进入21世纪，市场竞争日益激烈，构筑基于供应链思想的营销渠道网络，是中国企业有效应对全球竞争的明智选择。探讨渠道成员竞合行为机理，对于控 制冲突水平、形成稳定紧密的渠道关系，有着重要的现实意义。目前亟需对竞合行为进行系统地研究与分析，以指导中国企业渠道设计与管理实践。 本文运用经济学理论和博弈论相关方法，对渠道成员竞合行为进行研究。论文从竞合行为内涵分析入手，重新界定了渠道厂商竞合行为的类别，将纵向渠道竞合行为分为基于协作关系的竞合行为和基于狭义合作关系的竞合行为，将横向渠道竞合行为分为基于互助关系的竞合行为与基于狭义合作关系的竞合行为。文章对纵向渠道厂商基于协作关系的竞合行为进行了博弈分析，探讨了基于狭义合作关系的竞合行为的动因、合作条件及合作的稳定性，得出相应结论并提出了控制与管理的建议；对横向渠道厂商基于互助关系的竞合行为分别从静态与动态角度建立了博弈模型，并系统分析了基于合作关系竞合行为的动因、主体及不稳定性，在得出一般性结论的基础上，提出了相应对策。 本文希望能为企业提供较为系统的理论依据，以指导企业规划、建立和管理基于合作基础上的营销渠道，有效促进企业竞争力的提高。

In 21st century,business faces stiff competition.To effectively deal with global competi- tion, it is wise to Chinese enterprise to build marketing channels based on the supply chain th- eory. The discussion about the mechanism of channel competition and channel cooperation has vital practical significance to control conflict level and to form stable close channel relations. At present, it is needed to systematical research and analyse the mechanism of channel competition and channel cooperation to guide the design and practice of Chinese enterprises channel management. In this paper,economics theory and game theory has been applied. The article startes with the connotation of channel competition and cooperation and re-present its classification.The Vertical channel competition and cooperation will be divided into two kinds: the behaviour based on collaborative relationship and the behaviour based on narrow cooperative relationship.The Horizontal channels competition and cooperation will be divided into behavi- our based on mutual relationship and behaviour based on narrow cooperative relationship.Also , Sequencing analysis in the vertical channels has been done, including the game behaviour analysis between manufacturers based on the collaborative relationship,and the behaviour motivation, cooperation conditions,stability of cooperation based on the narrow cooperative relations. Furthermore the conclusions and management measures had been given.Finally, to horizontal channels based on mutual relationship,static and dynamic game model had been sat up and analysis has been done .General conclusions about its behaviour ,motivation, instability and management strategy has also been given. This paper hopes to provide theoretical basis for Chinese enterprise in business planning, marketing channels management to effectively promote its competitiveness .