| The four elements of contracts influence the negotiation. For there are few researches done on operation management of cable TV, which is basic business of radio and TV industry, the author has done a preliminary study. The relations between elements of contracts and elements of negotiation result in Sichuan Cable TV Network Co., Ltd (SCN for short) are explored in this dissertation. The author does research on how the elements of contracts influence the negotiation results (i.e. enterprise performance) against special industry background, with complex macro policy and coexistence of three networks in Chengdu. This can provide constructive guidance to the development of enterprises.Empirical analysis is applied to reveal the influence of variable elements to negotiation results. The samples are 662 contracts of SCN. Explanation and analysis are done in accordance with the empirical results and specific social and cultural background of the national TV industry. The author also does perspective study on this topic.There are four variable elements of contracts: Contract nature, contract number, contract time, contract effect duration. First, the author proposes hypotheses on relations between the two. Then, according to the contracts and characteristic variable, she applies descriptive statistics and correlation analysis to get the results. Next, explanation and analysis are done on the basis of them.The author does detailed analysis and gets the empirical results: The signing time has little relationship to single-household monthly fee and management fee. There is positive correlation between contract number and management fee; There is negative correlation between contract number and single-household monthly fee. In the end, she points out that more emphasis should be attached to contract number (i.e. the scale of contract). For the purpose of improving the enterprise performance, special attention should be paid to the contract number in negotiations. |
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