Research On Mechanism Of Manufacturer-supplier Cooperative Relationship Deepening

It is an important way for manufacturers to enhance core competence and gain market competitive advantage to get complementary resources externally.Deepening cooperative relationships with suppliers is an important prerequisite for the establishment of strategic partnership between them,and is an important guarantee for manufacturers if complementary resources are obtained from suppliers.Cooperative relationships deepening as an important bridge joins early relationship accumulation and strategic partnership formation between manufacturers and suppliers,is a state that their behaviors change and cooperative norms reach during the past process of cooperation with both sides cooperation quality and relational embeddedness level increase.Explore the relationship between manufacturers and suppliers to deepen the and its influencing factors,and to reveal the mechanism of the deepening of cooperation between the manufacturers become an important issue facing the manufacturers.There are three important topics for manufacturers,namely to clarify structural dimensions and influencing factors of cooperative relationships deepening and study on the mechanism of cooperative relationship deepening between manufacturers and suppliers.The paper investigates the structure dimensions of cooperative relationship deepening,explores influencing factors and reveals the mechanism of influence factors on the cooperative relations deepening.Firstly,based on the grounded theory research method,open in-depth interviews and focus group interviews are used to collected original data.the structure dimensions of cooperative relartionship deepening is cleared through the open coding,axial coding and selective coding.Based on the existing research results,combining with enterprise interviews and expert interviews,the initial questionnaire including 20 items is formulated.By pre-testing,the formal questionnaire is determined.Including 14 items of cooperation deepening measurement scales is obtianed through the large sample survey and exploratory factor analysis to extract the common factors.The reliability and validity of the scale are tested through confirmatory factor method to inspect the stability of factors structure.Secondly,using the method of literature research combined with interviews and pre testing,the paper obtians a formal measurement of the factors affecting cooperative relationship deepening between manufacturers and suppliers.Using exploratory factor analysis to extract the common factors,the paper tests the reliability and validity of the scale.Finally,based on the literature research,the paper constructs the conceptual model of the mechanism of manufacturer-supplier cooperative relationship deepening,and puts forward the research hypothesis.Through the large sample survey data and using statistical methods,the overall structure of the model fitting is analyzed and the proposed research hypotheses are empirically tested.The results of the study indicate that firstly the construct of cooperative relationship deepening between manufacturers and suppliers contains 3 dimensions,which are manufacturers' relational behavior,suppliers' relational behavior and cooperative relation norms.Manufacturers' relational behavior contains contractual commitments and manufacturer support,suppliers' relational behavior contains preferred customer status and relationship specific investment and cooperative relation norms contains normative consensus and future willingness to cooperate.Secondly,the factors affecting cooperative relationship deepening between manufacturers and suppliers are manufacturer-to-supplier identification,supplier's complementary capabilities,supplier's cooperation efforts and manufacturer to past cooperative satisfaction.Thirdly,the effects of influencing factors of cooperative relationship deepening on relational embeddedness and cooperative quality are different.Manufacturer-to-supplier identification has significant positive effects on relational embeddedness,supplier's complementary capabilities has not significant positive effects on relational embeddedness,supplier's cooperation efforts and manufacturer to past cooperative satisfaction have significant positive effects on relational embeddedness.Meanwhile,manufacturer-to-supplier identification has not significant positive effects on cooperative quality,supplier's complementary capabilities,supplier's cooperation efforts and manufacturer to past cooperative have significant positive effects on cooperative quality.Relational embeddedness and cooperative quality have significant positive effects on cooperative relationship deepening.The research conclusions are helpful to clarify influencing factors of cooperative relationships deepening between manufacturers and suppliers,to deeply understand the reasons of cooperative relationships deepening from various perspectives and advance the research in the field.Moreover,the results are helpful to reveal the mechanism of manufacturer-supplier cooperative relationship deepening and to provide theory reference and practical guidance for manufacturers in effectively using suppliers' resources and carrying out management activities of supplier relationships.