephan M. Wagner (2005), “Buyer-Supplier Collaboration in Product Development Projects,” Journal of Management, 31 (4), 530-48.
74. Hofstede, Greet. (1980), Culture’s Consequences: International Differences in Work-related Attitudes. Beverly Hills, CA: Sage Publications.
75. Homburg, Christian, Sabine Kuester, Nikolas Beutin, and Ajay Menon (2005), “Determinants of Customer Benefits in Business-to-Business Markets: A Cross Cultural Comparison,” Journal of International Marketing, 13 (3), 1-31.
76. Hulland, John (1999), “Use of Partial Least Squares (PLS) in Strategic Management Research: A Review of Four Recent Studies,” Strategic Management Journal, 20 (2), 195-204.
77. Hultman, Magnus, Constantine S. Katsikeas, and Matthew J. Robson (2011), “Export Promotion Strategy and Performance: The Role of International Experience,” Journal of International Marketing, 19 (4), 17-39.
78. Hunt, Shelby D. and John R. Nevin (1974), “Power in a Channel of Distribution: Sources and Consequences,” Journal of Marketing Research, 11 (May), 186-93.
79. Jain, Subhash C. (1989), “Standardization of International Marketing Strategy: Some Research Hypotheses”, Journal of Marketing, 53 (1), 70-9.
80. Jap, Sandy D. and Shankar Ganesan (2000), “Control Mechanisms and the Relationship Life Cycle: Implications for Safeguarding Specific Investments and Developing Commitment,” Journal of Marketing Research, 37 (2), 227-45.
81. _______ (2001), “Perspectives on Joint Competitive Advantages in Buyer–Supplier Relationships,” International Journal of Research in Marketing, 18 (1-2), 19-35.
82. Javris, Cheryl B., Scott B. Mackenzie, and Philip M. Podsakoff (2003), “A Critical Review of Construct Indicators and Measurement Model Misspecification in Marketing and Consumer Research,” Journal of Consumer Research, 30 (2), 199-218.
83. Johanson, Jan and Finn Wiedersheim-Paul (1975), “The internationalization of the Firm- Four Swedish Cases,” Journal of Management Studies, 12 (3), 305–22.
84. Johlke, Mark C., Dale F. Duhan, Roy D. Howell, and Robert W. Wilkes (2000), “An Integrated Model of Sales Managers’’ Communication Practices”, Journal of the Academy of Marketing Science, 28 (2), 263−77.
85. Johnson, J. David (1993), Organizational Communication Structure. Norwood, NJ: Ablex.
86. Johnson, Jean L., Tomoaki Sakano, Joseph A. Cote, and Naoto Onzo (1993), “The Exercise of Interfirm Power and its Repercussions in U.S.-Japanese Channel Relationships,” Journal of Marketing, 57 (2), 1-10.
87. Johnson, Joseph, Eden Yin, and Hueiting Tsai (2009), “Persistence and Learning: Success Factors of Taiwanese Firms in International Markets,” Journal of International Marketing, 17 (3), 39-54.
88. Joshi, Ashwin W. and Rodney L. Stump (1999), “The Continent Effect of Specific Asset Investments on Joint Action in Manufacturer-Supplier Relationships: An Empirical Test of the Moderating Role of Reciprocal Asset Investment, Uncertainty, and Trust,” Journal of the Academy of Marketing Science, 27 (3), 291-305.
89. Kale, Sudhir and John Barnes (1992), “Understanding the Domain of Cross-National Buyer–Seller Interactions,” Journal of International Business Studies, 23 (1), 101-32.
90. Katsikeas, Constantine S., Dionysis Skarmeas, and Daniel C. Bello (2009), “Developing Successful Trust-Based International Exchange Relationships,” Journal of International Business Studies, 40 (1), 132-55.
91. Kiessling, Timothy and Michael Harvey (2004), “Global Marketing Networks and the Development of Trust: A Dynamic Capabilities Perspective”, Journal of Marketing Channels, 11 (4), 21−31.
92. Kim, Keysuk (1999), “On Determinants of Joint Action in Industrial Distributor–Supplier Relationships: Beyond Economic Efficiency,” International Journal of Research in Marketing, 16 (3), 217-36.
93. _______ (2002), “Output Sector Munificence and Supplier Control in Industrial Channels of Distribution: A Contingency Approach,” Journal of Business Research, 55 (6), 427-40.
94. Klein, Saul and Victor J. Roth (1990), “Determinants of Export Channel Structure: The Effects of Experience and Psychic Distance Reconsidered,” International Marketing Review, 7 (5), 27-38.
95. Kogut, Bruce and Harbir Singh (1988), “The Effect of National Culture on ohe Choice of Entry Mode,” Journal of International Business Studies, 19 (3), 411-32.
96. Koza, Karen L. (1995), “Task Structure, Communication and Role Perceptions: Their Impact on Inter-Organizational Interdependence,” AMA Educators Proceedings: Enhancing Knowledge Development in Marketing, 387–99.
97. _______ and Rajiv P. Dant (2007), “Effects of Relationship Climate, Control Mechanism, and Communications on Conflict Resolution Behavior and Performance Outcomes,” Journal of Retailing, 83 (3), 279–96.
98. Koza, Mitchell and Arie Levin (2000), “Managing Partnerships and Strategic Alliances: Increasing the Odds of Success,” European Management Journal, 18 (2), 146-51.
99. Laumann, Edward O., Joseph J. Galaskiewiez, and Peter V. Marsden (1978), “Community Structure as Interorganizational Linkages,” Annual Review of Sociology, 4, 455-84.
100. Leenders, Michiel R. and David L. Blenkhorn (1988), Reverse Marketing: The New Buyer-Supplier Relationship. New York, NY: Free Press.
101. Leonidou, Leonidas C., Bradley R. Barnes, and Michael A. Talias (2006), “Exporter–Importer Relationship Quality: The Inhibiting Role of Uncertainty Distance, and Conflict,” Industrial Marketing Management, 35 (5), 576-88.
102. _______, Micheal A. Talias, and Constantionos N. Leonidou (2008), “Exercised Power as Driver of Trust and Commitment in Cross Border Industrial Buyer Seller Relationships,” Industrial Marketing Management, 37 (1), 92-103.
103. Liang, Huigang, Nilesh Saraf, Qing Hu, and Yajiong Xue (2007), “Assimilation of Enterprise Systems: The Effect of Institutional Pressures and the Mediating Role of Top Management,” MIS Quarterly, 31 (1), 59-87.
104. Lindell, Michael K. and David J. Whitney (2001), “Accounting for Common Method Variance in Cross-Sectional Designs,” Journal of Applied Psychology, 86 (1), 114-21.
105. Liu, Yi, Yuan Li, and Jiaqi Xue (2010), “Transfer of Market Knowledge in a Channel Relationship: Impacts of Attitudinal Commitment and Satisfaction,” Industrial Marketing Management, 39 (2), 229-39.
106. Lohtia, Ritu, Daniel C. Bello, and Constance E. Porter (2009), “Building Trust in US–Japanese Business Relationships: Mediating Role of Cultural Sensitivity,” Industrial Marketing Management, 38 (3), 239-52.
107. Macneil, Ian (1980), The new social contract. New Haven, CT: Yale.
108. Magnusson, Peter and Brett A. Boyle (2009), “A Contingency Perspective on Psychic Distance in International Channel Relationships,” Journal of Marketing Channels, 16 (1), 77-99.
109. Mangin, Jean-Pierre L., Tamas Koplyay, and Christian Calmes (2008), “The Moderator Effect of Communication in Marketing Channels of Distribution; The Case of Car’s Industry In Canada.” International Advances in Economic Research, 14 (1), 48-64.
110. Massey, Graham R. and Elias Kyriazis (2007), “Interpersonal Trust between Marketing and R&D During New Product Development Projects,” European Journal of Marketing, 41 (9/10), 1146-72.
111. _______ and Philip L. Dawes (2007), “The Antecedents and Consequence of Functional and Dysfunctional Conflict between Marketing Managers and Sales Managers,” Industrial Marketing Management, 36 (8), 1118–29.
112. Mehta, Rajiv, Pia Polsa, Jolanta Mazur, Fan Xiucheng, and Alan J. Dubinsky (2006), “Strategic Alliances in International Distribution Channels,” Journal of Business Research, 59 (10/11), 1094-104.
113. _______, Rolph E. Anderson, Alan J. Dubinsky, Pia Polsa, and Jolanta Mazur (2010), “Managing International Distribution Channel Partners: A Cross-Cultural Approach,” Journal of Marketing Channels, 17 (2), 89-117.
114. Menon, Anil and P. Rajan Varadarajan (1992), “A Model of Marketing Knowledge Use within Firms,” Journal of Marketing, 56 (4), 53-71.
115. _______, Sundar G. Bharadwaj, Phani T. Adidam, and Steven W. Edison (1999), “Antecedents and Consequences of Marketing Strategy Making: A Model and a Test,” Journal of Marketing, 63 (2), 18-40.
116. Mentzer, John T., William DeWitt, James S. Keebler, Sonhong Min, Nancy W. Nix, Carlo D. Smith, and Zach G. Zacharia (2001), “Defining Supply Chain Management,” Journal of Business Logistics, 22 (2), 1-25.
117. Mohr, Jakki J. and John R. Nevin (1990), “Communication Strategies in Marketing Channel: A Theoretical Perspective,” Journal of Marketing, 54 (October), 36-51.
118. _______ and Ravipreet S. Sohi (1995), “Communication Flows in Distribution Channels: Impact on Assessments of Communication Quality and Satisfaction,” Journal of Retailing, 71 (4), 393-416.
119. _______, Robert J. Fisher, and John R. Nevin (1996), “Collaborative Communication in Interfirm Relationships: Moderating Effects of Integration and Control,” Journal of Marketing, 60 (3), 103-15.
120. Moorman, Christine, Rohit Deshpande, and Gerald Zaltman (1993), “Factors Affecting Trust in Market Research Relationships,” Journal of Marketing, 57 (1), 81–102.
121. Morgan, Robert M. and Shelby D. Hunt (1994), “The Commitment-Trust Theory of Relationship Marketing,” Journal of Marketing, 58 (July), 20-38.
122. Mukherji, Ananda and Jyotsna Mukherji (2007), “The Competitive environment of U.S. Firms: The Social and the Economic Context of Business on the Mexican Border,” Competition Forum, 5 (1), 104-11.
123. _______ and John D. Francis (2008), “Mutual Adaptation in Buyer-Supplier Relationships,” Journal of Business Research, 61 (2), 154-61.
124. Nes, Erik B., Carl A. Solberg, and Ragnhid Silkoset (2007), “The Impact of National Culture and Communication on Exporter–Distributor Relations and on Export Performance,” International Business Review, 16 (4), 405-24.
125. Nevins, Jennifer L. and R. Bruce Money (2008), “Performance Implications of Distributor Effectiveness, Trust, and Culture in Import Channels of Distribution,” Industrial Marketing Management, 37 (1), 46-58.
126. Nielson, Charles C. (1998), “An Empirical Examination of the Role of ‘Closeness’ in Industrial Buyer-Seller Relationships,” European Journal of Marketing, 32 (5–6), 411–29.
127. O’Grady, Shawna and Henry W. Lane (1996), “The Psychic Distance Paradox,” Journal of International Business Studies, 27 (2), 309-33.
128. Palmatier, Robert W., Rajiv P. Dant, and Dhruv Grewal (2007), “A Comparative Longitudinal Analysis of Theoretical Perspectives of Inter-Organizational Relationship Performance,” Journal of Marketing, 71 (October), 172-94.
129. _______, _______, _______, and Kenneth R. Evans (2006), “Factors Influencing the Effectiveness of Relationship Marketing: A Meta-Analysis,” Journal of Marketing, 70 (October), 136-53.
130. Petter, Stacie, Detmar Straub, and Arun Rai (2007), “Specifying Formative Constructs in Information Systems Research,” MIS Quarterly, 31 (December), 623-56.
131. Piercy, Nigel F., Constantine S. Katsikeas, and David W. Cravens (1997), “Examining the Role of Buyer–Seller Relationships in Export Performance,” Journal of World Business, 32 (1), 73-86.
132. Podsakoff, Philip M, Scott B. MacKenzie, Jeong-Yeon Lee, and Nathan P. Podsakoff (2003), “Common Method Biases in Behavioral Research: A Critical Review of the Literature and Recommended Remedies,” Journal of Applied Psychology, 88 (5), 879-903.
133. Posey, Clay, Paul B. Lowry, Tom L. Roberts, and T. Selwyn Ellis (2010), “Proposing the Online Community Self-Disclosure Model: The Case of Working Professionals in France and the U.K. who use Online Communities,” European Journal of Information Systems, 19 (2), 181-95.
134. Ramaseshan, B. and Mark A. Patton (1994), “Factors Influencing International Channel Choice of Small Business Exporters,” International Marketing Review, 11(4), 19-34.
135. Reynolds, Nina, Adamantios Diamantopoulos and Bodo B. Schlegelmilcsh (1993), “Pretesting in Questionnaire Design: A Review of the Literature and Suggestions for Further Research”, Journal of the Market Research Society, 35 (2), 171-82.
136. Richeson, Leslie, Charles W. Lackey, and John W. Starner (1995), “The Effect of Communication on the Linkage between Manufacturers and Suppliers in a Just-in-Time Environment,” International Journal of Purchasing and Materials Management, 31 (1), 21-8.
137. Ringle, Christian M., Sven Wende, and Alexander Will (2005), “SmartPLS 2.0 (beta),” (accessed May 20, 2011), [available at http://www.smartpls.de].
138. Robicheaux, R. A. and A.I. El-Ansary (1975), “A general Framework for Understanding Channel Member Behavior,” Journal of Retailing, 52 (4), 13-94.
139. Rodríguez, Ignacio R.B., Jesus C. Agudo, and Hector C. M. Gutiérrez (2006), “Determinants of Economic and Social Satisfaction in Manufacturer–Distributor Relationships,” Industrial Marketing Management, 35 (6), 666-75.
140. Ronen, Simcha and Oded Shenkar (1985), “Clustering Countries on Attitudinal Dimensions: A Review and Synthesis,” Academy of Management Review, 10 (3), 435-54.
141. Rosenbloom, Bert and Trina Larsen (2003), “Communication in International Business-to-Business Marketing Channels: Does Culture Matter,” Industrial Marketing Management, 32 (4), 309-15.
142. Sama, Linda M. and Victoria Shoaf (2002), “Ethics on the Web: Applying Moral Decision-Making to the New Media,” Journal of Business Ethics, 36 (1/2), 93–103.
143. Samiee, Saeed and Peter G. P. Walters (2003), “Relationship Marketing in an International Context: A Literature Review,” International Business Review, 12 (2), 193-214.
144. _______ and _______(2006), “Supplier and Customer Exchange in International Industrial Markets: An Integrative Perspective,” Industrial Marketing Management, 35 (5), 589−99.
145. Schilke, Oliver, Martin Reimann, and Jacquelyn S. Thomas (2009), “When Does International Marketing Standardization Matter to Firm Performance?,” Journal of International Marketing, 17 (4), 24-46.
146. Schmitz, Christian and Tillmann Wagner (2007), “Satisfaction in International Marketing Channels,” Journal of Marketing Channels, 14 (4), 5-39.
147. Schul, Patrick L., Taylor E. Little, and William M. Pride (1985), “Channel Climate: Its Impact on Channel Members’ Satisfaction,” Journal of Retailing, 61 (2), 9-38.
148. Schuler, R.S. and Blank, L.F. (1976), “Relationships Among Types of Communication, Organizational Level, and Employee Satisfaction and Performance,” IEEE Transactions on Engineering Management, EM-23(3), 124–9.
149. Selnes, Fred (1998), “Antecedents and Consequences of Trust and Satisfaction in Buyer–Seller Relationships,” European Journal of Marketing, 32 (3/4), 305–22.
150. Sharma, Piyush (2010), “Measuring Personal Cultural Orientations: Scale Development and Validation,” Journal of the Academy of Marketing Science, 38 (6), 787–806.
151. _______ (2011), “Country of Origin Effects in Developed And Emerging Markets: Exploring the Contrasting Roles of Materialism and Value Consciousness,” Journal of International Business Studies, 42 (2), 285-306.
152. Sheng, Shibin, James R. Brown, Carolyn Y. Nicholson, and Laura Poppo (2006), “Do Exchange Hazards Always Foster Relational Governance? An Empirical Test of the Role of Communication,” International Journal of Research in Marketing, 23 (1), 63-77.
153. Shenkar, Oded (2001), “Cultural Distance Revisited: Towards a more Rigorous Conceptualization and Measurement of Cultural Differences,” Journal of International Business Studies, 32, 519–35.
154. Shih, Tse-Hua and Xitao Fan (2009), “Comparing Response Rates in E-Mail and Paper Surveys: A Meta-Analysis,” Educational Research Review, 4 (1), 26-40.
155. Shoham, Aviv and Gerald S. Albaum (1995), “Reducing the Impact of Barriers to Exporting: A Managerial Perspective”, Journal of International Marketing, 3 (4), 85-105.
156. _______, Gregory M. Rose, and Fredric Kropp (1997), “Conflict in International Channels of Distribution,” Journal of Global Marketing, 11 (2), 5-22.
157. Shoham, Aviv, Maja M. Brencic, Vesna Virant, and Ayalla Ruvio (2008), “International Standardization of Channel Management and its Behavioral and Performance Outcomes,” Journal of International Marketing, 16 (2), 120-51.
158. Sirdeshmukh, Deepak, Jagdip Singh, and Barry Sabol (2002), “Consumer Trust, Value, and Loyalty in Relational Exchanges,” Journal of Marketing, 66 (1), 15–37.
159. Skarmeas, Dionisis, Constantine S. Katsikeas, and Bodo B. Schlegelmilch (2002), “Drivers of Commitment and its Impact on Performance in Cross-Cultural Buyer–Seller Relationships: The Importer’’s Perspective,” Journal of International Business Studies, 33 (4), 757-83.
160. _______, Constantine S. Katsikeas, Stavroula Spyropoulou, and Esmail Salehi-Sangari (2008), “Market and Supplier Characteristics Driving Distributor Relationship Quality in International Marketing Channels of Industrial Products,” Industrial Marketing Management, 37 (1), 23-36.
161. Spekman, Robert E. (1988), “Strategic Supplier Selection: Understanding Long-Term Relationships,” Business Horizons, 31 (4), 75–81.
162. Stöttinger, Barbara, Bodo B. Schlegelmilch (1998), “Explaining Export Development Through Psychic Distance: Enlightening Or Elusive?,” International Marketing Review, 15 (5), 357-72.
163. Uzzi, Brian (1997), “Social Structure and Competition in Inter-Firm Networks: The Paradox of Embeddedness,” Administrative Science Quarterly, 42 (1), 35-67.
164. Vanlear Jr., C. Arthur (1987), “The formation of Social Relationships: A Longitudinal Study of Social Penetration,” Human Communication Research, 13 (3), 299–322.
165. Vanlear Jr., C. Arthur (1991), “Testing a Cyclical Model of Communicative Openness in Relationship Development: Two Longitudinal Studies,” Communication Monographs, 58 (4), 337–61.
166. Walther, Joseph B. and Judee K. Burgoon (1996), “Relational Communication in Computer-Mediated Interaction,” Human Communication Research, 19 (1), 50–88.
167. Wang, Cheng L., Noel Y. M. Siu, and Bradley R. Barnes (2008), “The significance of Trust and Renqing in the Long-Term Orientation of Chinese Business-to-Business Relationships,” Industrial Marketing Management, 37 (7), 819-24.
168. Weitz, Barton A. and Sandy D. Jap (1995), “Relationship Marketing in Distribution Channels,” Journal of the Academy of Marketing Science, 23 (4), 305-20.
169. Wentzel, Daniel (2009), “The Effect of Employee Behavior on Brand Personality Impressions and Brand Attitudes,” Journal of the Academy of Marketing Science, 37 (3), 359-74.
170. White, Chris J., P. Rajan Varadarajan, and Peter A. Dacin (2003), “Market Situation Interpretation and Response: The Role of Cognitive Style, Organizational Culture, and Information Use,” Journal of Marketing, 67 (3), 63-79.
171. Wildings, Richard, and Andrew S. Humphries (2006), “Understanding Collaborative Supply Chain Relationships through the Application of the Williamson Organisational Failure Framework,” International Journal of Physical Distribution and Logistics Management, 36 (4), 309-29.
172. WTO (2011), “International trade statistics,” (accessed December 30, 2011), [available at http://www.wto.org/english/res_e/statis_e/its2011_e/its11_toc_e.htm].
173. Yilmaz, Cengiz, Bulent Sezen, and Ozlem Ozdemir (2005), “Joint and Interactive Effects of Trust and (Inter) Dependence on Relational Behaviors in Long-Term Channel Dyads,” Industrial Marketing Management, 34 (3), 235-48.
174. Zaheer, Akbar and N. Venkatraman (1995), “Relational governance as an Inter-Organizational Strategy: An Empirical Test of the Role of Trust in Economic Exchange,” Strategic Management Journal, 16 (5), 373-92.
175. Zhao, Yushan and S. Tamer Cavusgil (2006), “The Effect of Supplier’s Market Orientation on Manufacturer’s Trust,” Industrial Marketing Management, 35 (4), 404-14.
指導教授 鄭明松(Julian Ming-Sung Cheng) 審核日期 2012-6-19
推文 facebook   plurk   twitter   funp   google   live   udn   HD   myshare   reddit   netvibes   friend   youpush   delicious   baidu   
網路書籤 Google bookmarks   del.icio.us   hemidemi   myshare   

若有論文相關問題,請聯絡國立中央大學圖書館推廣服務組 TEL:(03)422-7151轉57407,或E-mail聯絡  - 隱私權政策聲明