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采用我国中小企业板制造业公司2010~2014年间的平衡面板数据,实证分析客户集中度对中小企业绩效的影响及其机制。研究表明:客户集中度对中小企业的产品交易费用具有显著的负向作用,对中小企业绩效具有显著的正向作用。产品交易费用在客户集中度对企业绩效的正向影响中具有完全的中介作用。产品类型在客户集中度与产品交易费用及企业绩效的关系中具有调节作用:工业品制造企业的客户集中度对产品交易费用的负向影响及对企业绩效的正向影响都要强于消费品制造企业。因此,中小企业在进行产品市场开发时应兴利除弊。
Empirical analysis of the impact of customer concentration on the performance of SMEs and its mechanism are carried out by using the panel data of the balance panel of SME manufacturing companies in China from 2010 to 2014. The research shows that customer concentration has a significant negative effect on the transaction costs of SMEs, and has a significant positive effect on SME performance. Product transaction costs in the customer concentration on the positive impact on business performance has a complete intermediary role. Product types have a regulatory role in the relationship between customer concentration and product transaction costs and business performance: the concentration of customers in industrial products firms has a negative effect on the transaction costs of the products and the positive impact on firm performance is stronger than the consumer product manufacturers . Therefore, SMEs in the product market development should pros and cons.