论促进产业和谐发展的零供关系的构建

近年来,我国商品流通渠道中零售商与供应商之间的矛盾不断发生,严重影响了流通产业的和谐发展。本文通过分析我国零供关系的现状及矛盾冲突的表现和原因,为零售商、供应商、政府等各方寻求构建和谐零供关系提供借鉴。     

我国零供关系现状分析

零供矛盾一直困扰我国流通业的发展,零售商不规范促销、零售商与供应商不公平交易屡见不鲜,有从实体经济向电子商务领域蔓延的势头。零供冲突不断,损害了消费者、零售商和供应商的利益,影响了市场秩序的正常运行。为探究零供矛盾根源、发现问题本质与规律,本文在归纳当前零供矛盾主要表现形式的基础上,重点剖析了引发零供矛盾和冲突的深层原因,提出了改善零供关系的对策建议。     

如何化解零供矛盾

与国外销售方买断供应商商品的情况不同,国内连锁零售商主要还是依赖卖场经营,因此零供双方的关系就变得复杂起来,供应商与零售商撕破脸皮、一拍两散的事情也屡有发生。究竟是什么让零供关系如此紧张?零供双方应该如何相处?本刊就此问题邀请了业内专家、供应商和零售商参与讨论。李政权:商业联合会零供委专家组成员、营销管理专家罗清启:家电产业问题专家、帕勒咨询资深董事黄静:卖场及零供关系研究专家、武汉格洛瑞企业管理咨询有限公司总经理李浩(化名):江苏南通某大型生活超市业务经理扬明刚:广东韵蓝家具公司经理     

零供冲突的探析与破解

随着家乐福、沃尔玛等外资零售巨头的进驻,国内零售商纷纷效仿外资零售业的获利模式,零供冲突进一步突显,零供冲突的加剧,不仅损害了零供的利益,也威胁消费者的利益。本文分析我国零供双方矛盾的形成原因,致力于提出破解零供双方冲突的途径,为零供合作、和谐发展提供思路。     

零售商与供应商关系及其关系质量分析

零售业的迅猛发展,使得大型零售商的渠道信息权、控制权不断增强,零供关系的状态、结构、质量都发生了巨大变化。本文将从零供关系形成的动态角度,分析零供关系的演进过程、状态结构和发展变化规律,在此基础上界定零供关系质量的内涵和研究范畴。     

基于战略联盟的零供关系探析

零售商与供应商的矛盾是流通领域的焦点问题,由来已久。但实际中越来越多的企业认识到零供双方本就应该是一种“双赢”的战略关系,厂商关系加快了向合作共赢、和谐发展的方向全面推进的步伐。零供战略联盟由于将价值链中生产、供应、销售渠道、市场营销环节充分联系,发挥各环节中的优势资源,实现了优势互补、强强联合,而成为改善零供关系的有益探索。     

进场费合理性的理论解析——兼论中国大型零售商的进场费规制

目前进场费已经成为我国零售商的主要利益来源,进场费的种目繁多,漫天要价,收取过程不明朗等诸多问题,引起了供应商的不满,导致了供零关系紧张,在一定程度上不利于供零双方以及整个商业的和谐发展。但是进场费的存在也有其积极意义及合理性。     

业态演化对零售商行为作用的理论模型与推论

通过文献研究发现,有关渠道关系的研究十分广泛,但将零售业态作为渠道行为系统的外部影响因素,与渠道行为之间的相关性研究却是理论研究的空白.文章提出一个零售业态演化对零售商作用机理的概念模型,并作如此推论:渠道权力与渠道信任是零售业态演化作用于渠道行为的中介变量,在供零关系中起着基础的作用;同时随着零售业态的演化,供应商渠道权力作用会下降,而零售商信任的作用将提高,进而导致供零的冲突下降、零售商关系承诺、沟通与合作水平增加,而投机行为受到抑制,零售商的满意度随之提高.     

谈规范零供关系的有效途径

本文介绍了零售商和供应商在商品供货过程中的关系及存在的矛盾,分析了零供关系矛盾的根源,阐述了规范零供关系搭建和谐供应链的途径。     

品牌角力视角下零售商与供应商品牌推广研究

品牌是一种无形资产,它能够给拥有者带来溢价.零供关系是世界经济发展到一定阶段的产物,是社会分工专业化的必然趋势,零供双方主要表现出竞争与合作并存的关系.一方面,供应商的产品为零售商创造现金流量,零售商的渠道资源帮助供应商将产品顺利推向消费市场;另一方面,零供双方都在以品牌推广为突破口借以增强与对方谈判的筹码.在新形势下,零供双方的竞争集中体现在双方围绕品牌推广的角力.     

我国零售商与供应商冲突的现状、成因及对策

本文首先对零售商供应商冲突的现状进行了分析,阐述了在目前的双方关系中,零售商依靠其渠道优势所引发的冲突;接着分析了冲突的成因:直接根源——利润最大化以及零售企业的强势对供应商所构成的威胁等;最后借鉴国外发达国家政府对零供冲突所做的规制,提出我国政府应对零供冲突的建议以及行业、企业应对双方冲突的对策。     

流通领域零供交易关系的平等性研究

随着我国市场经济的发展,商品流通领域中的零售商和供应商双方在交易中的地位也在不断转换,零售商逐渐在交易中占据优势地位,一些大型零售商滥用这种优势地位激化了其与供应商之间的矛盾,零售商的优势地位容易导致拖欠、占用供应商贷款,收取名目繁多的费用,要挟供应商等问题.从法律关系看,零售商与供应商之间的交易关系是民事法律关系,应体现意思自治与平等、合同自由的原则,但在现实中,由于一些零售商滥用市场优势地位,二者的关系与这种原则还有相当大的差距.为此,应建立和完善制止滥用市场优势地位的法律,并借助行业协会的力量建立多种协调和自律机制.     

Supplier-Retailer Relationships in Grocery Distribution in Malaysia: Indications of Dominance,Conflict, and Cooperation

ABSTRACT

This exploratory study sets out to assess the presence of dominance, conflict and cooperation in channel relationships between grocery suppliers and retailers in Malaysia. There have been extensive studies on these channel issues in markets of developed countries but very little is known in markets of developing countries such as Malaysia. The initial assessment identifies traces of dominance, conflict and cooperation in the Malaysian channel environment. The findings suggest that the retailers perceive the suppliers as being more in control of the grocery distribution channels as indicated by the extent of influence they exert on channel functioning. The suppliers also acknowledged their roles in channel functioning as they felt that most channel issues are within their control. There also appears to be evidence of relationship characteristics identical to aspects of relationship marketing.     

The strategic drivers of drop-shipping and retail store sales for seasonal products

Retailers that sell seasonal products face significant challenges when planning inventory assortment. The incorporation of drop-shipping into their operations, wherein suppliers own and ship products directly to consumers at retailers’ requests, has only complicated these challenges. This study investigates multichannel assortment planning of retailers that sell seasonal products. We first capture structural properties of multichannel retailing of seasonal products through a simple and parsimonious analytical model. The analytical model uncovers key seasonal product attributes that make it more attractive for retailers to allocate a product for sale in the drop-shipping channel than in the store channel. We then empirically assess the findings of the analytical model. Using a rich and unique dataset from the fashion retail industry, we test relationships between product attributes and retailers’ channel choice. The application of a generalized linear latent and mixed model controls for selection bias by jointly estimating retailers’ likelihood of allocating a product’s inventory to the drop-shipping channel and the allocated volume in each channel according to the product’s characteristics. The empirical findings suggest that retailers are less likely to drop-ship products that are colored, irregularly sized, and offered in more style variants. They also unveil cross-channel effects in terms of inventory amounts allocated for sale in each channel according to those characteristics. Our analytical and empirical assessments jointly demonstrate the complementary roles played by drop-shipping and store channels for seasonal products and offer important academic and practical implications.     

跨国零售与我国供货商矛盾:政策角度的剖析

零售业是一个国家引导生产、促进消费的重要经济领域.零售业的采购行为会影响上游制造业产品的定价和交易量.我国零售业的过度开放为拥有巨大资本实力和丰富经营经验的跨国零售的进入与扩张提供了极大的便利.外资政策制定与跨国零售相对市场优势地位形成、流通政策缺陷与跨国零售不规范行为密切相关.认为政策重点应该从"数量"转移到"质量"、增加"选址"等方面的政策内容,并保障政策执行.     

零售商与供应商冲突解析

零售商和供应商的冲突主要有目标冲突、利益冲突、人际冲突、基础功能冲突等四种类型,可分为两大类:目标性冲突和功能性冲突。目标性冲突具有主观因素,是双方各自的主观意识差别导致的;而功能性冲突更具有客观色彩,是双方机构不健全、规范不健全、硬件跟不上、人员配备问题而导致的。     

人力资本匹配如何影响企业加成率:理论机制与经验证据

本文在拓展M-O模型的基础上,构建“人力资本-产业结构”匹配程度和匹配质量对企业加成率影响效应的理论框架,并利用中国城市统计数据和微观企业数据进行了经验研究。主要结论如下:城市人力资本发展滞后于产业结构调整,呈现“人力资本-产业结构”低质量耦合锁定趋势;“人力资本-产业结构”系统耦合度与企业加成率之间存在显著的“倒U型”关系,而系统协调度与企业加成率之间存在显著的“U型”关系。中间机制检验结果表明,耦合度产生的加成率效应主要通过“工资渠道”,而协调度会影响企业的“创新行为”。随着城市人力资本匹配质量提高,促进企业人力资本和研发创新协调投入会显著提升企业加成率。进一步分析发现,人力资本匹配与行业技能密集度相协调、与行业技术水平相匹配、与比较优势动态升级相结合、与企业自主升级行为区间互补,能让企业破除人力资本低质量耦合锁定而提高加成率。本文的结论对发挥人力资本质量外溢和技术进步效应推动制造业高质量发展具有重要现实意义。     

The Impact of Key Retail Accounts on Supplier Performance: A Collaborative Perspective of Resource Dependency Theory

Existing literature suggests that the increasing concentration in the retail industry is allowing powerful retailers to exploit their weaker suppliers, which causes the suppliers’ performance to suffer. This study takes a collaborative perspective of resource dependency theory and suggests that when suppliers engage in supply chain relationships with key retail account (KRA) customers, their performance may improve, depending on the varying levels of the supplier's and KRAs’ market shares. The empirical analysis of data from two large retailers, Wal-Mart and Target, and a broad cross-section of their suppliers provides ample support for most of the hypotheses set forth in this paper: Suppliers that depend on KRAs for a significant share of their total revenues relinquish some of their leverage in the marketplace, but as the KRAs gain market share, their suppliers’ performance tends to increase. Cumulatively, these results provide evidence of collaborative supplier–KRA relationships, such that a supplier's dependency on KRAs may positively affect supplier performance. This finding supports a more positive, symbiotic view of dependency, resulting in important implications for key account management, supply chain management, and retail research and practice.     

“新零售”供应链场景化价值逆向重构

随着信息环境、技术环境以及商业环境的变化,"新零售"在生鲜零售、连锁服务、快消餐饮等领域迅速发展,以创新模式满足消费者特定时空的消费期望,是零售业转型升级的重要表现。场景化要素在零售业嵌入程度的不足,导致零售业同质化现象严重,消费者体验未得到明显改善。为了使零售业能符合当前环境,提高消费者体验的愉悦度,应以零售商主导的供应链逆向整合为创新点,通过综合运用场景化要素的融合功效,依据由消费者、零售企业和供应商为核心要素的供应链创新机理,遵循全面性、分节点和成体系的原则,从消费者的消费需求、消费习惯和消费偏好出发对商业情境进行多维度、立体化的配置,强化零售商的自主经营能力,促进消费者消费体验的良性循环,提高消费者与场景的黏性,提高其持续购买的意愿,形成"新零售"供应链创新路径。