The Effects of Customer Relationships and Social Capital on Firm Performance: A Chinese Business Illustration
The Effects of Customer Relationships and Social Capital on Firm Performance: A Chinese Business Illustration
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DOI：
10.1509/jimk.12.4.25.53216
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发表时间：
2004-12
影响因子：
5.8
通讯作者：
Xueming Luo;D. Griffith;Sandra S. Liu;Yi-Zheng Shi
中科院分区：
文献类型：
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作者：
Xueming Luo;D. Griffith;Sandra S. Liu;Yi-Zheng Shi
作者使用资源为基础的企业观框架的直接，相对和协同效应的三个企业关系资源（即，客户关系、商业伙伴社会资本和政府机构社会资本）对企业绩效（战略和财务）的影响。虽然研究结果表明，所有三个关系资源提高性能，他们也表明，客户关系的战略和财务业绩的主要驱动力和商业伙伴关系和政府机构的社会资本有协同作用的影响。此外，研究结果表明，这些资源的影响是由国内或国际公司所有权的调节。作者讨论了学术界和从业人员的影响。
The authors use the resource-based view of the firm to frame the direct, relative, and synergistic effects of three firm relational resources (i.e., customer relationships, business-partner social capital, and governing-agency social capital) on firm performance (strategic and financial) in a sample of 262 businesses that operate in metropolitan Chinese cities. Although the findings indicate that all three relational resources enhance performance, they also indicate that customer relationships are the primary drivers of strategic and financial performance and that business partnerships and governing-agency social capital have a synergistic influence. In addition, the results indicate that the influences of these resources are moderated by domestic or international firm ownership. The authors discuss the implications for academics and practitioners.