文化相近与异地大客户关系的形成及其机制研究  

Culture Proximity and Non-Local Major Customer Relationships:Formation and Mechanisms

作　　者：辛宇[1] 滕飞 XIN Yu;TENG Fei(School of Business,Sun Yat-sen University,Guangzhou 510275,China;School of Marxism,Sun Yat-sen University,Guangzhou 510275,China)

机构地区：[1]中山大学管理学院,广东广州510275 [2]中山大学马克思主义学院,广东广州510275

出　　处：《烟台大学学报（哲学社会科学版）》2024年第3期112-132,共21页Journal of Yantai University(Philosophy and Social Science Edition)

基　　金：广东省社会科学规划2023年度党的二十大精神研究专项“深化国资国企改革提升产业链供应链韧性和安全水平的路径研究”(GD23XZZC07);广东省基础与应用基础研究基金“公司章程自治视角下的管理层权力下沉:现状与经济后果”(2023A1515010802);国家自然科学基金青年项目“证监会‘随机抽查’监管制度的有效性研究”(72102244)。

摘　　要：中国“多元一体”的文化格局对跨地区供应链关系形成了隐性壁垒,而两地间的文化相近有助于异地大客户关系的形成与发展。方言距离体现了两地的文化相近程度,方言距离越小,上市公司对该地区大客户的销售占比越高;作用机制在于文化相近提高了公司与客户间的信息交流、促进了信任和认同、提供了先天性的社会资本积累。文化相近的作用存在异质性,在非国有控股上市公司、非国有客户和资产规模较小的上市公司中作用更显著。文化相近对于大客户关系的促进作用依赖于完善的外部正式制度环境,在契约环境较好和市场化程度较高的地区,其作用更显著。最后,文化相近的大客户关系的稳定性更高。The“Pattern of Diversity in Unity of the Chinese Nation”generates implicit barriers to cross-regional supply chain relationships.The cultural proximity would promote major customer relationships between companies in different regions.Dialect distance measures the cultural similarity between the two places,and the smaller the dialect distance,the higher the sales proportion of listed firms to major customers in that region.The mechanism lies in the fact that cultural proximity contributes to improving the exchange of information,promoting trust and recognition,and providing more inherent social capital.Further,there’s a stronger effect of cultural proximity for non-state-controlled and smaller companies,as well as for non-state-controlled customers.The effect of cultural proximity relies on sound formal institutions;effect is more pronounced in areas with a better contractual environment and a higher degree of marketization.Finally,there is a positive effect of cultural proximity on the stability of major customer relationships.

关 键 词：客户关系 文化相近 方言距离 供应链 客户产权性质 客户关系稳定性 

分 类 号：F715[经济管理—产业经济]