本文通过建立中介模型,实证分析了联盟企业间关系公平性对关系承诺的影响,并探讨了企业间信任的中介作用。论文以江苏230家企业为研究样本,通过量表收集数据,并使用层级回归分析的方法来检验所提出的假设。研究结果表明,我国企业间合作关系中存在着关系公平性对关系承诺的影响路径。其中,分配公平性直接促进企业间情感承诺水平的提升,同时通过才能信任对情感承诺产生间接影响;程序公平性主要通过才能信任这一中介变量对情感承诺实施正向影响;互动公平性可以降低企业间的计算承诺水平,同时还有助于提升企业间的仁善信任水平,间接对计算承诺产生影响。本文最后提出了相应的管理建议。
Abstract
By establishing the mediator model, this paper studies the impact of the inter-firm relationship fairness on the relationship commitment and examines the inter-firm trust as a mediator. In the paper, a hierarchical regression analysis is made to the data collected in the form of scale from 230 enterprises in Jiangsu as a research model. The results show an existed influence between the relationship fairness and the commitment. The distributive fairness could promote the affective commitment directly, and bring in an indirect effect on the affective commitment through the ability trust at the same time;the procedural fairness mainly affects the affective commitment through the mediator variable of the ability trust; and the interaction fairness could reduce the level of the calculative commitment, while it has an indirect influence on the calculative commitment through enhancing the level of benevolent trust. Finally, the managerial suggestions are also provided in the paper.
关键词
关系公平性 /
关系承诺 /
企业间信任
Key words
relationship fairness /
relationship commitment /
inter-firm trust
{{custom_sec.title}}
{{custom_sec.title}}
{{custom_sec.content}}
参考文献
[1] Morgan, Robert M., Hunt, Shelby D. The Commitment-trust Theory Of Relationship Marketing[J]. Journal of Marketing,1994, 58(7):20-38.
[2] 潘文安,张红. 供应链伙伴间的信任、承诺对合作绩效的影响[J].心理科学,2006(6):1502-1506.
[3] Kiran Karande, Jungbok Ha,Anusorn Singhapakdi. The Role of Contextual Factors in Relationship Commitment of Buyers to Foreign Suppliers: A Survey of Korean Importers[J]. Industrial Marketing Management, 2008,37 (10):856-862.
[4] Yi Liu,Chenting Su, Yuan Li, Ting Liu. Managing Opportunism in a Developing Interfirm Relationship: The Interrelationship of Calculative and Loyalty commitment[J]. Industrial Marketing Management, 2010,39 (7):844-852.
[5] Johnston, D.M. McCutcheon, F.I. Stuart, H. Kerwood, Effects of Supplier Trust on Performance of Cooperative Supplier Relationships[J]. Journal of Operations Management,2004,22 (1):23-38.
[6] Lohtia, Daniel C. Bello, Teruhisa Yamada, David I. Gilliland.The Role of Commitment in Foreign-Japanese Relationships: Mediating Performance for Foreign Sellers in Japan[J]. Journal of Business Research, 2005,58 (8):1009-1018.
[7] Anderson E., Weitz B.The Use of Pledges to Build and Sustain Commitment in Distribution Channels[J]. Journal of Marketing Research, 1992,29(2):18-34.
[8] Geyskens, I. Steenkamp, and Kumar. Generalizations About Trust in Marketing Channel Relationships Using Meta-Analysis[J]. International Journal of Research in Marketing, 1998, 15(7):223-248.
[9] Corsten,D and N.Kumar. Do Suppliers Benefit from Collaborative Relationships with Large Retailers?: An Empirical Investigation of ECR Adoption[J]. Journal of Marketing,2005,69 (7):80-94.
[10] Scheer, L. K., N. Kumar, J.-B. E. M. Steenkamp. Reactions to Perceived Inequity in U.S. and Dutch Interorganizational Relationships[J]. Acad. Management J. 2003,46(3):303-316.
[11] Sparks, B. A. and J. R. McColl-Kennedy. Justice Strategy Options for Increased Customer Satisfaction in a Services Recovery Setting[J]. Journal of Business Research, 2001,54(12):209-218.
[12] Maxham Ⅲ, J. G., and Netemeyer, R. G. Firms Reap What They Sow: The Effects of Shared Values and Perceived Organizational Justice on Customers' Evaluations of Complaint Handling[J]. Journal of Marketing, 2003,67 (1):46-62.
[13] 史会斌,李垣. 基于公平理论的联盟管理研究评述[J].科学学与科学技术管理,2008(4):161-168.
[14] 李垣, 杨知评, 史会斌. 程序公平和分配公平影响联盟绩效的机理研究[J].管理评论,2009(6):759-766.
[15] Moorman, C., G. Zaltman, and R. Deshpande Relationships Between Providers and Users of Market Research: The Dynamics of Trust Within and Between Organizations[J]. Journal of Marketing Research, 1992, 29 (8):845-855.
[16] 李永锋,司春林. 合作创新战略联盟中企业间相互信任问题的实证研究[J].研究与发展管理,2007(12):52-60.
[17] 庄贵军,周南,周筱莲,苏晨汀,杨志林.跨文化营销渠道中文化差异对企业间信任与承诺意愿的影响[J].管理评论,2009(1):67-76.
[18] 武志伟,陈莹. 关系公平性、企业间信任与合作绩效[J].科学学与科学技术管理,2010(11):143-149.
[19] 武志伟,陈莹. 企业间关系公平性维度测量的实证研究[J].软科学,2011(1):110-113.
[20] Kumar, N. L. K. Scheer, and J.-B. E. M. Steenkamp. The Effects of Supplier Fairness on Vulnerable Resellers. Journal of Marketing Research[J]. 1995,32 (2):54-65.
[21] Carnevale, D. G. Organizational Trust, in Tay M. Shafritz (ed.), The International Encyclopedia of Public and Administration[M]. Westview Press,1998.
[22] Garbarino, Ellen and Mark S. Johnson. The Different Roles of Satisfaction, Trust, and Commitment in Customer Relationships[J]. Journal of Marketing,1999, 63 (4):70-87.
[23] Dwyer, F. R., P. H. Schurr, and S. Oh. Developing Buyer-Seller Relationships[J]. Journal of Marketing, 1987,51 (4):11-27..
[24] Anderson, E. and B. Weitz. Determinants of Continuity in Conventional Industrial Channel Dyads[J]. Marketing Science, 1989,8(Fall):310-323.
[25] 张媚迪,李富田. 心理契约与社会交换、公平理论的关系[J]. 商场现代化,2009(2):334-335.
[26] Miller, D. Relating Porter's Business Strategies to Environment and Structure: Analysis and Performance Implications[J]. Acad. Management.J, 1988,31 (2):280-308.
[27] Jaworski, B. and A. Kohli. Market Orientation: Antecedents and Consequences[J]. Journal of Marketing, 1993, 57(7):53-70.
[28] Baron, R. M., ＆ Kenny, D. A. The moderator- mediator variable distinction in social psychological research: Conceptual, strategic, and statistical consideration[J]. Journal of Personality and Social Psychology, 1986, 51(6), 1173-1182.
基金
国家自然科学基金项目:关系公平性、关系质量与企业间合作绩效:基于中国企业的研究(70872042,2009.1-2011.12);国家自然科学基金项目:多元资本网络:框架研究与实践验证(70872003,2009.1-2011.12);国家自然科学基金项目:基于质量安全的食用农产品战略供应关系治理研究(70902062,2010.1-2012.12);国家自然科学基金项目:指数型增长偏差、过度借贷行为与家庭资产配置:基于中国城市居民家庭的实证研究(71173098,2011.1-2015.12)。
