信任、承诺、关系行为与关系绩效:买方的视角  

Trust,Commitment,Relational Behavior and Performance:the Buyers' Perspective

作　　者：严兴全[1] 周庭锐[2] 李雁晨[3] 

机构地区：[1]西南交通大学经济管理学院,成都610081 [2]中国人民大学商学院,北京100872 [3]澳门科技大学行政与管理学院

出　　处：《管理评论》2011年第3期71-81,共11页Management Review

基　　金：国家自然科学基金项目(70672022)

摘　　要：本研究通过抽样调查验证了买方对于卖方的信任和承诺对于买方行为的影响及其对买方的绩效含义。研究结果显示,买方对卖方的信任和承诺会影响买方在双方商业关系中的行为,这些行为对于买方的绩效具有积极意义。然而,信任和承诺对关系行为的影响存在不同。与假设相反,买方对卖方的信任提高了买方正式控制机制的使用,而买方对卖方的承诺则降低了买方的默许行为,这些效应有助于买方绩效。The authors empirically investigate the effects of buyers＇ trust and commitment to seller on buyers＇ relational behavior and its performance implications to the buyers.Survey results show that buyers＇ trust and commitment to seller have positive effects on buyers＇ performance through the mediation of buyers＇ relational behavior.Interestingly,contrary to our hypotheses,buyers＇ trust has a positive impact on their use of formal control mechanism,while buyers＇ commitment has a negative impact on their acquiescence toward seller＇s unilateral behavior.These effects have positive impact on relationship performance.

关 键 词：信任 承诺 关系行为 关系绩效 

分 类 号：F224[经济管理—国民经济] F272