The moderating role of institutional networking in the customer orientation–trust/commitment–performance causal chain in China

Luo, Xueming; Hsu, Maxwell K.; Liu, Sandra S.

doi:10.1007/s11747-007-0047-z

Cited by 124 publications

(161 citation statements)

References 55 publications

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“…In particular, the association of organizations' managerial ties (hereafter MT, connections with executives at other businesses, and officials of government agencies) and business performance has drawn many scholars' attention (Acquaah, 2007;Guo, Xu & Jacobs, 2014;Ismail, Ford, Wu & Peng, 2013;Li, Zhou, & Shao, 2009;Luo, Hsu, & Liu, 2008;Park & Luo, 2001;Peng & Luo, 2000;Xin & Pearce, 1996;Zhang, Hu & Gu, 2008).…”

Section: Introductionmentioning

confidence: 99%

Managerial Ties, Market Orientation, and Export Performance: Chinese Firms Experience

Yan

Cheng

2017

Manag. Organ. Rev.

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The full-text may be used and/or reproduced, and given to third parties in any format or medium, without prior permission or charge, for personal research or study, educational, or not-for-prot purposes provided that:• a full bibliographic reference is made to the original source • a link is made to the metadata record in DRO • the full-text is not changed in any way The full-text must not be sold in any format or medium without the formal permission of the copyright holders.Please consult the full DRO policy for further details. can help exporting firms to enhance export performance; and (2) MO will help strengthen the positive effect of MT as MO directs the value of MT for improvement of competitive strategy and customer experience with a market focus on generation, dissemination and use of market intelligence concerning existing and potential customers and competitors. Using a sample of 230 Chinese exporting firms, we found that MT is linked to superior export performance, and the link is positively moderated by MO. Therefore, this study expands our understanding of how firms can not only improve their export performance through the development of MT, but also use MO to reinforce MT and export performance association.

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Section: Introductionmentioning

confidence: 99%

Managerial Ties, Market Orientation, and Export Performance: Chinese Firms Experience

Yan

Cheng

2017

Manag. Organ. Rev.

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“…In comparison with other studies on Chinese guanxi, for example, Park and Luo's study [43] with a sample size of 128 and Chung's [9] with 96, this study merely has 57, which is modest because a larger sample size can lessen possible deviations and increase the reliability and general adaptability of results [49,76]. e conclusions of this research require reconfirmation before being widely applied.…”

Section: Resultsmentioning

confidence: 83%

“…However, it is difficult to determine the actual effects of such a relation on competitive advantages. According to Luo et al [49], a high-degree of political guanxi has substantial hidden danger to the subsequent progress of a project. To maintain a high level of political guanxi, the project leader or the one in charge of the enterprise may have less time and energy to pay attention to the changes in the external environment.…”

Section: E Moderating Effect Of Political Guanximentioning

confidence: 99%

“…In other words, when too much energy is expended on technological products which can generate future value, input into projects under construction or in operation will be correspondingly lessened, which may Advances in Civil Engineering 13 hinder competitive advantage being obtained from current projects. Additionally, due to the reciprocal nature of relations [98], contractors are under an obligation to afford their business partners some knowledge and information [49] so that business partners may learn from successful experience, mature, and create useful technological products by imitation. Relations enable the partners to obtain knowledge of high value at a lower cost and, therefore, reinforce their strength.…”

Section: E Moderating Effects Of Chinese Guanxi On Dynamic Capacity Amentioning

confidence: 99%

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The Moderating Effect of Guanxi on the Dynamic Capacity and Competitive Advantage of Chinese International Contractors

Lin

Chen²,

Chen

et al. 2018

Advances in Civil Engineering

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With the active support of the national policy "One Belt and One Road" Initiative, Chinese contractors seized this historic opportunity to accelerate strategic globalization, and they gradually stood out in international construction projects owing to their low-cost advantage. However, despite China having large-scale contractors and wide-range business, compared to developed countries, a considerably large gap still exists. China is confronted with complex and changeable international projects filled with increasing competition. us, it is both a focus issue and a major task for Chinese international contractors, and many scholars, to consider how Chinese contractors can obtain and maintain long-term competitive advantages to improve their capabilities in response to dynamic environmental changes. erefore, the objectives of this study are (1) to study the influence of the dynamic capability of Chinese contractors on competitive advantage in a project and (2) to explore the moderating effect of Chinese guanxi on the dynamic capability and competitive advantage of Chinese international contractors.is study primarily aimed at researching the impact of dynamic capacity of Chinese contractors on competitive advantage and the moderating effects of Chinese guanxi. e findings suggest that the environmental perception capability and the integration and coordination capability of the dynamic capability have a significant positive effect on the project competitive advantage; business guanxi positively moderates the relationship between the environmental perception capability and the competitive advantage. Business guanxi also negatively moderates the relationship between learning ability and competitive advantage, while political guanxi negatively moderates the relationship between the environmental perception capability and competitive advantage. is paper contributes to the construction management literature not only by providing empirical evidence on the dynamic capability and competitive advantage of Chinese contractors but also by expanding guanxi research. e results may also help Chinese contractors by providing strategic reform guidance and sustainable development in international construction projects.

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“…Building strategic relationships with business partners and suppliers not only enables SMEs to access to new technologies, markets, and complementary resources, but also to increase their responsiveness to market changes, fosters great knowledge seeking, and achieve synergetic rents (Carlo et al 2012;Raymond & Bergeron 2008). Studies (Luo et al 2008;Zhang et al 2008) show that the higher level of collaboration in a relationship, the better business performance SMEs can achieve. In relation to the fast growth SME context, empirical research (Barringer et al 2005;Hansen & Hamilton 2011;Uhlaner et al 2013) suggests rapid growth SMEs tend to engage proactively in inter-organizational partnerships to build resources which provide another avenue to high growth.…”

Section: H8mentioning

confidence: 99%

IT and Fast Growth Small-to-Medium Enterprise Performance: An Empirical Study in Australia

Davison

Smyrnios

2015

AJIS

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Information technology (IT) is regarded as a facilitator for both small and large firms to speed up transactions between firms and their suppliers and customers, achieve real-time communication, lower transaction costs, and enhance speed and flexibility. However, understanding whether and how IT helps small-to-medium enterprises (SMEs) to create business value still remains unclear. Drawing upon resource-based view theory, we develop and test a theoretical model to explore the interrelationships between IT resources (IT expertise, IT infrastructure), IT capability (IT integration), IT-enabled inter-firm processes (activity integration, coordination, partnership enhancement), and organizational performance in the fast growth SME context. We propose that IT business value depends on how SMEs employ IT resources to develop IT capability which facilitates inter-firm partnership processes along value chains. Structural equation modelling is employed to test our theoretical conceptualization of 310 Australian fast-growth SMEs across different industrial sectors. Results show that IT contributes to fast growth SME performance through the development of IT capability and enhancement of inter-firm partnership activities. This research highlights the role of IT in business value creation and the ways in which IT is used by fast growth SMEs to foster core business competencies.

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The moderating role of institutional networking in the customer orientation–trust/commitment–performance causal chain in China

Cited by 124 publications

References 55 publications

Managerial Ties, Market Orientation, and Export Performance: Chinese Firms Experience

Managerial Ties, Market Orientation, and Export Performance: Chinese Firms Experience

The Moderating Effect of Guanxi on the Dynamic Capacity and Competitive Advantage of Chinese International Contractors

IT and Fast Growth Small-to-Medium Enterprise Performance: An Empirical Study in Australia

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