CAJ | 학술논문

当前中国种子产业链利益分配中存在一个奇怪的现象,具体表现为代理商所获份额明显高于资金、技术等资源占优的种子公司（供应商）,这一现象一直是学界和业界关注的焦点,但至今没有找到满意的解释。本研究基于对湖北、安徽和江西等省30个县（市）440家油菜和水稻种子代理商调查的数据,实证分析主供应商资源对代理商依赖的影响,并检验代理商商业社会资本的调节效应,力图解释前述种业利益分配中的奇怪机制。研究结果表明：主供应商资源对代理商依赖具有显著的正向影响;但代理商与其他供应商的关系以及与同级代理商的关系显著负向调节了这一资源依赖关系。分析结果在一定程度上解释了种业利益分配中的奇怪现象。
당전중국충자산업련이익분배중존재일개기괴적현상,구체표현위대리상소획빈액명현고우자금、기술등자원점우적충자공사（공응상）,저일현상일직시학계화업계관주적초점,단지금몰유조도만의적해석。본연구기우대호북、안휘화강서등성30개현（시）440가유채화수도충자대리상조사적수거,실증분석주공응상자원대대리상의뢰적영향,병검험대리상상업사회자본적조절효응,력도해석전술충업이익분배중적기괴궤제。연구결과표명：주공응상자원대대리상의뢰구유현저적정향영향;단대리상여기타공응상적관계이급여동급대리상적관계현저부향조절료저일자원의뢰관계。분석결과재일정정도상해석료충업이익분배중적기괴현상。
There is a strange phenomenon of benefit allocation in China＇s seed industry chain right now. Specifically,the gross margin received by seed agents is far more than that received by seed companies（ i. e. suppliers） that have rich resources. This phenomenon attracts the attention of academia and business professionals. We define resources as the material elements owned by seed supplier,such as physical and human resources,brands,reputation,etc. These resources can bring direct and indirect benefit to the industry and have commercial value for seed agents. We analyze the impact of the main supplier＇s resources on agent＇s dependence,and examine the regulating effect of business social capital on 440 canola and rice seed agents from 30 counties in Hubei,Anhui,and Jiangxi provinces. We attribute the mechanism of benefit allocation to the impact of business social capital on resource dependence between the seed supplier and the seed agent.The result indicates that resources of the main supplier have a positive impact on the dependence of the agent,which complies with the Resource Dependence Theory. However,the impact is regulated negatively by the agent＇s relationships with other suppliers and agents. This regulating effect makes the agent＇s dependence much lower than it would otherwise be. Additionally,the seed companies are too small and weak to construct channels by themselves. Thus,the success of the seed companies depends on seed agents for selling seeds. The above-mentioned factors generate the asymmetry of dependence between the seed supplier and agent. In another word,the supplier＇s dependence on the agent is stronger than that of the agent on the supplier. This analysis seeks to explain why benefit allocation seems strange to a certain extent.It＇s worth noticing that the impact of supplier＇s resources on agent＇s dependence is not significantly related to the agent＇s relationships with the dealers. On one hand,if the agent has good relationships with dealers,the downstream marketing networks runs well,which can lead to more dependence on suppliers. On the other hand,the relationships with dealers are valuable resources,which can be seen as a bargain chip by the agent when negotiating with suppliers. The degree of dependence on suppliers is decreased.This research offers insights into the business operation of seed suppliers and agents. For seed suppliers,it is profitable to accumulate more channel resources because these resources have a positive influence on agents＇ dependence. However,in terms of seed agents,seed suppliers should develop more business social capital in order to decrease their dependence,which is derived from demand for the supplier＇s resources. This paper reveals some problems in the development of the China seed industry to a certain degree. Why is the seed agent＇s dependence derived from the need for main supplier＇s resources,weakened by its relationships with other suppliers？Products and services offered by different suppliers are homogeneous and substitutable according to resource-based view. Seed suppliers have not really built core competitiveness in China. Therefore,the government should guide seed suppliers into merging,reshuffling,positioning,and cultivating core competitiveness,as well as promote the healthy development of the seed industry in China.