【作者】 张琪；

【导师】 于洋；

【作者基本信息】 北京化工大学 ， 工商管理（专业学位）， 2024， 硕士

【摘要】 中国企业的成长与发展在很大程度上依赖于中国特色的“关系”网络。其中,中小企业由于资源和能力的局限,特别重视构建与维护良好的社会关系,以有效获取关键资源和信息。已有研究指出,适宜的关系投入在促进资源共享和提高合作效率方面对企业绩效有正面效应。然而,过度的关系投入可能引发资源浪费,对企业绩效产生不利影响。在此背景下,多团队信任作为一个核心中介变量,对企业绩效起到关键塑造作用。因此,本研究旨在探索中国式关系投入、多团队信任与中小企业绩效之间的复杂关系,并为企业在中国特殊的人际关系环境中如何通过关系管理和团队信任来提升绩效提供策略性建议。本文首先回顾了关于中国式关系投入、多团队信任与中小企业绩效的国内外文献,构建了相应的理论模型,并提出研究假设。其次,基于信效度高的量表,我们通过预调研修正了问卷,并使用线上线下渠道对中小企业主和高管进行问卷发放和收集。实证结果表明:中国式关系投入是一种维系高价值中国式关系的持久性愿望,由面子投入、互惠交易投入和感情投入三部分组成。这三个关键要素对多团队信任——包括认知信任和情感信任——均展现出显著的正向影响。同时,多团队信任对中小企业的财务绩效与非财务绩效产生了显著的促进作用。进一步分析显示,多团队信任在中国式关系投入与中小企业绩效的关系中发挥了中介作用。基于研究结论,本文为中小企业提出如下三个方面的管理建议,分别是:加强和优化中国式关系的建设与维护;提升多团队信任度,构建高效协作的团队和动态调整关系投入策略,以灵活应对市场变化。本文的研究成果不仅丰富和完善了现有的关系管理和企业绩效理论,而且提供了一个新的视角来探讨中国式关系投入和企业绩效之间的关系。这有助于为中小企业提供科学的管理策略,帮助它们更好地应对市场竞争,提升企业绩效,从而为推动中国经济的持续发展做出贡献。更多还原

【Abstract】 In China,the growth and development of enterprises largely depend on the "Guanxi" network with Chinese characteristics.Notably,small and medium-sized enterprises(SMEs),constrained by limited resources and capabilities,pay special attention to the establishment and maintenance of favorable social connections to efficiently acquire essential resources and information.Existing research indicates that appropriate relationship investment can facilitate resource sharing and enhance cooperation efficiency,positively influencing firm performance.However,excessive relationship investment can lead to resource wastage,adversely affecting enterprise performance.Against this backdrop,multi-team trust emerges as a pivotal mediating variable in shaping enterprise performance.Thus,this study aims to explore the complex relationship among Chinese-style relationship investment,multi-team trust,and SME performance,as well as to provide strategic recommendations for leveraging relationship management and team trust to improve performance in China’s specific interpersonal context.This paper begins by reviewing domestic and international literature on Chinese-style relationship investment,multi-team trust,and SME performance,then formulates corresponding theoretical models and proposes research hypotheses.Second,employing scales with good reliability and validity,the questionnaires were revised through the preliminary inquiry before being distributed and collected via online and offline channels,with a focus on SME owners and executives.The empirical findings demonstrate that Chinese-style relationship investment manifests as a sustained inclination towards maintaining high-value relationships through three separate components: face investment,reciprocal transaction investment,and emotional investment.Each of these elements has significant positive associations with multi-team trust,including both cognitive and emotional trust.Concurrently,multi-team trust significantly influences both financial and non-financial performance of SMEs.Further analysis reveals that multi-team trust mediates the relationship between Chinese-style relationship investment and SME performance.Based on the results,this paper makes management recommendations for SMEs in three areas: strengthening and optimizing the establishment and maintenance of Chinese-style relationships,bolstering multi-team trust,fostering efficient collaborative teams,and dynamically adjusting relationship investment strategies to respond to market fluctuations.The outcomes of this study serve to enhance and refine extant theories concerning relationship management and firm performance.Additionally,they offer a novel perspective through which to investigate the nexus between Chinese relationship investment and firm performance.This endeavor will provide scientific management strategies for SMEs,empowering them to effectively managing market competition,enhance firm performance,and thereby contribute to the sustainable development of China’s economy.更多还原