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


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”.


渠道联盟被认为是渠道关系中最好的形式。 学术界对渠道联盟关系影响因素的研究主要集中在承诺、 信任、 沟通与合作等方面。 本文实证研究了影响中国企业渠道联盟关系的若干因素及其影响程度, 特别是探讨了私人关系和行政因素等的影响程度。


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Correspondence to Tao Chen.

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Translated from Nankai Guanli Pinglun 南开管理评论 (Nankai Business Review), 2006, 6(1): 42–48

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About this article


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


  • 渠道联盟关系
  • 承诺与信任
  • 沟通与合作
  • 私人关系
  • 行政因素