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议价能力对于战略联盟伙伴间的关系和行为有着重要影响。本文将议价能力分为两个维度——基于情境的和基于资源的,分别考察了它们对于战略联盟间竞争与合作关系的影响,并在此基础上进一步探讨了联盟双方的情感联系对议价能力和联盟间竞争与合作关系的调节作用,同时提出了研究命题。本文发现,尽管作用机理不同,但无论是基于情境的还是资源的议价能力,高议价能力一方都会采取高竞争低合作的战略决策,低议价能力的一方则会采取高合作低竞争的战略决策。而情感联系将会减弱议价能力对竞争的正向影响,而减弱议价能力对合作的负向影响。
Bargaining power has a significant impact on the relationships and behaviors among strategic alliances. This paper divides the bargaining power into two dimensions - situational and resource-based, respectively examining the impact they have on the competition and cooperation between strategic alliances. Based on this, we further explore the relationship between bargaining power And the regulatory role of the competition and cooperation between the alliance, at the same time put forward the research proposition. This paper finds that despite the different mechanism of action, either high-bargaining power will take the strategic decision of high competition and low cooperation whether it is situation-based or resource bargaining power, while the one with low bargaining power will adopt the strategy of high cooperation and low competition. The emotional connection will weaken the positive influence of bargaining power on competition and weaken the negative effect of bargaining power on cooperation.