タカシマ　カツヨシ   髙嶋　克義    所属   追手門学院大学  経営学部 経営学科    追手門学院大学  大学院　経営・経済研究科    職種   教授
言語種別	英語
発行・発表の年月	2016/05
形態種別	外国学術誌（その他）
査読	査読あり
標題	Retail buyer control systems: Implications of buyer behavior strategies for performance
執筆形態	共著・編著（代表編著を除く）
掲載誌名	Australasian Marketing Journal
出版社・発行元	Elsevier Australia
巻・号・頁	24(2),pp.171-178
著者・共著者	Changju Kim,Katsuyoshi Takashima
概要	This study investigates management control systems in retailing and examines how they connect to retail buyers' behavior strategies and retail performance. We test hypotheses with a structure equation modeling (SEM) based on survey data from 149 merchandising division heads at Japanese supermarkets. The results reveal that outcome-based control promotes buyers' price negotiation orientation while behavior-based control encourages buyers' innovative behavior orientation. Moreover, both of these distinct behavior strategies yield greater retail performance. This study contributes toward the development of a generalized model of how retailers can manipulate buyers' behavior strategies from the management perspective by applying organizational control theory in the field of retail buying.
DOI	10.1016/j.ausmj.2016.02.008
ISSN	14413582