Pie-Expansion Efforts: Collaboration Processes in Buyer–Supplier Relationships
Pie-Expansion Efforts: Collaboration Processes in Buyer–Supplier Relationships
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DOI：
10.1177/002224379903600405
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发表时间：
1999-11
影响因子：
6.1
通讯作者：
Sandy D. Jap
中科院分区：
文献类型：
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作者：
Sandy D. Jap
商业媒体创造了“馅饼扩张”一词，指的是买方和供应商之间创造互利战略成果的合作过程。在这项研究中，作者对这一过程进行了解释，假设这些结果是通过跨组织边界和专门投资的协调努力来实现的。作者调查了各种环境，组织间和人际条件在这一过程中的促进作用。对220多个买方和供应商进行的纵向调查结果表明，协作过程是值得的，协调努力和投资会提高利润表现，并随着时间的推移实现竞争优势。环境动态和需求促使供应商与买方形成合作交流，并促进二元体创造特殊投资的意愿。目标一致性和人际信任促进协调努力，互补能力促进努力和投资。
The business press has coined the term “pie expansion” to refer to the collaborative process of creating mutually beneficial strategic outcomes between buyers and suppliers. In this research, the author provides an explanation of this process, hypothesizing that such outcomes are achieved through the use of coordination efforts across organizational boundaries and specialized investments. The author investigates the facilitating roles of various environmental, interorganizational, and interpersonal conditions in this process. The results of a longitudinal survey of more than 220 buyers and suppliers indicate that the collaboration process is worthwhile, with coordination efforts and investments leading to enhanced profit performance and the realization of competitive advantages over time. Environmental dynamism and demand motivate suppliers to form collaborative exchanges with buyers and facilitate the dyad's willingness to create idiosyncratic investments. Goal congruence and interpersonal trust facilitate coordination effort, and complementary capabilities facilitate both effort and investments.