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首页> 外文会议>AMA Educators Conference >How Manufacturer Satisfaction with Supplier Performance Is Influenced by Upstream and Horizontal Relationships: Solidarity, Openness, and Conflict
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How Manufacturer Satisfaction with Supplier Performance Is Influenced by Upstream and Horizontal Relationships: Solidarity, Openness, and Conflict

机译：制造商如何满意的供应商业绩受到上游和水平关系的影响：团结，开放和冲突

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摘要

This study examines how a supplier's governance and relational strategy with its upstream suppliers affect downstream buyers' satisfaction. The author reveals that the first-tier supplier's solidarity norm as a governance mechanism and openness as a relational strategy positively affect downstream manufacturers' satisfaction. However, a supplier's horizontal conflict negatively affects its performance, which makes it difficult to satisfy a manufacturer because conflict is opponent-oriented behavior that distracts the supplier. By analyzing interaction between a supplier's solidarity norm and the level of structural holes, the author demonstrates that structural holes strengthen the relationship between a supplier's solidarity and manufacturer satisfaction. Also, a high level of structural holes dampens the negative relationship between horizontal conflict and manufacturer satisfaction. From a practical viewpoint, these findings show that a supplier in a channel network should focus on upstream relationships to maximize downstream client satisfaction, as well as maintain positive individual relationships with clients.
机译：本研究探讨了供应商的治理和关系战略如何与上游供应商影响下游买家的满意度。作者揭示了第一层供应商作为治理机制和开放性的团结规范积极影响下游制造商的满意度。然而，供应商的水平冲突负面影响其性能，这使得难以满足制造商，因为冲突是对供应商分散注意力的对手的行为。通过分析供应商团结规范与结构孔水平之间的相互作用，作者展示了结构孔加强了供应商团结和制造商满意度之间的关系。此外，高水平的结构孔抑制了水平冲突和制造商满意度之间的负面关系。从实际的观点来看，这些调查结果表明，渠道网络中的供应商应专注于上游关系，以最大限度地提高下游客户满意度，以及维持与客户的积极个性关系。

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