The impact of retail buyer innovativeness on suppliers’ adaptive selling in Japanese buyer-supplier relationships
The impact of retail buyer innovativeness on suppliers’ adaptive selling in Japanese buyer-supplier relationships
复制标题
日本买家与供应商关系中零售买家创新性对供应商适应性销售的影响
DOI：
10.1080/1046669x.2019.1658011
复制
发表时间：
2019
影响因子：
0.7
通讯作者：
Takashima Katsuyoshi
中科院分区：
文献类型：
--
作者：
Kim Changju;Takashima Katsuyoshi
我们调查了零售买家创新性在日本买家与供应商关系中的关键作用，并探讨了其与供应商适应性销售、合作关系和零售竞争力的联系。此外，我们还研究了销售部门和商店部门之间的流程冲突如何调节零售买家创新性和供应商适应性销售之间的关系。本研究采用结构方程模型，使用来自日本零售公司 246 名商品部门负责人的调查数据。我们的研究结果强调了缓解流程冲突和促进供应商适应性销售的重要性，以提高日本零售商的竞争力，特别是当买家具有高度创新性时。
We investigate the critical role of retail buyer innovativeness in Japanese buyer–supplier relationships and explore its link to suppliers’ adaptive selling, cooperative relationships, and retail competitiveness. Further, we examine how process conflict between merchandizing and store divisions moderates the relationship between retail buyer innovativeness and suppliers’ adaptive selling. This study employs a structural equation model using survey data from 246 heads of merchandizing divisions at Japanese retail companies. Our findings highlight the importance of both mitigating process conflict and facilitating suppliers’ adaptive selling in order to improve Japanese retailers’ competitiveness, especially when buyers are highly innovative.