代工企业和国际品牌客户相互依赖性的实证研究

Interdependence and Relationship Persistence between Subcontractors and International Brand Firms:An Empirical Study Based on Resource Dependence Theory

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。

To form strategic cooperation relationship with international brand firms is one of main upgrading strategies for local subcontractors. The relationships between remaining subcontractors and international brand firms have become polarized, continuing alliance with prominent international firms or retreating to alliance with less powerful buyers. Based on Resource dependence theory, this present study tries to examine the mechanism of how subcontractors can safeguard the alliance with international brand firms. To test the arguments, field survey data and binary logistic model are used and the result shows that there are four strategies for subcontractors to enhance relationship survival with international partners, which are expanding customer scope, resorting to non-profit value cap- ture, extending value chains and taking part in decision making with partners. The four strategies are not only the process of adjusting power imbalance, but also the process of upgrading for subcontrac- tors.