本文分別從文獻探討方式(認知失調、交易成本理論、投機主義觀點)，釐清代理商-經銷商關係合作上之通路衝突的要素為何?由於本研究產業是聚焦於醫藥生技產業，其製劑的生產時程及複雜度較高、更需嚴格的品管要求，故生產效率往往比不上傳統化學藥品。故此產業在供應鏈合作關係的維繫下會面臨著價格上的削價競爭、專利過期而無法及時創造另一波產品生命周期的壓力，因此此種產業鏈的特性 有其獨特的研究價值。本研究透過訪談方式，選取代理商-經銷商配 對方式(20 對: 共40 位訪談者)的受訪稿中，依內容分析法之編碼、解碼，釐清各要素的語幹，共計有十項與幹。並據以次數比例分析從中歸類為高度、中度通路衝突中的危機管理因子，提供實務上的管理建議。

This study discuss respectively what are cognitive conflict factors for "agent and dealer" in channel cooperation on cognitive dissonance theory、transaction cost and Opportunism. This study we collect and investigate related literatures by interview to propose how the decision-making model to response and manage conflicts among distributor partners. By implementing a phenomenological research and 40 participants’ lived experiences encounters through a series of content analysis codes, the essence, 3 theoretical factors and 10 indexes of channel conflicts were presented. Two clusters of crisis management were also classified.