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 |
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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 |