种业供应链关系、经销商订购行为与企业绩效--基于356家种子经销商的实证研究

Supply Chain Relationships,Distributor Ordering Behavior and Firm Performance in The Seed Industry:An Empirical Study Based on 356 Seed Distributors

基于我国种业供应链主体中的厂商关系,运用356家种子经销企业(经销商户)的问卷调查和企业销售数据,使用结构方程模型实证检验了供应链关系、经销商订购行为与企业销售绩效的关系。研究显示,种业供应链关系对经销商的订购水平有显著的正向影响,可以促进企业获得更好的销售绩效;不过,供应链间的长期关系对经销商订购的频繁程度有边际显著的负向影响,长期关系越好,经销商订购反而越不频繁。同时,研究数据亦验证了供应链短期关系对长期关系存在显著的正效应。研究对当前国内种业企业的供应链管理具有一定的现实价值和借鉴意义。

Based on vendor relationships in the main seed industry supply chain in China,the relationship between supply chain relationships,dealer ordering behavior,and firm sales performance was empirically tested using structural equation modeling using questionnaire surveys and firm sales data from 356 seed distribution enterprises(dealer households).The study revealed that supply chain relationships in the seed industry have a significant positive effect on the level of dealer ordering,which can contribute to better sales performance;however,long-term relationships between supply chains have a marginal significant negative effect on the frequency of dealer ordering,and the better the long-term relationship,the less frequently dealers order.Meanwhile,the study data also verified that there was a significant positive effect of short-term supply chain relationships on long-term relationships.The study has some practical value and significance for the current supply chain management of domestic seed companies.