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论文编号：	13648
作者编号：	1120191050
上传时间：	2022/12/5 15:13:54
中文题目：	“关系”取向对组织间合作绩效的影响机制研究 ——基于制造商与供应商合作情境
英文题目：	Elucidating the Influence Mechanism of Guanxi Orientation on Inter-organisational Co-operative Performance—— Examining the Co-operative Circumstances between Manufacturers and Suppliers
指导老师：	李桂华
中文关键字：	关系取向；交易专用性投资；契约治理；关系治理；合作绩效
英文关键字：	: guanxi orientation; transaction-specific investment; contractual governance; relational governance; co-operative performance
中文摘要：	随着环境动态性的增加与行业竞争的加剧，企业管理者逐渐认识到跨边界的组织合作是获取资源与能力，实现优势互补，提高组织竞争优势的有效战略途径。当前时代的竞争不只发生在单个企业之间，而是更多地发生在企业群体之间，这些企业群体展现了企业组合之间的竞争。从根本上看，企业之间的合作是通过组合或再利用资源来创造价值，这种跨组织边界的资源、资产与能力“组合”是企业竞争优势的重要来源。从价值链合作视角看，B2B企业之间的合作可分为基于产业链上下游企业之间的纵向合作和基于同一价值环节企业之间的横向合作。相对于横向合作关系，纵向合作企业之间的竞争性相对较少。纵向合作能使企业获得无法单独实现的效率水平，并创造新的业务机会。然而，企业之间的纵向合作也面临诸多风险与挑战，例如，知识泄露风险、机会主义问题、关系与任务冲突等，这可能导致组织间合作绩效低下，甚至陷入合作关系破裂的困境。因此，在B2B合作情境下，如何协调组织之间的合作关系，促进合作企业在资产、资源与能力等方面实现有效的互补性，并提高组织之间的合作绩效成为跨组织合作管理亟待解决的议题。 对合作绩效研究文献进行梳理发现，以往研究主要从组织能力与特征、关系特征、合作活动/行为以及组织间合作治理机制等方面进行考察，并得出具有价值的研究结论。在后续研究中，学者开始关注中国本土情境下人员或组织关系对合作伙伴的关系行为与合作绩效的影响问题，例如组织间人员关系对信息共享和商业支持行为，知识共享、冲突解决、合作和关系质量，情感冲突和任务冲突，合作绩效、渠道成员的机会主义等的影响问题。根本上看，人员或组织关系表征了中国本土情境下关系的状态与特征，基于中国本土情境的考察为组织间合作绩效驱动因素研究提供了有益的补充。然而，鲜有研究聚焦于合作动机视角考察关系取向对合作绩效的影响效应及其作用机理。若缺乏动机层面的考察则无法全面解析本土情境下的关系内涵，也难以对中国商业情境下的跨组织合作形成有效指导。 基于组织间合作的现实背景与理论现状，本研究的核心问题聚焦于：中国商业情境下关系取向如何影响组织间合作绩效？组织间合作绩效的实现往往需要合作企业在资源、资产与能力等方面实现互补性，由此产生协同效应并创造共同价值。因此，在跨组织合作中，交易专用性投资的存在可能为合作绩效的实现创造了基础。鉴于此，本研究将交易专用性投资纳入理论模型，以探讨关系取向影响组织间合作绩效的过程机理以及达成合作绩效的等效路径。同时，由于企业的交易专用性投资与组织间合作绩效可能会受到合作治理机制等权变因素的影响，本研究进一步考察了合作治理机制可能存在的情境制约。据此，基于理论分析构建了关系取向、交易专用性投资、治理机制与合作绩效之间关系的概念模型作为企业间合作绩效实现机制的核心理论框架。进一步地，为探索实现组织间合作绩效的多元等效路径，并对实证结果进行稳健性验证，本研究基于组态理论对变量间的组合效应进行了解析，并基于组态分析结果提炼了引致高/低交易专用性投资和高/低合作绩效的多元路径。 本研究主要得出以下结论：第一，在中国商业情境下，关系取向是影响企业间合作绩效的重要因素。具体而言，情感性关系取向对关系绩效、任务绩效有显著正向影响；工具性关系取向对关系绩效有显著负向影响。然而，工具性关系取向对任务绩效的影响并不显著。第二，交易专用性投资在情感性关系取向和关系绩效、任务绩效之间起部分中介作用。然而，交易专用性投资在工具性关系取向和关系绩效、任务绩效之间的中介作用不显著。第三，关系治理对情感性关系取向和交易专用性投资之间关系起正向调节作用。然而，关系治理对工具性关系取向和交易专用性投资之间关系的调节作用并不显著。同时，研究发现，契约治理对情感性关系取向与交易专用性投资之间关系具有负向调节作用。然而，契约治理对工具性关系取向与交易专用性投资之间关系的调节作用并不显著。第四，关系治理对交易专用性投资与关系绩效、任务绩效之间关系起正向调节作用；契约治理对交易专用性投资与任务绩效之间关系起到正向调节作用。然而，契约治理对交易专用性投资与关系绩效之间关系的调节作用不显著。第五，运用fsQCA3.0分析了影响交易专用性投资的多个等效组态，高交易专用性投资存在2种组态，而低交易专用性投资存在3种组态。第六，高关系绩效存在2种组态类型：“投资主导型”组态、“关系主导型”组态；低关系绩效存在2种组态类型。第七，高任务绩效存在3种组态类型：“关系驱动型”组态、“治理驱动型”组态与“投资+治理驱动型”组态；低任务绩效存在3种组态。 本研究的理论价值和创新点体现在以下三个方面：首先，根据交易成本理论和社会交换理论，基于中国商业情境构建了“关系取向—交易专用性投资—合作绩效”理论模型，从合作动机层面揭示了组织间合作绩效的实现机制，丰富了B2B情境下合作绩效驱动因素与实现路径研究。其次，本研究验证了合作治理机制对于交易专用性投资与合作绩效的影响，将合作治理机制纳入到组织间合作绩效实现的一般机制中，进一步阐明了实现组织间合作绩效的边界条件。最后，基于构型理论的组织间合作绩效实现路径研究揭示了多重前因与结果间的复杂因果关系，从研究方法、视角方面补充了合作绩效选题的理论探索。 关键词：关系取向；交易专用性投资；契约治理；关系治理；合作绩效
英文摘要：	As environmental dynamics increase and industry competition intensifies, enterprise managers have begun to realise that cross-border organisational co-operation is an effective strategy to gain resources, enhance organisational capabilities, achieve complementary advantages and improve organisational competitive advantage. The competition in contemporary times is not limited to individual enterprises but more often occurs within enterprise groups, with competition arising among enterprise combinations. Locally, co-operation between enterprises creates value by combining or reusing resources. The combination of resources, assets and capabilities across organisational boundaries is an important source of competitive advantage for enterprises. From the perspective of value chain co-operation, the co-operation between B2B enterprises can be divided into vertical co-operation based on the upstream and downstream enterprises of the industrial chain and horizontal co-operation based on the same value chain enterprises. Compared with horizontal co-operative relationship, the competition between vertical co-operative enterprises is relatively less.Vertical collaboration enables firms to realize efficiency level that cannot be achieved alone and create new business opportunities. However, vertical co-operation between enterprises also faces many risks and challenges, such as knowledge leakage risk, opportunism, relationship and task conflict, etc., which may lead to the low performance of inter-organizational co-operation and even the breakdown of co-operation. Therefore, how to coordinate co-operative relationship between organisations in the context of B2B co-operation, promote co-operative enterprises’ achievement of effective complementarity of assets, resources and capabilities and improve co-operative performance are urgent issues to be addressed in inter-organisational co-operation management. According to a review of literature related to co-operation performance, previous research has focused primarily on organisational capabilities and characteristics, relationship characteristics, co-operative activities and behaviours and inter-organisational co-operative governance mechanisms, drawing valuable conclusions. Subsequently, scholars began to focus on the influence of personnel or organisational guanxi on the interpersonal behaviour and co-operation performance of partners in the local Chinese context, including the influence of inter-organisational personnel guanxi on information sharing and business support behaviour; knowledge sharing, conflict resolution, co-operation and relationship quality; emotional conflict and task conflict; co-operative performance and opportunism of channel members.Fundamentally, research regarding personnel or organisational guanxi represents the state and characteristics of guanxi, in the Chinese local context and investigation based on the local Chinese circumstances can provide a useful supplement to previous research on the driving factors of inter-organisational co-operative performance. Nevertheless, few studies have focused on the effect of guanxi orientation on co-operative performance and its mechanism from the perspective of co-operation motivations.Without investigation at the motivational level, it is difficult to fully analyse the connotations of guanxi in the Chinese local context, making it difficult to strategically determine effective guidance for cross-organisational co-operation in the Chinese business context. Based on the realistic background and theoretical status of inter-organisational co-operation, this study focuses on how guanxi orientation affects inter-organisational co-operative performance in the Chinese business context. The realisation of inter-organisational co-operative performance is often inseparable from complementarities of the resources, assets and capabilities of co-operative enterprises, which can generate synergies and establish common values. Subsequently, the existence of transaction-specific investment in inter-organisational co-operation may establish an important foundation for the realisation of co-operative performance. In this regard, this study incorporates transaction-specific investment into a theoretical model to explore the process mechanism of guanxi orientation affecting inter-organisational co-operative performance and the equivalent path related to achieving co-operative performance. This study also further examines the possible situational constraints of co-operative governance mechanisms,as transaction-specific investment and inter-organisational co-operative performance may be affected by contingency factors, such as co-operative governance mechanisms. Accordingly, a conceptual model of the relationships between guanxi orientation, transaction-specific investment, governance mechanisms and co-operative performance is constructed based on theoretical analysis, constructing a core theoretical framework for determining the performance realisation mechanism of inter-organisational co-operation. Furthermore, this study investigates the combination effect between variables based on configuration theory, refining the multiple paths leading to high or low transaction-specific investment and high or low co-operation performance based on the results of configuration analysis, to explore the multiple equivalent paths to achieving inter-organisational co-operative performance and verify the robustness of the empirical results. Six relevant conclusions emerge from the research. First, guanxi orientation is a key factor affecting the performance of inter-enterprise co-operation in the Chinese business system. Specifically, emotional guanxi orientation has a significant positive impact on relationship and task performance, while instrumental guanxi orientation has a significant negative impact on relationship performance; however, the influence of instrumental guanxi orientation on task performance is not as remarkable as expected. Second, transaction-specific investment has a mediating role between emotional guanxi orientation and relationship and task performance; however, its intermediary role between instrumental guanxi orientation and relationship and task performance is not significant. Third, relational governance has a positive influence in regulating the relationship between emotional guanxi orientation and transaction-specific investment, but it does not have a significant role in regulating the relationship between instrumental guanxi orientation and transaction-specific investment. The study also confirms that contractual governance has a negative influence in regulating the relationship between emotional guanxi orientation and transaction-specific investment, but it does not have a significant role in regulating the relationship between instrumental guanxi orientation and transaction-specific investment. Fourth, relational governance has a positive influence on regulating the relationship between transaction-specific investment, relationship performance and task performance. Contractual governance has a positive influence in regulating the relationship between transaction-specific investment and task performance, but it does not have a significant role in regulating the relationship between transaction-specific investment and relationship performance. Fifth, several equivalent configurations that affect transaction-specific investment are identified using fsQCA3.0. Two configurations emerge for high transaction-specific investment and three configurations for low transaction-specific investment. Sixth, high relationship performance exists two configuration types, namely “investment-oriented” configurations and “relationship-oriented” configurations, while low relationship performance exists two configuration types. Seventh, there are three configuration types for high task performance, namely “relationship-driven” configurations, “governance-driven” configurations and “investment + governance-driven” configurations, while there are three configurations for low task performance. The theoretical value and innovations of this study are reflected in three aspects. First, a theoretical model characterising “guanxi orientation–transaction-specific investment–co-operative performance” is constructed on the basis of China’s current business circumstances, referencing transaction cost theory and social exchange theory to reveal the realisation mechanism of co-operative performance between organisations at the level of co-operation motivation, enriching the research on the driving factors and realization paths of co-operative performance in the B2B context. Second, the study verifies the influence of co-operative governance mechanisms on transaction-specific investment and co-operative performance, introducing co-operative governance mechanisms into the investigation of inter-organisational co-operative performance and further clarifying the boundary conditions for realising inter-organisational co-operative performance. Finally, examination of the realisation paths of co-operative performance based on configuration theory reveals the complex causal relationships between multiple antecedents and results, supplementing the theoretical exploration of inter-organisational co-operative performance from the research methods and perspective. Keywords: guanxi orientation; transaction-specific investment; contractual governance; relational governance; co-operative performance
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