中文摘要：

传统渠道权力研究缺少对渠道关系网络背景的关注。从社会网络关系嵌入的视角切入渠道权力的研究，将社会网络理论中的关系强度变量纳入渠道权力研究框架，考察渠道关系强度不同维度对渠道成员应用渠道权力以及权力应用对渠道冲突和渠道合作的影响。以制造商及其与分销商关系为研究对象，获得278个制造商样本的调查数据，应用SPSS15．0软件和多元层次回归方法对研究假设进行检验。研究结果表明，渠道关系中的亲密程度和互惠程度对渠道成员应用强制性权力和非强制性权力分别具有负向和正向显著影响；情感强度对制造商应用强制性权力有显著正向影响，而对其应用非强制性权力没有显著影响；渠道关系嵌入的行为和情感要素对渠道权力应用有不同影响。

英文摘要：

Traditional channel power research neglects the influence of the channel relationship network background. Given this theoretical gap, the authors introduce an important construct, i.e. , tie strength from social network theory to the channel power analytical framework, and test the impacts of four dimensions of channel tie strength on the power exercises and the impacts of power exercises on channel conflict and cooperation from a relational embeddedness perspective. Taking manufacturer-dealer rela- tionships as object of study, the authors test the research hypothesis with multiple regression analysis method and SPSS 15.0 based on 278 survey samples from manufacturers. The empirical research findings show that mutual confiding and reciprocal serv- ices has significant and negative influences on coercive power use and significant and positive influences on noncoercive power use respectively; while emotional intensity has significant and positive impact on coercive power exercises and has no significant influence on noncoercive power exercises. These findings show that emotional and behavioral factors have different influence on channel power exercises.