分销商跨组织私人关系、组织关系对速度竞争优势的影响研究
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摘要
随着当前市场经济的深入发展,组织之间的竞争正变得日益激烈。基于时间的组织速度竞争优势正成为低成本、差异化和集中化三种战略竞争优势之外的下一个竞争优势的来源。与此同时,组织与供应商、顾客、以及其他利益相关者的关系也正在发生着悄然的变化,组织之间原来单纯的竞争性关系和一次性的买卖关系正逐渐被长期性的合作伙伴关系所替代,因此,组织与上下游合作伙伴之间的良好合作关系,正成为组织提高竞争能力、建立竞争优势的重要途径。除此之外,具有中国特色的私人关系的积极作用也正逐渐被理论界和实践者们所关注,成为组织之间提高合作、加强渠道治理和降低渠道冲突的重要工具。因此,如果能够从组织间关系机制和效率机制的交互作用出发,分析组织与合作伙伴之间正式的组织间合作关系和非正式的私人关系对组织速度竞争优势的积极作用,不仅具有重要的理论价值,而且具有极强的实践指导意义。
本文的研究内容主要包括以下几个部分：首先,通过对相关文献的归纳和总结,鉴定了研究相关的概念并建构了相应的理论基础。本文从社会嵌入理论和资源依赖理论的观点出发,认为组织间个人层面非正式的跨组织私人关系是组织的一种重要的资源,与组织层面正式的组织间合作关系是紧密嵌入的。组织中存在着效率机制、关系机制和合法性机制的共同作用,组织与合作伙伴间正式的合作关系和个人层面的跨组织私人关系对组织的速度竞争优势具有积极的促进作用。接下来,本文构建了跨组织私人关系与组织间合作关系和组织速度竞争优势之间的路径关系模型,认为跨组织私人关系不仅对组织速度竞争优势具有直接的促进作用,还可以通过提高组织间的合作关系间接影响组织速度竞争优势的建立；同时,研究还认为跨组织私人关系和组织间合作关系不同水平组合的组织在速度竞争优势上具有显著差异。最后,通过来自分销商企业的调查数据对研究相关的具体变量进行了测量和信度、效度检验,并运用统计分析方法对具体的研究假设进行了实证分析。
本文的研究方法主要采用统计分析中的回归分析、结构方程模型和方差分析等方法进行实证分析。首先.通过理论分析和问卷开发工作完成了对跨组织私人关系、组织间合作关系和组织速度竞争优势等相天变量的鉴定和测量,在问卷搜集完成后,运用探索性因子分析和验证性因子分析对测量量表进行了信度和效度检验；接下来,通过层次回归分析方法验证了跨组织私人关系与组织间合作关系和分销商组织速度竞争优势整体之间的路径关系,并运用结构方程模型对其具体变量之间的路径关系进行了实证检验；最后,本文分别运用方差分析和最优尺度回归分析方法验证了不同水平关系组合的组织在速度竞争优势上的差异性和不同特征组织在跨组织私人关系水平和速度竞争优势水平上的差异性。
经过理论分析和实证研究,本文得出了下列三个方面的研究结论：第一,跨组织私人关系通过个人信任对组织速度竞争优势产生直接的正向影响,除此之外,跨组织私人关系还通过影响组织间信任、组织间沟通和组织间协间接影响组织速度竞争优势的建立。第二,跨组织私人关系和组织间合作关系不同水平组合的组织在速度竞争优势上存在显著差异性,双高型关系组在速度竞争优势上显著高于其他关系组,双低组则显著低于双高组和混合组,混合组在速度竞争优势上的差异不明显。最后,组织关键人员个人特征、组织特征和行业特征对跨组织私人关系水平具有一定的影响作用：跨组织私人关系水平与组织关键人员的学历、性别显著相关,组织所有制结构、规模和行业的竞争状况对跨组织私人关系水平有一定的影响,但低于个人特征的影响,在总体模型中不显著。另外,组织特征中的所有制结构、规模、运营时间,行业特征中的竞争程度对组织的速度竞争优势具有显著影响。其中国有企业的速度竞争优势较低,个体企业则较高；规模和运营时间对组织速度竞争优势水平具有负向影响,规模越大、运营时间越长的组织,速度竞争优势水平越低；行业竞争越激烈,行业内组织的速度竞争优势水平越高,东西部地区组织在速度竞争优势的水平上并不存在显著差异。
本研究的理论意义在于进一步发展了社会嵌入理论的观点,从实证的角度证明了非正式的跨组织私人关系与正式的组织间合作关系之间嵌入关系的具体表现形式,并且通过对二者与组织速度竞争优势路径关系的论证进一步阐明了关系机制与效率机制间的作用关系。研究的实践意义则在于建立了较完善的关系理论体系,明确了跨组织私人关系和组织间合作关系对于建立竞争优势的积极作用,为组织建立速度竞争优势提供了新的渠道,也为组织正确运用跨组织私人关系的积极作用提供了理论指导。
With the rapid development of the market economy, organizations are facing increasing fierce competition, the organizational speed competitive advantage based on time is becoming the next resource of competitive advantage beyond the cost-leader, differentiation and centralized strategic advantage. At the same time, the relationship between organizations and its suppliers, customers even other relative stakeholders is changing quietly. The original one-time buyer-seller trading relationship is gradually replaced by long-term, mutually beneficial partnership. The good relationship with the partners is becoming the organization's important means to improve capability and competitive advantage. In addition, Guanxi with Chinese characteristics is gradually focused by the academic and practical researcher as an important tool to improve organizations' cooperation, reduce the channel conflicts and so on. Therefore, if we can analyze the positive role of informal inter-organizational guanxi and formal inter-organizational cooperative relationship to the organizational speed competitive advantage from interaction of the relationship mechanism and efficiency mechanism, it will has not only the important theoretical value, but also the important practical significance.
The main content of this paper includes the following sections:first, the author identified the basic concepts and construct the corresponding theoretical basis by summary the related literatures. Based on the social embedded theory and resource dependence theory, the article thought informal inter-organizational guanxi of individual level is an important resource and is close embedded with the formal inter-organizational cooperative relationship of organizational level. It exist comprehensive function of efficiency mechanism, relationship mechanism and legality mechanism in the organizations. Therefore, the inter-organization guanxi and inter-organizational cooperative relationship have positive impact on organizational speed competition adyantage. Next, this article constructed the relation model among inter-organizational guanxi, inter-organizational cooperative relationship and speed competitive advantage, the hypothesis thought that the inter-organizational guanxi has direct impact on organizational speed competitive advantage, and it also has indirect impact on speed competitive advantage by improving the inter-organizational cooperative relationship. Meanwhile, the article also hypothesized organizations with different levels of inter-organizational guanxi and organizational cooperative is significant different in speed competitive advantage. Finally, the article measured the reliability, validity of the related variables and confirmed the hypotheses from the distributor's survey data by using statistical methods.
The research method is mainly the empirical research through Structural Equation Model, Regression analysis, ANVOA and so on. Firstly, the article identified the variables related with inter-organizational guanxi, inter-organizational cooperative relationship and speed competitive advantage through theoretical analysis and questionnaire development. After the data collecting, the article measured reliability and validity of variables through exploratory factor analysis and confirmatory factor analysis. Secondly, the author confirmed the total path relationship of inter-organizational guanxi, inter-organizational cooperative relationship and speed competitive advantage by hierarchical regression analysis and identified the hypothesis relationship of the specific variables by structural equation model. Finally, this paper confirmed the difference of organizations with different levels of inter-organizational guanxi and inter-organizational cooperative relationship is significant different in speed competitive advantage by variance analysis and checked the difference of different characteristics in inter-organizational guanxi level and speed competitive advantage by optimal scaling regression analysis.
Through theoretical analysis and empirical research, this paper made three conclusions as follows:first, inter-organizational guanxi has a direct positive effect to organizational speed competitive advantage through the individual trust. In addition, inter-organizational guanxi has an indirect effect to the establishment of speed competitive advantage by influencing the mutual organizational trust, organizational communication and coordination. Second, the difference is significant in the speed competitive advantage for the organizations which has different levels of inter-organizational guanxi and inter-organizational cooperative relationship; double-high groups are higher than other groups in speed competitive advantage, double low groups are significant lower than the high group and mixed group, mixed groups have no difference in speed advantage. Finally, the key staff personal characteristics, organizational characteristics and industrial characteristics have certain correlation with inter-organizational guanxi: inter-organizational guanxi is positive related with key personnel education and sex, organizational ownership, size and the industrial competition has certain positive impact on inter-organizational guanxi, but the correlation index is weak compare with the individuall characters, they are not siginificant in the total model. In addition, the organizational ownership, size, operational time and industrial competitive degree are significant related with the speed competitive advantage. State-owned enterprises are lowest in the speed competitive advantage, while, the solo enterprises are the highest. The size and operational time are negative related with speed competitive advantage. The larger or longer of the size and time are, the lower of speed competitive advantage is. The competitive degree of industry is positive related with the speed competitive advantage. Organizations in the eastern and western have no difference in the speed competitive advantage.
The theoretical significance of the paper is contributing a further development for the theory of social embeddedness. It confirmed the typical embedded relations and their path relationship between inter-organizational guanxi and inter-organizational cooperative relationship. The practical significance of study is that the paper summarized the theoretical base of formal and informal relationship and clarified the path relations among inter-organizational guanxi, inter-organizational cooperative relationship and speed competitive advantage. It provided a new channel for the organizational speed competitive advantage and contributed a theoretical guidance to their positive application in practice.
本文的研究内容主要包括以下几个部分：首先,通过对相关文献的归纳和总结,鉴定了研究相关的概念并建构了相应的理论基础。本文从社会嵌入理论和资源依赖理论的观点出发,认为组织间个人层面非正式的跨组织私人关系是组织的一种重要的资源,与组织层面正式的组织间合作关系是紧密嵌入的。组织中存在着效率机制、关系机制和合法性机制的共同作用,组织与合作伙伴间正式的合作关系和个人层面的跨组织私人关系对组织的速度竞争优势具有积极的促进作用。接下来,本文构建了跨组织私人关系与组织间合作关系和组织速度竞争优势之间的路径关系模型,认为跨组织私人关系不仅对组织速度竞争优势具有直接的促进作用,还可以通过提高组织间的合作关系间接影响组织速度竞争优势的建立；同时,研究还认为跨组织私人关系和组织间合作关系不同水平组合的组织在速度竞争优势上具有显著差异。最后,通过来自分销商企业的调查数据对研究相关的具体变量进行了测量和信度、效度检验,并运用统计分析方法对具体的研究假设进行了实证分析。
本文的研究方法主要采用统计分析中的回归分析、结构方程模型和方差分析等方法进行实证分析。首先.通过理论分析和问卷开发工作完成了对跨组织私人关系、组织间合作关系和组织速度竞争优势等相天变量的鉴定和测量,在问卷搜集完成后,运用探索性因子分析和验证性因子分析对测量量表进行了信度和效度检验；接下来,通过层次回归分析方法验证了跨组织私人关系与组织间合作关系和分销商组织速度竞争优势整体之间的路径关系,并运用结构方程模型对其具体变量之间的路径关系进行了实证检验；最后,本文分别运用方差分析和最优尺度回归分析方法验证了不同水平关系组合的组织在速度竞争优势上的差异性和不同特征组织在跨组织私人关系水平和速度竞争优势水平上的差异性。
经过理论分析和实证研究,本文得出了下列三个方面的研究结论：第一,跨组织私人关系通过个人信任对组织速度竞争优势产生直接的正向影响,除此之外,跨组织私人关系还通过影响组织间信任、组织间沟通和组织间协间接影响组织速度竞争优势的建立。第二,跨组织私人关系和组织间合作关系不同水平组合的组织在速度竞争优势上存在显著差异性,双高型关系组在速度竞争优势上显著高于其他关系组,双低组则显著低于双高组和混合组,混合组在速度竞争优势上的差异不明显。最后,组织关键人员个人特征、组织特征和行业特征对跨组织私人关系水平具有一定的影响作用：跨组织私人关系水平与组织关键人员的学历、性别显著相关,组织所有制结构、规模和行业的竞争状况对跨组织私人关系水平有一定的影响,但低于个人特征的影响,在总体模型中不显著。另外,组织特征中的所有制结构、规模、运营时间,行业特征中的竞争程度对组织的速度竞争优势具有显著影响。其中国有企业的速度竞争优势较低,个体企业则较高；规模和运营时间对组织速度竞争优势水平具有负向影响,规模越大、运营时间越长的组织,速度竞争优势水平越低；行业竞争越激烈,行业内组织的速度竞争优势水平越高,东西部地区组织在速度竞争优势的水平上并不存在显著差异。
本研究的理论意义在于进一步发展了社会嵌入理论的观点,从实证的角度证明了非正式的跨组织私人关系与正式的组织间合作关系之间嵌入关系的具体表现形式,并且通过对二者与组织速度竞争优势路径关系的论证进一步阐明了关系机制与效率机制间的作用关系。研究的实践意义则在于建立了较完善的关系理论体系,明确了跨组织私人关系和组织间合作关系对于建立竞争优势的积极作用,为组织建立速度竞争优势提供了新的渠道,也为组织正确运用跨组织私人关系的积极作用提供了理论指导。
With the rapid development of the market economy, organizations are facing increasing fierce competition, the organizational speed competitive advantage based on time is becoming the next resource of competitive advantage beyond the cost-leader, differentiation and centralized strategic advantage. At the same time, the relationship between organizations and its suppliers, customers even other relative stakeholders is changing quietly. The original one-time buyer-seller trading relationship is gradually replaced by long-term, mutually beneficial partnership. The good relationship with the partners is becoming the organization's important means to improve capability and competitive advantage. In addition, Guanxi with Chinese characteristics is gradually focused by the academic and practical researcher as an important tool to improve organizations' cooperation, reduce the channel conflicts and so on. Therefore, if we can analyze the positive role of informal inter-organizational guanxi and formal inter-organizational cooperative relationship to the organizational speed competitive advantage from interaction of the relationship mechanism and efficiency mechanism, it will has not only the important theoretical value, but also the important practical significance.
The main content of this paper includes the following sections:first, the author identified the basic concepts and construct the corresponding theoretical basis by summary the related literatures. Based on the social embedded theory and resource dependence theory, the article thought informal inter-organizational guanxi of individual level is an important resource and is close embedded with the formal inter-organizational cooperative relationship of organizational level. It exist comprehensive function of efficiency mechanism, relationship mechanism and legality mechanism in the organizations. Therefore, the inter-organization guanxi and inter-organizational cooperative relationship have positive impact on organizational speed competition adyantage. Next, this article constructed the relation model among inter-organizational guanxi, inter-organizational cooperative relationship and speed competitive advantage, the hypothesis thought that the inter-organizational guanxi has direct impact on organizational speed competitive advantage, and it also has indirect impact on speed competitive advantage by improving the inter-organizational cooperative relationship. Meanwhile, the article also hypothesized organizations with different levels of inter-organizational guanxi and organizational cooperative is significant different in speed competitive advantage. Finally, the article measured the reliability, validity of the related variables and confirmed the hypotheses from the distributor's survey data by using statistical methods.
The research method is mainly the empirical research through Structural Equation Model, Regression analysis, ANVOA and so on. Firstly, the article identified the variables related with inter-organizational guanxi, inter-organizational cooperative relationship and speed competitive advantage through theoretical analysis and questionnaire development. After the data collecting, the article measured reliability and validity of variables through exploratory factor analysis and confirmatory factor analysis. Secondly, the author confirmed the total path relationship of inter-organizational guanxi, inter-organizational cooperative relationship and speed competitive advantage by hierarchical regression analysis and identified the hypothesis relationship of the specific variables by structural equation model. Finally, this paper confirmed the difference of organizations with different levels of inter-organizational guanxi and inter-organizational cooperative relationship is significant different in speed competitive advantage by variance analysis and checked the difference of different characteristics in inter-organizational guanxi level and speed competitive advantage by optimal scaling regression analysis.
Through theoretical analysis and empirical research, this paper made three conclusions as follows:first, inter-organizational guanxi has a direct positive effect to organizational speed competitive advantage through the individual trust. In addition, inter-organizational guanxi has an indirect effect to the establishment of speed competitive advantage by influencing the mutual organizational trust, organizational communication and coordination. Second, the difference is significant in the speed competitive advantage for the organizations which has different levels of inter-organizational guanxi and inter-organizational cooperative relationship; double-high groups are higher than other groups in speed competitive advantage, double low groups are significant lower than the high group and mixed group, mixed groups have no difference in speed advantage. Finally, the key staff personal characteristics, organizational characteristics and industrial characteristics have certain correlation with inter-organizational guanxi: inter-organizational guanxi is positive related with key personnel education and sex, organizational ownership, size and the industrial competition has certain positive impact on inter-organizational guanxi, but the correlation index is weak compare with the individuall characters, they are not siginificant in the total model. In addition, the organizational ownership, size, operational time and industrial competitive degree are significant related with the speed competitive advantage. State-owned enterprises are lowest in the speed competitive advantage, while, the solo enterprises are the highest. The size and operational time are negative related with speed competitive advantage. The larger or longer of the size and time are, the lower of speed competitive advantage is. The competitive degree of industry is positive related with the speed competitive advantage. Organizations in the eastern and western have no difference in the speed competitive advantage.
The theoretical significance of the paper is contributing a further development for the theory of social embeddedness. It confirmed the typical embedded relations and their path relationship between inter-organizational guanxi and inter-organizational cooperative relationship. The practical significance of study is that the paper summarized the theoretical base of formal and informal relationship and clarified the path relations among inter-organizational guanxi, inter-organizational cooperative relationship and speed competitive advantage. It provided a new channel for the organizational speed competitive advantage and contributed a theoretical guidance to their positive application in practice.
引文
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