渠道冲突与企业间协作:第三方介入的调节作用  

Channel Conflicts and Interfirm Collaboration: Roles of Third-party Interventions

作　　者：卢亭宇 庄贵军[2] LU Ting-yu;ZHUANG Gui-jun(School of Management,Northwestern Polytechnical University,Xi'an 710072,China;School ofManagement,Xi'an Jiaotong University,Xi'an 710049,China)

机构地区：[1]西北工业大学管理学院,陕西西安710072 [2]西安交通大学管理学院,陕西西安710049

出　　处：《中国管理科学》2022年第10期277-286,共10页Chinese Journal of Management Science

基　　金：中央高校基本科研业务费专项资金资助项目(D5000220134);国家自然科学基金资助项目(72072141)。

摘　　要：以社会平衡理论和营销渠道组织间关系的相关研究为基础,探讨渠道冲突对企业间协作的影响,并检验第三方介入对冲突与企业间协作之间关系的调节作用。收集550份有效调查数据,应用统计方法分析数据和检验假设。结果发现:渠道冲突对制造商和经销商之间的协作有负向影响,会减少双方共同制定计划与共同解决问题的行为;而制造商邀请第三方介入进行调解,则有助于弱化渠道冲突对共同制定计划与共同解决问题的负向作用。另外,我们还发现,第三方介入还能够促进合作双方的共同制定计划与共同解决问题,进而对双方的渠道合作绩效有积极的影响。Scholars have paid remarkable attention to channel conflicts. One of the related theories is the social balance theory. It acknowledges that in the triangular relationship formed by the three individuals, they will try to avoid the imbalance of the relationship among them and balance it by taking action. Recently, researchers began to explore the possible impact of third-party interventions on channel conflicts. They hold that the third-party may mitigate the two parties’ negative hostility to the conflict and help them resolve the problem. Inspired by prior studies and taking interfirm collaborative activities as the research setting, the impact of channel conflicts on interfirm collaboration and the moderating effects of third-party interventions are proposed and tested.Applying the essential logic of the social balance theory, three hypotheses are developed. Hypothesis one(H1) predicts that joint planning and joint problem-solving have positive impacts on cooperation performance. Hypothesis two(H2) predicts that channel conflicts have negative impacts on joint planning and joint problem-solving. Furthermore, Hypothesis three(H3) indicates that third-party interventions will inhibit the adverse effects of channel conflicts on joint planning and joint problem-solving.The data collected from the side of 550 manufacturers are utilized to test hypotheses, and the empirical results support three hypotheses. It is concluded that channel conflicts hurt joint planning and joint problem-solving, but third-party interventions inhibit the negative impact of channel conflicts on joint planning and joint problem-solving. Besides, third-party interventions promote joint planning and joint problem solving and thus improve cooperation performance.The major contribution of this paper is investigating channel management issues from the new perspective of third-party interventions. The findings enrich the literature on channel conflicts and imply third-party interventions for considering the issues of channel conflicts. In prac

关 键 词：渠道冲突 第三方介入 共同制定计划 共同解决问题 合作绩效 

分 类 号：F713.5[经济管理—市场营销]