契约治理机制与渠道绩效:人情的作用被引量：21

Formal Contract Governance and Channel Performance: Does Renqing Matter?

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摘要人情作为中国社会的一个核心机制在渠道治理研究中很少得到关注,而在不同文化背景下针对契约治理机制与绩效关系的不同研究发现则表明文化与制度因素可能对上述关系起着调节作用。论文将人情作为一种中国市场中的渠道关系治理机制,检验了人情对渠道绩效的直接影响,及其对契约与绩效关系的调节作用。应用来自生产制造商的278个调查样本,实证研究发现人情和契约分别对绩效有显著正向影响;而人情正向调节契约与绩效的关系。研究表明有必要加强对中国本土文化要素在渠道治理中作用的研究。 Being a core underlying mechanism of Chinese society, renqing is almost neglected in the channel governance researches. While the inconsistent findings of the relationship between formal contract and performance indicate that some culture and institutional factors may moderate this relationship. This paper takes renqing as a relational governance mechanism in Chinese channel relationship and test the direct impact of renqing on channel performance as well as its moderating role on the relationship between formal contract and performance, Based on 278 samples from manufacturers, the empirical study finds that formal contract and renqing positively and signifi cantly influence performance, and renqing positively moderates the relationship between formal contract and performance. The research findings show that it＇ s necessary to research the role of Chinese culture factors in the channel governance.

作者张闯李骥关宇虹

机构地区西安交通大学管理学院东北财经大学工商管理学院香港浸会大学管理系

出处《管理评论》 CSSCI 北大核心 2014年第2期69-79,91,共12页 Management Review

基金国家自然科学基金项目(71202038) 教育部人文社科研究项目(10YJA630200) 中国博士后科学基金特别项目(201104626)

关键词渠道治理契约人情关系 channel governance, contract, renqing, guanxi

分类号 F274 [经济管理—企业管理] F224 [经济管理—国民经济]

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