客户集中度、关键客户议价力与中小企业绩效——基于中小企业板制造业上市公司的实证研究

Customer Concentration,Key Customers' Bargaining Power and SMEs' Performance——Empirical Study on Chinese Manufacturing Enterprises Listed on SMEs Board

基于交易费用理论与资源依赖理论,本文利用中国深圳证券市场中小企业板上市的制造业企业的数据,采用多元回归的方法研究客户集中度对中小企业绩效的影响。结果表明,中小企业客户集中度对企业绩效有显著正向作用;关键客户议价力在客户集中度与企业绩效间的关系中具有部分中介效应;企业产品类别在客户集中度与企业绩效的关系中具有调节效应:工业品制造企业的客户集中度对企业绩效具有显著的正向影响,但这种影响在消费品制造企业中并不显著存在。研究结果对中小企业的市场发展具有指导意义。

Based on transaction cost theory and resource dependency theory, this paper analyses the effect of customer concentration on SMEs’ performance by regression analysis of the data of manufacturing enterprises listed on China’ s SMEs’ board. The empirical results show that customer concentration has a positive effect on corporate performance,the effect is stronger in industrial goods manufacturing enterprises than in consumer goods manufacturing enterprises, and key customers’ bargaining power has a partial mediating effect on the relationship between customer concentration and corporate performance.