管理评论

管理评论 ›› 2025, Vol. 37 ›› Issue (7): 141-153.

• 市场营销 • 上一篇    下一篇

关系对绩效的U型曲线影响及市场化进程的调节作用

卢亭宇1, 张绪兵2, 周雨婷1, 庄贵军3, 赫勇4   

  1. 1. 西北工业大学管理学院, 西安 710072;
    2. 香港理工大学工商管理学院, 香港 999077;
    3. 西安交通大学管理学院, 西安 710049;
    4. 西安银行, 西安 710075
  • 收稿日期:2024-02-26 发布日期:2025-07-30
  • 作者简介:卢亭宇，西北工业大学管理学院副教授，硕士生导师，博士;张绪兵，香港理工大学工商管理学院副教授，博士生导师，博士;周雨婷，西北工业大学管理学院硕士研究生;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;赫勇，西安银行副行长，高级经济师，博士。
  • 基金资助:
    国家自然科学基金青年项目（72202178）；国家自然科学基金面上项目（72072141）；西安市社会科学规划基金项目（25GL103）；Acknowledge PolyU Funding Support from DSAF（MB05；MB0F）。

U-shaped Curve Relationship between Guanxi and Performance and the Moderating Effect of Marketization Process

Lu Tingyu1, Zhang Xubing2, Zhou Yuting1, Zhuang Guijun3, He Yong4   

  1. 1. School of Management, Northwestern Polytechnical University, Xi'an 710072;
    2. Faculty of Business, The Hong Kong Polytechnic University, Hong Kong 999077;
    3. School of Management, Xi'an Jiaotong University, Xi'an 710049;
    4. Bank of Xi'an, Xi'an 710075
  • Received:2024-02-26 Published:2025-07-30

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摘要： 本文以制度理论为逻辑主线，讨论经销商和供应商双边人际关系与政商关系对销售绩效的影响，以及制度因素如政务信息透明度和市场化指数的调节作用。从经销商和供应商收集223份双边匹配问卷调查数据，引入政务信息透明度和市场化指数公开数据，应用统计方法分析数据和检验假设。研究结果表明：第一，经销商和供应商双边的人际关系与销售绩效呈倒U型关系，而双方的政商关系与销售绩效呈正U型关系。第二，区域政务信息透明度增强了人际关系对销售绩效的倒U型效应，而区域市场化指数减弱了人际关系对销售绩效的倒U型效应。第三，区域政务信息透明度增强了政商关系对销售绩效的正U型效应，而区域市场化指数减弱了政商关系对销售绩效的正U型效应。最后，从理论贡献、实际应用和研究不足等方面对研究结果进行了讨论。

关键词: 人际关系, 政商关系, 政务信息透明度, 市场化指数, 销售绩效

Abstract: Building on institutional theory, this paper examines the impact of distributor-supplier interpersonal guanxi and government-business guanxi on sales performance, as well as the moderating roles of government information transparency and the marketization index. Drawing on 223 paired survey responses from distributors and suppliers in a business-to-business context, as well as government information transparency, marketization index and gross sales, the authors reach following conclusions. First, there is an inverted U-shaped relationship between interpersonal guanxi and sales performance, while government-business guanxi exhibits a U-shaped relationship. Second, government information transparency strengthens the inverted U-shaped relationship between interpersonal guanxi and sales performance, while the marketization index weakens this effect. Third, government information transparency enhances the U-shaped relationship between government-business guanxi and sales performance, while the marketization index weakens this effect. Additionally, we discuss the theoretical contributions, practical implications, limitations, and future research directions.

Key words: interpersonal guanxi, government-business guanxi, government information transparency, marketization index, sales performance