An Empirical Research Of The Relationship Of Interaction Orientation,Furniture Manufacturing Enterprises' Customization Capabilities And Business Performance

Furniture manufacturing plays an important decisive role in China's forest product industry.Customization is the inevitable direction of Chinese furniture development so it has research significance on how to develop custom-made furniture and promote enterprises'operational performance.The win-win concept of customers' victory,cooperative partners'victory and their own victory is more stressed in the present era.The profit of multiple parties is the essence of corporate profits.How furniture manufacturing enterprises interact with customers from the perspective of organizational marketing(B2B),turn the market information to the enterprise's internal and unique resources timely,improve enterprise's customization capabilities and enterprise performance,realizing the multiple parties' value becomes very necessary.Under the market orientation of buyers,every interaction between suppliers(manufacturers)and organizational customers(dealers)in the market organization is also a learning opportunity for the furniture manufacturing enterprises.Particularly,under the circumstance of changeable external environment,enterprises can gain and absorb external knowledge to transform and utilize internal knowledge through dynamic process of organizational learning to change an internally interactive thinking mode of enterprises,promoting customization ability,reducing uncertainties in product development and improving enterprise operating performance as a whole.In this paper,Chinese custom-made intention and custom-made behavior furniture enterprises are regarded as research objects.The theory of value co-creation,theory of interorganizational relationships,theory of mass customization,theory of interaction orientation and theory of resource-based view are as the analysis tool.Combined with custom-made furniture manufacturing enterprises in our country and the present situation of interacting with customer,build the interaction orientation,customization capabilities,business performance and market environment conceptual model,and put forward the relevantassumptions.Questionnaire data based on furniture sales enterprise is used to an empirical study.Moreover,a principal component analysis measurement is utilized to measure roles of each question on the corresponding dimension.Based on the above research,a structural equation model is applied to discuss mutual influences between dimensions and categories.It is to reveal the factors in different conditions,how furniture suppliers interact with customers affect the enterprise customization capabilities and the process mechanism of enterprise performance.The interaction orientation of Chinese furniture enterprises and their relationship with enterprise performance are analyzed based on the research perspective of interaction orientation through the empirical study and proposed hypothesis.Moreover,influences of interaction orientation on furniture customization capabilities and a path relationship under the influences of market environment are studied and analyzed,hoping to provide references for Chinese custom-made furniture enterprises.The research results indicate that:Firstly,interaction orientation has influence on enterprise performance indirectly through the customization capabilities.From the perspective of internal enterprise performance,interaction orientation changes enterprise profit performance by impacting relational performance indirectly.Interaction orientation has the smaller direct influences on profit performance.Secondly,influences of market environment on enterprise performance are realized by affecting interaction orientation and customization capabilities indirectly.Thirdly,the contextual performance plays a more important role than profit performance in enterprise performance.Fourthly,the competitive strength plays a more important role than market fluctuation.The agile development and process re-engineering on the customization capabilities plays a more important role than the modular design.The customer concept plays a more important role than interaction authority and value management.Therefore,the Chinese furniture manufacturer can improve the customization capabilities of furniture enterprises through interaction with dealers and promote operational performance of furniture enterprises in China by improving positive influences of the related customer performance and profit performance of customers.From the perspective of existing domestic and foreign studies,there is no relevant empirical study in current years.Therefore,research achievements can not only contribute to enriching relevant theories,but also guide practice of Chinese custom-made furniture enterprises.The main contributions of the research mainly include:Firstly,it introduces the promotion of furniture manufacturing enterprises' customization capabilities by regarding interaction orientation as the marketing strategy implementation,proposes and checks furniture manufacturing enterprises' promotion of customization capabilities and a conceptual model between enterprise performance relations based on interaction orientation.Secondly,it analyzes the relationship between interaction orientation and furniture enterprise performance,function mechanism of interaction orientation on custom-made furniture enterprise performance and conducts an empirical test.Thirdly,it builds a theoretical analytic model of the relationship based on interaction orientation,furniture customization capabilities,enterprise performance and market environment,and then conducts an empirical test.Fourthly,it compares and evaluates important ranking of dimensions and factors.Fifthly,it puts forward the related proposal and strategy with specific aims.The above-mentioned research achievements fill up the research blankness about interaction orientation,enterprise ability and enterprise performance in academic and business circles to some extent.These research achievements enrich original co-creating values,B2B marketing,interaction orientation and resource-based theories,etc.,and also enlighten the enterprises' management practice.