协商策略对企业合作绩效的影响机制研究:关系冲突的中介作用  

The Mechanism of Negotiation Strategy on Enterprise’s Cooperation Performance:The Mediating Effect of Relationship Conflict

作　　者：王龙伟[1] 王立 王文君 WANG Longwei;WANG Li;WANG Wenjun(School of Management,Xi’an Jiaotong University,Xi'an 710049,China)

机构地区：[1]西安交通大学管理学院,西安710049

出　　处：《科学学与科学技术管理》2020年第9期69-83,共15页Science of Science and Management of S.& T.

基　　金：国家自然科学基金项目(71472145);教育部人文社会科学研究项目(20YJA630063)。

摘　　要：协商是企业在组织间合作过程中解决争议的重要手段,对维护良好的合作关系,提升合作的绩效表现具有重要作用。基于组织的信息处理视角,提出不同的组织间协商策略通过关系冲突的中介作用影响企业合作绩效,且法律完善程度和市场竞争强度会影响协商策略与关系冲突之间的关系。通过227家制造企业样本,采取层次回归和Bootstrapping法结合的方法验证假设,研究发现合作协商通过关系冲突对企业合作绩效具有正向的间接影响,竞争协商通过关系冲突对企业合作绩效具有负向的间接影响;法律完善程度会减轻合作协商对关系冲突的负向作用,增强竞争协商对关系冲突的正向作用,而竞争强度会增加合作协商对关系冲突的负向作用。Although negotiation is an important means for both parties to resolve problems and disputes in cooperation and even indirectly affects cooperation performance,the existing research pays insufficient attention to the mechanism and boundary conditions of how negotiation strategies affect cooperation performance.To bridge this gap,this study explores the mediator of the relationship between negotiation strategies and cooperation performance,and analyzes the moderating effects of external environment factors.Based on organization’s information processing view,negotiation not only can solve problems and disputes,but also has important psychological impacts on both parties,and thus shapes the cooperative relationship and performance.Thus this study proposes that negotiation strategies would affect cooperation performance through the mediating mechanism of relationship conflict.Moreover,corporate’s strategic activities and performance outcomes cannot be isolated from legal environment and market environment.Therefore,this study also proposes that legal completeness and competition intensity would moderate the effect of negotiation strategies on relationship conflict.Focused on Chinese context,this study has conducted a questionnaire survey with Chinese manufacturing firms and finally obtains valid survey data with 227 manufacturing firms.After the reliability and validity tests,utilizing SPSS 21.0 and Process as the main analysis tools,this study uses hierarchical regression and Bootstrapping to verify the hypotheses.The analysis found that relationship conflict has significant mediating effects on both the relationship between cooperative negotiation and cooperation performance and the relationship between competitive negotiation and cooperation performance.Moreover,legal completeness significantly weakens the negative effect of cooperative negotiation on relationship conflict,and enhances the positive effect of competitive negotiation on relationship conflict.Competition intensity significantly enhances the negat

关 键 词：合作协商 竞争协商 关系冲突 企业合作绩效 

分 类 号：F273.1[经济管理—企业管理] F273.7[经济管理—国民经济]