高阶直销商成功经营行为模式之初探.txt

ani l wi 80470 : 07-5252000 d4621 e-mail: d.tw a wy : 07-5252000 d4930 e-mail: j ninnpifmw(n)nnan缰dqilnmnnmzanniips lf 1nan 2nne(andqilnmnmz)niilfnj棬an(i) 3jnnan(i)lfandqilnm_nnkoj挦an(i)inmz_nn 4andqilnmnmz棬p pi: nnndqimmz ani w cc nitinomiyloyxaaoaaicniinmlrgkirnsniwvpselonikni(x1999)an磬niic ninaninipifmw(n)npaicyigpsrngmwnininmandqilnmnnmzgpsc aihfiw_dmminimnwiannmipimxlnni挦 _ 1an磬nii 2nmandqilnmnnmzps e i naifr 飬89ni乲644hiini191n283f412.76%niii_380.86 |nin169.64|niii380.86|44.54%ri()n_ 57.9 fi29,299 dqi i (1) (2) (3) | (4) ngpsoiidqiem(fiedler, 1974 ) (house, 1971 ) tcd (vroom-yetton, 1973) iciiksdqimtabcvrtmidqismise dqidownton (1973) c|ilfitransactionalzcommitment (z) i飬dqi lfixoipfwf(janda, 1960tannenbaum, weschler an42an58an64164 an an an 7 34 114 155 42 58 64 164 aniy g ang3155q82.7%3645q57.1%angv4655q3645q45.2 %33.3 %gİ4-1-1 4-1-1 gİ g an (%) an (%) 25()q 0 2.4 26-30q 0 0 31-35q 28.6 14.3 36-45q 57.1 33.3 46-55q 14.3 45.2 56q 0 4.8 100 100 y ()wv anwvw57.1%()28.6%anwv()45.3%28.6%wvİ4-1-2 4-1-2 wvİ wv an (%) an (%) () 0 19 () 28.6 45.3 14.3 28.6 w 57.1 7.1 t() 0 0 100 100 y ()r 57.1%an飬42.9%飬x;85.7%an飬4.8%xrİ4-1-3 4-1-3 rİ r an (%) an (%) 57.1 85.7 42.9 9.5 x 0 4.8 100 100.0 y 57.1%an()81%an()()42.9%İ4-1-4 4-1-4 İ an (%) an (%) o 14.3 9.5 28.6 9.5 57.1 38.1 () 0 42.9 100 100.0 y 壩fny anfny5anfnyvİ1235ye40.5%33.34-1-5 4-1-5 fnyİ fn y an (%) an (%) 0 2.4 0 0 () 0 11.9 () 0 40.5 () 0 33.3 100 11.9 100 100.0 y n annan31% nnİ4-1-6 4-1-6 n n an (%) an (%) 0 2.3 100 66.7 0 31 100 100.0 y e 57.1%an;38.1%aneİ4-1-7 4-1-7 eİ e an (%) an (%) 42.9 61.9 57.1 38.1 100 100.0 y an57.1%28.6%;28.6%an23.8%İ4-1-8 4-1-8 İ an (%) an (%) 57.1 28.6 14.3 23.8 0 7.1 28.6 23.8 0 16.7 100 100.0 y rr ran42.9%42.9%ran7.2%59.5%f33.3%rrİ4-1-9 4-1-9 rrİ rr an (%) an (%) 42.9 7.2 42.9 59.5 f 14.2 33.3 100 100.0 y i ian28.6%ian61.9%iİ4-1-10 4-1-10 iİ i an (%) an (%) 71.4 38.1 28.6 61.9 100 100.0 y niin anniin;inan38.1%in4-1-11 4-1-11 niinİ in an (%) an (%) 14.2 4.7 in 28.6 14.3 42.9 28.6 14.3 14.3 o 0 38.1 100 100.0 y hini inian71.4%hini14.3%;inian61.9%hini16.7%hiniİ4-1-12 4-1-12 hiniİ(x) hini an (%) an (%) 71.4 61.9 28.6 28.6 28.6 14.3 0 11.9 o 14.3 16.7 y 12wanc c gnang31qanp &nan() nan hininanchinii c wvanwvan fy鹫rganfy5rganfyv5 n: anans2/31/3nd eanan rr: ananf niinaninans38%in nani nn(319)nnani y(andqilnmnmz)ylfyj棬ani4-2-1 4-2-1 nandqilnmnmz i 19 300 4.4557 0.6611 i 23 296 4.4295 0.7522 dq i 26 293 4.4430 0.6785 10 309 4.3603 0.5814 f 14 305 4.3156 0.6078 i 12 307 4.2736 0.6213 m 15 304 4.3195 0.5600 m j 12 307 4.4017 0.4902 7 312 4.4167 0.4967 8 311 4.3714 0.6153 m z 12 307 4.3963 0.4919 y :yzp-value=0.05 yxe(andqilnmnmz)slfnj棬an(i)ij4-2-2 :4-2-2xe i 300 3 8 23 151 115 i 296 2 12 30 139 112 dq i 293 3 9 31 158 95 309 0 6 32 177 94 f 305 0 7 44 163 91 i 307 2 5 49 171 80 m 304 2 5 62 176 59 m j 307 0 1 41 187 78 312 0 1 18 185 108 311 0 6 23 162 120 m z 307 0 1 43 185 78 y nnani nnaninanlfnndqimgkmz棬nn nnaniandqilnmkonnj挦ininnmz(mj)4-3-1 4-3-1 nnan t sig. t sig. i 143 4.4805 0.7291 0.620 0.536 157 4.4331 0.5940 0.614 0.540 i 142 4.4396 0.7071 0.222 0.825 154 4.4202 0.7937 0.223 0.824 dqi 142 4.4608 0.7065 0.435 0.664 151 4.4262 0.6530 0.434 0.665 148 4.3964 0.5785 1.046 0.296 161 4.3271 0.5839 1.047 0.296 f 146 4.3271 0.6308 0.316 0.752 159 4.3050 0.5877 0.315 0.753 i 146 4.3196 0.5725 1.237 0.217 161 4.2319 0.6615 1.246 0.214 m 145 4.3523 0.5542 0.974 0.331 159 4.2897 0.5653 0.975 0.33 m j 149 4.4758 0.5075 2.593 0.010* 158 4.3319 0.4642 2.587 0.010* 151 4.4945 0.5046 2.707 0.007* 161 4.3437 0.4793 2.703 0.007* 150 4.4133 0.6823 1.161 0.246 161 4.3323 0.5447 1.152 0.250 m z 149 4.4599 0.5156 2.212 0.028* 158 4.3364 0.4620 2.205 0.028* *p0.05 *p0.01 *p0.001 y andqilmmzp nn(dqimmz)plfdqim(fi)mz(mj)pdqilmmzp4-4-1 4-4-1 dqilmmzp i i d q i f i m m j m z i pearson correlation sig. (2-tailed) n 1.000 . 300 0.817* 293. 0.947* 293 0.665* 300 0.604* 296 0.576* 298 0.657* 295 0.372* 295 0.288* 300 0.360* 299 0.373* 295 i pearson correlation sig. (2-tailed) n 0.817* . 293 1.000 296 0.959* 293 0.628* 296 0.605* 292 0.551* 294 0.635* 291 0.338* 292 0.263* 296 0.298* 295 0.327* 292 dqi pearson correlation sig. (2-tailed) n 0.947* . 293 0.959* 293. 1.000 293 0.681* 300 0.634* 289 0.593* 291 0.679* 288 0.371* 289 0.289* 293 0.343* 292 0.366* 289 pearson correlation sig. (2-tailed) n 0.665* . 300 0.628* 296. 0.681* 293 1.000 309 0.783* 305 0.754* 307 0.906* 304 0.443* 304 0.399* 309 0.388* 308 0.442* 304 f pearson correlation sig. (2-tailed) n 0.604* . 296 0.605* 292. 0.634* 289 0.783* 305 1.000 305 0.846* 304 0.944* 304 0.471* 300 0.356* 305 0.442* 304 0.465* 300 i pearson correlation sig. (2-tailed) n 0.576* . 298 0.551* 294 0.593* 291 0.754* 307 0.846* 304 1.000 307 0.936* 304 0.403* 302 0.327* 307 0.350* 306 0.393* 302 m pearson correlation sig. (2-tailed) n 0.657* . 295 0.635* 291 0.679* 288 0.906* 304 0.944* 304 0.936* 304 1.000 304 0.467* 299 0.388* 304 0.414* 303 0.459* 299 mj pearson correlation sig. (2-tailed) n 0.372* . 295 0.338* 292. 0.371* 289 0.443* 304 0.471* 300 0.403* 302 0.467* 299 1.000 307 0.875* 307 0.869* 307 0.991* 307 pearson correlation sig. (2-tailed) n 0.288* . 300 0.263* 296 0.289* 293 0.399* 309 0.356* 305 0.327* 307 0.388* 304 0.875* 307 1.000 312 0.579* 311 0.870* 307 pearson correlation sig. (2-tailed) n 0.360* . 299 0.298* 295 0.343* 292 0.388* 308 0.442* 304 0.350* 306 0.414* 303 0.869* 307 0.579* 311 1.000 311 0.902* 307 mz pearson correlation sig. (2-tailed) n 0.373* . 295 0.327* 292 0.366* 289 0.442* 304 0.465* 300 0.393* 302 0.459* 299 0.991* 307 0.870* 307 0.902* 307 1.000 307 y 幝 andqilnmnmzps nnandqilnmzlfdqilmz_dqilmmz4-5-1 4-5-1 andqilnmzw coefficients unstandardized coefficients standardized coefficients t sig. b std. error beta constant dqil 3.205 .269 .182 .040 .366 17.657 6.659 .000 .000 a.dependent variable:mz y nnandqilnmlfandqilnmz_andqilnmz4-5-2 4-5-3nmnmzw coefficients unstandardized coefficients standardized coefficients t sig. b std. error beta constant dqil 1.782 .572 .165 .037 .679 10.812 15.624 .000 .000 a.dependent variable:m y nnnmnmzlfnmmz_nmmmz4-5-2 4-5-3nmnm