帮同学翻译了点东西,始终没弄明白到底是什么东西;问自己写下的是人话吗,无从知否也...

据说主要内容是"间接营销中的监测"
In the literature on a theoretical level sales partner monitoring is in principle broken down into the two dimensions of outcome-based control and behavior-based control (Matt Muller, 2004; Celli/Frazier, 1996; Anderson/Oliver, 1987; Oliver/Anderson, 1994; Ouch/Maguire, 1975). Whereas outcome-based control relates to the result of a completed implementation process and thus the level of achievement of quantitative specific targets, behavior-based control covers the implementation process itself.

从理论水平上说，对销售伙伴的监测在原则上分为两个方面：控制输出量和控制行为(Matt Muller, 2004; Celli/Frazier, 1996; Anderson/Oliver, 1987; Oliver/Anderson, 1994; Ouch/Maguire, 1975)，然而对输出量的控制是跟实现过程和数量上特别的目标实现水平相关联的，对行为的控制则涵盖了实现过程本身。

 In order to be able to precisely formulate the causal relationships between the identified influence factors and sales partner monitoring, the causal relationship between the outcome-based control and behavior-based control is also important. In connection with this, the findings of the literature analysis show an extremely non-uniform picture as with the constitutionality thesis (existence of a construct with two negatively correlated dimensions), the complementarily thesis (existence to two different, positively correlated constructs) and the independence thesis (existence of two different, uncorrelated constructs) there are three competing logically mutually exclusive modeling approaches present.

为了能够精确地在确定的影响因素和对销售伙伴的监测之间构建因果联系，对输出量的控制和对行为的控制之间的因果联系也很重要。与之相关的资料分析的发现显示了不均匀的图景，就像法治分析（带有两个有相互联系的方面的构造的存在），互补理论（两个不同的积极相关联的结构的存在）和独立理论（两个不同的不相关联的结构的存在）有三个竞争的逻辑互相独有的现行模拟方法。

 The constitutionality thesis was developed within the framework of intra-organizational sales management literature and relates to the formulation of an employee management system. In addition to employee monitoring, such a system includes reward and incentive formulation and exceptionally has neither an outcome-based nor conduct-based focus (Anderson/Oliver, 1987; Oliver/Anderson, 1994; Krafft, 1999). In an intraorganisational context this assumption of a one-dimensional continuum is fully justified as all conceivable possibilities of employee management can be shown on one continuum. However, the argument against substitutionality in an interorganisational context is the fact that neither of the two forms of monitoring can provide such comprehensive information about the sales partner that the other one could be dispensed with. Consequently the indicated formulation possibilities for sales partner monitoring cannot be shown on a one-dimensional spectrum.

法治理论在内部组织销售经营资料的框架中发展，并与一种员工管理系统的构想有关。除了员工监测外，这样的系统还包括奖励和激励构想，却异常地，没有输出量为基础的重心也没有指导为基础的重心(Anderson/Oliver,1987;Oliver/Anderson, 1994; Krafft, 1999)。在内部组织背景下，一维连续体是完全合理的，就像所有有说服力的员工管理模式可以在连续体里体现的可能性一样。然而，有人反对替换内部组织背景，两种形式的监测都不能提供这样广泛的可被踢除的销售伙伴的信息。因此对销售伙伴监测的指示构想的可能性不能在一维领域内反映出来。

Although the complementarity thesis presumes the existence of two different constructs, it sees these as positively correlated at the same time (Celly/Frazier, 1996). Modelling of this type implies that an intensification of outcome-based control is always concomitant with an increase in behaviour-based control and vice-versa. This assumption is not however plausibly justified in causal terms and is therefore also rejected.

尽管互补理论假定两个不同架构的存在，也视它们同时有积极联系(Celly/Frazier, 1996)，这种类型的模型暗示了以销售量为基础的控制的强度总是随着以行为为基础的控制的上升而增强的，反之亦然。这个设想在原因这里却貌似是讲不通的，因此也被否定。

Consequently the arguments in this study are based on the independence thesis. The conduct and outcome-based control of a sales partner are modelled as two independent multi-factorial constructs which are assumed to have no systematic, reciprocal, significant causal dependences.

因此在这方面研究的争论是基于独立理论的。对一个销售伙伴的引导与基于销售量的控制被限定成两个独立的多因素的架构，这被假定为是没有系统性、互惠的、显著的原因独体。

 The outcome-based control factors cover cost and yield monitoring, while behaviour-based control is broken down into the factors capabilities and activities monitoring. Variations of the constructs 'behaviour-based control' and Outcome-based control' are interpreted below as causal effects of variations of the relevant factors or their indicators.

控制销售量的因素包括了控制成本和产量监测，而对行为的控制分为能力和活动监测。架构的变化“基于行为的控制”和“基于销售量的控制”被诠释为相关因素或指使信号变化的影响原因。

 Thus, the intensity of behaviour-based control increases with the increase in a capability or activity monitoring indicator. As even a variation in one item leads to corresponding construct variations, without the other indicators necessarily having to vary too, this construct consequently has a formative structure (Diamantopoulos/Winklhofer, 2001).

因此，控制行为的强度随着能力和活动结监测信号的增加而增加。 即时是在某一方面导致相应架构变化的因素的变化，没有其他所需因素进行变化，这架构也会因此而有一个形成框架(Diamantopoulos/Winklhofer, 2001)。

As part of the scale development of both constructs and taking into account the (reflective) scales of Celly/Frazier, Challagalla/Shervani and Krafft two separate multi-factorial, compilated indices were drawn up, which accordingly show the intensity of the conduct and outcome-based control of a manufacturer via the factors (Celly/Frazier, 1996; Challagalla./Shervani, 1996; Krafft, 1999). In accordance with Diamantopoulos/Winklhofer the items are condensed directly at construct level (Diamantopoulos/Winklhofer, 2001). To summarise, the following basic hypotheses are postulated with regard to the conceptualisation and operationalisation of sales partner monitoring:

作为构架和考虑Celly/Frazier规模的部分规模发展来说，Challagalla/Shervani 和Krafft这两个独立的多因素的指数展示出来，这相关地显现了指导的强度和借助这些因素(Celly/Frazier, 1996; Challagalla./Shervani, 1996; Krafft, 1999)对于一个制造商基于销售量的控制。根据Diamantopoulos/Winklhofer，这些条目被直接压缩在指导水平(Diamantopoulos/Winklhofer, 2001)。总的来说，下面的基本假设是以销售伙伴监测的概念和运用为前提的。

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