A THESIS FOR THE DEGREE OF MASTER OF BUSINESS ADMINISTRATION GRADUATE INSTITUTE OF PUBLISHING ORGANIZATIONS MANAGEMENT NAN HUA UNIVERSITY INVESTIGATION ON THE RELATIONSHIP DEVELOPMENT BETWEEN THE INDEPENDENT CONTRACTORS AND OUTSOURCING BUSINESSMEN IN THE BOOK PUBLISHING INDUSTRY ADVISOR : Ph.D. Wahn, Rurng Shueei GRADUATE STUDENT : Chang, Yin-Long
1. i
Title of ThesisINVESTIGATION ON THE RELATIONSHIP DEVELOPMENT BETWEEN THE INDEPENDENT CONTRACTORS AND OUTSOURCING BUSINESSMEN IN THE BOOK PUBLISHING INDUSTRY Name of InstituteGraduate Institute of Publishing Organizations Management, Nan Hua University Graduate datejune 2005 Degree ConferredM.B.A. Name of studentyin-long Chang AdvisorPh.D. Wahn, Rurng Shueei Abstract This thesis mainly investigates the relationship development between the independent contractors and outsourcing businessmen in the book publishing industry, which points at the observation structure to develop the propositions. It directly gets the practical experiences of the independent contractors and the outsourcing businessmen in the book publishing industry to proceed to study the propositions. The results of this studies are containing the following four pointsfirstly, the cooperation relationship between and the independent contractors and the outsourcing businessmen in the book publishing industry contains fundamental economic and social expectation and demand. Secondly, the cooperation relationship between the independent contractors and the outsourcing businessmen in the book publishing industry contains development of multiple aspects, such as growth, retrogression, stagnancy, ending etc. Thirdly, the relationship variables have different degrees of functions on the development of the cooperation relationship between the independent contractors and the outsourcing businessmen in the book publishing industry. Four, the different stages of the relationship variables have significantly deviated degrees of functions on the cooperation relationship between the independent contractors and the outsourcing businessmen in the book publishing industry. This study discovers four main types of the development relationship between the independent contractors and the outsourcing businessmen in the book publishing industry, which are formed through interaction of the interfaces of time and real space.1. Pure trade relationship. 2. Continuous trade relationship. 3. Strategic cooperation relationship. 4.Partnership cooperation relationship. Key WordsCooperation Relationship, Independent Contractor, Relationship Quality, Relationship Variable ii
i ii iii v vi 1 1.1 1 1.2 2 1.3 4 5 2.1 5 2.1.1 5 2.1.2 5 2.1.3 8 2.1.4 10 2.1.5 11 2.2 12 2.2.1 12 2.2.2 12 2.2.3 16 2.3 16 2.3.1 16 2.3.2 19 2.3.3 23 2.3.4 25 2.4 26 2.4.1 26 2.4.2 32 2.4.3 33 iii
34 3.1 34 3.1.1 36 3.1.2 37 3.2 41 3.2.1 41 3.2.2 42 3.3 44 3.3.1 44 3.3.2 45 3.3.3 49 3.3.4 50 51 4.1 51 4.1.1 51 4.1.2 53 4.1.3 55 4.2 56 4.2.1 56 4.2.2 60 4.2.3 62 4.2.4 64 4.3 66 4.3.1 66 4.3.2 72 4.3.3 74 4.4 74 4.4.1 75 4.4.2 76 4.4.3 78 4.4.4 79 iv
4.4.5 79 4.5 80 4.5.1 80 4.5.2 83 4.5.3 85 4.5.4 86 4.5.5 87 89 5.1 89 5.2 92 5.3 93 95 103 289 291 v
vi 2.1.1 5 2.1.2 6 2.1.3 9 2.3.1 24 2.3.2 25 2.4.1 28 3.1.1 38 3.3.1 44 3.3.2 45 3.3.3 46 3.3.4 47 4.1.1 56 4.2.1 65 4.3.1 68 4.3.2 72 4.4.1 75 4.4.2 76 4.4.3 77 4.4.4 78 4.5.1 82
2.1.1 2.3.1 9 21 3.1.1 36 4.5.1 86 vii
1.1 2003 2002 4 1247 503 10 350 69.6% 11 50 112 22.3% 51 100 17 (3.4% 101 20 4.0% 10 34 ( 2.1 1995 2003 4777 7538 9 2761 58% 21304 26096 23% 26084 39138 50% 9 58% 50% 23% ( 2.2 9 - - SOHO Handy1998 1
SOHO Handy SOHO 1.2 (1) 2
(2) (3) (4) (1) (2) (3) 3
1.3 (1) 15 (2) (3) (4) 3.2 4
2.1. 2.1.1 2003 2002 4 1247 10 34 2.1.1 1995 2003 4777 7538 9 2761 58% 21304 26096 23% 26084 39138 50% 9 58% 50% 23% 2.1.1 1995 26084 4777 21.304 570 1999 30871 6806 22.091 513 2003 39138 7538 26.096 580 199519992002 20022003 2.1.2 SOHO SOHO 5
SOHO 89 2.1.2 SOHO 1SOHO 2 3 SOHO 1-10 1 SOHO 2.1.2. SOHO SOHO 1-10 1 1. SOHO 10 1. 2. SOHO 2 3. SOHO 4. SOHO 1. SOHO 6
1. 2. SOHO 3. SOHO 2. 4 SOHO 3. Zimmermann & Gowan1999 self-employed Kalleberg2000 Rainbird1991 McGregor & Sproull1991 SOHO 1997 SOHO 89 7
SOHO SOHO 2.1.3 2002 1. 2. 3. 8
/ / / 2.1.1. 89 SOHO SOHO 2.1.3 2.1.3. 9
1 2 3 4-1 - 2 2002-33.7% 9-2.1.4 10
2001 89 2.1.5 1.1995 2003 9 58% 50% 23% 2.SOHO SOHO 1-10 1 SOHO 11
3. 9-4. 2.2 2.2.1 SOHO Kalleberg, 2000 2-2 1-10 SOHO 1 SOHO Aldrich1979 (Oliver, 1990) 2.2.2 12
Asanuma, 1994 Hoffmann & Schaper-Rinkel, 2001 Ring & Van de Ven, 1994Murnighan (1994) Rodriguez & Wilson, 2002 1. Williamson, 1975 Williamson, 1975 13
(Williamson, 1991) 87 Ring Van de Ven(1992) Parkhe(1993) Gulati and Singh, 1998 Jones,et al., 1997) 1. 2. 3. 2. Gulati, 1995Eisenhardt & Schoonhoven, 1996Spekman,et al., 1998Wiersema, 1999Tsai, 2000 14
Eisenhardt & Schoonhoven, 1996 Eisenhardt & Schoonhoven, 1996 Spekman,et al., 1998 Spekman,et al., 1998 Gulati, 1995 Wiersema1999 Gulati, 1995 Tsai, 2000 1. 2. 3. 15
2.2.3 1. SOHO Kalleberg, 2000 89 2-2 Aldrich, 1979 (Oliver, 1990) 2. 2.3 Asanuma, 1994 Contractor & Lorange, 1988Rodriguez & Wilson2002 2.3.1 16
Spekman, Forbes Isabella & MacAvoy, 1998 Eckert(1999 1. (Non-strategic Transactions) 2. (Administered Relationship) 3. (Contractual Relationship) 4. (Specialty Contractual Relationship) 5. (Partnership) 6. (Joint Venture) 7. (Strategic Alliance) 17
Eckert(1999 Kanter(1994) 1. 2. 3. Kanter(1994) Contractor & Lorange(1988) 1. 2. Cannon & Perreault (1999) 1. 18
2. 3. 4. 5. Cannon & Perreault (1999) Lambert & Gardner (1996) 1. 2. 3. Lambertand Gardner (1996) Contractor & Lorange1988Lewis1990Cavinato1991 Pilling & Zhang1992Kanter1994Groves & Valsamakis1998Eckertet al. 19
1999Whipple & Frankel2000 2.3.2 Steensrna & Corley(2000) Ring & Van de Ven (1994) (Jap & Ganesan, 2000) Gulati1998 (87) Wilson1995 1. 2. 3. 20
4. 5. Wilson1995Gulati1998 (1998) Wilson1995 Dwyer, Schurr & Oh1987 ( 2.3.1) 2.3.1 Dwyer,Schurr & Oh1987 1. 21
2. (1). (2). (3). (4). (5). 3. 4. 5. 22
Dwyer, Schurr & Oh1987 Dwyer, Schurr & Oh, 1987Wilson, 1995Klepper, 1995Gulati, 1998 87 2.3.3 (Ring & Van de Ven,1992Gulati & Singh, 1998) 90 Burt1992 88 Dwyer, Schurr & Oh (1987) Ring & Van de Ven (1992) 2.3.1. 23
24 2.3.1. 1. 2. 1. 2. 1. 2. 1. 2. 1. 2. 1. 2. 1. 2. 1. 2. 1. 2. 1. 2. 1. 2. 1. 2. 1. 2. Ring & Ven(1992)
Morgan & Hunt (1994) 2.3.2 Morgan & Hunt (1994) 2.3.2 (Dwyer, Schurr & Oh, 1987Ring & Van de Ven, 1992) 2.3.4 1. 25
2. 3. 2.4. Johnson, 1999 CrosbyEvans & Cowles(1990) (Smith, 1998) Burt, 1992 88 2.4.1 Klepper(1995) 26
Wilson1995 Dwyer, Schurr & Oh1987 Kern and Willcocks2000 Anderson & Narus (1990) Kumar (1995) Lee & Kim(1999) 2.4.1 27
2.4.1 Dwyer, F. R., Schurr, P. H., (1987) Anderson & Narus (1990) Crosby, et al. (1990) Kumar, et al. (1995) Gundlach, Achrol & Mentzer(1995) Wilson, D. T. 1995 Klepper(1995) Lee & Kim(1999) Garbarino & Johnson(1999) Kern and Willcocks 2000 ˇ ˇ ˇ ˇ ˇ ˇ ˇ ˇ ˇ ˇ ˇ ˇ ˇ ˇ ˇ ˇ ˇ ˇ ˇ ˇ ˇ ˇ ˇ ˇ ˇ ˇ ˇ ˇ ˇ ˇ ˇ ˇ ˇ ˇ ˇ ˇ ˇ ˇ ˇ ˇ ˇ ˇ ˇ ˇ ˇ ˇ ˇ ˇ ˇ ˇ ˇ ˇ ˇ ˇ ˇ ˇ ˇ 28
2.4.1 (1) Klepper(1995) Dwyer, Schurr & Oh1987 (2) Dwyer, Schurr & Oh, 1987 Wilson, 1995Kern & Willcocks, 2000 (3) Dwyer, Schurr & Oh, 1987 (Klepper,1995) (4) Beccerra & Gupta, 1999 Cullen,et al., 2000Sherman1992 Andaleeb, 1996Sivades & Dwyer, 2000 (5) 29
Ganesan, 1994 Morgan & Hunt, 1994 Mentzer, Min & Zacharia, 2000 (6) Oliver1996 Geyskcrs, Steenkamp & Kumar, 1999 Schul, Little & Pride, 1985Anderson & Narus1990 Frazier, Spekman & O'Neal, 1988 (7) (Axelrod, 1984York & Zychlirsti, 1996) Dwyer, Schurr & Oh, 1987 (8) Steensma & Corley2000 Finkelstein1997 Dwyer, Schurr & Oh, 1987 30
Mohr & Spekman, 1994Kern & Willcocks, 2000 (9) (Wilson, 1995) (Cannon & Perreault, 1999) (10) Kern & Willcocks, 2000 (Cannon & Perreault, 1999) (11) (Wilson, 1995) Kern & Willcocks, 2000 (12) Kern & Willcocks, 2000 (Wilson, 1995) Dwyer, Schurr & Oh, 1987 (13) (Wilson, 1995Kern & Willcocks, 2000)) 31
32 Kern & Willcocks, 2000 (Cannon & Perreault, 1999) 2.4.2 Burt, 1992 88 90 81 92
33 86 91 2.4.3 1. Johnson 1999 (Smith1998) 2.4.1 2.
3.1 1 10 SOHO 1 SOHO Kalleberg, 2000 89 Aldrich, 1979 90 Dwyer, Schurr & Oh, 1987Ring & Van de Ven, 1992 Morgan & Hunt, 1994Webster(1992) Stafford(1994) Dwyer, Schurr & Oh(1987) 34
Dwyer, Schurr & Oh, 1987 Wilson, 1995Gulati, 1998 87Kern & Willcocks, 2000 Williamson, 1991Ring & Van de Ven, 1992Parkhe, 1993 Jones et.al., 1997Gulati & Singh, 1998 Barney & Hansen, 1994Gulati, 1995Schoonhoven, 1996Eisenhardt & Schoonhoven, 1996Spekman, et al., 1998Candace & Wiersema, 1999Tsai, 2000 Contractor & Lorange, 1988Lewis, 1990Cavinato, 1991Pilling & Zhang, 1992Kanter, 1994 Groves & Valsamakis, 1998Eckert,et al., 1999Whipple & Frankel, 2000 (Rodriguez & Wilson, 2002) 35
3.1.1 3.1.1 36
37 3.1.2 2.4.1
3.2.1 3.1.1 ˇ ˇ ˇ ˇ ˇ ˇ ˇ ˇ ˇ ˇ ˇ ˇ ˇ ˇ ˇ ˇ ˇ ˇ ˇ ˇ 1. (1) 2.4.1 (2) 38
(3) (a) (b) (c) (d) (4) 39
(5) Sherman1992 Mohr Spekman1994 Berry & Parasuramen 1991 (6) (7) (a) (b) SchulLittle & Pride1985 Anderson & Narus1990 40
41 2. (1) (2) (a) (b) 3. 2. (1) 2-2
(Aldrich, 1979) (2) 3.2.2 42
(1) 12 9 (a) 9 9 (b) 12 (2) (a) (b) (c) 43
3.3. 3.3.1 - ( 3.2.1) 1-2 - 33.7% 2.1.3 9 33.7% - 44
3.3.1-3.3.2 ( ) ( ) 8 80 % 3 2 20 % 2 1 10 9 ( ) 71%( 2002) 6 ( ) ( ) ( ) (1) (2) - (3) 45
3.3.2 36 14 4 55 22 7 43 18 3 48 21 5 42 15 6 46 20 3 39 12 5 40 14 9 45 20 4 40 13 4 46
3.3.3 38 14 32 9 30 8 30 6 29 6 28 3 28 4 27 3 35 8 36 7 35 5 37 5 43 19 40 12 37 8 28 4 27 2 26 2 35 6 29 3 38 10 47
3.3.4 Y1 X1.X2.X4.X7.X9.X10. X11.X12.X14.X19 1 Y1.Y2.Y5.Y6. Y9.Y10. Y2 X1.X6.X11.X13.X17 X19. 2 Y1.Y4.Y8.Y6. Y3 X3.X6.X7.X21 3 Y3.Y4.Y5.Y8. Y4 X2.X3.X5.X8.X15. X20.X21. 4 Y1.Y8. Y5 X1.X3.X6.X7.X9.X10. X12.X16.X19 5 Y4.Y8. Y6 X1.X2.X15. 6 Y2.Y3.Y5. Y7 X16.X17. 7 Y1.Y3.Y5. Y8 X2.X3.X4.X5.X8.X15. X19 8 Y4.Y8.Y9. Y9 X1.X8.X18.X19 9 Y5. Y10 X1.X17. 10 Y1.Y5. 11 Y1.Y2. 48
12 Y1.Y5. 13 Y2. 14 Y1. 15 Y4.Y6.Y8. 16 Y5.Y7. 17 Y2.Y7.Y10 18 Y9. 19 Y1.Y2.Y5. Y8.Y9. 20 Y4. 21 Y3.Y4. 3.3.3. 49
1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. 12. 13. 14. 15. 16. 50
17. 18. 19. 3.4.4. 4.1 4.1.1 1. 10 100 % 51
SOHO Y1S3D6) Y1S1D5) SOHO Y10S1D3) 2. 7 70 % SOHO SOHO Y4S1D2 Y8S1D3 3. 6 60 % Y6S1D5 SOHO 1. 21 100 % 52
X21S1D3 3 X12S1D2 X20S1D3 X20S1D4 2. SOHO X6S3J1 X20S3J1 18 86 % X16S3D2 X5S3D2 4.1.2 53
1. 10 100 % Y6S1G1 SOHO Y3S1D2 Y2S1D2 2. 9 90 % case Y1S2D6 Y4S1D2 Y6S1D3 3. 7 70 % Y8S3D1 Y6S3B3 54
1. 21 100 % X14S2C2 X4S3B5 X11S2C1 2. 21 16 76 % X14S3D2 21 6 29 % ( ) X1S1D5 X13S1D4 4.1.3 4.1.1 55
4.1.1 4.1.1 100 % 100 % 70 % 86 % 60 % 100 100 % % 90 % 76 % 70 % 4.2. 56
4.2.1. 1. 10 100 % SOHO SOHO Y3S1D2) Y8S1G1) SOHO Y10S1D4) 21 100 % X1S1D4) X6S1D1) X6S1D2) X9S1D2) 2. 3 30 % SOHO 57
Y1S1G3 Y3S2G1 6 29 % X14S1G1 X13S1D1 X13S1G1 3. 2 20 % Y10S1H1 SOHO case Y1S1I1 2 10 % X3S1H1 X21S1H1 58
( ) ( ) (1 9 ) 1. Y10S1D5 Y6S1E1 X8S1C1 2. (2 8 ) Y3S1D1 Y3S1F3 X11S1B3 X14S1G2 3. 1 10 % SOHO 59
60 Y3S1F4 3 14 % ( ) X13S1F1 X4S1D1 style X13S1D2 4.2.2 1. Y2S2G1) case Y1S2D6) X19S2D1) X6S2D2)
2. 4 40 % 11 52 % Y7S2F1) Y1S2F2) Y3S2D1) X8S2G2) X8S2G1) X3S2E2) 3. 1 10 % 2 10 % Y1S2I1) X21S2I1) 1. 10 100 % 61
Y6S2D1) SOHO Y6S2D4) 21 100 % X12S2B2) X1S2B2) 2. Y3S2F4) X3S2D1) 2 20 % 8 38 % 4.2.3 62
10 100 % X7S3D2) 21 100 % X14S3D2) case X3S3D1) Y9S3D2) 10 100 % Y4S3F4) Y4S3F2) 63
X18S3F3) 6 60 % Y2S3F3) Y8S3F2) 3 30 % 1 10 % 8 38 % 5 24% 2 10 % 4.2.4 64
4.2.1 4.2.1. 100 % 100 % 30 % 29 % 10 % 10 % 100 % 100 % 20 % 38 % 20 % 14 % 100 % 100 % 40 % 52 % 10 % 10 % - 100 % 100 % - 20 % 38 % 100 % 100 % -100 % 100 % - ( 60 % 38 % ) 65
- ( ) 30 % 24% - ( ) 10 % 10 % 4.3 4.3.1 41 4.3.1. Y4 Y4S2D5 case 66
67 Y6 SOHO Y6S2B1) Y6S2D1) SOHO X13 X13S2D3 X13S2C2 X8 X8S2E1 X8S2G1
X21 X21S1H1 4.3.1. (10 ) % (21 ) % % 0.9% 1.8% 2.7% 5.7% 11.7% 17.4% 2.7% 5.5% 8.2% 0.6% 2.6% 3.2% 6% 16% 22% 8.5% 22.1% 30.6% 5.2% 10.6% 15.8% 1. 68
69 Y4S3D5 X13S3D2 2. X12S3B2 Y8S3B3 Y7S3B2 X9S3B2 3.
70 SOHO SOHO Y4S2E1 X14S2E2 X7S1E2 X16S2E2 4. OK X18S2C1 Y4S2C1 Y8S3C1 ( )
71 X17S2C2 5. X14S2F1 X9S2F2 X2S2F1 X16S2F2 6. case ( ) X16S2F2 1 5 %
72 X12S3G1 7. X7S1A1 X11S1A1 X11S1A21 4.3.2 3.2 4.3.2. (10 ) % (21 ) % % 0.46% 2.61% 3.7%
73 0.46% 0.15% 0.61% 1. Y7S1H1) case case X13S1H1 case 1 5 % X2S1H1 2. 10 % SOHO case Y1S1I1 Y1S2I1
74 4.3.3 4.4
4.4.1 4.4.1 % 2.7% % % 3.86% 10.7% 2.23% 5.94% 1.93% 1.78% 1.34% 6.39% 6.54% 8.32% 9.96% 10.7% 8.92% 3.72% 5.94% 5.65% 1.5% 1.19% 0.3% 0.15% 0.15% 0.15% 4.4.1 75
4.4.2 4.4.2 -- -- -- -- 4.4.2 76
4.4.3 4.4.3 -- -- 77
4.4.3 4.4.4 4.4.4 -- -- 78
79 4.4.4 4.4.1 4.4.5 1. 2. 3.
4. 4. 5. 4.5.1 1. 2. 3. 4. 1. 80
81 2. 3. 4. 1 2
82 3 4 4.5.1 4.5.1
83 1. 2. 3. 4. 4.5.2
(1) (2) 1. 2. ( ) ( ) 8 80 % 3 2 20 % 2 1 ( ) ( ) (1) (2) - (3) 84
4.5.3 ( ) / 1. 2. 1-2 1-2 3. 85
4.5.4. ( ) ( 4.5.1.) 4.5.1. 1. 86
2. 3. 4. ) 4.5.5. ( 87
1. 8 ( 80%) 2. 13 ( 62%) 13 ( 62%) ( ) 8 ( 38%) 88
89 5.1. 5.1.1 4 1. 2. 3.
90 4. 1 2 3 4 5.
1. 2. 3. 4. 91
92 5.2. 5.2.1 5.2.2 5.2.3
5.2.4 5.3. 1. 2. 93
3. 4. 94
(88) - 6 245-266 2000 SOHO 104:66-68 (89) 1 2 203-220 (1999)SOHO (91) - (91) -B 2002. (2001)SOHO (86) (86) -- IC (89) : (92) 14 209-219 95
Andaleeb, S. S., 1995, Dependence Relations and The Moderating Role of Trust Complication for Behavioral Intentions in Marketing Channels, International Journal of Research in marketing, Vol.12, pp.157-172. Anderson J.C. and Narus, J.A., (1990), A Model of Distributor Firm and Manufacturer Firm Working Partnership, Journal of Marketing, Vol. 54., (January 1990), pp. 42-58. Allen, N. J., & J. P. Meyer, 1991, "A Three-Component Conceptualization of Organizational Commitment", Human Resource Management Review. Vol.1, pp.61-98. Asanuma, B,1994 Co-ordination between production and distribution in globalizing network of the firms: assessing flexibility achieved in the Japanese Automobile Industry, in Masahiko Aoki and Ronald Dor(eds.), The Japanese Firm:Source of the Competitive Strength. Oxford University Press, N. Y,pp.117-153. Axelrod (1984). The Evolution of Cooperation. New Youk:Basic Books, Inc. Barney, J.B. and Hansen, M.H. 1994. Trustworthiness as a Source of Competitive Advantage. Strategic Management Journal,15(2): 175-90 Beccerra, Manuel, and Anil K. Gupta1999, Trust within the Organization: Integrating the Trust Literature with Agency Theory and Transaction Cos Economics, Public Administration Quarterly, Vol. 23, pp.177-203. Brunard, V. and B.H. Kleiner, Developing trustful and co-operative relationships, Leadership and Organization Development Journal, 15 (2),1994, pp.16-19. Buono, A. F.,(1997).Reengineering PartnershipProcess Intervention in Strategic Alliances, Sam Advanced Management Journal,62:439-460 Candace, Young-Ybarra and M. Wireman, (1999), Strategic Flexibility in Information Technology AlliancesThe Influence of Transaction Cost Economics and Social Exchange Theory, Organization Science, 10(4), July-August, pp.439-459 Cannon, J. P. and JR. W. D. Perreault, 1999, Buyer-Seller Relationships in Business Markets, Journal of Marketing Research, Vol.36,pp.439-460. Cavinato Joseph.(1991), How to Make the Outsourcing Decision, Distribution, January 96
1991, pp.84-86 Cunningham, C. and C. Tynan, Electronic trading, interorganizational systems and the nature of buyer-seller relationships: the need for a network perspective, International Journal of Information Management, Vol.13 (1), 1993, pp.3-28. Denise M. Rousseau,(1996).A Brief History of Employment Relations and Contract Forms. Psychological Contracts in Organizations,93-110. Doney, P. M. and J.P. Canon, An Examination of the Nature of Trust in Buyer-Seller Relationship, Journal of Marketing, Vol.61, No.2, April 1997, pp. 35-51 Deutsch, M., The Effect of Motivational Orientation upon Trust and Suspicion, Human Relations, Vol. 13, 1960, 123-139 Doz, Y. L. and G. Hamel (1998) Alliance Advantage: The Art of Creating Value Through Partnering, Boston, MA: Harvard Business School Press. Dwyer, F. R.,Schurr, P. H.,(1987),Developing Buyer Seller Relationships. Journal of Marketing,51(April): 11-28 Easton, G., Industrial Network: A review, In: Axelson, B., Easton, G. (Eds.). Industrial Network: A New View of Reality. Routledge, London, 1992,pp.1-34. Eckert James A., Robert H. Handfield, Lloyd M. Rinehart and Gray P. Zaversnik, Supplier-Customer RelationshipA Guide For Assessment and Management, PRTM s Insight magazine.vol. 11, No. 3, Winter1999. Eisenhardt, K. M. and C. B. Schoonhoven (1996) Resource-based View of Strategic Alliance Formation: Strategic and Social Effects in Entrepreneurial Firms, Organization Science, Vol. 7, No. 2, pp. 136-150 Ganesan, Shankar (1994), Determinants of Long-Term Orientation in Buyer- Seller Relationships, Journal of Marketing, Vol.58 (April), pp.1-19. Goodman, L. E.,and Dion, P. A. (2001), The Determinants of Commitment in the Distributor-Manufacturer Relationship, Industrial Marketing Management,Vol. 30 287-300. 97
Dyer, J. H. and H. Singh(1998), The relational View: Cooperative Strategy and Source of Intergenerational Competitive Advantage, Academy of Management Review, Vol.23,No.4, pp.660-679. Groves, G. and Valsamakis, V., Supplier-Customer Relationship and Company Performance, The International Journal of Logistics Management, Vol. 9, No. 2, 1998, pp.51-64. Gulati, R. (1995a). Social structure and alliance formation pattern: a longitudinal analysis. Administrative Science Quarterly, 40, pp. 619-642 Gulati, Ranjay, and Harbir Singh (1998), The Architecture of Cooperation: Managing Coordination Costs and Appropriation Concerns in Strategic Alliance, Administrative Science Quarterly, 43(4), 781-814. Gulati, R. (1999),Come from American Journal of Sociology, 104, pp. 1439-1493.). Where do interorganizational networks. GunaseKaran, A.& Love P.E.D.1999A view of multimedia technology in manufacturingcomputers In Industry Henderson, J. C., Plugging into Strategic Partnerships: The Critical IS Connection, Sloan Management Review, Vol.31, No.3, Spring 1990, pp. 7-18. Hennart, Jean-Francois, 1993. Explaining the Swollen Middle: Why Most Transactions are A Mix of Market and Hierarchies, Organization Science, 4:529-47. Heide, J.B., and John, G. (1990); Alliances in industrial purchasing: The determinants of joint action in buyer-supplier relationships. Journal of Marketing Research, 27, 24-36. Hoffmann, W. H. and W. Schaper-Rinkel2001, Acquire or allya strategy framework for deciding between acquisitions and cooperation, Howard S. Zuckerman and Thomas A. D Aunno Hospital alliancescooperation strategy in a competitive environment, Health Care Management Review,Vol.15, pp.21-30,1990. Hunt, S.D. and R.M. Morgan.(1994). Organizational commitment: One of many commitments or key mediating construct? Academy of Management Journal, 37(6): 98
1568-1587. Johnson,Jean.L., John.B.Cullen, Tomoski Sakano and Hideyuki Takenouchi (1996), Setting The Stage for Trust and Strategic Integration in Japanese-U. S. Cooperative Alliances,Journal of International Business Studies, special issue, pp.981-1004 Kern,T. and L. Willcocks2000 Exploring Information Technology Outsourcing Relationships:Theory and PracticeStrategic Information System2000,9,pp.321-350 Kanter,R.M.,(1994) Collaborative AdvantageThe Art ofalliances, Harvard Business Review,July-August.pp.96-108 Klepper, R. and W. Jones, Outsourcing Information Technology, Systems & Services, NJ: Prentice Hall, 1998. Ko de Ruyter, Luci Moorman and Jos Lemmink(2001), Antecedents of Commitment and Trust in Customer-Supplier Relationships in High Technology Markets, Industrial Marketing Management,30271-286 Kogut, B. and Zander, U. 1992. Knowledge of the firm, combinative capabilities, and the replication of technology. Organization Science, 3: 383-397. Lacity, M., Hirchheim, R., et al.,1994 Realizing outsourcing expectations: incredible expectations, credible outcomes. Information Systems Management Fall,pp.7-18. Lewis (1990), Making Strategic Alliance Work, Research Technology Management, 33(6),pp.12-15. Lambert, D. M.,Emmelhainz, M. A.,and Gardner,J. T.,(1996). So You Think You Whant a Partner. Marketing Management,5(2):25-41. Lin, B. and J. Darling, (1999) An Analysis of the Formulation of Strategic AlliancesA Focus on the Pharmaceutical Industry, Industry Management Data System, 99/3, pp.121-127. Jones, Candace, William S. Hesterly, and Stephen P. Borgatti (1997), A General Theory of Network Governance: Exchange Conditions and Social Mechanisms, Academy of 99
Mangement Review, 22(4), 911-945. Mohr, J. and R. Spekman, 1994, Characteristics of Partnership Success: Partnerships Attributes, Communication Behavior, and Conflict Resolution Techniques, Strategic Management Journal, Vol. 15, pp. 135-152. Murnighan, J.K. (1994), Game theory and organizational behavior. In Staw, B. M., & Cummings, L. L. (Eds.). Research in Organizational Behavior, 16: pp.83-124. Greenwich, CT: JAI Press Parkhe1993, " Strategic Alliances Structuring: A Game Theoretic and Transaction Cost Examination of Interfirm Cooperation, " Academy of Management Journal, 364, pp.794-829 Nohria, N.and R. Gulati (1995), What Is The Optimum Amount of Organizational Slack? A Study of the Relationship between Slack and Innovation in Multinational Firms, Academy of Management Journal, 32-38. Nahapiet, J. and S. Ghoshal (1998), Social Capital, Intellectual Capital, and the Organization Advantage, Academy of Management Review, 23, pp. 242-266. Parasuraman, A., V. A. Zeithaml, and L. L. Berry (1991), Refinment and reassessment of the SERVQUAL scale, Journal of Retailing,67, 420-450. Parise, S. and Sasson, L.(2002), Leveraging knowledge management across strategic Alliances, Ivey Business Journal, Vol.66, pp.41-47. Pilling, B. K. and L. Zhang, 1992, Cooperative ExchangeReward and Risks, National Association of Purchasing Management, Apr., pp.2-9. Polly Pick, Building Customer-Supplier Relationships in Electronics, Long Range Planning, Vol.32, No.2.263-272 Podolny, J. M. (1998), Network forms of organization, Annual Review of Sociology, 24, pp. 57-76. Powell, W. M., Neither Market Nor Hierarchy: Network Forms of Organization, Research in Organizational Behavior, Vol.12, 1990b, pp. 295-336. 100
Ranjay Gulati (1998) Alliances and Networks, Strategic Management Journal, Vol 19,pp293-317. Rempel, J. K., Holmes, J. G. and Zanna, M. P., Trust in Close Relationships, Journal of Personality and Social Psychology, Vol. 49, No. 1, 1985, 95-112 Rigby, D. K. and R. W. T. Buchanan (1994), Investment Dealer s Digest, Directors and Boards Management, Winter. Ring, P. S. and A. H. Van De Ven, 1992. Structuring Cooperative Relationships between Organizations, Strategic Management Journal, 13(7): 483-498 Roberts, J. A., K. R. Coulson, and L. B. Chonko (1999), Salesperson Perceptions of Equity and Justice and Their Impact on Organizational Commitment and Intent to Turnover, Journal of Marketing Theory and Practice, (Winter), pp.1-16. Rosabeth Moss Kanter (1994), 'Collaborative Adantage: The Art of Alliances.', Harvard Business Review,Jul-Aug. Shankar Ganesan(1994) Determinants of Long-Term Orientation in Buyer- Seller Relationships Journal of MarketingVol.58 (April)pp. 1-19 Sivadas, E. & F. R. Dwyer(2000), "An Examination of Organizational Factors Influencing in Internal and Alliance-Based Process", Journal of Marketing, Vol64, pp.31-49 Smith, J. B. and Donald W. B.y (1997), The Effects of Organizational Differences and Trust on the Effectiveness of Selling Partner Relationship, Journal of Marketing, 61 (January)3-21 Stratford Sherman 1992. Are Strategic Alliances Working? Fortune, September 21,Vol,126 Issue 6,pp.77-82 Stuart, F. I. And D. M. McCutcheon (2000), The manager s guide to supply chain management, International Journal of Purchasing and Materials Management, Winter 2000, pp.2-9 Turban, E. fraim, McLean, Ephraim, Wetherbe, James(1999), Information Technology for Management, John Wiley & Sons, INC. 101
Vowler, J., Management: lessons in outsourcing, ComputerWeekly, 26(Reed Business Publishing). 1996. Whipple, J. M. & R. Frankel,2000.Strategic alliance success factors, Journal of Supply Chain Management; Tempe; summer,21-28. Willocks, L., and Choi, C.J., Co-operative Partnership and Total IT Outsourcing: Form Contractual Obligation to Strategic Alliance, European Management Journal, Vol. 13, No. 1, pp.67-78(1995). Williamsom,O. E.,(1991).Streategizing, Economizing, and Economic Organization,Strategic Managemant Journal.12(Winter):75-94 Wilson, D. T. (1995). An Integrated Model of Buyer-Seller Relationships. Journal of the Academy of Marketing Science, 23(4):335-345 Zaheer,A. and N.Venkatraman,1995, Relational governance as an interorganzational strategy: An empirical test of the role of trust in economic exchange, Strategic Management Journal 16(5),pp.373-393 Zucker L.G. 1986. Production of Trust: Institutional Sources of Economic Structure 1840-1920. Research in Organizational Behavior 8: 53-111. 102
103
104
105
106
107
108
109
110
111
112
113
114
115
116
117
118
119
120
121
122
123
124
125
126
127
128
129
130
们 131
132
133
134
135
136
137
138
139
140
141
142
143
144
145
146
147
148
149
150
151
152
153
154 戸 戸
155
156
157
158
159
160
161
162
163
164
165
166
167
168
169
170
171
172
173
174
175
176
177
178
179
180
181
182
183
184
185
186
187
188
189
190
191
192
193
194
195
196
197
198
199
200
201
202
203
204
205
206
207
208
209
210
211
212
213
214
215
216
217
218
219
220
221
222
223
224
225
226
227
228
229
230
231
232
233
234
235
236
237
238
239
240
241
242
243
244
245
246
247
248
249
250
251
252
253
254
255
256
257
258
259
260
261
262
263
264
265
266
267
268
269
270
271
272
273
274
275
276
277
278
279
280
281
282
283
284
285
286
287
288
289 1. - - X 1-21 X1X2 X21 Y 1-10 Y1Y2 Y10 2. S1 S2 S3 3. A B C D E F G H I 1.2.3. 4. J K L M 1.2.3. X1S1D2X1 1 S1
D2 X1S2H1X1 1 S2 H1 290
15 291