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Interaction effects of formal and social controls on business-to-business performance

机译：正式和社会控制对企业对企业绩效的互动影响

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摘要

Marketing and Strategy studies have treated relational governance as a critical factor of business-to-business (B2B) performance. Extant studies offer contrasting views on whether formal or social control is a better control mechanism, with little known about their interaction effect. In this study, the authors aim to investigate the interaction effect of these two control mechanisms by dividing a B2B contract (formal control) into two provisions (transactional and relational) and to examine the specific interaction effect of social control on each provision. The authors also seek to investigate the moderating effects of environmental dynamism, prior ties, and buyer lock-in. The measure of B2B performance reflects relational quality and financial outcome. The results show significantly different interactions between each provision of the contract and social control depending on the level of environmental dynamism and buyer lock-in, and suggest that the environmental condition of the transactions is reflective of managers' optimal control mechanisms.
机译：市场营销和策略研究已将关系治理视为企业对企业（B2B）绩效的关键因素。现有的研究对正式或社会控制是更好的控制机制提出了相反的看法，对其相互作用的影响知之甚少。在这项研究中，作者旨在通过将B2B合同（正式控制）分为两个条款（交易性和关系性）来研究这两种控制机制的互动效果，并研究社会控制对每个条款的具体互动效果。作者还试图研究环境动力，先验联系和购买者锁定的调节作用。 B2B绩效的衡量标准反映了关系质量和财务成果。结果表明，取决于环境活力和购买者锁定的程度，合同的每个条款与社会控制之间的相互作用都存在显着差异，并且表明交易的环境条件反映了经理的最佳控制机制。

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