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The impact of retail buyer innovativeness on suppliers’ adaptive selling in Japanese buyer–supplier relationships
Journal of Marketing Channels Pub Date : 2018-10-02 , DOI: 10.1080/1046669x.2019.1658011
Changju Kim 1 , Katsuyoshi Takashima 2
Affiliation  

Abstract We investigate the critical role of retail buyer innovativeness in Japanese buyer–supplier relationships and explore its link to suppliers’ adaptive selling, cooperative relationships, and retail competitiveness. Further, we examine how process conflict between merchandizing and store divisions moderates the relationship between retail buyer innovativeness and suppliers’ adaptive selling. This study employs a structural equation model using survey data from 246 heads of merchandizing divisions at Japanese retail companies. Our findings highlight the importance of both mitigating process conflict and facilitating suppliers’ adaptive selling in order to improve Japanese retailers’ competitiveness, especially when buyers are highly innovative.

中文翻译:

日本采购商与供应商关系中零售采购商创新对供应商适应性销售的影响

摘要 我们调查零售买家创新在日本买家-供应商关系中的关键作用,并探讨其与供应商适应性销售、合作关系和零售竞争力的联系。此外,我们研究了销售和商店部门之间的流程冲突如何调节零售买家创新与供应商适应性销售之间的关系。本研究采用结构方程模型,使用来自日本零售公司的 246 名销售部门负责人的调查数据。我们的研究结果强调了减轻流程冲突和促进供应商适应性销售的重要性,以提高日本零售商的竞争力,尤其是当买家具有高度创新性时。
更新日期:2018-10-02
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