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	2014
形態種別	外国学術誌（その他）
査読	査読あり
標題	The impact of outcome-based control for retail buyers on organizational performance
執筆形態	共著・編著（代表編著を除く）
掲載誌名	Australasian Marketing Journal
掲載区分	国外
出版社・発行元	Elsevier Australia
巻・号・頁	22(2),pp.76-83
著者・共著者	Changju Kim,Katsuyoshi Takashima
概要	This study addresses issues arising in the management of retail buyers. We consider the impact on supplier relationship management and organizational performance when retailers manage buyers based on an outcome-based control. To confirm the trends indicated in our proposed research model, this study conducts a survey of merchandising division heads at Japanese retail companies. The results from structural equation modeling analysis reveal that outcome-based control, through the central, mediating role of relationship continuity, encourages cooperation with suppliers, and this cooperation yields greater organizational performance for retailers. The findings raise questions as to the significance of forming a clan-like system when managing results-oriented buyers on an outcome basis. © 2014 Australian and New Zealand Marketing Academy.
DOI	10.1016/j.ausmj.2014.04.002
ISSN	14413582