商业CRO与制药客户的权力动态与信任战略

Power Dynamics and Trust Strategy between CROs and Their Pharmaceutical Clients

CRO和制药客户之间的供应商-采购商关系是现在组织理论研究中需要给予解释的领域。本文以中国商业性CRO为研究对象,采用案例研究的方法对此做了理论探索的工作。研究发现CRO和制药客户之间的关系是一种介于战略联盟和市场化合约之间的伙伴关系,两者之间的权力动态促使对信任的追求,并引发了CRO信任战略的采用。

The supplier-buyer relationship between CROs and their pharmaceutical clients is an unexplored area in organization theory.This paper tries to investigate the theoretical implication in this area by utilizing case research methodology.This paper finds that the relationship between CROs and their pharmaceutical clients are one kind of partner relationship that is a hybrid of strategic alliance and market-based contractual relationship.The power dynamics between CROs and their pharmaceutical clients leads to the pursuit of trust and stimulates the application of trust strategy by CROs.