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dc.contributor.authorChang, Kuo-Hsiungen_US
dc.contributor.authorHuang, Hsu-Fengen_US
dc.date.accessioned2014-12-08T15:28:23Z-
dc.date.available2014-12-08T15:28:23Z-
dc.date.issued2012-07-01en_US
dc.identifier.issn0019-8501en_US
dc.identifier.urihttp://dx.doi.org/10.1016/j.indmarman.2011.09.020en_US
dc.identifier.urihttp://hdl.handle.net/11536/20539-
dc.description.abstractThis study explores trust and shared vision moderate the relationship between the manufacturer's influence strategies and supplier delivery flexibility. The major components of this study are based on reviews of marketing research that focus on influence strategies and literature regarding supply chain flexibility. The results show that the request strategy has a negative effect on supplier delivery flexibility. The model predicts that trust and shared vision have an asymmetrical effect across recommendations, information exchange, and promises influence strategies. When the relationship contains a highly shared vision, a manufacturer's use of the recommendation influence strongly promotes supplier delivery flexibility, whereas the use of a promise strategy depresses supplier delivery flexibility. In contrast, an information exchange strategy will have a negative effect, but the promise strategy will have a positive effect on supplier delivery flexibility when trust is high. This paper contributes to guidelines for management on how to align their suppliers for delivery flexibility to respond quickly to customer demands. (C) 2011 Elsevier Inc. All rights reserved.en_US
dc.language.isoen_USen_US
dc.subjectDelivery flexibilityen_US
dc.subjectInfluence strategiesen_US
dc.subjectTrusten_US
dc.subjectShared visionen_US
dc.titleUsing influence strategies to advance supplier delivery flexibility: The moderating roles of trust and shared visionen_US
dc.typeArticleen_US
dc.identifier.doi10.1016/j.indmarman.2011.09.020en_US
dc.identifier.journalINDUSTRIAL MARKETING MANAGEMENTen_US
dc.citation.volume41en_US
dc.citation.issue5en_US
dc.citation.spage849en_US
dc.citation.epage860en_US
dc.contributor.department管理科學系zh_TW
dc.contributor.departmentDepartment of Management Scienceen_US
dc.identifier.wosnumberWOS:000309643800015-
dc.citation.woscount2-
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