The effects of supplier capabilities on industrial customers’ loyalty: the role of dependence

This research examines whether suppliers’ capabilities impact OEM customers’ dependence on the supplier and thereby generate customer loyalty. Using a sample of purchasing managers focusing on a single key component supplier, we examine three supplier capabilities, two dependence dimensions, and three aspects of customer loyalty. Core offering capability increases the customer firm’s benefit-based dependence. Operations capability has a more comprehensive effect, enhancing both benefit-based and cost-based dependence. Benefit-based dependence leads to relational loyalty and, through its effect on relational loyalty, to insensitivity to competitive offerings and future purchase expansion. Cost-based dependence motivates insensitivity to competitive offerings, but does not affect relational loyalty or purchase expansion. The supplier’s communication capability is associated with relational loyalty, but this effect does not flow through the customer firm’s dependence. The divergent pattern of antecedents and effects of benefit-based dependence and cost-based dependence may explain the inconsistent and insignificant research findings in previous research on dependence. Our results suggest that adopting a bi-dimensional model of dependence more fully captures the theoretical domain of dependence, thereby permitting researchers to better examine its role in supply chain, channel, and marketing relationships.     

A longitudinal analysis of supplier involvement in buyers’ new product development: working relations,inter-dependence,co-innovation,and performance outcomes

Drawing on social exchange theory, this study develops a longitudinal theoretical framework of supplier participation in buyers’ new product development (NPD) activities. The study focuses on the longitudinal temporal dynamics of supplier involvement in buyers’ new product development and postulates that working relations and inter-dependence impact suppliers’ attitudes toward co-innovation and suppliers’ co-innovation behaviors. Applying this framework to a 10-year longitudinal dataset from the North American automotive industry, the drivers of the escalation of supplier involvement in buyers’ NPD over time and the effect of this involvement on innovation performance, buyer sales performance, and supplier sales performance are identified. The results indicate that buyer–supplier communication, suppliers’ anticipated long-term returns, suppliers’ trust of a buyer, and supplier–buyer inter-dependence all play a significant role in changing supplier attitudes toward co-innovation and supplier involvement in a buyer’s NPD. Further, the study also shows that supplier involvement in buyer new product development is mutually beneficial for both the buyer and the supplier as it increases performance of both parties. Performance returns are actually greater for suppliers than for buyers. As such, this study contributes to both relationship management and new product development literature streams, as well as providing practical direction to manufacturers as to how they can increase suppliers’ involvement in their NPD to benefit both parties.     

Understanding social media effects across seller, retailer, and consumer interactions

In this research, the authors propose a contagion effect of social media use across business suppliers, retailers, and consumers. After developing and validating social media usage measures at three levels—supplier, retailer, and customer—the authors test social media contagion effects and their ultimate impact on multiple performance measures. The conceptual framework and empirical results offer new insights into the contagion effects of social media usage across the channel of distribution as well as important social influence mechanisms that enhance these effects. Consistent with the predictions, social media use positively contributes to brand performance, retailer performance, and consumer–retailer loyalty. Also, the effect of supplier social media usage on retailer social media usage and in turn on customer social media usage is moderated by brand reputation and service ambidexterity. With the ever-increasing growth and adoption of social media applications and similar technologies, this research provides a framework to promote usage by supply channel partners which ultimately influences performance-related outcomes.     

基于时间的企业自主创新管理：以海尔为例

动态环境下,时间成为企业重要的战略资源。基于时间的自主创新（即时基自主创新）是获取持续优势的重要手段。时基自主创新模式是由三个时问维度即即时快速创新、适时准确创新、全时持续创新及一个组织支持体系有机构成的。笔者考察了时基自主创新三个时间维度的关系、作用、实施机理,探讨了时基自主创新实现的支持体系,并对海尔进行了典型案例分析,认为海尔成功的关键要素之一就是时基自主创新。时基自主创新理论的架构及海尔时基自主创新的实践将对我国企业实施基于时间的自主创新获取持续优势起到重要指导作用。     

Protecting relational assets: a pre and post field study of a horizontal business combination

A variety of theoretical frameworks including social exchange theory, relational exchange theory, and contracting theory are used to investigate how to protect relational assets in a marketing channel when an upstream horizontal business combination between key suppliers arises. In this study, we ascertain downstream channel members’ perceptions of a supplier’s horizontal business combination both prior to and after such a combination. Our findings indicate that a normative contract breach resulting from a horizontal business combination influences downstream channel members by reducing their performance, decreasing their satisfaction, and increasing their likelihood of exiting the channel. Consequently, both the relational assets of the upstream supplier and their downstream customers are harmed. Importantly, these influences can be partially offset through the moderating effect of channel identification.     

公共服务动机视域下公务员工作满意度对行为绩效的影响

本研究采用问卷调查法,通过来自公务员的409份有效样本检验了内在满意度和外在满意度分别对公共服务动机所产生的影响,并检验了公共服务动机在内在满意度、外在满意度与公务员行为绩效之间的中介作用.研究发现:公务员的内在满意度对其公共服务动机有显著的提升作用,并且通过公共服务动机的部分中介作用对其任务绩效、周边绩效产生积极影响;公务员的外在满意度对其公共服务动机同样有显著的提升作用,并且公共服务动机在外在满意度和任务绩效、周边绩效之间起到完全中介作用.     

微观视角下的零供冲突及其解决对策探讨

解决零供冲突对理顺零售商与供应商的关系、完善供应链管理、维护零供双方以及消费者的利益有着重要的现实意义。零供冲突具体表现为低、中、高三个层次,高层次营销领域内的冲突才是零供冲突最终的表现形式和真正的发展趋势。零供冲突产生的原因主要包括零售商牢牢掌控零售终端,供应商在销售渠道建设方面力不从心、产品缺乏差异性、长期“寄人篱下”并利用零售商卖场“做广告”以及品类管理与品牌管理所产生的冲突等方面。供应商应加强产品创新、以品牌力量为导向强化市场推广、组成联盟对抗零售商、自建销售渠道摆脱对零售商的依赖以及与零售商共同商定合理的供应链利益分配比例,有效化解零供冲突。     

数字经济发展对企业双元创新的双轨促进作用研究

企业创新是实现高质量发展的关键,而数字经济可以有效促进企业创新。本文以2011—2020年沪深两市A股上市公司为样本的分析发现：地区数字经济发展水平提高对企业探索式创新和开发式创新均具有显著的正向影响,这种双元创新促进效应在国有企业（相对非国有企业）、大型企业（相对中小企业）、中西部地区企业（相对东部地区企业）中更强;地区数字经济发展可以通过提高内部控制质量和增进社会责任履行来促进企业双元创新,即地区数字经济发展会通过改善企业内外部关系对企业双元创新产生双轨促进作用,其中在促进探索式创新中的中介效应更大（内部控制改善和社会责任承担对探索式创新的促进作用比对开发式创新的促进作用更大）,且内部控制的中介效应大于社会责任。进一步分析表明,数字化转型不仅能够显著促进企业双元创新,而且在地区数字经济发展促进企业双元创新中具有部分中介作用和正向调节作用。因此,各地政府应大力推进数字经济发展,企业则应加快数字化转型、提高内部控制质量、积极履行社会责任,并不断强化探索式创新。     

自主创新激励下企业政府采购最优出价行为研究

在政府采购过程中,促进自主创新的政策与公开招标经济目标之间存在着一定冲突。本文在一价密封模型的基础上,通过改变供应商的效用函数,考察了政府鼓励自主创新条件下企业(供应商)的最优报价。结果表明:政府扶持自主创新的政策会改变供应商的出价机制,获得优惠较多的供应商会提高报价,并且随着竞标人数的增多最优价格将接近中标企业的成本。     

Why do suppliers choose wholesale price contracts? End-of-season payments disincentivize retailer marketing effort

Although theoretical work has shown that end-of-season payment contracts, which allow suppliers and retailers to share the cost of unsold inventory, increase total profit, most suppliers and retailers today still use simple wholesale price contracts. In a series of experimental studies, we show that supplier preferences for wholesale price contracts can be explained by their concern that end-of-season payments contracts will disincentivize retailer marketing effort. Moreover, suppliers’ pessimistic predictions regarding reduced retailer effort are confirmed by retailers’ reduced investment in marketing effort in our experiments. Our results suggest that for suppliers and retailers to benefit from end-of-season payments contracts, retailers should publicize their demand-enhancing marketing practices.     

Effect of environmental dynamism on relational governance in manufacturer-supplier relationships: A contingency framework and an empirical test

The effect of dynamism in the downstream (i.e., customer and competitive) environment on the manner in which manufacturers manage their upstream (i.e., supplier) relationships is not well understood in the literature. While some prior studies suggest that manufacturers will adopt relational governance with suppliers in response to dynamism in the downstream environment, other studies suggest that manufacturers will avoid relational governance with suppliers when faced with environmental dynamism. Drawing from the literature on interparty learning, the authors develop a conceptual framework wherein the validating conditions for each conclusion are identified. Results from a survey of 221 manufacturing organizations show that in dynamic environments, manufacturers adopt (avoid) relational governance with suppliers under two conditions: (1) when manufacturer collaborative belief is high (low) and (2) when supplier knowledge is high (low). The results are discussed in terms of their managerial and future research implications. Ashwin W. Joshi (ajoshi@schulich.yorku.ca) is an associate professor of marketing in the Schulich School of Business at York University (Canada). He received his Ph.D. from Queen's University (Canada). His research has been published in theJournal of the Academy of Marketing Science, Psychology and Marketing, theJournal of Business Research, and theJournal of Business-to-Business Marketing, among other journals. His research interests are in the areas of business-to-business marketing, sales force management, and new product development. Alexandra J. Campbell (acampbel@schulich.yorku.ca) is an associate professor of marketing in the Schulich School of Business at York University (Canada). She received her Ph.D. from the University of Toronto (Canada). Her research has been published in theJournal of International Business Studies, theEuropean Management Journal, Long Range Planning, andIndustrial Marketing Management, among other journals. Her research interests are in the areas of buyer-supplier relationships, international business, and customer relationship management.     

服务型领导风格、工作满意度对研发团队创新行为的影响

服务型领导理论是组织管理领域新提出的一个理论。服务型领导风格对团队成员行为和态度影响的实证研究很少。文章以长三角地区的17家企业中的221个研发团队为样本,运用实证方法研究了服务型领导风格、工作满意度与研发团队创新行为之间的关系,以及工作满意度在服务型领导风格与创新行为关系中的中介作用。研究发现:服务型领导风格与工作满意度正相关;工作满意度与创新行为呈正相关;服务型领导风格与创新行为呈正相关。工作满意度在服务型领导风格与研发团队创新行为之间起到完全中介作用。     

When it pays to have a friend on the inside: contingent effects of buyer advocacy on B2B suppliers

As organizational buying systems grow more complex and sophisticated, suppliers increasingly rely on buyer advocacy: an individual buyer’s efforts to influence his/her colleagues such that the supplier’s standing is improved. Drawing from cognitive response theory, the authors hypothesize an inverted U-shaped relationship between a buyer’s advocacy for a supplier and the customer’s purchases from that supplier. They theorize that this effect is moderated by the advocate’s industry experience and customer–supplier relationship characteristics. An analysis of multisource data from a B2B service provider (Study 1) supports the predicted inverted U-shaped relationship, while a unique dataset from a large industrial supplier (Study 2) provides broad support for the hypothesized moderators. Finally, a randomized experiment (Study 3) replicates key findings and corroborates the theorized cognitive response mechanisms. Findings contribute to the limited literature on buyer advocacy within the organizational buying domain and offer practical implications for suppliers and buyers.

     

Institutions and opportunism in buyer–supplier exchanges: the moderated mediating effects of contractual and relational governance

The marketing channel literature has paid limited attention to institutional environments that constrain buyer–supplier exchanges, though such institutions are fundamental determinants of transaction costs, and thus of the occurrence of opportunism in the buyer–supplier dyads. Drawing on transaction cost economics and institutional theory, this study uncovers the critical influence of formal and informal institutions (i.e., legal effectiveness and networking expenditure) on the use of governance in deterring opportunism, as well as the moderating role of government support on the efficacy of governance mechanism. The findings from a buyer–supplier dyadic survey and 2 secondary datasets reveal that legal effectiveness mitigates opportunism through increased use of both contractual and relational governance; in contrast, networking expenditure reduces opportunism through relational governance, yet increases opportunism via lowering contractual governance. In addition, contractual governance is more efficient in constraining opportunism when government support is high, whereas relational governance deters opportunism more when government support is low. These findings offer important implications for academic research and managerial practice.     

利益相关者满意度、竞争优势与企业创新

企业竞争优势的形成是一个动态的复杂过程。将利益相关者满意度、竞争优势以及企业创新结合起来,建立一个动态的理论模型。研究认为,企业创新有助于企业竞争优势和利益相关者满意度的提高,但过高的竞争优势和利益相关者满意度会由于组织惯性和利益相关者激励不足而对企业创新产生负面影响;外部环境的动态性和内部企业文化,在企业创新与利益相关者满意和竞争优势的互动关系中起调节作用。建立的动态理论框架,对于理解企业社会责任和竞争优势的关系提供了一个新的视角,为进一步的实证研究和理论创新奠定了基础。     

领导成员交换对员工创新行为的影响:一个链式中介模型

领导成员交换对员工创新行为有着积极影响,但目前理论界和实务界对其内在机制并不完全了解.本文基于心理认知的理论视角,在两个时间点对183名企业员工进行了两次问卷调查,以考察领导成员交换对员工创新行为的影响机制.研究结果表明:组织支持感在领导成员交换与内部人身份认知的关系中起完全中介作用;内部人身份认知在组织支持感与员工创...     

出口需求变动、创新活动对中国出口企业国际市场势力的影响研究

文章将创新函数引入一般均衡方程，构建加成率、生产成本、市场规模、竞争参数、创新投资为一体的模型，由此得出出口需求变动、创新活动冲击企业加成率的理论命题。而后，基于中国工业企业数据库、中国海关数据库、联合国商品贸易数据库的匹配数据对理论命题进行实证检验。得到的研究结论是：出口需求变动导致的竞争增加对企业加成率的提高存在负向效应，而企业的高生产效率和创新活动在较大程度上能弱化这一负向冲击，但初始生产率较低企业的创新活动并不能有效削弱竞争带来的负向冲击，初始生产率较高的企业能否通过创新活动最终完全削弱竞争的负效应则具有不确定性；从要素密集度、地区、贸易方式的比较分析发现，技术密集型和资本密集型企业，以及东部地区企业和一般贸易类型的企业，其各自的加成率受需求变动的负向影响较小，受创新活动的正向影响较大。     

出口需求变动、创新活动对中国出口企业国际市场势力的影响研究

文章将创新函数引入一般均衡方程,构建加成率、生产成本、市场规模、竞争参数、创新投资为一体的模型,由此得出出口需求变动、创新活动冲击企业加成率的理论命题。而后,基于中国工业企业数据库、中国海关数据库、联合国商品贸易数据库的匹配数据对理论命题进行实证检验。得到的研究结论是：出口需求变动导致的竞争增加对企业加成率的提高存在负向效应,而企业的高生产效率和创新活动在较大程度上能弱化这一负向冲击,但初始生产率较低企业的创新活动并不能有效削弱竞争带来的负向冲击,初始生产率较高的企业能否通过创新活动最终完全削弱竞争的负效应则具有不确定性;从要素密集度、地区、贸易方式的比较分析发现,技术密集型和资本密集型企业,以及东部地区企业和一般贸易类型的企业,其各自的加成率受需求变动的负向影响较小,受创新活动的正向影响较大。     

雇主品牌与员工创新行为关系研究

把员工创新行为作为因变量,把雇主品牌作为自变量,把工作幸福感作为中介变量,把职业韧性作为调节变量,构建了一个揭示雇主品牌对员工创新行为的影响效果及影响机制的模型。通过对81家企业的946名在职员工进行问卷调查,采用多层线性模型技术对样本数据进行统计分析,研究发现：（1）雇主品牌正向影响员工工作幸福感与创新行为;（2）工作幸福感显著正向影响创新行为,工作幸福感在雇主品牌与员工创新行为之间起部分中介作用;（3）职业韧性在工作幸福感与创新行为的关系中起正向调节作用,职业韧性越强,工作幸福感对创新行为的影响作用越强。     

异质性环境规制、技术创新与中国工业绿色化

基于中介效应模型和2007~2016年中国省际面板数据，构建异质性环境规制、技术创新与工业绿色化的作用机理理论分析框架，并通过构建异质性环境规制指标体系和工业绿色化指标体系将异质性环境规制与技术创新驱动工业绿色化的作用机理进行实证检验。研究发现：行政型环境规制对工业绿色化起抑制作用，不存在技术创新中介效应；市场型环境规制对工业绿色化的影响存在部分中介效应，可通过技术创新"挤出效应"抑制工业绿色化；公众型环境规制与工业绿色化关系只有中介效应，且公众型环境规制通过技术创新"激励效应"促进工业绿色化；异质性环境规制驱动工业绿色化的技术创新中介效应的研究结论经稳健性检验依然不变。研究认为：在推进异质性环境规制驱动工业绿色化过程中，应充分利用公众型环境规制驱动技术创新"激励效应"，同时应有效规避市场型环境规制驱动技术创新"挤出效应"。