关键词: 渠道跨组织人员, 真有之情, 应有之情, 信任, 不恰当行为

Abstract: This study discusses channel misbehavior based on the perspective of Chinese interpersonal relationship, views the dimensions of channel boundary spanners’ interpersonal emotion relationships ( real emotion、assumed emotion) , and discusses the impact of boundary spanners’ interpersonal emotion relationships on misbehavior. This paper designs 2 ( real emotion: high vs. low) X 2 (assumed emotion: high vs. low) scenario simulation experiments, and emphasises discussing interaction effect of real emotion and assumed emotion on misbehavior. Results show that： ( 1) in the situation of high real emotion, high assumed emotion are more likely to reduce the misbehavior than the low assumed emotion； (2) in the situation of low real emotion, high assumed emotion are more likely to reduce the misbehavior than the low assumed emotion； (3) in the situation of high assumed emotion, high real emotion are more likely to reduce the misbehavior than the low real emotion ； (4) in the situation of low assumed emotion, high real emotion are more likely to reduce the misbehavior than the low real emotion； (5) boundary spanners’ interpersonal emotion has a negative influence on misbehavior through trust； (6) trust mediates the relationship between emotion and channel misbehavior. This study enriches the channel misbehavior for research, provides beneficial references for enterprise management misbehavior.

Key words: channel boundary spanners, real emotion, assumed emotion, trust, misbehavior