本研究從交易成本中保障措施的觀點切入，本研究將運用此觀點來探討寵物產業對所屬通路管理及供應商應如何選擇適當的激勵策略使經銷商產生高度的信任及長久關係持續，提升零售商通路氣候，如何讓供應商與零售商間的交易能漸漸地增進通路成員間的目標相容，進而達成通路績效最大化，創造供應商與零售商雙贏結果。本研究將供應商的激勵策略分成：成效性激勵(事後)與優惠性激勵(事前)，透過實證研究建構理論，將研究成果應用於零售業中，使激勵策略的使用具有理論與實務的具體貢獻。本研究選擇寵物產品銷售產業作為研究實證對象，以寵物產品供應商及零售商作為分析單位。透過LISREL 線性結構模式分析，探討寵物產業與所屬通路成員間通路策略及通路氣候、與通路績效之關係。研究顯示供應商採取成效性及優惠性激勵策略均會提高通路績效，供應商採取成效性激勵策略卻無法顯著提高零售商的通路氣候，但供應商採取優惠性激勵策略會提高零售商的通路氣候，零售商通路氣候越高則通路績效也越高。研究亦發現零售商通路氣候在優惠型激勵策略與通路績效的關係中為中介變數。而在成效型激勵策略與通路績效之關係中無中介變數的關係。

Employing the perspective of safeguard measures in transaction costs, this research explores the pet industry's management of its own channels and how suppliers should choose appropriate incentive strategies to enable dealers, in order to achieve a high degree of trust and lasting relationships and enhance retailer's channel climate. Furthermore, it discovers how to gradually improve the goal compatibility between the members of the channel when making transactions between suppliers and retailers, thereby creating a win-win result for both suppliers and retailers to achieve more positive benefits. This study categorizes the supplier's incentive strategies into effective incentives (after the fact) and preferential incentives (before the fact). The theory is constructed through empirical research, and the research results are applied to the retail industry, so that the use of incentive strategies is both theoretically and practically supported. In this study, the pet product sales industry is selected as the object of the empirical research, and pet product suppliers and retailers are used as the analysis unit. Through the LISREL linear structure model analysis tool, we explore the relationship between the pet industry and its members' incentive strategies, channel climate and channel performance, in hope to achieve the following and to establish the main conceptual framework of channel strategy、channel climate and channel performance among the channel members: 1. Discuss the different degrees of impact on the improvement of channel performance with respect to the different incentive strategies adopted by suppliers? different incentive strategies adopted by suppliers? 3. Discuss the impact of the improvement of retailer channel climate on channel performance? 4. Explore whether retailer channel climate plays an important intermediary effect between channel incentive strategies and channel performance?