供应商能力对关系绩效的影响——以采购商依赖为中介的分析

Influence of Supplier Capability on Relationship Performance-An Analysis of Taking Buyer Dependence as Media

研发能力与营销能力既是供应商的核心能力,也是企业重要的无形资产。本文依据资源依赖理论构建了"能力-依赖-关系绩效"的理论模型,并通过184份调查数据进行了实证分析,结果表明供应商研发能力和营销能力及其交互项并不是影响关系绩效的直接因素,而是重要的前置变量,其主要是通过驱动采购商依赖行为影响供应链关系,从而维持成功、长久的合作。因此,供应商应注重培养研发、营销能力,通过二者的协调效应来最大化自身利益和培育长期竞争能力。

RD capability and marketing capability not only are cores of supplier capability,but also are the important intangible assets. Underpinned by resource dependence theory,the paper builds an＂ability- dependence- relationship performance＂theoretical mode and carries out empirical analysis by 184 survey data. Research results show supplier R D capability,marketing capability and their interaction terms are not direct factors that affect the relationship performance,but are important antecedent variable,which mainly affects chain relations by driving the buyer dependent behavior to maintain the long- term cooperation. Therefore,supplier should pay attention to the training of R D,and marketing capabilities,to maximize their own interests and train long- term competitive ability through their coordination effects.