中文摘要：

国际高端化妆品是零售商提高定位的前提,其供应商的权力大,零售商的权力小。零售商在引进高端化妆品之前,供应商具有高权力,二者之间首先是权力依赖关系,而不是信任、承诺关系。引进国际高端化妆品之后,供应商仍然占据高权力,但稍有降低,零售商在与供应商的博弈中有一定限度的消极抵抗。研究表明,权力依赖关系是分析二者之间的信任、承诺关系的前提。在与超一线品牌供应商的博弈中,零售商为了提升地位,可减少过度包装,改进经营模式,发挥行业协会的力量,这些都需要有顶层战略智慧。

英文摘要：

International high-end cosmetics is the preposition for retailers to leverage their position in the market. The suppliers can usually exercise high power over retailers before the latter getting access to high-end cosmetics, as the relation between the two parties is of power dependence rather than trust and commitment. Fhe suppliers can also exercise high power, although a little bit lower than before, over retailers after the latter getting access to international high-end cosmetics. The retailers put up passive resistance of a certain degree againt the suppliers in the game between the two parties. Studies of this paper show that power-dependence relation should be considered as premise of the anal- ysis of trust and commitment relations. When playing games with suppliers of in- ternational superb first-class brands, the retailers need to reduce over-packaging, improve marketing mode and strengthen the power of cosmetics associations to improve their status, which requires them to have super strategic wisdom.