ORCID Profile
0000-0001-7362-201X
Current Organisation
UNSW Sydney
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Publisher: Elsevier BV
Date: 08-2019
Publisher: Institute of Electrical and Electronics Engineers (IEEE)
Date: 05-2017
Publisher: Elsevier BV
Date: 07-2020
Publisher: Emerald
Date: 23-11-2007
DOI: 10.1108/10444060710833441
Abstract: The purpose of this article is to investigate the impact of Chinese women's changing roles (traditional and modern) and perceived marital happiness on their adoption of different conflict resolution strategies in family purchase decision making (FPDM). It also explores how the relationships vary for women whose marriages have short and long durations. The paper is framed by and builds on literature on conflict resolution strategies and female role orientation (FRO) in FPDM. Data for this study come from a survey with 735 married Chinese women. The paper demonstrates that traditional and modern FRO have differential effects on the adoption of conflict resolution strategies, and the relationships are significantly moderated by marriage duration. It sheds light on the changing female roles and marital happiness on conflict resolution in FPDM in China, a society with a centuries‐old traditional culture as well as rapid developments in societal and economic modernization. Future research should investigate more conflict resolution strategies and from both husbands' and wives' perspectives. The paper notes the importance of understanding the family structure of a target market. Product designs, advertising, promotions, and even salespeople should be more attentive to the family member who has greater power in FPDM. The paper shows that traditional and modern FRO have compatible rather than opposite impacts on the adoption of passive and active conflict resolution strategies in FPDM, and the influences change along with increasing marriage duration and it is of value to international marketers.
Publisher: Springer Science and Business Media LLC
Date: 25-09-2023
Publisher: Informa UK Limited
Date: 02-07-2020
Publisher: Emerald
Date: 05-08-2019
DOI: 10.1108/JBIM-09-2017-0229
Abstract: The purpose of this study is to investigate how does key accounts managers’ (KAMs’) customer orientation affect customers’ repurchase intention and how do tie strength and structural holes in KAMs’ client networks moderate these linkages. Paired data of 208 dyadic relationships between KAMs and customers in several Chinese industries are subjected to multiple linear regression analyses. KAMs’ functional customer orientation can directly increase customers’ repurchase intention, whereas relational customer orientation cannot do that. With strong ties in client networks, KAMs’ relational customer orientation could promote customers’ repurchase intention, whereas when there are many structural holes in a client network, relational customer orientation would constrain customers’ repurchase intention. In addition, structural holes can enhance the effectiveness of functional customer orientation in facilitating customers’ repurchase intention, but tie strength has no impact on this. This study pays attention to the emerging topic of KAMs’ customer orientation and introduces KAMs’ client networks as a new contextual factor. The findings not only address the outcomes of KAM’s customer orientation but also indicate the vital role client networks play in determining the effectiveness of KAMs’ customer orientation.
Publisher: Springer Science and Business Media LLC
Date: 17-11-2018
Publisher: SAGE Publications
Date: 09-2010
DOI: 10.1509/JIMK.18.3.1
Abstract: Effective governance of distributors represents a critical success factor for firms operating in emerging markets such as China. To increase understanding of this issue, the authors adopt a role theory framework to delineate the effect of fit between governance strategies and distributor role orientations on channel outcomes. They also examine the way two contingency factors (relationship stages and market uncertainty) may moderate the impact of this fit. Using a four-industry survey of distributors in China, the authors confirm the salience of strategic fit between the manufacturer's governance strategy and the distributor's role orientation (in short, governance fit), in support of propositions postulated in recent channel governance research. The findings also indicate that the effects of this governance fit are dependent on the stages of the channel relationship (buildup versus mature) but not market uncertainty. This study extends the current literature and suggests the need for finer, phase-oriented dynamic governance strategies in the Chinese market.
Publisher: Informa UK Limited
Date: 02-01-2016
Publisher: Institute for Operations Research and the Management Sciences (INFORMS)
Date: 06-2017
Abstract: Firms have made extensive use of interorganizational systems (IOSs) to share knowledge and pursue superior joint performance. Contemporary firms are using IOSs to collaborate widely across the value chain and in an ever-expanding geographic landscape. Thus, institutional distance, which is the difference between the firms’ respective institutional fields, has become a prominent challenge. In this study, we investigate the extent to which institutional distance affects IOS-enabled knowledge sharing and its impact on the joint performance of collaborating firms. We also explore the extent to which IOS adaptability could be a design solution for improving IOS-enabled knowledge sharing, given the challenge of institutional distance. Drawing on institutional theory, we propose that institutional distance, differentially influential via its normative, cognitive, and regulative aspects, not only reduces IOS-enabled knowledge sharing but also weakens the positive impact of such sharing on joint firm performance. Next, extending boundary object theory to the institutional context, we propose that IOS adaptability could be a solution to the challenge of institutional distance because it can directly strengthen IOS-enabled knowledge sharing as well as mitigate the negative effect of institutional distance on such sharing. Our hypotheses were tested through a field study that collected dyadic data from 141 distinct buyer/supplier channel relationships in 4 industries. The results from partial least squares modeling fully support our hypotheses with regard to cognitive distance, partially support those related to normative distance, but do not support those related to regulative distance. We discuss the implications of these findings for theory development and professional practice. The online appendix is available at 0.1287/isre.2016.0675 .
Publisher: Elsevier BV
Date: 08-2021
Publisher: Elsevier BV
Date: 09-2017
Publisher: Elsevier BV
Date: 02-2021
Publisher: Wiley
Date: 09-2016
Publisher: Elsevier BV
Date: 10-2008
Publisher: Wiley
Date: 29-05-2014
DOI: 10.1111/POMS.12247
Publisher: SAGE Publications
Date: 10-2013
DOI: 10.1509/JMR.12.0142
Abstract: In a distribution network, a punishment event not only affects the disciplined distributor but also changes the attitudes and behaviors of others in the network (i.e., observers). By moving beyond a dyadic view of punishment, this article considers the effects of punishment on observers and integrates insights from social learning, fairness heuristic, and social network theories. The resulting framework of the observer effects of punishment in a distribution network, empirically tested with a survey in China, reveals two mechanisms through which punishment leads to reduced observer opportunism: (1) a direct deterrence effect and (2) a trust-building process. Moreover, two information-related constructs moderate the observer effects differently. The disciplined distributor's relational embeddedness, which motivates greater information flow to observers, aggravates the problem of information asymmetry against the manufacturer, making punishment less deterrent for observers. In contrast, the manufacturer's monitoring capability, which reduces information asymmetry, strengthens observer effects. The authors discuss both theoretical and managerial implications of using punishment to achieve collaboration from a wide network of channel members.
Publisher: Elsevier BV
Date: 04-2015
Publisher: SAGE Publications
Date: 29-01-2021
Abstract: Alliance experience has been a frequent topic in strategic alliance research in recent decades. Nonetheless, its performance consequences, either as a whole or differentiated into general versus partner-specific alliance experience, are neither theoretically clear nor empirically consistent. We use a range of meta-analytic techniques to integrate the empirical findings of 143 studies and provide a more conclusive assessment compared to prior research. Our study thus addresses a long-standing, understudied, and controversial topic: the distinction between the two types of alliance experiences. Going beyond traditional sub-group analysis, we reveal the contextual contingencies by examining how different types of alliance experiences and performance outcomes jointly affect the alliance experience–performance relationship. Moreover, we identify critical country-level institutional contingencies that moderate the focal effect.
Publisher: Emerald
Date: 07-06-2019
DOI: 10.1108/JBIM-01-2018-0046
Abstract: Although supplier-initiated punishment is widely used to manage distributors’ opportunism, its spillover effect on unpunished distributors (i.e. observers) within the same distribution network remains under-researched. Specifically, this paper aims to investigate the curvilinear effect of punishment severity on an observer’s opportunism, and how such an effect is contingent on the observer’s network position. This paper uses regression analysis with survey data gathered from 218 distributors in China’s automobile industry. Punishment severity has an inverted U-shaped effect on the observers’ opportunism, and such effect is weakened by both the observers’ network centrality and their degree of dependence on the supplier. The findings should encourage suppliers to focus more on the spillover effects of punishment on observers. To this end, the supplier must deliberately initiate the appropriate level of punishment severity against its distributors because an inappropriate level of punishment severity (e.g. too lenient) may unexpectedly raise the unpunished observers’ level of opportunism. Moreover, the supplier should be fully aware that observers’ specific network positions may produce varying spillover effects of the punishment. This study enriches the literature on channel governance by revealing the curvilinear mechanism through which punishment severity influences observers’ opportunism. By applying social learning theory to channel punishment research, this study unveils both the inhibitive learning and the imitative learning forces inherent in a single punishment event, and it delineates their joint effect on an observer’s opportunism. In addition, this study outlines the observer’s vertical and horizontal relationships within the distribution network and explores their contingent roles in determining the spillover effects of punishment.
Publisher: SAGE Publications
Date: 03-2013
DOI: 10.1509/JIM.12.0088
Abstract: Despite the prominence of social ties in emerging economies, it remains unclear whether and how social ties matter in cultivating marketing channels for both local and foreign firms in China. Moreover, few studies have explicitly distinguished and examined the roles of business versus political ties. Drawing on the resource-based view and social network theory, the authors propose and test the moderating effects of political ties and business ties on channel capability–performance relationships. The findings from a survey of 342 firms indicate that the value of channel capability is conditional on political and business ties, but in opposite directions: business ties impede and political ties strengthen the effect of channel capability on firm performance. Furthermore, the moderating role of social ties is stronger for local, nonleading firms than for foreign, leading firms.
Publisher: Wiley
Date: 07-09-2022
DOI: 10.1002/JOOM.1213
Abstract: Although the supply chain (SC) literature has discussed the influence of the political environment on global SC decisions, the role of political leaders has been overlooked. To fill this research void, we predict and show that the turnover of a country's top political leader (hereafter, “politician turnover”) increases policy uncertainty in the country, which drives multinational corporations (MNCs) to adjust their SC involvement there. We also identify three politician‐related contingency factors: the market‐friendliness of the successor relative to the incumbent, the length of the successor's political career, and corruption in the turnover country. In an analysis of politician turnover events from 2003 to 2018 and the global supplier‐customer relationships of US‐incorporated MNCs, we find that politician turnover causes MNCs to reduce SC involvement (measured as the proportions of an MNC's customers, suppliers, and the transaction volume that are located in the turnover country). The negative effect of politician turnover on SC involvement is exacerbated by corruption in the turnover country, mitigated when the successor has a long political career, and exacerbated when the successor is less market‐friendly than the incumbent the effect becomes positive when the successor is more market‐friendly than the incumbent.
Publisher: The University of Hong Kong Libraries
DOI: 10.5353/TH_B4068752
Publisher: Elsevier BV
Date: 02-2022
Publisher: Wiley
Date: 16-05-2023
DOI: 10.1111/DECI.12597
Abstract: Pandemic outbreaks can disrupt firms’ normal operations, so they demand a resilient response. Firms can combine social responsibility initiatives with resilient responses by reconfiguring their production resources for pandemic relief. It remains unclear, however, whether pandemic‐relieving product adaptation (in short, PRPA) improves financial performance. We draw on stakeholder theory to analyze the effect of a PRPA strategy on the stock returns of US‐listed manufacturing firms during the COVID‐19 pandemic—the most enduring and large‐scale pandemic in recent history. The results reveal that the stock market reacts more positively to PRPA under severe pandemic circumstances and for firms with low political connectedness, low media coverage, and/or more unique production technology. The findings offer important implications for operations theory and practice.
Publisher: Informa UK Limited
Date: 02-04-2020
No related grants have been discovered for Maggie Chuoyan DONG.