|Title:||Conflict resolution strategies : an analysis of the perspective used in of principal-distributor relationship|
|Subject:||Hong Kong Polytechnic University -- Dissertations|
|Department:||Graduate School of Business|
|Pages:||xi, 365 leaves : ill. ; 30 cm|
|Abstract:||Despite the importance of the electrical industry in Hong Kong as one of the key contributors to economic growth, there has been very little research on the industry operational mode under the dyadic business relationship between principal and distributor. The members of The Hong Kong Electrical Contractor' Association are subjected for studies and three cases have been selected for studies in detail. This is an exploratory study, using the method of multi-cases studies research to explore the conflict resolution strategies that may be adopted by the conflicting members within the distribution channel. By way of empirical analysis, a model linking negotiation behavior with the outcome effectiveness of negotiation is proposed. The findings of this research have established a theoretical model which states that there will be different negotiation behavior in responding to the different outcome of satisfaction in negotiation. The thesis concludes that integrative strategy is used for an economic outcome of satisfaction and distributive strategy is used in non-economic outcome of satisfaction. It is also true that when the negotiation objective is the combination of both economic and non-economic outcome.|
|Rights:||All rights reserved|
Files in This Item:
|b17810474.pdf||For All Users (off-campus access for PolyU Staff & Students only)||10.33 MB||Adobe PDF||View/Open|
As a bona fide Library user, I declare that:
- I will abide by the rules and legal ordinances governing copyright regarding the use of the Database.
- I will use the Database for the purpose of my research or private study only and not for circulation or further reproduction or any other purpose.
- I agree to indemnify and hold the University harmless from and against any loss, damage, cost, liability or expenses arising from copyright infringement or unauthorized usage.
By downloading any item(s) listed above, you acknowledge that you have read and understood the copyright undertaking as stated above, and agree to be bound by all of its terms.
Please use this identifier to cite or link to this item: