私人关系对组织间关系的影响机制研究
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摘要
企业边界人员之间的私人关系对组织间关系的重要影响得到理论界和管理实践者的一致认可,但已有研究主要关注私人关系对组织间关系的直接影响,缺乏对间接影响的考量,缺乏从企业外部环境的视角探讨私人关系影响组织间关系的边界条件。基于关系营销理论和动态能力理论,以关系规范为中介变量,以环境动态性(包括市场波动性、竞争强度和技术波动性)为调节变量,构建从私人关系到组织间关系的中介模型,并建立5个研究假设。为了检验模型和假设,以制药企业与其分销商的关系为研究情景,通过问卷调查从制药企业收集数据,获得508份有效问卷,采用Spss 17. 0软件进行多元层次回归分析验证假设。研究结果表明,①企业边界人员之间的私人关系能够促成企业间关系规范的形成;②私人关系通过关系规范对组织间关系产生影响;③环境动态性的市场波动性、竞争强度和技术波动性3个维度显著调节私人关系对组织间关系的影响。竞争强度和技术波动性强化了私人关系对组织间关系的正向影响,而市场波动性弱化了私人关系对组织间关系的正向影响。研究结果揭示了关系规范在私人关系对组织间关系影响中的作用路径,丰富了私人关系、组织间关系、关系规范三者关系的理论研究,为组织间关系影响因素研究提供了新思路;引入环境动态性作为调节变量,也为私人关系与组织间关系权变因素的研究做出了理论贡献。在实践方面,研究结果可以帮助企业管理者更加了解组织间关系的影响机理,从而能以更科学合理的方式发展组织间关系,构建紧密的渠道合作关系。
The important impact of interpersonal guanxi between boundary personnel on interorganizational relationship has long been recognized by both scholars and practitioners. While previous studies have mainly focused on the direct impact of interpersonal guanxi between boundary personnel on interorganizational relationship,the research on how interpersonal guanxi facilitates interorganizational relationship has been limited. In addition,few previous studies have examined the boundary conditions of this impact from the perspective of the external environment.In view of the background and issues,and based on the relationship marketing theory and the theory of dynamic capability,this paper proposes a mediated model from interpersonal guanxi between boundary personnel to interorganizational relationship,in which relational norms are the mediator and environmental dynamism including market turbulence,competition intensity and technology turbulence are moderators. To test the model,it proposes 5 hypotheses. Taking the cooperative relationship between pharmaceutical manufacturers and their distributors as the research setting,the research collects the data of total 508 usable questionnaires from the side of pharmaceutical manufacturers by a survey. The Spss 17. 0 software was used to run multiple hierarchical regressions in order to test the hypotheses. Except for the moderating effect of market volatility not being consistent to its hypothesis,other hypotheses are all supported by the results of data analysis. Therefore,the results generally support the mediated model constructed in this paper.The results show that,first,interpersonal guanxi positively affects relational norms; second,relational norms mediate the effect of interpersonal guanxi on interorganizational relationship; and third,the three dimensions of environmental dynamism(competition intensity,technology turbulence,market turbulence) moderate the effects of interpersonal guanxi on interorganizational relationship. Specifically,competition intensity and technology turbulence strengthen,but market turbulence weakens the positive impact of interpersonal guanxi on interorganizational relationship.The results of this study reveal how relational norms mediate the relationship between interpersonal guanxi and interorganizational relationship,which could enrich the literature of the connections among the interpersonal guanxi,interorganizational relationship,and relational norms. The study also provides a new perspective for the research on the factors influencing interorganizational relationship. Furthermore,by introducing the moderating variables of environmental dynamism,it contributes to the research on contingent factors between interpersonal guanxi and interorganizational relationship. These results may help managers to understand the mediating mechanism of interorganizational relationship so as to more scientifically and reasonably develop interorganizational relationship and build close cooperative relationships with partners.
The important impact of interpersonal guanxi between boundary personnel on interorganizational relationship has long been recognized by both scholars and practitioners. While previous studies have mainly focused on the direct impact of interpersonal guanxi between boundary personnel on interorganizational relationship,the research on how interpersonal guanxi facilitates interorganizational relationship has been limited. In addition,few previous studies have examined the boundary conditions of this impact from the perspective of the external environment.In view of the background and issues,and based on the relationship marketing theory and the theory of dynamic capability,this paper proposes a mediated model from interpersonal guanxi between boundary personnel to interorganizational relationship,in which relational norms are the mediator and environmental dynamism including market turbulence,competition intensity and technology turbulence are moderators. To test the model,it proposes 5 hypotheses. Taking the cooperative relationship between pharmaceutical manufacturers and their distributors as the research setting,the research collects the data of total 508 usable questionnaires from the side of pharmaceutical manufacturers by a survey. The Spss 17. 0 software was used to run multiple hierarchical regressions in order to test the hypotheses. Except for the moderating effect of market volatility not being consistent to its hypothesis,other hypotheses are all supported by the results of data analysis. Therefore,the results generally support the mediated model constructed in this paper.The results show that,first,interpersonal guanxi positively affects relational norms; second,relational norms mediate the effect of interpersonal guanxi on interorganizational relationship; and third,the three dimensions of environmental dynamism(competition intensity,technology turbulence,market turbulence) moderate the effects of interpersonal guanxi on interorganizational relationship. Specifically,competition intensity and technology turbulence strengthen,but market turbulence weakens the positive impact of interpersonal guanxi on interorganizational relationship.The results of this study reveal how relational norms mediate the relationship between interpersonal guanxi and interorganizational relationship,which could enrich the literature of the connections among the interpersonal guanxi,interorganizational relationship,and relational norms. The study also provides a new perspective for the research on the factors influencing interorganizational relationship. Furthermore,by introducing the moderating variables of environmental dynamism,it contributes to the research on contingent factors between interpersonal guanxi and interorganizational relationship. These results may help managers to understand the mediating mechanism of interorganizational relationship so as to more scientifically and reasonably develop interorganizational relationship and build close cooperative relationships with partners.
引文
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[2]庄贵军.营销渠道中的人际关系与跨组织合作关系:概念与模型.商业经济与管理,2012(1):25-33.ZHUANG Guijun. Interpersonal guanxi and inter-firm relationship in marketing channels:a conceptual model. Journal of Business Economics,2012(1):25-33.(in Chinese)
[3]董维维,庄贵军.营销渠道中人际关系到跨组织合作关系:人情的调节作用.预测,2013,32(1):17-22.DONG Weiwei,ZHUANG Guijun. From interpersonal guanxi to interorganizational cooperation relationship:the moderating effect of renqing. Forecasting,2013,32(1):17-22.(in Chinese)
[4] EVAN W M. The organization set:toward a theory of interorganizational relations∥THOMPSON J D. Approaches to Organizational Design. Pittsburgh:University of Pittsburgh Press,1966:173-191.
[5]钱丽萍,罗小康,杨翩翩.渠道控制机制如何抑制关系退出倾向:兼论竞争强度的调节作用.外国经济与管理,2015,37(6):83-96.QIAN Liping,LUO Xiaokang,YANG Pianpian. How do channel control mechanisms restrict relationship dissolution intensions? The moderating role of competitive intensity. Foreign Economics&Management,2015,37(6):83-96.(in Chinese)
[6]李春苗.人际关系协调与冲突解决.广州:广东经济出版社,2001:3-5.LI Chunmiao. Relationship coordination and conflict resolution. Guangzhou:Guangdong Economic Press,2001:3-5.(in Chinese)
[7]庄贵军,李珂,崔晓明.关系营销导向与跨组织人际关系对企业关系型渠道治理的影响.管理世界,2008(7):77-90.ZHUANG Guijun,LI Ke,CUI Xiaoming. The impact of relationship marketing orientation and interfirm personal guanxi on firms'relational governance in marketing channels. Management World,2008(7):77-90.(in Chinese)
[8]张闯,徐佳,杜楠,等.基于本土文化的营销渠道中私人关系对投机行为的影响研究.管理学报,2016,13(7):958-971.ZHANG Chuang,XU Jia,DU Nan,et al. How does guanxi affect opportunistic behaviors in marketing channels? A study from the perspective of indigenous culture. Chinese Journal of Management,2016,13(7):958-971.(in Chinese)
[9]屈维意,周海炜,姜骞.组织间关系维度分析及其实证研究.情报杂志,2011,30(8):169-174,封三.QU Weiyi,ZHOU Haiwei,JIANG Qian. Empirical analysis on inter-organizational relationship dimension. Journal of Intelligence,2011,30(8):169-174,inside back cover.(in Chinese)
[10]陈旭润,叶明海.组织间关系:基于亲密程度的新视角.现代管理科学,2014(8):24-26.CHEN Xurun,YE Minghai. Inter-organizational relationships:a new perspective based on intimacy. Modern Management Science,2014(8):24-26.(in Chinese)
[11]寿柯炎,魏江.网络资源观:组织间关系网络研究的新视角.情报杂志,2015,34(9):163-169,178.SHOU Keyan,WEI Jiang. Network resource-based view:a new perspective for the inter-organizational relationship network studies. Journal of Intelligence,2015,34(9):163-169,178.(in Chinese)
[12]董维维,庄贵军.关系营销导向、关系状态与营销渠道中跨组织协调行为.软科学,2013,27(12):31-35.DONG Weiwei,ZHUANG Guijun. Relationship marketing orientation,guanxi state and interorganizational coordination behavior in marketing channel. Soft Science,2013,27(12):31-35.(in Chinese)
[13] YANG Q,ZHAO X D,YEUNG H Y J,et al. Improving logistics outsourcing performance through transactional and relational mechanisms under transaction uncertainties:evidence from China. International Journal of Production Economics,2016,175:12-23.
[14] ZHOU Y,ZHANG X B,ZHUANG G J,et al. Relational norms and collaborative activities:roles in reducing opportunism in marketing channels. Industrial Marketing Management,2015,46:147-159.
[15]薛晋洁,史本山.信任、治理策略与合资企业社会困境.管理科学,2016,29(5):83-92.XUE Jinjie,SHI Benshan. Trust,governance strategies and social dilemma of joint ventures. Journal of Management Science,2016,29(5):83-92.(in Chinese)
[16] JAWORSKI B J,KOHLI A K. Market orientation:antecedents and consequences. Journal of Marketing,1993,57(3):53-70.
[17] RODRIGO-ALARCN J,GARCA-VILLAVERDE P M,PARRA-REQUENA G,et al. Innovativeness in the context of technological and market dynamism:the conflicting effects of network density. Journal of Organizational Change Management,2017,30(4):548-568.
[18] CAI L,ANOKHIN S,YIN M M,et al. Environment,resource integration,and new ventures'competitive advantage in China. Management and Organization Review,2016,12(2):333-356.
[19]王念新,仲伟俊,梅姝娥.信息技术、核心能力和企业绩效的实证研究.管理科学,2010,23(1):52-64.WANG Nianxin,ZHONG Weijun,MEI Shu'e. Information technology,core capability and firm performance:an empirical study. Journal of Management Science,2010,23(1):52-64.(in Chinese)
[20]白如彬,周国华,谭德庆.跨组织私人关系、组织间合作关系与组织速度竞争优势路径关系研究.软科学,2013,27(1):91-95.BAI Rubin,ZHOU Guohua,TAN Deqing. Research on the relationship about inter-organizational guanxi、organizational cooperative relationship and organizational speed competitive advantage. Soft Science,2013,27(1):91-95.(in Chinese)
[21]庄贵军,席酉民,周筱莲.权力、冲突与合作:中国营销渠道中私人关系的影响作用.管理科学,2007,20(3):38-47.ZHUANG Guijun,XI Youmin,ZHOU Xiaolian. Power,conflict and cooperation:the impact of personal guanxi in a Chinese marketing channel. Journal of Management Science,2007,20(3):38-47.(in Chinese)
[22]张延涛,李随成,李勃.供应商适应行为影响因素实证研究.软科学,2014,28(11):25-29.ZHANG Yantao,LI Suicheng,LI Bo. The empirical study on the influence factors of supplier adaptive behavior. Soft Science,2014,28(11):25-29.(in Chinese)
[23]谢洪涛,赖应良,孙玉梅.建设工程创新团队组织氛围、私人关系对隐性知识共享行为的影响:基于HLM的跨层次分析.昆明理工大学学报(自然科学版),2016,41(6):118-123.XIE Hongtao,LAI Yingliang,SUN Yumei. Effects of individual relationship and organization climate on tacit knowledge sharing behavior in construction innovation team:results of HLM analysis. Journal of Kunming University of Science and Technology(Natural Science Edition),2016,41(6):118-123.(in Chinese)
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