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Yi Liu
Shanghai Jiao Tong University
63Publications
28H-index
2,694Citations
Publications 65
Newest
#1Yuan Li (Xi'an Jiaotong University)H-Index: 34
#2Chen Li (Xi'an Jiaotong University)
Last.Heng Liu (Xi'an Jiaotong University)H-Index: 6
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#1Hui Li (Xi'an Jiaotong University)
#2Chen Li (Xi'an Jiaotong University)
Last.Heng Liu (Xi'an Jiaotong University)H-Index: 6
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Source
#1Yi Liu (SJTU: Shanghai Jiao Tong University)H-Index: 28
#2Xue Li (SJTU: Shanghai Jiao Tong University)
Last.Maggie Chuoyan Dong (UNSW: University of New South Wales)H-Index: 8
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The purpose of this study is to investigate how does key accounts managers’ (KAMs’) customer orientation affect customers’ repurchase intention and how do tie strength and structural holes in KAMs’ client networks moderate these linkages.,Paired data of 208 dyadic relationships between KAMs and customers in several Chinese industries are subjected to multiple linear regression analyses.,KAMs’ functional customer orientation can directly increase customers’ repurchase intention, whereas relationa...
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#1Yi Liu (SJTU: Shanghai Jiao Tong University)H-Index: 28
#2Wenqian Li (SISU: Shanghai International Studies University)
Last.Yuan Li (Tongji University)H-Index: 1
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Drawing on the strategic management and organizational ambidexterity literature, this study develops an ambidexterity perspective on firms’ hybrid strategies that emphasizes both low-cost and CSR-based differentiations (i.e., hybrids of low cost and CSR strategies), and distinguishes between the balance and combined dimensions of hybrid strategies to investigate their differential influence on firm performance. By taking a contingency perspective, this study further identifies competitive intens...
Source
#1Qian Yang (NPU: Northwestern Polytechnical University)H-Index: 1
#2Yi Liu (SJTU: Shanghai Jiao Tong University)H-Index: 28
Last.Yuan Li (Tongji University)H-Index: 1
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Purpose This paper aims to investigate how a Chinese firm’s strategic orientation impact its knowledge acquisition from its foreign alliance partners through governance mechanisms used in the Sino-foreign alliance partnership. Design/methodology/approach This research first proposes an integrated model which links a firm’s strategic orientations (entrepreneurial and market orientations), governance mechanism (contract and trust controls), and its knowledge acquisition together. Then, this resear...
1 CitationsSource
#1Songyue Zheng (Chongqing Technology and Business University)H-Index: 1
#2Yi Liu (SJTU: Shanghai Jiao Tong University)H-Index: 28
Last.Liang Wang (China Europe International Business School)H-Index: 1
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This study explores the conjunct roles of a series of formal and informal control mechanisms exerted, respectively, by client and vendor in offshore-outsourced project performance. Using a sample of 203 offshore projects executed by vendors in China, the results indicate that client process control enhances (or complements) the effect of vendor outcome control, yet impairs (or substitutes) the effect of vendor process control. Conversely, client outcome control enhances (or complements) the effe...
5 CitationsSource
#1Yi Liu (SJTU: Shanghai Jiao Tong University)H-Index: 28
#2Ying Huang (University of Massachusetts Lowell)H-Index: 11
Last.Hua Fan (SJTU: Shanghai Jiao Tong University)H-Index: 1
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Abstract Building on the adaptive application of influence tactics, this study explores the contingent nature of influence tactics in buyer-seller exchanges. Specifically, we examine the differential effectiveness of various influence tactics (i.e., promises, threats, recommendations, information exchange, ingratiation, and inspirational appeals) used by key account managers in driving sales performance under social (i.e., trust) and economic (i.e., switching costs) relational condition. We test...
5 CitationsSource
#1Yi Liu (SJTU: Shanghai Jiao Tong University)H-Index: 28
#2Yonghai Liao (SJTU: Shanghai Jiao Tong University)H-Index: 1
Last.Yuan Li (SJTU: Shanghai Jiao Tong University)H-Index: 34
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How to resolve the dilemma of ambidexterity, or simultaneous alignment and adaption, is a vital issue in the operational field. Based on the resource management model, we argue that capability configurations could work as effective strategies for leveraging the potential of capabilities and benefit the pursuit of contradictory ambidexterity. This study explores how complementary and balance configurations of technological and marketing capabilities influence alignment and adaption and improve fi...
2 CitationsSource
#1Yi Liu (SJTU: Shanghai Jiao Tong University)H-Index: 28
#2Yao Li (Tianjin University of Technology)H-Index: 1
Last.Ting Liu (SHU: Shanghai University)H-Index: 1
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Abstract Transferring a quantity of credible knowledge is a key competitive advantage for vertical relationships in an emerging economy. Distinct from extant research focused on the relational performance of and opportunism in channel relationships or knowledge transfer in horizontal alliances, this study investigates knowledge transfer in vertical relationships and considers how transactional and relational mechanisms differentially affect knowledge transfer quantity and credibility. Hierarchic...
17 CitationsSource
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