External Representation Roles Scale 外部代表角色量表

简介

Boundary spanners’ external representation behaviors include mutual conflict resolution and cooperation. Three items from Mohr and Spekman (1994) were used to measure conflict resolution, which is the manner or technique used by exchange members to solve their manifest conflicts. Identical to the constructs of Anderson and Narus (1990), cooperation in our study indicates complementary coordinated actions taken by exchange members in order to achieve mutual outcomes or profits, with expected reciprocation in various functions over time. With reference to recent studies on the content of cooperation in strategic management, we developed five items to capture the essence.

Ying et al. (2016) used matched survey data from both the manufacturer (supplier) and the distributor (buyer) sides. The data collection consisted of three stages. First, they conducted unstructured personal interviews with 11 senior managers in order to develop an understanding of interpersonal ties and boundary-spanning interactions in the manufacturer- distributor relationships. Second, they developed paired questionnaires in English for both manufacturers and distributors. The English version was translated into Chinese and then back-translated into English, with recognition of the cross-cultural distinctions in the connotation of the equivalent constructs.

Finally, they began dyadic data collection with the distributors, and 900 nationwide distributors was provided by the Haier Group. After three rounds of reminders (by phone, by initial and follow-up emails, and in person), 314 questionnaires were returned, of which 251 were complete. The paired questionnaires were then sent to designated manufacturers that had been selected by the distributors, and 225 completed questionnaires were received from 251 manufacturers—an overall response rate of 25%.

信度与效度

Conflict resolution’ Cronbach α :0.88 ; Factor Loading>0.8; Rwg:0.91.

Cooperation’ Cronbach α :0.92 ; Factor Loading>0.7; Rwg:0.92.

量表

1.When conflict occurs, we exchange complete and accurate information with the supplier (buyer) in order to smooth over the problem.
2.When conflict occurs, persuasive attempts are used by either side, including ignoring the differences and emphasizing the common interests between the supplier (buyer).
3.When conflict occurs, both sides try their best to reach a joint solution to the problem.
4.We have established an effective team with the supplier (buyer).
5.Both sides send a number of technical and managerial personnel to the other side.
6.Information about products, technology, and market are transferred between us.
7.The supplier (buyer) can obtain relevant knowledge through visiting and observing our firm.
8.We conduct a certain amount of shared training for salespersons with the supplier (buyer).

下载WORD版问卷：文件:Err.doc

计分方法

外部代表角色量表总共8道题，可计算平均分或总分。

量表出处

Huang, Y., Luo, Y., Liu, Y., & Yang, Q. (2013). An investigation of interpersonal ties in interorganizational exchanges in emerging markets: a boundary-spanning perspective. Journal of Management, 109(4), 649-655.