关键词: 国产替代应用, 关键战略材料, 决定性因素, 混合研究方法

Abstract:     The global supply chain is facing complex and unprecedented threats due to the trade war and technology decoupling, the bottleneck problem of China′s key strategic materials and the risk of supply chain interruption are increasingly prominent, domestic substitution is an effective means to guarantee the independent control of key strategic materials and enhance the resilience of supply chain. However, the domestic substitution of China′s key strategic materials is facing the dilemma of "having but not using", and the promotion process is seriously hindered. The key to solving this problem is to identify the decisive factors of domestic alternatives adoption on key strategic materials, so it has become an important issue at present. Existing research has explored domestic substitution from the perspective of innovation, commercialization and organizational adoption, and has put forward many original views, but the research on domestic substitution application from the perspective of organizational adoption is relatively insufficient, the discussion on the influencing factors focuses on the single level of technology, organization or environment, and ignores the complexity of domestic substitution.This paper sought to address the question: what are the decisive factors that affect the domestic substitution adoption of key strategic materials? In order to improve the reliability of the research, this paper used the mixed research method of grounded theory and large sample empirical research. The advantage of grounded theory is that it can extract new theories from phenomena or practices, and large sample empirical research can verify the extracted theories, which is applicable to the research issues in this paper. In the first stage, this paper collected the data of seven representative enterprises, extracted the decisive factors and constructed model of the domestic substitution by using the grounded theory. In the second stage, 371 questionnaires were collected in various ways to verify the decisive factors and models. This paper constructed the “purchase-sales-environment” decisive factor model of domestic substitution adoption on key strategic materials, and had the following finding: firstly, material readiness, supplier trust and switching cost are the decisive factors and preconditions that affect whether an enterprise can successfully purchase domestic materials. Among these purchase-related factors, material readiness is the prerequisite of domestic substitution adoption, supplier trust is the key thrust, and switching cost is an important resistance. Secondly, demand opportunity and customer recognition are important pulling forces that determine whether an enterprise can successfully sale products containing domestic materials. Among these sales-related factors, demand opportunity reflects the market prospects and potential of domestic materials, customer recognition is an important condition to reduce the barriers to market entry of domestic products and relieve market pressure. Thirdly, government support and social norms provide formal and informal institutional environment support for domestic substitution adoption, and play an important moderating role. Among these environment-related factors, the government′s support in the application of insurance, subsidies, application demonstration projects and other aspects will help enterprises reduce the cost of domestic substitution adoption, social norms will stimulate enterprises′ positive awareness and provide good environmental support for domestic substitution adoption of key strategic materials.This paper mainly had the following two theoretical contributions: (1) This paper contributes to the research on the influencing factors of domestic substitution. Existing research focuses on the innovation and commercialization of domestic technology, ignoring that domestic substitution is a special and complex organizational adoption behavior. This paper constructs and verifies the "purchase - sales - environment" decisive factor model from the perspective of organizational adoption, breaks through the scope of the existing research on "0 or 1" of domestic materials, identifies the decisive factor of "use" in the process of domestic substitution, and provides an effective explanation for the dilemma of "having but not using". (2) This paper contributes to the research on organizational adoption. Unlike previous studies focusing on digitization, organizational change situations, this paper discusses the domestic substitution adoption of key strategic materials in the context of industrial chain supply chain security, expands the research context of organizational adoption, and provides new insights and evidence for deconstructing the logic of organizational adoption.This paper also provided some ideas for the government to promote the process of domestic substitution and improve the security level of the supply chain. For example, the government needs to reduce the purchase concerns of enterprises about domestic materials, increase the sales opportunities of products with high localization rate, and optimize the external environment for domestic substitution adoption of key strategic materials.

Key words: domestic substitution adoption, key strategic material, decisive factor, mixed research method