经销商“抱团”如何影响制造商的信息支持和合同监督?

管理评论 ›› 2022, Vol. 34 ›› Issue (12): 173-183.

经销商“抱团”如何影响制造商的信息支持和合同监督?

赵星宇^1,2, 庄贵军¹, 丰超¹

1. 西安交通大学管理学院, 西安 710049;
2. 西安理工大学经济与管理学院, 西安 710054

收稿日期:2020-03-24 出版日期:2022-12-28 发布日期:2023-01-16
通讯作者: 庄贵军(通讯作者),西安交通大学管理学院教授,博士生导师,博士。
作者简介:赵星宇,西安交通大学管理学院,博士,西安理工大学经济与管理学院讲师;丰超,西安交通大学管理学院博士研究生。
基金资助:
国家自然科学基金面上项目(72072141;71472149)。

How does Distributors’ “Banding Together” Affect Information Favoring and Contract Supervision of Manufacturers

Zhao Xingyu^1,2, Zhuang Guijun¹, Feng Chao¹

1. School of Management, Xi'an Jiaotong University, Xi'an 710049;
2. School of Economics and Management, Xi'an University of Technology, Xi'an 710054

Received:2020-03-24 Online:2022-12-28 Published:2023-01-16

摘要/Abstract

摘要： 基于社会网络理论和渠道行为相关文献,研究了经销商“抱团”(网络密度)对制造商渠道行为及其后果的影响,并探讨了行业环境不确定性的调节作用。研究结果显示:第一,经销商网络密度对制造商的信息支持和合同监督均有正向影响;第二,行业环境不确定性弱化了经销商网络密度对信息支持的正向影响,但对经销商网络密度与合同监督之间的关系没有显著影响;第三,信息支持有助于降低渠道冲突水平、抑制经销商投机行为,合同监督有助于抑制经销商投机行为,但对渠道冲突没有显著影响。

关键词: 网络密度, 信息支持, 合同监督, 渠道冲突, 投机行为

Abstract: Based on social network theory and the literature of marketing channel behavior, this paper examines the impact of distributors’ “banding together” (represented by network density) on the behaviors of manufacturer and their consequences, and tests the moderating effects of industrial environment uncertainty. The results show that, first, network intensity of grouped distributors positively affects information favoring and contract supervision of manufacturers; second, industrial environment uncertainty weakens the positive effects of network density of grouped distributors on information favoring of manufacturers, but has no significant impact on the relationship between network density of grouped distributors and contract supervision of manufacturers. Third, information favoring of manufacturers in turn declines the level of channel conflict, and inhibits opportunism of distributors, while contract supervision of manufacturers in turn inhibits opportunism of distributors, but has no significant effect on channel conflict.

Key words: network intensity, information favoring, contract supervision, channel conflict, opportunism

赵星宇, 庄贵军, 丰超. 经销商“抱团”如何影响制造商的信息支持和合同监督?[J]. 管理评论, 2022, 34(12): 173-183.

Zhao Xingyu, Zhuang Guijun, Feng Chao. How does Distributors’ “Banding Together” Affect Information Favoring and Contract Supervision of Manufacturers[J]. Management Review, 2022, 34(12): 173-183.

参考文献

[1] 曾伏娥,陈莹. 分销商网络环境及其对机会主义行为的影响[J]. 南开管理评论, 2015,18(1):77-88
[2] Rowley T. J. Moving Beyond Dyadic Ties:A Network Theory of Stakeholder Influences[J]. Academy of Management Review, 1997,22(4):887-910
[3] 丰超,庄贵军,陈慧,等. 经销商"抱团"如何改变渠道中的合同治理[J]. 南开管理评论, 2019,22(2):4-13
[4] Antia K. D., Frazier G. L. The Severity of Contract Enforcement in Interfirm Channel Relationships[J]. Journal of Marketing, 2001,65(4):67-81
[5] Cai S., Jun M., Yang Z. The Effects of Boundary Spanners' Personal Relationships on Interfirm Collaboration and Conflict:A Study of the Role of Guanxi in China[J]. Journal of Supply Chain Management, 2017,53(3):19-40
[6] Achrol R. S., Stern L. W. Environmental Determinants of Decision-Making Uncertainty in Marketing Channels[J]. Journal of Marketing Research, 1988,25(1):36-50
[7] Brass D. J., Galaskiewicz J., Greve H. R., et al. Taking Stock of Networks and Organizations:A Multilevel Perspective[J]. Academy of Management Journal, 2004,47(6):795-817
[8] Choi T. Y., Kim Y. Structural Embeddedness and Supplier Management:A Network Perspective[J]. Journal of Supply Chain Management, 2010,44(4):5-13
[9] Granovetter M. Economic Action and Social Structure:The Problem of Embeddedness[J]. American Journal of Sociology, 1985, 91(3):481-510
[10] 张闯. 管理学研究中的社会网络范式:基于研究方法视角的12个管理学顶级期刊(2001~2010)文献研究[J]. 管理世界, 2011,(7):154-163
[11] 孙永磊,宋晶,陈劲. 企业家社会网络对商业模式创新的影响研究——竞争强度的调节作用[J]. 管理评论, 2019,31(7):286-293
[12] 陈培祯,曾德明. 网络位置, 知识基础对企业新产品开发绩效的影响[J]. 管理评论, 2019,31(11):128-138
[13] Wang D. T., Gu F. F., Dong M. C. Observer Effects of Punishment in a Distribution Network[J]. Journal of Marketing Research, 2013,50(5):627-643
[14] Xiao Z., Dong M. C., Zhu X. Learn to Be Good or Bad? Revisited Observer Effects of Punishment:Curvilinear Relationship and Network Contingencies[J]. Journal of Business & Industrial Marketing, 2019,34(4):754-766
[15] Dong M. C., Liu Z., Yu Y., et al. Opportunism in Distribution Networks:The Role of Network Embeddedness and Dependence[J]. Production and Operations Management, 2015,24(10):1657-1670
[16] Zeng F., Chen Y., Dong M. C., et al. Understanding Distributor Opportunism in a Horizontal Network[J]. Industrial Marketing Management, 2015,46(4):171-182
[17] 张闯,张涛,庄贵军. 渠道权力应用、冲突与合作:营销渠道网络结构嵌入的影响[J]. 商业经济与管理, 2015,35(2):57-67
[18] 张闯,关宇虹. 营销渠道网络结构对渠道权力应用结果的放大与缓冲作用:社会网络视角[J]. 管理评论, 2013,25(6):141-153
[19] Hu Q., Chan S. F., Zhang G., et al. The Joint-Liability Mechanism:Controlling Opportunism through Peer Monitoring among Chinese Supplier Groups[J]. Journal of Business & Industrial Marketing, 2016,31(5):640-653
[20] Luo Y. Partnering with Foreign Firms:How do Chinese Managers View the Governance and Importance of Contracts?[J]. Asia Pacific Journal of Management, 2002,19(1):127-151
[21] 庄贵军,周云杰,董滨. IT能力、合同治理与渠道关系质量[J]. 系统工程理论与实践, 2016,36(10):2618-2632
[22] Skinner S. J., Gassenheimer J. B., Kelley S. W. Cooperation in Supplier-Dealer Relations[J]. Journal of Retailing, 1992,68(2):174-193
[23] Doney P. M., Cannon J. P. An Examination of the Nature of Trust in Buyer-Seller Relationships[J]. Journal of Marketing, 1997, 61(2):35-51
[24] 林舒进,庄贵军,黄缘缘. 关系质量、信息分享与企业间合作行为:IT能力的调节作用[J]. 系统工程理论与实践, 2018,38(3):643-654
[25] Heide J. B., Wathne K. H., Rokkan A. I. Interfirm Monitoring, Social Contracts, and Relationship Outcomes[J]. Journal of Marketing Research, 2007,44(3):425-433
[26] Gu F. F., Kim N., Tse D. K., et al. Managing Distributors' Changing Motivations over The Courseofa Joint Sales Program[J]. Journal of Marketing, 2010,74(5):32-47
[27] Jaworski B. J., Kohli A. K. Market Orientation:Antecedents and Consequences[J]. Journal of Marketing, 1993,57(3):53-71
[28] Wu Z., Choi T. Y., Rungtusanatham M. J. Supplier-Supplier Relationships in Buyer-Supplier-Supplier Triads:Implications for Supplier Performance[J]. Journal of Operations Management, 2010,28(2):115-123
[29] Wathne K. H., Heide J. B. Opportunism in Interfirm Relationships:Forms, Outcomes, and Solutions[J]. Journal of Marketing, 2000,64(4):36-51
[30] Etgar M. Sources and Types of Intrachannel Conflict[J]. Journal of Retailing, 1979,55(1):61-78
[31] Lusch R. F. Sources of Power:Their Impact on Intrachannel Conflict[J]. Journal of Marketing Research, 1976,13(4):382-390
[32] Zhang Z., Zhang M. Guanxi, Communication, Power, and Conflict in Industrial Buyer-Seller Relationships:Mitigations Against the Cultural Background of Harmony in China[J]. Journal of Business-to-Business Marketing, 2013,20(2):99-117
[33] Simatupang T. M., Sridharan R. The Collaborative Supply Chain[J]. International Journal of Logistics Management, 2002,13(1):15-30
[34] Samaha S. A., Palmatier R. W., Dant R. P. Poisoning Relationships:Perceived Unfairness in Channels of Distribution[J]. Journal of Marketing, 2011,75(3):99-117
[35] Wang G., Jiang X., Yuan C. H., et al. Managerial Ties and Firm Performance in an Emerging Economy:Tests of the Mediating and Moderating Effects[J]. Asia Pacific Journal of Management, 2013,30(2):537-559
[36] Kumar N., Scheer L. K., Steenkamp J. B. E. M. The Effects of Supplier Fairness on Vulnerable Resellers[J]. Journal of Marketing Research, 1995,32(1):54-65
[37] Jap S. D., Anderson E. Safeguarding Interorganizational Performance and Continuity Under Ex Post Opportunism[J]. Management Science, 2003,49(12):1684-1701
[38] Flynn B. B., Huo B., Zhao X. The Impact of Supply Chain Integration on Performance:A Contingency and Configuration Approach[J]. Journal of Operations Management, 2010,28(1):58-71
[39] Lindell M. K., Whitney D. J. Accounting for Common Method Variance in Cross-Sectional Research Designs[J]. Journal of Applied Psychology, 2001,86(1):114-121
[40] Zhou K. Z., Xu D. How Foreign Firms Curtail Local Supplier Opportunism in China:Detailed Contracts, Centralized Control, and Relational Governance[J]. Journal of International Business Studies, 2012,43(7):677-692