A Study of Relationships Benefits、Trust and Commitment Relationships:A Multi-level Marketing Company as an Example

• Main Authors: Hua-Hsing Teng, 鄧華興
• Other Authors: Dauw-Song Zhu
• Format: Others
• Published: 2012
• Online Access: http://ndltd.ncl.edu.tw/handle/f8rr9s

碩士 === 國立東華大學 === 管理學院高階經營管理碩士在職專班 === 100 === Morgan and Hunt (1994) stated the KMV (Key Mediating Variables；KMV) model with Trust and Commitment, and focused on the elements, trust and commitment, in the partner relationship. In this study, the author use the KMV model to clarify the Relationship benefits, Trust, and organization commitment between the the up layer, organization, and the dealers in multilevel marketing industry. According to the empirical data, the author proof the relationship benefits related with Trust and Commitment in the relationship building stage. In this study, I chose a multilevel marketing company to sampling. The total number of the questionnaire is 400, and returns 310 questionnaires. Finally, there are 222 valid samples. According to the result, I find that the higher「higher confidence benefit of relational benefit of higher level dealer」of lower sales will cause the higher “Trust” to the organization; the higher 「special treatment benefit of relational benefit of higher level dealer」of lower sales will cause the higher “Trust” to the organization; the higher of 「higher confidence benefit of relationship benefit of company」 will cause the higher “Trust” to the organization. The “Trust” relate with “Organization commitment” positively. The finding shows that the higher expectation to the higher sales’ positive behavior will increase the willing to stay in the group and the emotional and norm recognition of the lower sales.