中文摘要：

关于营销渠道中的跨组织管理行为和中国的关系，各自己有相当数量的学术论文发表。也有人将二者结合起来，探讨人际关系对中国企业进行渠道跨组织合作与管理的影响。然而，由于关系这一概念有丰富的内涵，大家的认识不统一，所以造成了相关的研究存在概念不清、测量工具混乱、讨论难以深入的问题。为了弥补这一缺陷，文章首先讨论了关系这一概念的基本内涵，然后将营销渠道中企业间的人际关系与跨组织合作关系相结合，提出一个理论模型，作为今后在理论上对相关问题进行进一步探讨的基础。

英文摘要：

Numerous studies either on inter-organizational management in marketing channels or on Chinese GUANXI have been published. Some connect the two, testing the impact of GUANXI on Chinese firms＇ inter-organizational cooperation and management in marketing channels. However, due to its richness in meaning, GUANXI,as a concept,is understood differently and makes this stream of literature conceptually unclear, chaotic in measurement operationalization, and difficult for further investigation. In order to fill in the gap, this paper firstly discusses the basic connotations of Chinese GUANXI, and then proposes a theoretical model by connecting inter-firm GUANXI with inter-firm cooperative relationship in marketing channels. The model may serve as a basis for further studies on the topic.