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与国际客户构建战略性合作关系是本土代工企业的升级战略之一。基于资源依赖理论,从组织间相互依赖的微观角度探索代工企业与国际品牌客户关系持续的影响机制。通过问卷调查和二项选择模型分析,结果表明,代工企业通过拓展客户范畴提升选择空间、迂回提高非经济却长远的其他价值诉求、延伸价值服务链条、主动参与客户决策4种策略能够提高与国际品牌企业合作关系持续性。这些策略既是调节组织间力量失衡的过程,也是代工企业走出代工、实现升级的过程。
Building strategic cooperation with international clients is one of the upgrading strategies for local OEMs. Based on the theory of resource dependence, this paper explores the mechanism of the continuous influence of the relationship between OEMs and international brands based on the interdependence between organizations. Through the questionnaire survey and two choice model analysis, the results show that the foundry enterprises can improve their choices by expanding the scope of customers, bypassing other non-economic long-term value demands, extending the value chain and taking part in customer decision-making, International brand business continuity of cooperation. These tactics are not only the process of adjusting the imbalance of power among the organizations, but also the process of OEMs going out of OEM and upgrading.