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Customer Concentration, Managerial Ability, and Corporate Performance.

Guanghui Jin1, Qingjuan Jiang1, Xiaolin Liu1

  • 1School of Management, Lanzhou University, Lanzhou, China.

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Summary
This summary is machine-generated.

Managerial ability mitigates the negative impact of customer concentration on corporate performance. Competent managers improve operating ability, customer selection, and R&D investment sensitivity, benefiting firms facing concentrated customers.

Keywords:
corporate performancecustomer concentrationcustomer-specific investmentmanager heterogeneitymanagerial abilitysupplier–customer relationship

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Area of Science:

  • Business and Management
  • Corporate Finance
  • Strategic Management

Background:

  • Customer concentration poses risks to corporate performance.
  • Managerial ability's role in mitigating these risks is not fully understood.
  • Understanding this relationship is crucial for firms with concentrated customer bases.

Purpose of the Study:

  • To investigate how managerial ability influences the relationship between customer concentration and corporate performance.
  • To identify the mechanisms through which managerial ability exerts its effect.
  • To provide insights for firms managing customer concentration.

Main Methods:

  • Development of a novel measure for managerial ability.
  • Analysis of the moderating effect of managerial ability on customer concentration and corporate performance.
  • Subsample analysis based on asset utilization efficiency and gross margin.
  • Robustness checks and endogeneity tests.
  • Examination of mediating mechanisms like operating ability and R&D investment sensitivity.

Main Results:

  • Customer concentration negatively impacts corporate performance.
  • Managerial ability significantly mitigates this negative effect.
  • The negative effect is pronounced in firms with low managerial ability and asset utilization efficiency.
  • Managerial ability's moderating effect is consistent across different asset utilization levels and stronger in firms with lower gross margins.

Conclusions:

  • Managerial ability is a critical factor in navigating the challenges of customer concentration.
  • Competent managers enhance firm performance by optimizing operations, strategic customer selection, and R&D investment.
  • The heterogeneity of managerial ability significantly influences supplier-customer dynamics in concentrated markets.