无形专项投资对战略绩效的影响及调节作用

摘要/Abstract

摘要： 以往实证研究为专项投资和经济绩效间的正向关系提供了大量支持，但对专项投资和战略绩效之间的关系却缺乏探讨。针对这一研究空白，本文通过实证分析指出，厂商投入的无形专项投资、而非有形专项投资，会提升经销商的战略绩效。另外，从权变理论的角度考虑，本文指出，外部环境状况和内部关系氛围均会对厂商无形专项投资到经销商战略绩效这一主效应产生调节作用：经销商面临的竞争强度会强化主效应，而经销商面临的技术不确定性却会削弱主效应；渠道边界人员间的个人关系所产生的一次调节作用不显著，却能对环境状况的调节效应起到"放大器"作用，即和竞争强度组合产生"粘合"的二次调节作用，和技术不确定性组合产生"锁定"的二次调节作用。基于206份中国经销商调查数据，本文提出并验证了上述理论假设。

关键词: 无形专项投资, 战略绩效, 竞争强度, 技术不确定性, 个人关系

Abstract: Previous empirical researches have provided plenty of evidence for the positive relationship between transaction specific investments (TSIs) and economic performance. However, few papers discuss the relationship between TSIs and strategic performance. To fill this research gap, this empirical paper finds that manufacturers' intangible TSIs rather than tangible TSIs could improve distributors' strategic performance. Besides, based on contingency theory, this study concludes that both outside environmental condition and inside relationship atmosphere could moderate the focus relationship between manufacturers' intangible TSIs and distributors' strategic performance: competition intensity faced by distributors strengthens the focus relationship, while technology uncertainty faced by distributors weakens it; First-order moderating effect of guanxi between boundary spanners is not significant, while it serves as ‘amplifier’ in the moderating effect of two environmental factors, namely, it has a ‘bonding’ second-order moderating effect if combined with competition intensity and a "locking" second-order moderating effect if combined with technology uncertainty. Using 206 Chinese distributors' data, this study proposes and verifies the above hypotheses.

Key words: intangible transaction specific investments, strategic performance, competition intensity, technology uncertainty, guanxi

杨翩翩, 钱丽萍. 无形专项投资对战略绩效的影响及调节作用[J]. , 2017, 29(3): 49-61.

Yang Pianpian, Qian Liping. The Influence of Intangible TSIs on Strategic Performance and the Moderating Effect[J]. , 2017, 29(3): 49-61.

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