中文摘要：

作为极具时代特征的营销方式,非透明销售在实践中取得了巨大的成功,也受到学术界和业界的广泛关注。不仅是服务集成商,越来越多服务提供企业也加入到开设非透明销售渠道的行列中。为指导服务提供商科学开展非透明销售业务,基于对现有成功案例的分析,初步给出非透明销售模式的适用条件。并在考虑顾客对渠道策略反馈的基础上,分别构建服务提供商经营非透明销售渠道和服务集成商（第三方）经营非透明销售渠道的优化模型,得出不同模式下服务提供商的最优价格策略;通过模型结果的对比,找出了服务集成商开设不同形式非透明销售渠道的条件。最后,结合文章研究成果,给出了服务提供商开展非透明销售业务的实施建议。

英文摘要：

As a popular marketing mode,opaque selling is a great success and has attracted wide attention from both academia and industry. Service integrators and increasingly more service providers are developing opaque selling channels. Based on analyzing the current successful cases,this paper firstly elaborates the applicable conditions for opaque selling modes so as to guide service providers in their opaque selling operation,and then constructs,based on customers＇ feedback on the channel strategies,the optimal models respectively for service providers＇ opaque selling channels and service integrators＇（ the third party） opaque selling channels while the optimal price strategies are given for different modes. The applicable conditions for service integrators to develop different modes of opaque selling channels are provided via a comparison of the mode results before implementation suggestions are offered for service providers to develop opaque selling business.