This case study surveys one Taiwan container shipping lines and his agent in South Korea, to discuss the channel management in cross-cultural difference. The case study discuss how the shipping lines use the 4 variables of channel management; incentives, monitoring, trust and commitment to manage the agent¡¦s performance in different two countries¡¦ cultural. We use Hofstede¡¦s typology of cultural dimensions to exam the cultural difference between Taiwan and South Korea.
The important results and findings can be summarizes as follows:
1. South Korea should be larger Power Distance than Taiwan.
2. Assigning one owner¡¦s representative would positively affect the agent¡¦s sale performance in the larger Power Distance, stronger Uncertainty Avoidance and Masculine cultural dimensions country.
3. Putting own vessel in the service route could positively affect the agent¡¦s sale performance in the Collectivist cultural dimension country.
4. Changing the service route often would negatively affect the agent¡¦s sale performance in the stronger Uncertainty Avoidance cultural dimension country.
5. Reducing the commitment would negatively affect the agent¡¦s sale performance in the Collectivist and stronger Uncertainty Avoidance cultural dimension country.
6. Reducing the trust would not affect the agent¡¦s sale performance in the larger Power Distance and stronger Uncertainty Avoidance cultural dimension country.
7. The influence of 4 channel management variables are in the channel performance, would be affected by cultural dimensions.
Finally, the study would like to conclude 12 suggestions for the case company¡¦s reference.
| Identifer | oai:union.ndltd.org:NSYSU/oai:NSYSU:etd-0912102-120717 |
| Date | 12 September 2002 |
| Creators | Chen, Joey |
| Contributors | Ming-rea Kao, Hueimei Liang, Dong-Jenn Yang |
| Publisher | NSYSU |
| Source Sets | NSYSU Electronic Thesis and Dissertation Archive |
| Language | Cholon |
| Detected Language | English |
| Type | text |
| Format | application/pdf |
| Source | http://etd.lib.nsysu.edu.tw/ETD-db/ETD-search/view_etd?URN=etd-0912102-120717 |
| Rights | unrestricted, Copyright information available at source archive |
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