The impact of relative governance on B2B firms' value appropriation from industrial buyer-seller relationships: empirical evidence from China
The impact of relative governance on B2B firms' value appropriation from industrial buyer-seller relationships: empirical evidence from China
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工业买卖关系中相对治理对 B2B 企业价值分配的影响：来自中国的经验证据
DOI：
10.1108/jbim-01-2019-0049
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发表时间：
--
影响因子：
3.1
通讯作者：
Du Mingfei
中科院分区：
文献类型：
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作者：
Zhang Jing;Zhang Ya;Du Mingfei
本文旨在探讨在产业买方-卖方关系中，相对契约治理和关系治理如何通过买方信任、感知公平和机会主义影响卖方的价值占有。设计/方法/途径采用232个中国B2B企业配对的调查数据，对概念模型和研究假设进行检验。结果发现，相对契约治理和相对关系治理对B2B关系和价值结果的影响是相反的。相对契约治理降低了买方的信任感和公平感，从而损害了卖方的价值占有，导致买方机会主义行为的发生。相比之下，相对关系型治理增强了买方的信任和公平感，从而抑制了买方的机会主义，提高了卖方的价值占有。独创性/价值本研究通过将二元视角扩展到网络视角，对价值占有和企业间治理机制的理论发展做出了重要贡献。它提出了相对治理的概念，并探讨了它在塑造商业伙伴的感知和行为中的作用。它还提供了深刻的影响，B2B公司如何利用相关的治理策略，从与买家的关系中获取更多的利益。
PurposeThis paper aims to investigate how relative contractual and relational governances impact seller’s value appropriation via buyer’s trust, perceived justice and opportunism in the context of industrial buyer–seller relationships.Design/methodology/approachSurvey data from 232 matched buyer-seller dyads of Chinese business-to-business (B2B) firms was used to test the conceptual model and research hypotheses. The confirmatory factor model and structural equation model were tested by using Lisrel 8.80.FindingsThe findings show that relative contractual governance and relative relational governance have opposite consequences on B2B relationship and value outcomes. Relative contractual governance generates higher level of buyer’s opportunist behavior because it reduces buyer’s trust and perceived justice, therefore harms seller’s value appropriation. By contrast, relative relational governance enhances buyer’s trust and perceived justice, therefore curbs buyer’s opportunism and improves seller’s value appropriation.Originality/valueThis study makes significant contributions to theory development of value appropriation and inter-firm governance mechanism by extending dyadic view to network view. It proposes the concept of relative governance and explores its role in shaping a business partner’s perception and behavior. It also provides insightful implications for B2B companies on capturing more benefits from the relationship with buyers by leveraging relative governance strategies.