How does influence strategy work? The moderating role of cognitive institutional profile and mediating role of commitment

doi:10.1016/j.indmarman.2017.09.010

CORC > 上海财经大学 > 上海财经大学

	How does influence strategy work? The moderating role of cognitive institutional profile and mediating role of commitment
	Gao, Weihe 1; Ghosh, Mrinal 2; Qian, Liping 3
刊名	INDUSTRIAL MARKETING MANAGEMENT
	2018-01
卷号	68 页码:46-55
关键词	Information influence strategy Financial incentive influence strategy Commitment to relationship Cognitive institutional profile
ISSN号	0019-8501
DOI	10.1016/j.indmarman.2017.09.010
英文摘要	Influence strategies are crucial factors in interfirm relationships, however, the current research leaves much to explore. This paper develops a conceptual model focusing on the effects of two types of non-coercive influence strategies on joint profits, the moderating effects of the cognitive institutional profile, and the mediating role of commitment. Empirical results based on data from a survey of 262 buyer-supplier dyads show that information and financial incentive influence strategies foster joint profits by enhancing the buyer's commitment to the relationship (BCtoR); cognitive institutional profile undermines the positive effects of influence strategies on BCtoR. The findings reveal interfirm influence factors that go beyond dyadic interactions, thereby extending the current thinking on influence strategies and institutional theory as they apply to interfirm relationships.
WOS研究方向	Business & Economics
语种	英语
出版者	ELSEVIER SCIENCE INC
WOS记录号	WOS:000424310200005
内容类型	期刊论文
源URL	[http://10.2.47.112/handle/2XS4QKH4/794]
专题	上海财经大学
通讯作者	Qian, Liping
作者单位	1.Shanghai Univ Finance & Econ, Sch Int Business Adm, Shanghai, Peoples R China; 2.Univ Arizona, Eller Coll Management, Tucson, AZ 85721 USA; 3.Chongqing Univ, Sch Econ & Business Adm, Shapingba Dist, Peoples R China
推荐引用方式 GB/T 7714	Gao, Weihe,Ghosh, Mrinal,Qian, Liping. How does influence strategy work? The moderating role of cognitive institutional profile and mediating role of commitment[J]. INDUSTRIAL MARKETING MANAGEMENT,2018,68:46-55.
APA	Gao, Weihe,Ghosh, Mrinal,&Qian, Liping.(2018).How does influence strategy work? The moderating role of cognitive institutional profile and mediating role of commitment.INDUSTRIAL MARKETING MANAGEMENT,68,46-55.
MLA	Gao, Weihe,et al."How does influence strategy work? The moderating role of cognitive institutional profile and mediating role of commitment".INDUSTRIAL MARKETING MANAGEMENT 68(2018):46-55.