Abstract: Drawing from the social exchange theory,we discusses how buyer-driven knowledge transfer activities affect supplier attitudes toward co-innovation. We test our theoretical assumptions by applying hierarchical regression analysis to survey response data from 304 suppliers in Chinese automotive industry. The results show that (1) buyer-driven knowledge transfer activities influence supplier attitudes toward co-innovation positively; (2) preferred customer status fully mediates the relationship between buyer-driven knowledge transfer activities and supplier attitudes toward co-innovation; (3) supplier’s perceived knowledge value plays a moderating role in the relationship between buyer-driven knowledge transfer activities and preferred customer status as well as the relationship between buyer-driven knowledge transfer activities and supplier attitudes toward co-innovation. This study reveals the process that how buyer-driven knowledge transfer activities motivate supplier attitudes toward co-innovation. Accordingly, the results provide guidance to buyers as how they may occupy more key resources from supplier.

摘要： 基于社会交换理论，探讨买方驱动的知识转移活动如何影响供应商合作创新态度。利用问卷调查方法，以304家汽车行业本土供应商企业的经验数据为样本，运用SPSS19.0分析工具进行层次回归分析，对理论假设进行实证研究。结果表明：（1）买方驱动的知识转移活动对供应商合作创新态度有促进作用；（2）优先客户地位在买方驱动的知识转移活动和供应商合作创新态度的关系中具有完全中介作用；（3）供应商感知的知识价值在买方驱动的知识转移活动和优先客户地位、供应商合作创新态度间均发挥调节作用。研究结果揭示了买方驱动的知识转移活动激发供应商合作创新态度的过程，对买方争夺供应商资源有一定的启示作用。