
Guijun ZhuangXi'an Jiaotong University | XJTU · School of Management
Guijun Zhuang
PhD
About
63
Publications
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Publications
Publications (63)
Purpose
This paper aims to evaluate the effect of commitment misperception on channel conflict. It highlights the importance of trust and transaction-specific investments for business marketing strategies.
Design/methodology/approach
This paper develops a concept framework to understand how the direction (overestimated vs underestimated) and exten...
Purpose: Multichannel marketing has become the norm for distributing goods and services, and manufacturers and distributors operate in various channel organization forms. Drawing on transaction cost theory and governance value analysis, this study introduces channel organization forms as focal design elements of multichannel settings and aims to al...
Purpose
This study aims to explore how personal ties and organizational ties between a distributor and its manufacturer influence the altruistic extra-role behavior of the focal distributor and the mediating effect of organizational learning, as well as the moderating effect of environmental dynamism, on the relationship between interfirm relations...
Purpose
Cross-channel integration improves the operations of multi-channel and omnichannel marketing and increase firms' overall performance. By addressing the extant gaps in current literature, this configurational analysis aims to test the combined effects of organizational, channel and environmental factors on cross-channel integration.
Design/...
Purpose
Scholars have conducted extensive research regarding contractual governance in marketing channels. Operationalizing contractual governance intensity as contract specificity, researchers focused on the impact of contract specificity, while little effort has been paid to the impact of contract enforcement. As a distinct construct of contractu...
This article investigates the effects of online convenience and shopping experience on consumer satisfaction and future purchase decisions by applying a different view to explain the customers’ increasing experience with online shopping in the Chinese growing market. Data from 226 Chinese consumers used to buy online are used to analyze the propose...
By unfolding the simultaneous presence of the safeguarding function (i.e., contract monitoring) and coordinating function (i.e., joint action) of contracts, the current research operationalizes the dual-function of contracts and ascertains their effects on stimulating interfirm relationships. Analyzing the data collected from 512 manufacturers, we...
Online purchases can support environmental sustainability by reducing the number of shopping trips. The purpose of this article is to understand how online convenience may be used to increase online purchase intention and therefore contribute to environmental sustainability. Employing a snowball sampling technique data from 226 Chinese respondents...
Relying on the resource-based view, this study tests the moderating effects of the region’s institutional development and the firm’s IT (information technology) infrastructure capability, and examine how and when interpersonal and government-firm (GF) guanxi influence the distributor’s opportunism and cooperative performance. Using both survey data...
Purpose
The purpose of this study is to develop a better understanding of how relational embeddedness offers marketing channel partners both benefits and hazards. The nonlinear effect of relational embeddedness on channel opportunism is investigated. Influence strategies (i.e. coercive and noncoercive influence) are also examined as mediators of th...
The digitization of channel management changes how firms acquire, interpret, and analyze information, which needs to be considered when evaluating the efficacy of exercising power strategies on interfirm cooperation. Drawing insights from the three mechanisms of interorganizational information processing capability, we identify contingent factors t...
Purpose
Despite the relatively long research continuum on IT capability and performance, the “IT capability-performance” link has remained hazy especially related to the mediating role of IT-based communication and networking overall. Therefore, this study investigates how IT capability affects Internet interactive practice and how it further affec...
Although sales control has been identified by previous literature as an effective tool to promote salesperson commitment, unclear categorization of the focal variables makes existing findings confounding. This paper aims to provide more nuanced understanding about the relation between sales control systems and salesperson commitment by categorizing...
Purpose
Based on social network theory and the literature of contract governance, the purpose of this study is to explore how distributors’ “banding together” (network intensity) affects contract governance (detailed contracts), which, in turn, influences channel conflict and simultaneously tests the moderating effect of network centrality.
Design...
The delivery of products to the end consumer has been widely considered in the e-commerce sector as new challenges to reach customers and provide them with timely and efficient delivery have surfaced. Less focus has been given to information about delivery efficiency that impacts online shoppers’ relations with e-retailers. This study’s research mo...
Future of the automobile industry in such testing times of global climate change, ever-increasing pollution/carbon emission
levels and depleting natural resources, rests in the electrifcation of the vehicles. The situation in developing countries with political and demographical challenges adding to such global crisis raises the concern of sustaina...
We investigate how IT-capability leads to more interaction business practices, both through inter-organizational systems (IOS) and social media (SM), and how they further lead to marketing effectiveness and firm success. After analyzing the data collected from manufacturers (N=504), we find that (1) IT capability has a significant positive effect o...
Future of the automobile industry in such testing times of global climate change, ever-increasing pollution/carbon emission
levels and depleting natural resources, rests in the electrifcation of the vehicles. The situation in developing countries like
India with political and demographical challenges adding to such global crisis raises the concern...
Despite a rich tradition in studying contract-trust nexus, the mutual relationship between these two modes of governance remains equivocal. Adopting a dual-functional and relationship-phase-contingent view of contracts, we theorize that firms’ perception of the chief function of contracts varies throughout the relationship life cycle, which results...
The store-within-a-store (SWS) arrangement is one of the most important channel structures. Taking the perspective of manufacturers, this paper extends the literature by examining the role of manufacturers’ prediction accuracy, moderated by demand uncertainty and inventory-related parameters, in determining the adoption of the SWS strategy. This st...
Moving beyond the prevalent notion that relational trust is cultivated through repeated transactions, we argue that relational trust can also be engendered by a partner's contract design capability revealed in the contracting process preceding relationship formation. We conceptualize contract design capability as a dual-dimensional construct, compr...
Purpose
The purpose of this study is to develop a better understanding of how information technology (IT) resources influence a firm’s channel power development. Specifically, this study hypothesizes that two types of IT resources (i.e. IT infrastructure resources and IT human resources) are key antecedents to channel power and that information man...
Purpose: This article aims to integrate consumers into a channel dependence framework and explores the influence of consumers’ brand loyalty and store loyalty on the dependence structure within the supplier–retailer relationship. It also examines effects of the dependence structure on perceived conflict.
Methodology/approach: The authors test the p...
This study, which integrates the literature on IT (information technology)-enabled interactions and governance mechanisms in interfirm relationships, proposes facilitated access to a network of partners as a key feature that distinguishes IT-enabled interactions from those that occur offline. Specifically, IT-enabled interactions improve interfirm...
Based on the literature of channel governance, by analyzing the data of 288 respondents, this paper investigates the impact of firms' IT capability, operationalized as IT technical capability and IT personnel capability, on their uses of the contractual governance mechanism (operationalized as contract customization and contract monitoring) and the...
Drawing on the resource-based view and the behavioral theory of the firm, we examine how resources and aspirations affect rapid internationalization of firms from emerging economies. Using a 5-year panel from 257 publicly listed manufacturing firms from China, we find that neither technological resources nor marketing resources—two knowledge-based...
This article extends the economics of exchange for bilateral monopolists to more general situations in marketing channels, that is, exchange between two members with alternatives, by incorporating insights drawn from power-dependence theory, interdependence theory, and the concept of switching cost. It proposes a framework of three factors of chann...
Reducing opportunism is a critical task to support channel performance and channel member satisfaction. Recent research into marketing channels focuses on the role of relational governance in curbing opportunism; this study advances this thesis by positing that relational governance encompasses both relational norms and collaborative activities (i....
Purpose: The article aims to test the appropriateness of deterrence and conflict spiral models in marketing channels. Both models have been alternatively used as bases to explain firms’ power-related behaviors in marketing channels. However, the issue of the appropriateness of such an application in various contexts has not yet been addressed.Metho...
Existing literature has emphasized that leveraging organizational specific advantages across nations and mitigating risk emerging from operating in a single market are two explanations for firms¡¯ international expansions. However, the rapid multinational expansion of emerging-market firms challenges traditional wisdoms, because it is seldom for th...
Based on time-series statistical data, the author outlines structural changes of the Chinese retail industry over the decade after 2000 (where an earlier Journal of Marketing Channels article concluded) from the perspective of ownership, sector, format, big retailers, and industry concentration. By examining the major driving forces among the diffe...
Based on Yue's demand forecast model, this paper studied the impact of product substitutability, market volatility and demand forecast on the profit of the channel members under SWS (store within a store) and traditional mode. Then we showed how the manufactory chooses its channel. We find that the manufactory prefers the SWS mode when the product...
The purpose of this article is to explore how the behavior of buyers in business-to-business markets influences the behavior of salespeople toward gray marketing practices. With the salespersons as participants, the authors examine the impact of two buyers’ factors—buyers’ asking for gray benefits and order size—on salespersons’ ethical evaluation...
This article examines the impact of manufacturers’ adoption of a relationship marketing orientation (RMO) on the exercise of power, operationalized as the exercise of coercive and noncoercive power, and relational governance, operationalized as joint planning and joint problem solving, in distribution channels. The empirical analysis of the data fr...
This paper tests the impact of guanxi on behaviors among firms in a Chinese marketing channel. Guanxi is operationalized in this paper as emotional closeness and interactive state. We find that the emotional closeness between channel-boundary personnel of firms has a positive impact on their exercise of noncoercive power, a negative impact on their...
This paper reviewed the studies of Internet retailing management. It found that, in general, most of the papers on the topic took focus on Internet retailing strategy and online merchandise management. Specifically, it drawn following conclusions: First, there were six major incentives for firms to adopt Internet retailing, including improving inte...
Channel communications in emerging markets are embedded in the intricacy of economic and sociocultural environments. Managing channel relationships in emerging markets therefore requires more than formal interfirm communication to rely on interpersonal influence. Extending embeddedness theory, we offer a conceptualization incorporating three embedd...
Purpose
The purpose of this study investigates the asymmetric effects of brand origin confusion (BOC) on consumer preference and the purchase of local versus foreign brands in China. Drawing on the general country‐of‐origin (COO) literature and recent developments in brand‐origin studies and the emerging market phenomenon globally, it proposes and...
Taking retailers and their suppliers as the unit of analysis, this study investigated the impact of interpersonal guanxi on exercise of power in a Chinese marketing channel. By analyzing the data of 225 cases collected from the supplier side, the study found that interpersonal guanxi is composed of instrumental part and emotional part, and the emot...
This paper expands the definition of gray-marketing to include some ethically problematic marketing activities and techniques
used in personal selling in China. Based on this, a conceptual model of gray-marketing for a particular type of selling in
which both the sellers and the buyers exhibit problematic ethics in an exchange and the associated hy...
Although many firms have adopted the relational exchange or relationship marketing philosophy for developing long-term inter-firm relationships in marketing channels, the issues pertaining to channel conflict still deserve further investigation. The purpose of this paper is to examine the possible impact of perceptual difference of dependence betwe...
The purpose of this paper is to test the research proposition that the inconsistent findings existing in the literature on scale economies of retailing at store level are caused by the different approaches adopted. To do this, two approaches, the production function approach and the statistical cost approach, are used to analyze the same set of dat...
Taking the channel dyad as the unit of analysis, this study investigated the impact of channel members' power on their uses of power in two distinct conditions: in power advantage and in power disadvantage. The study found that channel members' power has a positive impact on their uses of non-coercive power regardless of their relative position in...
Purpose
To investigate the impact of situational factors on mall shoppers' buying decisions.
Design/methodology/approach
Based on Belk's framework on situational factors in a sales situation, the study employed a dataset of mall shoppers in the USA, China and Hong Kong and logistic regression for analysis.
Findings
It is found that, whether in th...
This paper studies the causal relationship between dependence and power in the context of marketing channels in China in the setting of department stores and their suppliers. The hypothesized relationship that a channel member's power is derived from the other's dependence in the channel dyad, which is based on existing Western literature on channe...
This study compares the mall shopping behavior of Chinese and US consumers. Marked differences wee found between the two populations in their shopping motives, criteria for selecting the mall, and shopping behaviors. Unlike US shoppers, who visited the mall with diverse reasons, Chinese mall visits were driven, first and foremost, by purchase. Howe...
Although academic attention has been paid to the changes occurring in China's retail industry, little attention has been given to the transformation of the competitive structure taking place there. The purpose of this paper is to help fill this gap. A Porter's five forces model and secondary data are used in the analysis. It appears that a highly p...
This paper compares the shopping behavior of Chilean consumers with those in China. Both Chinese and Chilean mall visits are driven, first and foremost, by purchase; however, consumers in Chile tend to be less single minded than their Chinese counterparts. Differences also exist between the two populations in their way of selecting the mall, shoppi...
Does the behavior of shoppers in an emerging economy vary due to differences in their openness to Western lifestyle and the level of economic development? The present study attempts to answer this question by examining Chinese shoppers in Xi'an and Hong Kong. The findings reveal significant differences in Chinese shoppers' shopping motives, shoppin...
This paper statistically tested three hypotheses about relationships between the size and efficiency of department stores in the People's Republic of China. The results show that the enlargement of the size of stores in China had a positive impact on the efficiency of large and medium-sized department stores, and that these department stores derive...
This study investigated the impact of channel members' power on their uses of power in two distinct conditions: in power advantage and in power disadvantage. The study found that channel members' power has a positive impact on their uses of noncoercive power regardless of their relative position in channel dyads; their uses of coercive power are se...