制造商缘何容忍分销商投机行为:关系交换与责任归因的作用

财经论丛 ›› 2026, Vol. 42 ›› Issue (4): 114-124.

• 工商管理 • 上一篇

制造商缘何容忍分销商投机行为:关系交换与责任归因的作用

张闯¹, 窦志慧², 张绪兵³

1.大连理工大学经济管理学院,辽宁大连 116024;
2.东北财经大学工商管理学院,辽宁大连 116025;
3.香港理工大学工商管理学院,香港 999077

收稿日期:2024-10-21 出版日期:2026-04-10 发布日期:2026-04-09
通讯作者: 窦志慧(1993—),男,山西晋城人,东北财经大学工商管理学院博士生。
作者简介:张闯(1977—),男,黑龙江甘南人,大连理工大学经济管理学院教授;张绪兵(1971—),男,中国香港人,香港理工大学工商管理学院副教授。
基金资助:
国家社会科学基金重大项目(21&ZD120);国家自然科学基金面上项目(72172026)

Why Do Manufacturers Tolerate Distributors' Opportunism: Relational Exchange of Dual Roles and Responsibility Attribution

ZHANG Chuang¹, DOU Zhihui², ZHANG Xubing³

1. School of Economics and Management, Dalian University of Technology, Dalian 116024, China;
2. School of Business Administration, Dongbei University of Finance and Economics, Dalian 116025, China;
3. Faculty of Business, The Hong Kong Polytechnic University, Hong Kong 999077, China

Received:2024-10-21 Online:2026-04-10 Published:2026-04-09

摘要/Abstract

摘要： 在渠道管理实践中,制造商会明确反对分销商实施投机行为,但通常又会对已发生的投机行为予以一定容忍。本文基于关系交换和归因理论,通过分析203份汽车制造商和经销商的匹配数据,结果表明,制造商与分销商的相互信任和相互依赖分别削弱和增强了制造商对分销商投机行为的容忍度,外部环境归因削弱了相互依赖对制造商容忍度的增强作用,制造商自我归因分别强化了相互信任和相互依赖对制造商容忍度的削弱和增强作用。研究结论揭示了关系交换和责任归因要素对制造商容忍的影响,为制造商通过容忍投机行为来管理分销渠道关系提供了理性认知和决策参考。

关键词: 投机行为, 制造商容忍, 相互信任, 相互依赖, 责任归因

Abstract: While manufacturers formally condemn distributors' opportunism in channel governance, they frequently demonstrate strategic tolerance for established violations. Through an integrated lens of relational exchange theory and attribution theory, we examine why manufacturers can tolerate distributors' opportunism by analyzing 203 sets of matched data from automobile manufacturers and dealers. Key findings reveal that manufacturer-distributor mutual trust reduces tolerance toward distributors' opportunism, whereas mutual dependence increases tolerance. Environmental attributions mitigate the tolerance-enhancing effect of dependence, whereas manufacturers' self-attributions paradoxically amplify both trust-driven tolerance reduction and dependence-induced tolerance escalation. The results reveal the impact of relational exchange and responsibility attribution elements on manufacturer tolerance, which informs manufacturers' decisions to manage distribution channel relationships by tolerating opportunistic behavior.

Key words: Opportunism, Firm Tolerance, Mutual Trust, Mutual Dependence, Responsibility Attribution

中图分类号:

F274

张闯, 窦志慧, 张绪兵. 制造商缘何容忍分销商投机行为:关系交换与责任归因的作用[J]. 财经论丛, 2026, 42(4): 114-124.

ZHANG Chuang, DOU Zhihui, ZHANG Xubing. Why Do Manufacturers Tolerate Distributors' Opportunism: Relational Exchange of Dual Roles and Responsibility Attribution[J]. Collected Essays on Finance and Economics, 2026, 42(4): 114-124.

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制造商缘何容忍分销商投机行为:关系交换与责任归因的作用

Why Do Manufacturers Tolerate Distributors' Opportunism: Relational Exchange of Dual Roles and Responsibility Attribution

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