关系质量、信息分享与企业间合作行为:IT能力的调节作用

Relationship quality,information sharing and cooperative behaviors:Moderating effect of IT capability

本文分析营销渠道中企业间关系质量（分为组织关系质量及人际关系质量）对信息分享及渠道合作行为的影响，重点探讨在互联网环境下，企业的IT能力对企业间关系质量与信息分享的调节作用．基于288份中国制造企业的调研数据的实证分析，我们发现组织关系质量和人际关系质量对企业与分销商间的信息分享均有正向影响，信息分享对企业与分销商间的合作行为有正向的影响．调节检验结果显示IT能力会减弱人际关系质量对信息分享的正向影响作用．这些结论对企业的实际应用都有重要的意义．

The study analyzes how inter-firm relationship quality （including inter-organizational relation- ship quality and inter-personal relationship quality） impacts information sharing and cooperation behaviors between manufacturers and distributors in marketing channel, and further discusses how manufacturers＇ IT capability moderates the relationship between inter-firm relationship quality and information sharing. Based on a survey data of 288 Chinese manufacturers, we found both inter-organizational relationship quality and inter-personal relationship quality have positive influences on information sharing, and infor- mation sharing has a positive impact on cooperation behaviors. At the same time, the results reveal that IT capability may weaken the positive effect between inter-personal relationship and information sharing. These conclusions have significant implications for marketing channel governance practices.