价值观一致性视角下制造商与经销商间知识转移机制的演进——基于A.O.史密斯公司的案例研究  

On the Evolution of the Knowledge Transfer Mechanism Between Manufacturer and Retailer from the Perspective of Value Congruence:A Case Study of A.O.Smith

作　　者：詹小慧[1] 杨东涛[1] 栾贞增[1] 

机构地区：[1]南京大学商学院,南京210093

出　　处：《管理案例研究与评论》2016年第5期396-409,共14页Journal of Management Case Studies

基　　金：国家自然科学基金面上资助项目(71372027)

摘　　要：制造商与经销商间的知识转移对提高经销商的服务能力和制造商的创新能力具有重要作用。本文基于价值观一致性和关系发展的理论视角,对A.O.史密斯公司与7家经销商知识转移的历程进行案例分析,通过分析价值观一致性对制造商与经销商间知识转移机制的影响作用,构建了制造商与经销商间知识转移机制演化的过程模型。研究发现制造商与经销商间知识转移机制包括三个阶段:制造商向经销商单向知识转移阶段、制造商与经销商双向知识转移阶段、经销商向经销商双向知识转移阶段。同时,价值观一致性在制造商与经销商知识转移机制的演进过程中起到筛选知识转移对象、提高知识转移意愿以及促进知识转移双方关系的作用。The knowledge transfer between manufacturer and retailer is of great importance to im-proving the service ability of the retailer and the innovation ability of the manufacturer.Based on the perspective of value congruence, we conduct a case study on the history of knowledge transfer between A.O. Smith and its 7 retailers, and through the analysis of the impact of value congru-ence on the knowledge transfer between the manufacturer and retailers,we construct a model of the evolution of the knowledge transfer mechanism between the manufacturer and retailers. The study discovers that the knowledge transfer mechanism between manufacturer and retailers can be divided into three phases： only from manufacturer to retailer, and two-way transfer from both manufacturer and retailer, and two-way transfer from retailer to retailer. Also, it is discovered that the value congruence plays the roles of screening the retailers that conduct knowledge trans-fer ,improving the willingness to conduct knowledge transfer and promoting the relationship be-tween the transferor and receiver.

关 键 词：价值观一致性 制造商 经销商 知识转移 案例研究 

分 类 号：F270[经济管理—企业管理]