Do we get along well? A dyadic study of how and when congruence in specific investments influence innovation

IF 7.8 1区管理学 Q1 BUSINESS

Industrial Marketing Management Pub Date : 2024-10-01 DOI:10.1016/j.indmarman.2024.09.011

AiHua Wu , Xiaoqing Zhai

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Abstract

Using a matched survey of 209 buyer-supplier pairs, this study adopts a dyadic approach to investigate the impact of congruence in specific investments on innovation performance. It explores the mediating role of knowledge acquisition and moderating role of digital collaboration capability. The study focuses on the outcomes differentiated by levels of investment congruence (high-high vs. low-low congruence) and scenarios (congruence vs. in congruence), including the direction of incongruence (buyer-higher vs. supplier-higher incongruence). The findings indicate that investment congruence correlates with increased knowledge acquisition compared with incongruence, particularly for high-high specific investment congruence. In cases of incongruence, scenarios with supplier-higher incongruence led to more effective knowledge acquisition compared with buyer-higher incongruence. The research also reveals that congruence in specific investments indirectly enhances buyer innovation performance through knowledge acquisition, and the effect is enhanced by digital collaboration capabilities. This study thereby contributes to the business-to-business literature by revealing how and when congruence in specific investments influence innovation performance.

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我们相处得好吗？特定投资的一致性如何以及何时影响创新的二元研究

本研究通过对 209 对买家和供应商进行配对调查，采用二元方法研究特定投资的一致性对创新绩效的影响。研究探讨了知识获取的中介作用和数字协作能力的调节作用。研究重点关注投资一致性水平（高-高一致性与低-低一致性）和情景（一致与不一致）的不同结果，包括不一致的方向（买方-高不一致与供应方-高不一致）。研究结果表明，与不一致情况相比，投资一致会增加知识获取，特别是在高-高具体投资一致的情况下。在不一致的情况下，与买方与卖方不一致程度较高的情况相比，卖方与买方不一致程度较高的情况会导致更有效的知识获取。研究还发现，具体投资的一致性会通过知识获取间接提高买方的创新绩效，而数字协作能力会增强这种效果。因此，本研究通过揭示特定投资的一致性如何以及何时影响创新绩效，为企业对企业的研究做出了贡献。

本文章由计算机程序翻译，如有差异，请以英文原文为准。

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来源期刊

Industrial Marketing Management Multiple-

CiteScore

17.30

自引率

20.40%

发文量

255

期刊介绍： Industrial Marketing Management delivers theoretical, empirical, and case-based research tailored to the requirements of marketing scholars and practitioners engaged in industrial and business-to-business markets. With an editorial review board comprising prominent international scholars and practitioners, the journal ensures a harmonious blend of theory and practical applications in all articles. Scholars from North America, Europe, Australia/New Zealand, Asia, and various global regions contribute the latest findings to enhance the effectiveness and efficiency of industrial markets. This holistic approach keeps readers informed with the most timely data and contemporary insights essential for informed marketing decisions and strategies in global industrial and business-to-business markets.