供应链伙伴关系对客户整合的影响——基于物流能力视角的实证研究

建立紧密的伙伴关系通常被认为是提升供应链整合的重要手段，但由于多数研究者忽略了伙伴关系的文化差异和企业间物流能力的差异，因而造成研究结论与实际情况不符。为了弥补这一不足，文章基于来自218家供应链上下游企业的调查数据，采用结构方程模型(SEM)的方法，分析伙伴关系、物流能力和客户整合之间的关系。研究结果显示：伙伴关系对物流能力和客户整合均存在着显著的正向影响，且透过物流能力，伙伴关系对客户整合的间接影响高于其直接影响。此外研究结果还显示，不同行业企业的伙伴关系和物流能力对客户整合的作用大不相同。文章不仅为研究伙伴关系对客户整合的影响路径和作用机理提供了一个新的视角，而且还为我国不同行业企业如何利用伙伴关系和物流能力来提升客户整合提供了决策的依据。

The Impact of Partnership on Customer Integration in Supply Chain:An Empirical Study from the Perspective of Logistics Capabilityity

Establishing a close partnership is considered as an important way to improve the efficiency of supply chain integration. However, due to the neglect of both the cultural differences of partnership and the differences between enterprises of logistics capability by most researchers, the significant difference is observed between the research results and the practice. To fill this gap, based on the theoretical analysis, the relationship among partnership, logistics capability, and customer integration is proposed and empirically tested using the data collected from 218 enterprises in the supply chain with a structural equation model．The results show that partnership has a significant positive impact on both logistics capability and customer integration．Furthermore, through the logistics capability, the indirect influence on customer integration caused by partnership is much greater than the direct influence on that. We also tested the model across different industries. The result shows that the effect of partnership and logistics capability on customer integration for firms of different industries is different. A new perspective for researches about the impact path and mechanism between partnership and customer integration is provided, and a basis for Chinese enterprises of different industries to selectively deploy partnership and logistics capability for improving customer integration is also proposed.