态度性承诺和满意对知识转移的影响研究被引量：9

An Empirical Research of the Impacts of Attitudinal Commitment and Satisfaction on Knowledge Transfer

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摘要通过下游分销商及时准确地获取市场知识,是制造商形成长期竞争优势的关键,而以往的研究却忽略了对此问题的深入探讨。本文探讨了制造商的态度性承诺、分销商的满意与其知识转移间的关系。研究结果表明:(1)制造商的忠诚性承诺对知识转移具有直接的正向影响,而算计性承诺对知识转移的影响呈倒U型。(2)制造商以忠诚性承诺的态度维持关系会通过提高分销商的社会满意,促进知识转移。而算计性承诺则会通过降低分销商的经济和社会满意,对知识转移产生负面影响。本研究揭示了制造商如何通过对关系的态度性承诺来影响分销商的满意,进而影响分销商知识转移的机理。该结论为提高制造商从分销商处获取有价值的市场知识提供了理论指导。 Acquiring market knowledge from distributors is critical for manufacturers to build long-term competitive advantage. However, previous studies neglect this question. This paper examines the relationship among manufacturer＇ s attitudinal commitment,distributor＇s satisfaction and knowledge transfer, The results show that （1） Manufacturer＇s loyalty commitment has direct and positive impact on knowledge transfer, while calculative commitment has inversed Ushaped relationship with knowledge transfer, （2） Manufacturer＇ s loyalty commitment can promote distributor＇ s knowledge transfer through increasing its economic satisfaction, But manufacturer＇ s calculative commitment will make negative impact on knowledge transfer through reducing both distributor＇ s economic satisfaction and social satisfaction, This study indicates how manufacturers use attitudinal commitment to acquire valuable market knowledge through influencing distributors＇ satisfaction. The results provide some theoretical guidelines for manufacturers＇ acquiring knowledge from distributors,

作者刘益薛佳奇刘婷

机构地区西安交通大学管理学院

出处《预测》 CSSCI 2007年第6期7-13,共7页 Forecasting

基金国家自然科学基金资助项目(70572037 70121001) 新世纪优秀人才支持计划资助项目(NCET-04-0933)

关键词态度性承诺满意知识转移 attitudinal commitment satisfaction knowledge transfer

分类号 F273.7 [经济管理—企业管理]

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