新创企业进入核心供应商优先客户序列的路径研究  

Research on the Path of New Ventures Entering the Priority Customer Sequence of Core Suppliers

作　　者：王少卿 李勃[1] WANG Shaoqing;LI Bo(School of Management,Xi’an Polytechnic University,Xi’an 710048,China)

机构地区：[1]西安工程大学管理学院,西安710048

出　　处：《河南科学》2023年第2期265-273,共9页Henan Science

基　　金：国家自然科学基金项目(71802155);陕西省社会科学基金项目(2022R008);西安市软科学基金项目(22RKYJ0058)。

摘　　要：基于供应商动员领域研究,探讨通过建立供应商对新创企业的关系价值期望,使新创企业进入其核心供应商优先客户序列的路径,并对261份中国新创企业与核心供应商配对样本进行实证研究.结果表明:供应商对新创企业的关系价值期望包括供应商感知新创企业带来的前瞻性技术学习机会、新兴产业进入机会、社会声誉积累机会以及未来发展战略契合4个方面.供应商的关系价值期望不仅直接影响新创企业进入供应商优先客户序列,同时还可以通过社会认同的中介作用,间接驱动新创企业进入供应商优先客户序列.Based on the research in the field of supplier mobilization,this paper discusses the path for new ventures to enter the priority customer sequence of their core suppliers by establishing the relationship value expectation of suppliers for new ventures. An empirical study was conducted on 261 paired samples of Chinese new ventures and core suppliers. The results show that the supplier’s expectation of the relationship value of the new ventures includes four aspects:the supplier’s perceptions of the prospective technological learning opportunities brought by the new ventures,the opportunity to enter the emerging industry,the opportunity to accumulate social reputation and the future development strategy conformance. The relationship value expectation of suppliers not only directly affects the entry of new ventures into the supplier priority customer sequence,but also indirectly drives new ventures into the supplier priority customer sequence through the intermediary role of social identity.

关 键 词：新创企业 优先客户序列 期望价值 社会认同 核心供应商 

分 类 号：F273[经济管理—企业管理]