The Study On Influence Of Distributor’s Inter-Organizational Guanxi And Inter-Organizational Cooperative Relationship To Its Speed Competitive Advantage

With the rapid development of the market economy, organizations are facing increasing fierce competition, the organizational speed competitive advantage based on time is becoming the next resource of competitive advantage beyond the cost-leader, differentiation and centralized strategic advantage. At the same time, the relationship between organizations and its suppliers, customers even other relative stakeholders is changing quietly. The original one-time buyer-seller trading relationship is gradually replaced by long-term, mutually beneficial partnership. The good relationship with the partners is becoming the organization’s important means to improve capability and competitive advantage. In addition, Guanxi with Chinese characteristics is gradually focused by the academic and practical researcher as an important tool to improve organizations’ cooperation, reduce the channel conflicts and so on. Therefore, if we can analyze the positive role of informal inter-organizational guanxi and formal inter-organizational cooperative relationship to the organizational speed competitive advantage from interaction of the relationship mechanism and efficiency mechanism, it will has not only the important theoretical value, but also the important practical significance.The main content of this paper includes the following sections:first, the author identified the basic concepts and construct the corresponding theoretical basis by summary the related literatures. Based on the social embedded theory and resource dependence theory, the article thought informal inter-organizational guanxi of individual level is an important resource and is close embedded with the formal inter-organizational cooperative relationship of organizational level. It exist comprehensive function of efficiency mechanism, relationship mechanism and legality mechanism in the organizations. Therefore, the inter-organization guanxi and inter-organizational cooperative relationship have positive impact on organizational speed competition adyantage. Next, this article constructed the relation model among inter-organizational guanxi, inter-organizational cooperative relationship and speed competitive advantage, the hypothesis thought that the inter-organizational guanxi has direct impact on organizational speed competitive advantage, and it also has indirect impact on speed competitive advantage by improving the inter-organizational cooperative relationship. Meanwhile, the article also hypothesized organizations with different levels of inter-organizational guanxi and organizational cooperative is significant different in speed competitive advantage. Finally, the article measured the reliability, validity of the related variables and confirmed the hypotheses from the distributor’s survey data by using statistical methods.The research method is mainly the empirical research through Structural Equation Model, Regression analysis, ANVOA and so on. Firstly, the article identified the variables related with inter-organizational guanxi, inter-organizational cooperative relationship and speed competitive advantage through theoretical analysis and questionnaire development. After the data collecting, the article measured reliability and validity of variables through exploratory factor analysis and confirmatory factor analysis. Secondly, the author confirmed the total path relationship of inter-organizational guanxi, inter-organizational cooperative relationship and speed competitive advantage by hierarchical regression analysis and identified the hypothesis relationship of the specific variables by structural equation model. Finally, this paper confirmed the difference of organizations with different levels of inter-organizational guanxi and inter-organizational cooperative relationship is significant different in speed competitive advantage by variance analysis and checked the difference of different characteristics in inter-organizational guanxi level and speed competitive advantage by optimal scaling regression analysis.Through theoretical analysis and empirical research, this paper made three conclusions as follows:first, inter-organizational guanxi has a direct positive effect to organizational speed competitive advantage through the individual trust. In addition, inter-organizational guanxi has an indirect effect to the establishment of speed competitive advantage by influencing the mutual organizational trust, organizational communication and coordination. Second, the difference is significant in the speed competitive advantage for the organizations which has different levels of inter-organizational guanxi and inter-organizational cooperative relationship; double-high groups are higher than other groups in speed competitive advantage, double low groups are significant lower than the high group and mixed group, mixed groups have no difference in speed advantage. Finally, the key staff personal characteristics, organizational characteristics and industrial characteristics have certain correlation with inter-organizational guanxi: inter-organizational guanxi is positive related with key personnel education and sex, organizational ownership, size and the industrial competition has certain positive impact on inter-organizational guanxi, but the correlation index is weak compare with the individuall characters, they are not siginificant in the total model. In addition, the organizational ownership, size, operational time and industrial competitive degree are significant related with the speed competitive advantage. State-owned enterprises are lowest in the speed competitive advantage, while, the solo enterprises are the highest. The size and operational time are negative related with speed competitive advantage. The larger or longer of the size and time are, the lower of speed competitive advantage is. The competitive degree of industry is positive related with the speed competitive advantage. Organizations in the eastern and western have no difference in the speed competitive advantage.The theoretical significance of the paper is contributing a further development for the theory of social embeddedness. It confirmed the typical embedded relations and their path relationship between inter-organizational guanxi and inter-organizational cooperative relationship. The practical significance of study is that the paper summarized the theoretical base of formal and informal relationship and clarified the path relations among inter-organizational guanxi, inter-organizational cooperative relationship and speed competitive advantage. It provided a new channel for the organizational speed competitive advantage and contributed a theoretical guidance to their positive application in practice.