营销渠道中的人际关系与跨组织合作关系:概念与模型

关于营销渠道中的跨组织管理行为和中国的关系,各自已有相当数量的学术论文发表。也有人将二者结合起来,探讨人际关系对中国企业进行渠道跨组织合作与管理的影响。然而,由于关系这一概念有丰富的内涵,大家的认识不统一,所以造成了相关的研究存在概念不清、测量工具混乱、讨论难以深入的问题。为了弥补这一缺陷,文章首先讨论了关系这一概念的基本内涵,然后将营销渠道中企业间的人际关系与跨组织合作关系相结合,提出一个理论模型,作为今后在理论上对相关问题进行进一步探讨的基础。     

市场不确定性与农产品收购商投机行为：私人关系的作用

文章以人际关系理论为基础,实证性地检验了农户与收购商之间的私人关系对收购商投机行为的影响作用。研究发现,市场不确定会增强收购商的投机行为,而构成私人关系的三个维度（人情、面子和信任）会抑制收购商的投机行为,同时人情和信任还会减弱市场不确定性对收购商投机行为的影响作用,而面子在其中的作用并不显著。文章最后对研究结论做了进一步讨论,并指出实践意义,以及未来研究的方向。     

Is Guanxi Ethical? A Normative Analysis of Doing Business in China

This paper extends the discussion of guanxi beyond instrumental evaluations and advances a normative assessment of guanxi. Our discussion departs from previous analyses by not merely asking, “Does guanxi work?” but rather “Should corporations use guanxi?” The analysis begins with a review of traditional guanxi definitions and the changing economic and legal environment in China, both necessary precursors to understanding the role of guanxi in Chinese business transactions. This review leads us to suggest that there are distinct types of, and uses for guanxi. We identify the potentially problematic aspects of certain forms of guanxi from a normative perspective, noting among other things, the close association of particular types of guanxi with corruption and bribery. We conclude that there are many different forms of guanxi that may have distinct impacts on economic efficiency and the well-being of ordinary Chinese citizens. Consistent with Donaldson and Dunfee (1999), we advocate a particularistic analysis of the different forms of guanxi.     

How Market-Guanxi Ambidexterity Affects Adaptive Capability in China＇s Transition Economy

Whether market- and guanxi-based strategies are complementary or substitutable in shaping adaptive capability is a critical yet controversial issue. This paper tackles this problem by adopting the ambidexterity perspective. Specifically, using a sample of 185 Chinese private firms, this study examines the independent and interactive effects of market orientation （MO） and guanxi orientation （GO, i.e., emphasizing on building business and political ties） on adaptive capability of firms in transition economies. Our results suggest that both direct impacts and complementary impacts of MO and GO strongly exist in shaping firms＇ adaptive capability, indicating the importance of ＂strategic ambidexterity.＂ These findings have several theoretical implications for studies on ambidexterity and adaptive capability, and practical implications for finn strategies in transition economies.     

Regional Guanxi Culture and Entrepreneurs’ Action Logic: A Multilevel Analysis

At the beginning of the reform period, though informal institutions as a substitute for formal institutions efficiently promoted the development of private enterprises, it eroded and destroyed the authority and execution efficiency of formal institutions with guanxi behaviors and implicit rules. With the progress of marketization, how to restrain and guide the evolution of informal institutions is an unavoidable obstacle for the development of private enterprises— transforming their competitive strategy from “non-market” dominance to “market” dominance. Based on survey data of 2,628 private enterprises from 31 provinces in China, we establish a regional commercial culture index to empirically investigate the different influences of guanxi behavior between entrepreneurs of different ages and regional guanxi culture. The results show that, compared with entrepreneurs who started businesses in recent years, i.e., after the 1990s, those who started businesses during the 1970s and the 1980s are more dependent on guanxi behaviors. Meanwhile, the higher the level of education, the less an entrepreneur is likely to be dependent on guanxi behaviors. However, compared with the constraint of the degree of regional marketization, regional guanxi culture promotes entrepreneurs’ guanxi behaviors. Further research indicates that the more enterprises depart from regional guanxi culture, the stronger the ability to innovation. This study can not only enrich the institutional analysis of entrepreneurs’ guanxi behaviors, but also provide a theoretical foundation for further expansion and deepening of reform.     

To formalize or not to formalize: Entrepreneurship and pro-market institutions

In this paper, we examine the effects of pro-market institutions on both formal and informal entrepreneurship. While formal entrepreneurship has long been studied in economic literature, informal entrepreneurship has been less frequently discussed. The purpose of this paper, therefore, is not only to examine the impact of pro-market institutions, but also to foster a better understanding of, and introduce a method to measure, informal entrepreneurship. For the purpose of this paper, pro-market institutions are broken into their two main components: economic liberalization and governance levels. The arguments posit that economic liberalization positively impacts both formal and informal entrepreneurship while governance levels have a positive impact on formal entrepreneurship but a negative effect on informal entrepreneurship. Furthermore, governance levels reduce informal entrepreneurship to a greater extent than they increase formal entrepreneurship, resulting in a net reduction in entrepreneurial activity. The analyses of a panel covering 51 countries from 2002–2009 provide robust support for these arguments.     

Pay-for-performance – Does one size fit all? A multi-country study of Europe and the United States

Are there country-level differences in the use of pay-for-performance in executive compensation contracts? We investigate how formal country-level institutions affect pay-for-performance directly and if institutions have a moderating effect on the relation between ownership structure and pay-for-performance contracts. Based on agency theory arguments, we show that substitutionary and complementary relations are conceivable, for the direct and the moderating effect. We conduct an empirical analysis based on 2766 firm-year observations for the years 2005–2008. Our empirical results show that whereas strong shareholder protection substitutes pay-for-performance, disclosure requirements complement pay-for-performance. Additionally, strong shareholder protection complements the effect of concentrated ownership on pay-for-performance while disclosure requirements substitute effects of ownership concentration. Overall, our results provide evidence for the relevance of formal institutions as determinants of executive compensation contracts. Additionally, our results indicate the general complexity of integrating institutions and internal governance mechanisms.     

Social Exchange in China: The Double-Edged Sword of Guanxi

We present two studies that examine the effects of guanxi on multiple social groups from the perspective of Chinese business people. Study 1 (N = 203) tests the difference in perceived effects of six guanxi contextualizations. Study 2 (N = 195) examines the duality of guanxi as either helpful or harmful to social groups, depending on the contextualization. Findings suggest guanxi may result in positive as well as negative outcomes for focal actors and the aggregate.     

Guanxi,political connections and resource acquisition in Chinese publicly listed private sector firms

In this study, we examined the role of guanxi as entrepreneurs’ resource-obtaining mechanism in private sector firms, using a data-set of 184 publicly listed firms in China. We found that guanxi indeed played a positive role that helped private sector firms gain easier access to resources. We also found that guanxi exerted even a greater positive effect on private sector firms’ resource obtaining compared to entrepreneurs’ political participation, due to being the lifeblood of business conduct and social interaction in Chinese culture.     

完善金融市场的自由秩序观

秩序和自由是人类的两个基本需求,二者是对立统一的。制度是形成自由秩序的机制。金融市场的完善就是金融自由和金融秩序的博弈发展过程,是形成金融自由秩序的过程。我国在完善金融市场过程中,面临先发挥自由还是先考虑秩序的两难问题。应该是二者同时发展,但是在不同的时期,根据矛盾主要方面的改变应有所调整。     

Institutional distance and the quality of the headquarters–subsidiary relationship: The moderating role of the institutionalization of headquarters’ practices in subsidiaries

Through the lens of the institutional theory, we developed and empirically tested a contingency theoretical framework that examines the effects of formal and informal institutional distances on the quality of the headquarters–subsidiary relationship, and how such effects are contextualized by internal institutionalization of headquarters’ practices in subsidiaries of Chinese multinational enterprises (MNEs). Data were collected from both the headquarters of 297 Chinese MNEs and their respective subsidiaries. The results show that regulative and cultural distances are positively associated with the quality of the headquarters–subsidiary relationship, and that these positive relationships are stronger when subsidiaries institutionalize headquarters’ practices to a higher degree. Theoretical and practical implications are highlighted in the paper.     

论实现我国区域经济一体化的共同市场建设

本文认为,区域经济一体化是当前我国区域经济发展的显著特点,其本质就是通过建立区域共同市场,实现区域资源的优化配置和合理的地区分工并推动全国统一市场建设。在区域经济一体化进程中,应改革户籍管理制度,建立经济区内统一的劳动保障制度,以形成区域劳动力市场,实现劳动力自由流动;推进区域金融服务一体化,弱化地方政府对企业的干预,制定统一的吸引外资政策,以建立统一资本市场,推进企业跨地区投资;消除商品跨地区流通障碍,建立共同商品市场,实现地区合理分工;在区域共同市场建设中还要注意区际利益分配、区域市场与全国统一市场的关系以及区域制度建设等问题。     

Normalized Collective Corruption in a Transitional Economy: Small Treasuries in Large Chinese Enterprises

“Small treasuries” (xiaojinku) are off-book accounts found in many large enterprises in China for the purpose of rewarding managers and their subordinates, building up guanxi (personal networks), and even financing the business operations of their danwei (work units). We analyze CESTs with reference to their antecedents, constructs, and consequences. Our analysis indicates that while CESTs can, in some cases, help organizations deal with immediate financial problems, they have negative impacts on organizational performance in relation to the moral hazard of managers, as well as the allocation of organizational resources, in respect of sustainability of strategic advantages and growth, and mismanagement of organizations. Because of the involutionary behavior of managers in Chinese enterprises, we propose that it will require not only organizational controls, but also a fundamental change in these managers’ ideology for solving the problems of CESTs.