The impact of retail buyer innovativeness on suppliers’ adaptive selling in Japanese buyer–supplier relationships

IF 0.7 Journal of Marketing Channels Pub Date : 2018-10-02 DOI:10.1080/1046669X.2019.1658011

Changju Kim, Katsuyoshi Takashima

引用次数: 4

Abstract

Abstract We investigate the critical role of retail buyer innovativeness in Japanese buyer–supplier relationships and explore its link to suppliers’ adaptive selling, cooperative relationships, and retail competitiveness. Further, we examine how process conflict between merchandizing and store divisions moderates the relationship between retail buyer innovativeness and suppliers’ adaptive selling. This study employs a structural equation model using survey data from 246 heads of merchandizing divisions at Japanese retail companies. Our findings highlight the importance of both mitigating process conflict and facilitating suppliers’ adaptive selling in order to improve Japanese retailers’ competitiveness, especially when buyers are highly innovative.

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日本买方-供应商关系中零售买方创新性对供应商适应性销售的影响

摘要我们研究了零售买家创新性在日本买家-供应商关系中的关键作用，并探讨了它与供应商的适应性销售、合作关系和零售竞争力之间的联系。此外，我们还考察了商品化和门店划分之间的过程冲突如何调节零售买家创新性和供应商适应性销售之间的关系。这项研究采用了一个结构方程模型，使用了246名日本零售公司商品部门负责人的调查数据。我们的研究结果强调了缓解流程冲突和促进供应商适应性销售的重要性，以提高日本零售商的竞争力，尤其是在买家高度创新的情况下。

本文章由计算机程序翻译，如有差异，请以英文原文为准。

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Journal of Marketing Channels BUSINESS-

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期刊介绍： The Journal of Marketing Channels is the first and only professional marketing journal to focus exclusively on distribution systems, strategy, and management. The journal recognizes the growing importance of distribution as a key strategic variable in marketing management. Indeed, if one looks realistically at the major strategy variables of the marketing mix—product, price, promotion, and distribution—the greatest potential for achieving a competitive advantage now lies in distribution. The reason? Rapid technology transfer has made product advantages increasingly difficult to maintain. International operations seeking lower costs have made price advantages much harder to sustain because everybody seems to be “playing the same game.” Even promotion, which relies so heavily on mass media advertising, has become a battle of who can spend the most money. But distribution still offers a new frontier for competing successfully especially if the emphasis is placed on the design and management of superior marketing channel systems to provide excellent customer service. A competitive advantage gained through better distribution is not easily copied by the competition and hence becomes a long-term sustainable competitive advantage. Yet designing optimal marketing channel systems, formulating innovative distribution strategies, and managing marketing channel systems effectively is no simple task. In fact, professional marketing expertise of a very high order is required to meet these challenges, especially given the growing competitive role and rapid pace of web-based marketing. The Journal of Marketing Channels helps provide the knowledge and tools needed to develop superior distribution systems, strategies, and management. Leading authorities from around the world present the most up-to-date and in-depth thought, analysis, and research on these topics in this refereed international quarterly journal.