目前航空公司發展出新行銷管道有別於以往的銷售模式是針對企業的行銷管道，這是一個新起的銷售管道，也因為學術上針對此部分議題少有研究，所以成為本研究所需進一步探討的研究議題與研究缺口，然而本研究之研究對象是針對企業做為主要之研究對象，目的在於探討企業在與航空公司簽約時所考慮的主要因素為何。本研究針對第一階段分別透過與五位航空公司專業經理人、五位企業以及五位旅行社專業經理人，透過深度訪談方式進行調查，經深度訪談後彙整出影響企業選擇航空公司之考量因素為：產品、服務、價格以及效率為主要影響企業選擇航空公司之簽約因素；第二階段則是針對以本研究所設計之研究量表針對企業進行廣泛的測量，企圖探討企業的簽約意圖，俱全面性的了解。
針對本研究之研究結果顯示，透過深度訪談後彙整出航空公司提供之服務內容有產品、服務、價格以及效率，而後透過問卷發放統計顯示出，影響企業選擇航空公司之考量因素包含產品、服務、價格以及效率；而信任對於航空公司所提供給企業的服務內容與企業簽約意圖間是具有影響性存在。
Airline marketing channel distribution, it not only with traditional marketing channel. Lately airline market has a new channel to direct with big corporate with have global business and intensive international air travels. Conduct the supply chain management with business-to-business marketing channels. This study is airline market new channel, to direct with corporate account, which have global business and comprehensive international air travels. This paper develops a scale to measure the importance of factors for these corporate accounts when they decide to sign up contracts with airlines. This research investigates the importance of the concerns from corporate accounts.
The first step is a qualitative study in corporate accounts to find factors in signing contracts with airlines. Following a scale established the second step in to use a factor analysis, and design the research for corporate account to measure the importance in factors. The factors corporate's concerns when contracting with airlines are: product, service, price and efficiency. And trust established for airline services available to businesses and enterprise contract is intended to have an impact on inter-existence.
