管理评论 ›› 2024, Vol. 36 ›› Issue (6): 229-242.

• 物流与供应链管理 • 上一篇    

合纵连横:客户集中度、耦合协调度与企业绩效

史金艳, 余聪慧, 李延喜   

  1. 大连理工大学经济管理学院, 大连 116024
  • 收稿日期:2022-05-26 发布日期:2024-07-05
  • 作者简介:史金艳,大连理工大学经济管理学院教授,博士生导师,博士;余聪慧(通讯作者),大连理工大学经济管理学院博士研究生;李延喜,大连理工大学经济管理学院教授,博士生导师,博士。
  • 基金资助:
    国家社会科学基金项目(20BGL090)。

Vertically and Horizontally: Customer Concentration, Coupling Coordination Degree and Firm Performance

Shi Jinyan, Yu Conghui, Li Yanxi   

  1. School of Economics and Management, Dalian University of Technology, Dalian 116024
  • Received:2022-05-26 Published:2024-07-05

摘要: 本文从供应链纵向链条关系上探讨了客户集中度对企业绩效的影响,并讨论了横向链条关系上客户与客户之间的互动配合与竞争胁迫关系的调节作用。基于沪深A股上市公司及其主要客户数据的实证结果表明,客户集中度与企业绩效之间呈倒U型曲线关系,且该关系在非国有企业中更明显。进一步地,本文从主要客户购买行为的视角构建了客户耦合协调度指标,发现客户耦合协调度的提高会增强客户适度集中与企业绩效之间的正向关系及客户过度集中与企业绩效之间的负向关系。本文深化了客户集中度影响企业绩效的机制研究,为多角度阐释供应链中主体关系对企业绩效的影响提供了经验证据。

关键词: 客户集中度, 耦合协调度, 企业绩效, 倒U型

Abstract: This research explores the impact of customer concentration (CC) on firm performance from the perspective of vertical supply chain, and further discusses the moderating effect of the coordinate interaction and competitive coercion between customers from the perspective of horizontal supply chain. Based on the data of Shanghai and Shenzhen A-share listed companies and their top five customers, the empirical results show an inverted U-shaped relationship between CC and firm performances, which is more pronounced in non-stateowned enterprises. Furthermore, we build a set of customer coupling coordination degree metrics from the perspective of major customers’ purchasing behavior, and find that the inverted U-shaped relationship between CC and firm performance is strengthened by customer coupling coordination degree. In other words, the improvement of customer coupling coordination degree will strengthen both the positive relationship between moderate concentration and firm performance and the negative relationship between over-concentration and firm performance. This paper deepens the research into the mechanism of how CC influences firm performance, and provides empirical evidence for explaining the impact of principal relationship in supply chain on firm performance from multiple perspectives.

Key words: customer concentration, coupling coordination degree, firm performance, inverted-U shape