An Attitude-Behavior Framework for Distribution Channel Management
基于边界人员态度与行为的一致性，构建模型预测组织在争取渠道项目接受时需实施的影响过程与目标，并探讨沟通策略及项目决策重要性与实施方法的关系。
The consistency or inconsistency of boundary personnel attitudes and behavior forms the basis for a model that predicts the influence processes that need to be implemented and the influence objectives that need to be sought in a focal organization's attempts to gain acceptance of its distribution channel programs. Propositions are developed concerning (1) the communication strategies that can be used most effectively in implementing the influence processes, and (2) how the relative importance of the decision on a channel program should be related to the nature of the approach taken to implement each influence process.