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題名 The use of asset specific investments to increase customer dependence: A study of OEM suppliers
作者 林智偉
邱志聖
Lin, Chih-Wei
Wu, Lei-Yu
Chiou, Jyh-Shen
貢獻者 企業管理學系
關鍵詞 Asset specificity; Joint learning capacity; Proactive market orientation
日期 2017-11
上傳時間 29-一月-2018 12:28:53 (UTC+8)
摘要 Making asset specific investments without sufficient economic safeguards is usually seen as a poor managerial practice according to transaction cost economics. However, in practice, many suppliers still invest in asset specificity to satisfy their major customers` requirements, who do not make sufficient investment commitments. The objective of this study is to explore how suppliers that make asset-specific investments maintain long-term relationships with their customers and even make their customers reliant on them. Empirical analysis of data from a sample of Taiwanese original equipment manufacturer (OEM) suppliers shows a significant positive indirect effect of asset specificity on the dependence of customers on suppliers, mediated through joint learning capacity. In addition, a positive link between a proactive market orientation and the degree of customer dependence on the supplier was found. This investigation finds evidence that joint learning capacity and proactive market orientation play critical roles in linking asset specificity to customer dependence.
關聯 Industrial Marketing Management, Volume 67,Pages 174-184
資料類型 article
DOI https://doi.org/10.1016/j.indmarman.2017.09.002
dc.contributor 企業管理學系
dc.creator (作者) 林智偉zh_TW
dc.creator (作者) 邱志聖zh_TW
dc.creator (作者) Lin, Chih-Weien_US
dc.creator (作者) Wu, Lei-Yuen_US
dc.creator (作者) Chiou, Jyh-Shenen_US
dc.date (日期) 2017-11
dc.date.accessioned 29-一月-2018 12:28:53 (UTC+8)-
dc.date.available 29-一月-2018 12:28:53 (UTC+8)-
dc.date.issued (上傳時間) 29-一月-2018 12:28:53 (UTC+8)-
dc.identifier.uri (URI) http://nccur.lib.nccu.edu.tw/handle/140.119/115636-
dc.description.abstract (摘要) Making asset specific investments without sufficient economic safeguards is usually seen as a poor managerial practice according to transaction cost economics. However, in practice, many suppliers still invest in asset specificity to satisfy their major customers` requirements, who do not make sufficient investment commitments. The objective of this study is to explore how suppliers that make asset-specific investments maintain long-term relationships with their customers and even make their customers reliant on them. Empirical analysis of data from a sample of Taiwanese original equipment manufacturer (OEM) suppliers shows a significant positive indirect effect of asset specificity on the dependence of customers on suppliers, mediated through joint learning capacity. In addition, a positive link between a proactive market orientation and the degree of customer dependence on the supplier was found. This investigation finds evidence that joint learning capacity and proactive market orientation play critical roles in linking asset specificity to customer dependence.en_US
dc.format.extent 367802 bytes-
dc.format.mimetype application/pdf-
dc.relation (關聯) Industrial Marketing Management, Volume 67,Pages 174-184
dc.subject (關鍵詞) Asset specificity; Joint learning capacity; Proactive market orientationen_US
dc.title (題名) The use of asset specific investments to increase customer dependence: A study of OEM suppliersen_US
dc.type (資料類型) article
dc.identifier.doi (DOI) 10.1016/j.indmarman.2017.09.002
dc.doi.uri (DOI) https://doi.org/10.1016/j.indmarman.2017.09.002