| Author: | So, William |
| Title: | Conflict resolution strategies : an analysis of the perspective used in of principal-distributor relationship |
| Degree: | D.B.A. |
| Year: | 2004 |
| Subject: | Hong Kong Polytechnic University -- Dissertations Conflict management Relationship marketing |
| Department: | Graduate School of Business |
| Pages: | xi, 365 leaves : ill. ; 30 cm |
| Language: | English |
| 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 |
| Access: | restricted access |
Files in This Item:
| File | Description | Size | Format | |
|---|---|---|---|---|
| b17810474.pdf | For All Users (off-campus access for PolyU Staff & Students only) | 10.33 MB | Adobe PDF | View/Open |
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