科研管理

科研管理 ›› 2006, Vol. 27 ›› Issue (6): 130-135.

• 论文 • 上一篇    下一篇

零售商态度承诺和供应商权力使用间的互动关系研究

刘益, 钱丽萍   

  1. 西安交通大学管理学院,陕西西安710049
  • 收稿日期:2005-04-22 出版日期:2006-11-24 发布日期:2011-05-16
  • 作者简介:刘益(1961-),女(汉),陕西西安人,教授、博导,主要研究领域为关系营销、渠道成员行为、企业战略。
    钱丽萍(1977-),女(汉),浙江湖州人,博士生,主要研究方向为关系营销、渠道成员行为。
  • 基金资助:

    受国家自然科学基金项目(70272023,70271026)和新世纪优秀人才支持计划资助。

A study on the Interaction relationship between retailer'sattitudinal commitment and supplier's use of power

Liu Yi, Qian Li-ping   

  1. Mangement, School, Xi'an Jiaotong University, Xi'an 710049, China
  • Received:2005-04-22 Online:2006-11-24 Published:2011-05-16

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摘要： 本文研究了零售商不同的态度承诺与供应商权力使用间的互动关系。通过对中国346对家用电器零售商--供应商关系的问卷调查,利用因子分析及结构方程模型验证了概念模型及假设。本文研究结果表明:供应商强制性权力的使用会增加零售商的算计性承诺,降低其忠诚性承诺,而供应商非强制性权力的使用会增加零售商的忠诚性承诺。同时零售商的算计性承诺会促使供应商更多地使用强制性和非强制性权力,而零售商的忠诚性承诺则会减少供应商强制性权力的使用,增加供应商非强制性权力的使用。

关键词: 态度承诺, 权力使用, 互动关系

Abstract: This paper discusses the interaction relationship between the retailer's attitudinal commitment and the supplier's use of power. The conceptual model and hypotheses are tested by factor analysis and structural equation model using data gathered through the survey to 346 retailer-supplier relationships in the context of household appliances. The findings show that the supplier's use of mediated power is positively related to the retailer's calculative commitment and negatively related to the retailer's loyalty commitment; while the supplier's use of nonmediated power is positively related to the retailer's loyalty commitment. At the same time, the retailer's calculative commitment will increase the supplier's use of mediated and nonmediated power; while the retailer's loyalty commitment will reduce the supplier's use of mediated power, and increase the supplier's use of nonmediated power.

Key words: attitudinal commitment, use of power, interaction relationship

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