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客户集中度、企业-客户关系暗含企业与客户之间的力量博弈以及战略合作,而连接双方的纽带是供应商销售给客户的商品,因而,收入成为客户特征对企业最直接的影响的中介变量。本文以手工收集的制造业上市公司2007-2011年前五大客户具体数据,首次研究客户特征对企业收入的影响,从而为企业-客户关系对企业的影响提供了直接的证据。本文的研究表明:客户集中度对企业营业收入水平存在正“U”型效应;当客户集中度低于某一阈值会降低客户收入水平,高于这一阈值则提高其收入水平;企业与客户之间的战略合作关系可以帮助企业提高其收入水平。
Customer concentration, the business-customer relationship implies the power game and strategic cooperation between the enterprise and the customer, and the link between the two parties is the product that the supplier sells to the customer. Therefore, the income becomes the mediating variable with the most direct influence on the enterprise from the customer’s characteristic . Based on the data collected by hand by the manufacturing listed companies from 2007 to 2011, the paper first studies the impact of customer characteristics on corporate income, which provides direct evidence for the impact of corporate-customer relationship on the enterprise. The research in this paper shows that customer concentration has a positive “U” effect on the level of business revenue; when the customer concentration falls below a certain threshold, it will lower the customer’s income level, and above this threshold will increase its income level; Strategic partnerships with clients can help businesses raise their income levels.