【作者】 王艳霞；

【导师】 Michel Clement；

【作者基本信息】 复旦大学 ， 工商管理， 2008， 硕士

【摘要】 本文主要是通过案例分析来探讨中国汽车零部件供应商产生的关系价值驱动因素。通过Bensaou供应商管理模型和M(o|¨)ller&T(o|¨)rren(o|¨)n所提出的关系价值评估指标来分析中国供应商关系的特性,并指出关系价值产生能力对供应商与采购方关系成功与否起着关键性的作用。从相关人员对案例中供应商的关系价值产生的原因的评价,得出了从管理结构,人员管理,共同的企业目标,相关设备的指标,以此出发判断潜在供应商产生关系价值的能力。这些判断指标也可以用于在某种关系种类下为供应商如何改善关系附加值提供参考。从中国特有的市场角度出发,提出除了M(o|¨)ller&T(o|¨)rren(o|¨)n提供的关系价值指标之外,组织结构相似程度,供应商对于价格的承诺,以及创造关系价值之后的奖励系统对关系价值产生有着重要影响。由于在中国越来越多的生产厂家将非核心价值外包,供应商关系的质量对于生产厂家的竞争力也越来越重要,尤其是在汽车行业这样一个供应链非常复杂的行业。当中国汽车零部件供应商越来越难于进行直接价值竞争,附加价值的作用也就明显化了。中国企业非常注重关系价值,但是由于缺乏经验,在国际竞争环境下其关系价值产生能力缺少有效的途径去提供。本文中的案例提供了一个通过对于关系价值产生能力的投资成功的从一个小型新兴企业稳定成长成国际OEM供应商的经验。更多还原

【Abstract】 More attentions have been put on the relational value in the value chain creation, but the empirical study under the Chinese context is little, and no indicators are provided to check the relational capability of a potential supplier. The paper analyzes the specific characteristics of China automotive supplier in relational value creation through a case study based on Bensoau’s supplier profile management and Moller & Torrenon’s value creation indicators.The relational value creation capability of a Chinese supplier has great impact on the success of the business relationship. It is important to manage the supplier profile with the relational value providing capability. Chinese supplier is more likely to invest in relational value creation, because quick developments of the market involving more uncertainty, because of limitation in capital and technique, and also because most of them are unawareness of obstacles in relational value creation.Interviews were used to give a completed picture of the relationship and the reasons behind from different sides and different function personnel.Finally, the paper proposes the potential indicators for purchasing manager to identify the relational added-value capability of a potential supplier in China before relationship starts. And they also can be used as a reference for Chinese automotive suppliers to improve their relational value.Findings: 1) Strong commitment on the price could be an additional relational value of Chinese suppliers towards the buyers, besides the value creators mentioned by Moller and Torrenon. 2) More organizational similarities between two parties lead to higher relational value that could be developed. 3) For further development of the exporting ascendency, the relation-oriented organization and rewarding system are important to the relational value creation.更多还原