本研究以渠道沟通理论和制度理论的相关研究为理论基础，探讨制造商使用个人层面的非正式沟通策略（即个人影响力）对企业绩效的影响，并检验制造商所处制度环境的调节作用。本研究以制造商与经销商的合作关系为研究情境，通过收集制造商渠道的管理人员一手调查数据和二手数据对研究假设进行实证检验。研究发现，制造商使用个人影响力有助于提高企业绩效；在法律效力较高的地区、制造商与经销商关系质量较高时，制造商使用个人影响力促进企业绩效的效果会增强；在受道家思想影响较深的地区，制造商使用个人影响力提升企业绩效的效果会被削弱。本研究最后讨论了研究结果的理论和实践意义及未来的研究方向。

Based on the relevant studies of channel communication theory and institutional theory, this study explores the influence of informal communication strategies (i. e., interpersonal influence) used by manufacturers on firm performance, and examines the moderating effect of the institutional environment in which manufacturers operate. This study takes the cooperative relationship between manufacturers and distributors as the research context, empirically testing the research hypothesis by collecting first-hand survey data from manufacturers’ channel managers and secondary data. The findings indicates that manufacturers' use of interpersonal influence can enhance firm performance; In the regions with high legal effectiveness, and when the relationship quality between manufacturers and distributors is high, the effect of manufacturers using interpersonal influence to promote firm performance will be enhanced. In the regions deeply influenced by taoism thought, the effect of manufacturers using interpersonal influence to improve firm performance will be weakened. Finally, the theoretical and practical significance of the research results and the future research direction are discussed.