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標題: 以關係觀點探討客戶合作穩定性:以全球最大家用縫紉機代工廠商為例
Exploring Cooperation Stability on the Relationship View:A Case Study of the World's Largest Supplier of Household Sewing Machines
作者: Wan-Chen Liu
關鍵字: cooperation stability;the relational view;the alliance life cycle;supply chain networks;合作穩定性;關係觀點;合作生命週期;供應鏈網絡
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This research used the cooperative relationship to explore cooperation stability. Our subjects transcended the previous horizontal collaboration of stability to a vertical field of supply chain discussing the cooperative relationship with suppliers and customers. We strived to find a framework
binding vertical partnerships and cooperation stability. We used the relational view fore theoretical perspectives, the relation-specific assets,knowledge-sharing routines, complementary capabilities, and effective governance additionally coupling with competitors as our research structure. Then we used the alliance life cycle to explore the phased practice to find antecedents of the cooperation stability of supply chain.

To understand the impact factors of cooperative stability in the vertical supply chain, we used the case study method and identified the world's largest supplier of household sewing machines as focal firm, then selected seven worldwide customers as interviewers to collect data by triangulation. After interviews, empirical results show that:(1) the specific skill related to product performance, economies of scale in the volume of exchange, and the length of the safeguard to against opportunism in the relation-specific assets perspectives; (2) market information transfer, customers' suggestions or idea, and know-how transfer in knowledge-sharing routines perspectives; (3) the inputs and outputs of complementary capabilities related to product development and raising the status of network positions in complementary capabilities perspectives; (4) informal
self-enforcing safeguards in the effective governance perspectives; have positive effects to the cooperation stability. Above these, we proposed propositions.

Since most of the focal firm customers are world-class sewing machine brand owners around the world, so we selected throughout the United States, Argentina, Switzerland, Germany, Iran, Russia, and Japan. In view of the above, this study is a global and indicative case study. The cooperative issue in our cases is just the status of the industry in different regions, and a similar situation is likely to continue to spread across a variety of industries. This study integrated, analyzed, and summarized the focal firm's global cooperative data, then used empirical way to identify
objective antecedents to promote stability of the supply chain and proposed suggestions for future research as well as for managerial practice.

Keywords:cooperation stability、the relational view、the alliance life cycle、supply chain networks


為了解垂直供應鏈合作穩定性的影響因子,本研究採個案研究法,以產量世界第一家用縫紉機製造商為焦點廠商,針對焦點廠商與其挑選出的全球七家合作客戶進行三角驗證方法的資料訪談蒐集。經過確實的訪談進行資料蒐集,實證結果發現:(1) 專屬關係資產中與產品表現相關的專屬技術、交易量具有規模經濟及防衛投機主義期間長,(2) 知識分享歷程中的市場資訊移轉、客戶提供意見及 know-how 移轉,(3) 互補性能力中的與產品發展相關的互補性能力投入與產出、提升網絡地位及售後服務,(4) 有效治理中非正式的自我防衛機制,對促進合作穩定性皆有正向影響,由此提出本研究命題。


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