A Study On The Relationship Between Customer Relationship Concentration And Firm Performance

Customer relationship is an important heterogeneous strategic resource owned by the company.It will have an impact on the production and operation of the company and will ultimately be reflected in the performance of the company.And resources are the basis of capabilities.Competence is the guarantee for enterprises to achieve their strategic goals.Resource efficiency is used to measure a company's ability to use resources.Therefore,whether this ability is used as an intrinsic mechanism to influence customer relationships and corporate performance has become the focus of this study.This paper uses the domestic 2016 listed companies in manufacturing industry as a sample to study the influence of customer relationship concentration on business performance,and examines the effectiveness of inventory resources,marketing resources,and accounts receivable resource efficiency in the process of customer relationship concentration in the company's financial performance.Mediation effect.Collecting the five-year listing report data of the sample enterprises,and examining whether the main effect and the intermediary effect in the model under different stages are changed according to the relationship life cycle stage in which the relationship between enterprises is measured.The results show that the more concentrated the customer relationship,the greater the degree of importance,the higher the performance of enterprises.Customer relationship concentration has a significant positive impact on inventory resources,marketing resources and accounts receivable resource efficiency.The three resource efficiencies are a path of customer relationship concentration on the financial performance of enterprises.At the mature stage of relationship life cycle,customer concentration has a more significant impact on firm performance,while in the early stages,the effect of client concentration on firm performance is insignificant.In the mature stage of the corporate sample group,the three intermediary role of resource efficiency still exists,and is part of the mediation effect.