Dyadic specific investments, absorptive capacity, and manufacturers' market knowledge acquisition: Evidence from manufacturer-distributor dyads

被引：41
作者：
Li, Yuan [1 ]
Cui, Victor [2 ]
Liu, Heng [3 ]
机构：
[1] Tongji Univ, Sch Econ & Management, Shanghai 200092, Peoples R China
[2] Univ Manitoba, Asper Sch Business, Winnipeg, MB, Canada
[3] Sun Yat Sen Univ, Lingnan Coll, Guangzhou 510275, Guangdong, Peoples R China
来源：
JOURNAL OF BUSINESS RESEARCH | 2017年 / 78卷
基金：
中国国家自然科学基金;
关键词：
Absorptive capacity; Manufacturer-distributor dyad; Market knowledge acquisition; Specific investments; BUYER-SUPPLIER RELATIONSHIPS; TRANSACTION COST; STRATEGIC ALLIANCES; ORGANIZATIONAL RESEARCH; COOPERATIVE BEHAVIOR; SELLER RELATIONSHIPS; INFORMATION-SYSTEMS; INDUSTRIAL-MARKETS; EMERGING MARKET; MODERATING ROLE;
D O I：
10.1016/j.jbusres.2016.12.028
中图分类号：
F [经济];
学科分类号：
02 ;
摘要：
How do manufacturers acquire market knowledge through their partnerships with distributors? This study sheds light on this interesting question by investigating how specific investments (SIs) from both manufacturers and their distribution partners affect the manufacturers' learning about market demands and trends. Using paired-data collected from 225 manufacturer-distributor dyads in China, we find that the SIs of manufacturers and distributors both independently and interactively enhance manufacturers' acquisition of market knowledge from their distributors. In addition, manufacturers' absorptive capacity positively moderates the effect of SIs on manufacturers' learning from distributors. (c) 2017 Elsevier Inc All rights reserved.
引用
收藏
页码：323 / 331
页数：9
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