相互依赖、服从和关系绩效——基于CAM和CAD行业渠道关系的实证研究

Interdependence,Compliance and Contextual Performance——Empirical Research Based on Channel Relationship in CAM and CAD Industry

相互依赖对企业间关系绩效具有显著影响,但已有研究在深入揭示相互依赖对关系绩效作用机理方面仍显不足,文章以权变理论为基础,运用主观数据与客观数据系统研究采购商"服从"的中介效应,以及"协同沟通"的调节作用。实证研究表明,采购商服从在相互依赖总额和关系绩效中起部分中介作用,在相互依赖不对称和关系绩效中起完全中介作用。此外,协同沟通可以有效地增强相互依赖总额对于采购商服从的正向影响,也可以显著地增强相互依赖不对称对于采购商服从的负向影响。研究揭示的机理对于如何建构相互依赖研究有着突出的理论意义,同时对既定渠道结构下的企业如何提高关系绩效有着重要的实践意义。

Interdependence has obvious impact on the corporate contextual performance but the existing research on revealing the mechanism of action is far from enough. This paper is based on the contingency theory and investigates the mediating effect of purchasing agents' compliance and the mediating effect of'Collaboration and Communication'by analyzing the subjective data and the objective data systems. The empirical study reveals that the compliance of purchasing agents plays a partial mediating role between the interdependent total volume and the contextual performance and plays a complete mediating role between the interdependent asymmetry and contextual performance. Furthermore,collaboration and communication can effectively enhance the positive impact of interdependent total volume on compliance of purchasing agents and remarkably strengthen the negative impact of interdependent asymmetry on compliance of purchasing agents. The mechanism revealed in this study has outstanding significance on how to establish interdependent study;meanwhile it has practical significance on how to improve contextual performance under the given channel structure.