中文摘要：

基于破坏性的视角,考察渠道中不公平行为和投机行为对渠道合作的影响,进而分析组织信任和冲突在上述影响中的中介作用。以制造商及其与经销商的关系为研究对象,获得211个生产制造商的样本,应用多元层次回归方法对研究假设进行检验。研究结果表明,不公平行为对渠道合作具有负向影响,并通过激化冲突、降低组织信任的部分中介作用产生影响;而投机行为对渠道合作的影响则不显著,无法通过影响组织信任和渠道冲突来进一步对渠道合作产生影响,但其可以激化渠道冲突。渠道成员的组织信任和冲突对渠道合作均有显著影响。

英文摘要：

Based on destructive view,we explore the effects of unfair and opportunistic behavior on cooperation,and analyze the mediating role of inter-organizational trust and channel conflict.Taking manufactures-distributorss as research samples and based on 211 samples from manufacturers,this study tested the hypotheses by multiple regression analysis.The results show that,unfair behavior plays a negative role on cooperation,through the part mediating roles of reducing inter-organizational trust and intensifying channel conflict;however,opportunistic behavior has no significant effect on cooperation with the mediating role of inter-organizational trust and channel conflict,but it can intensify channel conflict. Meanwhile,inter-organizational trust and channel conflict have significant effects on channel cooperation.