콘텐츠 본문
논문 해외 국제전문학술지(SCI급) Concentrate or disperse? The relationship between major customer concentration and supplier profitability and the moderating role of insider ownership
- 학술지 구분 국제전문학술지(SCI급)
- 게재년월 2019-10
- 저자명 곽기호, 김남일
- 학술지명 Journal of Business Research
- 발행처명 Elsevier BV
- 발행국가 해외
- 논문언어 외국어
논문 초록 (Abstract)
Suppliers are concerned about the extent of customer concentration, which creates supplier’s operating efficiency (benefit) as well as major customer’s bargaining power (cost). When these suppliers are SMEs with resource deficiency, they are more concerned with how to balance this trade-off. Regarding the problem, we study the relationship between customer concentration and supplier profitability and the moderating role of insider ownership, the fraction of equity owned by firm’s insiders, on the relationship. We find that concentration by major customers has a U-shaped relationship with supplier profitability, and this relationship is attenuated as insider ownership increases. This implies that insider ownership can attenuate the bargaining power of major customers and strengthen the operating efficiency of suppliers. Our findings provide relevant evidence on the costs and benefits of concentration by major customers as well as theorize the moderating role of insider ownership from the perspectives of interest alignment and collaborative relationship marketing.
