分销商敏捷性的塑造及其对制造商经济绩效的影响——基于关系交换理论视角

Shaping of Distributor Agility With Its Impact on Manufacturers'Economic Performance:Perspective of the Relationship Exchange Theory

本文基于关系交换理论,以汽车行业制造商与分销商之间的关系为研究对象,采用双边匹配调查数据和层次回归方法探究共享价值观和相互依赖两种渠道关系特征对分销商敏捷性的影响,以及分销商敏捷性对制造商经济绩效的影响及其边界条件。研究结果表明:共享价值观和相互依赖均对分销商敏捷性有显著正向影响,数字化沟通技术的使用在共享价值观与分销商敏捷性的关系中发挥负向调节效应。分销商敏捷性对制造商经济绩效有显著正向影响,市场不确定性在分销商敏捷性与制造商经济绩效的关系中发挥正向调节效应。本文丰富了关系营销和供应链敏捷性方面的研究,为企业应对危机事件提供了经验证据。

Faced with increasingly uncertain market environment,the concept of agility is increasingly valued in modern enterprise operations.Enterprises with agile supply chain systems can make timely adjustments when the market environment changes,thus ensuring enterprise performance.Therefore,the formation of an agile supply chain system has attracted widespread attention from scholars.Existing research explores how to shape an agile supply chain from perspectives such as supply chain and enterprise,and focuses on its effects.However,existing research has failed to comprehensively understand the formation of supply chain agility,and insufficient attention has been paid to elements of organizational relationships in promoting supply chain agility.In addition,there is a lack of discussion on partner agility.This paper,based on the theory of relationship exchange,takes the relationship between manufacturers and distributors in the automotive industry as the research object.It uses the hierarchical regression method to explore the impact of the shared values and interdependence channel relationship characteristics on distributor agility,as well as the impact of distributor agility on manufacturers'economic performance and its boundary conditions.The results show that shared values and interdependence have a significantly positive impact on distributor agility.Digital communication technology has a negatively moderating effect on the relationship between shared values and distributor agility.Distributor agility has a significantly positive impact on manufacturers'economic performance,and market uncertainty plays a positively moderating effect in the relationship between distributor agility and manufacturers'economic performance.Contributions of this paper,are in the following aspects.Firstly,this paper builds a research framework for the drivers of distributor agility and their impact on economic performance of manufacturers,and conducts empirical tests,enriching the research context of supply chain agility.Secondly,this paper explores the binary relation elements that affect the agility of distributors,and discusses digital communication technology as a boundary condition,which makes up for the lack of attention paid to inter-organizational relationship elements in existing research on supply chain agility.Finally,this paper,empirically tests the impact of partner agility on enterprise performance,which not only improves the path of forming an agile supply chain system,but also enriches research on effects of supply chain agility.Results of this paper,provide a new perspective on how to comprehensively shape supply chain agility,which not only deepens the understanding of how relationship factors affect supply chain agility,but also provides reference for enterprises on how to manage the marketing channel.