| In China, the enterprise who wants to take the horizontal integration will face thedifficulty to choose and cultivate branch executives, don’t know much about the relationshipbetween personal traits and Integration performance. The theory and practice have shown thatthe social capital and business ability are important to Horizontal Integration performance.But in reality, different people may have different social capital and business ability. So, howto correctly understanding these relationship are very important. When research Chineseenterprises’ market behavior, we have to considering institutional distance. Among all thegeographical areas in China there are significant institutional distances, when the enterpriseenter markets with different institutional distances, the relationship between personal trait andIntegration performance will change. This article tries to explain the above managementissues, according to the senior management team theory, social relations theory.Through guidance the business ability theory, we put forward two kinds of abilities,communication and marketing ability. Combination of social capital and integrateperformance reviews, we summary the concept model. And we think that the performance ofhorizontal integration should have two parts, the direct branch organization performance andindirect synergies. Through the logic derivation, we find the relations between the variables,and put forward the assumptions and theory model. In this paper, we use questionnaire tocollect data to verify the theory hypothesis. Based on the reliability and validity of samplescan be assured, no multicollinearity, we use multiple regression analysis to verify hypothesis.The main conclusions of this paper are:(1) the social capital of branch executive can helpbranch to achieve better organizational performance and synergistic. Once the institutionaldistance is huge, social capital can help to obtain external legitimacy, therefore, the effect toorganizational performance and synergistic is the largest.(2)the branch executive’scommunication ability has a promoting effect on enterprise overall synergies. Once theinstitutional distance is small, communication skills can get higher internal legitimacy,promote to generate synergies.(3) the branch executive’s marketing ability has a promotingeffect on organization performance of branch.(45) the performance of horizontal integrationshould include direct branch organization performance and indirect synergies. Previousstudies focus on the performance of single organization, but this study thinks the measure ofthe performance of horizontal integration, we should take enough attention to the synergistic. |
