| Summary: | 碩士 === 義守大學 === 企業管理學系 === 105 === Vietnam''s formal accession to the WTO in 2000 was a major opportunity for Vietnam''s economy, and it also brought many challenges to Vietnam. In order to maintain development, industries must overcome technical, professional, and management issues. At present, Vietnamese industry is booming. To maintain their competitiveness, enterprises must enhance its performance by a variety of ways. Channel management is a particularly important activity to enhance the competitiveness of enterprises. By assessing the factors that affect the activities of the channel, to improve channel management, to promote enterprise development, is the goal of business. Therefore, this study explores the relationship between the source vendor and the target manufacturer to understand how the factors such as channel strategy, channel power, and channel climate affect their partnership and cooperation performance. A total of 400 questionnaires were distributed, 300 were collected and 256 were valid questionnaires. The effective recovery rate was 85%. Results reveal that:
1. Non-mandatory channel strategy has a positive impact on channel climate.
2. Non-mandatory channel strategy has a positive impact on partnership.
3. Channel climate has a positive impact on partnership.
4. Channel power has a positive impact on partnership.
5. Partnership has a positive impact on Cooperation Performance.
6. Channel power has a positive impact on Cooperation Performance.
7. Channel climate has a positive impact on Cooperation Performance.
Base on the research results, this study also provides some useful suggestions for the managers in Vietnamese industry as their reference for their future business.
|
|---|
