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    政大機構典藏 > 商學院 > 企業管理學系 > 期刊論文 >  Item 140.119/115636
    Please use this identifier to cite or link to this item: http://nccur.lib.nccu.edu.tw/handle/140.119/115636


    Title: The use of asset specific investments to increase customer dependence: A study of OEM suppliers
    Authors: 林智偉
    邱志聖
    Lin, Chih-Wei
    Wu, Lei-Yu
    Chiou, Jyh-Shen
    Contributors: 企業管理學系
    Keywords: Asset specificity;Joint learning capacity;Proactive market orientation
    Date: 2017-11
    Issue Date: 2018-01-29 12:28:53 (UTC+8)
    Abstract: 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.
    Relation: Industrial Marketing Management, Volume 67,Pages 174-184
    Data Type: article
    DOI 連結: https://doi.org/10.1016/j.indmarman.2017.09.002
    DOI: 10.1016/j.indmarman.2017.09.002
    Appears in Collections:[企業管理學系] 期刊論文

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