TY - JOUR
T1 - How does influence strategy work? The moderating role of cognitive institutional profile and mediating role of commitment
AU - Gao, Weihe
AU - Ghosh, Mrinal
AU - Qian, Liping
N1 - Funding Information:
Weihe Gao and Liping Qian acknowledge the support from the National Natural Science Foundation of China (Grant No. 71572099 , 71672014 ). Weihe Gao acknowledges the support from Humanities and social science fund of Ministry of Education (No. 14YJA630013 ). Liping Qian acknowledges the support from the Fundamental Research Funds for the Central Universities (Grant No. 106112017CDJXY020008 ). The authors are listed alphabetically and contributed equally to the paper.
Publisher Copyright:
© 2017 Elsevier Inc.
PY - 2018/1
Y1 - 2018/1
N2 - Influence strategies are crucial factors in interfirm relationships, however, the current research leaves much to explore. This paper develops a conceptual model focusing on the effects of two types of non-coercive influence strategies on joint profits, the moderating effects of the cognitive institutional profile, and the mediating role of commitment. Empirical results based on data from a survey of 262 buyer-supplier dyads show that information and financial incentive influence strategies foster joint profits by enhancing the buyer's commitment to the relationship (BCtoR); cognitive institutional profile undermines the positive effects of influence strategies on BCtoR. The findings reveal interfirm influence factors that go beyond dyadic interactions, thereby extending the current thinking on influence strategies and institutional theory as they apply to interfirm relationships.
AB - Influence strategies are crucial factors in interfirm relationships, however, the current research leaves much to explore. This paper develops a conceptual model focusing on the effects of two types of non-coercive influence strategies on joint profits, the moderating effects of the cognitive institutional profile, and the mediating role of commitment. Empirical results based on data from a survey of 262 buyer-supplier dyads show that information and financial incentive influence strategies foster joint profits by enhancing the buyer's commitment to the relationship (BCtoR); cognitive institutional profile undermines the positive effects of influence strategies on BCtoR. The findings reveal interfirm influence factors that go beyond dyadic interactions, thereby extending the current thinking on influence strategies and institutional theory as they apply to interfirm relationships.
KW - Cognitive institutional profile
KW - Commitment to relationship
KW - Financial incentive influence strategy
KW - Information influence strategy
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U2 - 10.1016/j.indmarman.2017.09.010
DO - 10.1016/j.indmarman.2017.09.010
M3 - Article
AN - SCOPUS:85035109762
SN - 0019-8501
VL - 68
SP - 46
EP - 55
JO - Industrial Marketing Management
JF - Industrial Marketing Management
ER -