The impact of outcome-based control for retail buyers on organizational performance

• We investigate the management of retail buyer under an outcome-based control.
• Retail buyers engage in cooperation mediated through relationship continuity.
• Cooperation increases both strategic and financial performance in retailing.
• We argue the significance of forming a clan-like system in organization.

Chinese abstract产出基础控制对零售买家在组织绩效的影响本研究旨在解决零售买家管理过程中所产生的问题。当零售商是透过产出基础控制来管理买家时，我们考虑对供应商关系管理以及组织绩效产生的影响。为了确定我们提出的研究模型所显示的趋向，本次研究将对日本零售公司的销售部门主管展开一项调查访问。 从结构方程模式分析所得的结果显示，产出基础控制透过关系持续的中心和媒介作用鼓励和供应商的合作，而且对零售商来说这种合作另组织绩效收获更大的成果。调查结果提出了这样的疑问，当根据产出来管理以结果为导向的买家时，形成家族系统的意义在何处.

This study addresses issues arising in the management of retail buyers. We consider the impact on supplier relationship management and organizational performance when retailers manage buyers based on an outcome-based control. To confirm the trends indicated in our proposed research model, this study conducts a survey of merchandising division heads at Japanese retail companies. The results from structural equation modeling analysis reveal that outcome-based control, through the central, mediating role of relationship continuity, encourages cooperation with suppliers, and this cooperation yields greater organizational performance for retailers. The findings raise questions as to the significance of forming a clan-like system when managing results-oriented buyers on an outcome basis.