A Research On The Method Of Distributor Selection And Evaluation Based On Co-opetition

With the accelerated pace of economic globalization, the marketincreasingly competitive, as well as diversification of customer needs, moreand more manufacturer attach importance to the supply chain management. Insupply chain management thought, the manufacturer’s production andmanagement decision-making, which their base on ranging from a singleenterprise itself expanded to the entire supply chain. Among them, distributionsystem is a very important part in supply chain management, connected to thelink manufacturers and customers, and balance the whole supply chain’sdemand and supply. So the evaluation and selection of distributors as amanufacturer’s fundamental decision-making is change in nature. It is not onlythe sign to measure the level of supply chain management, but also the mostcritical factor to determining the competitiveness of the supply chain.Manufacturer and distributor’s relation in supply chain is differs from thesimple competitive relationship or simple relationship in past, but showing arelationship between a multi-state co-opetition. For different distributors,manufacturers have different forms of competing relationship with them, andthe Co-opetitive relationship with them will show different forms in time andspace. This will definitely affect the manufacturer’s decisions about distributor‘sevaluation and selection, this article will explore, how manufacturers toevaluate and select distributors through the co-opetitive relationship.First, main content in this dissertation are put forward. And existingliteratures on co-opetition, supply chain and supply chain management,evaluation system of the distributor research at home and abroad are outlined.And the limitations of them are analyzed. The structure and layout of thisdissertation are described. Second, with the co-opetitive status ofmanufacturers and distributors, expound the competion inevitability and theneed of cooperation between manufacturer and distributor in the supply chain.Analysis the substance and form between the two enterprises, and then putforward the assumed assessment model of distributors and the distributorevaluation index system. The index system gives full consideration to systemicand compositive thought which emphasized by the supply chain management,and combined with the theory of co-opetition. In this thesis, the indicatorsystem is divided into two parts: supply chain productiveness and distributor’sbargaining power, achieved the combining qualitative and quantitative indicators of system construction under the guide of target. Last, through thebuilding materials enterprises in Quanzhou as the empirical objects, adoptedthe form of questionnaire investigation, carried on the factor analysis and thetest of reliability and validity by SPSS, revised the hypothetical distributorevaluation model and evaluation index system. Finally, selecting a buildingmaterials enterprise in Quanzhou as the application objects of the theory,combined with the method of AHP and gray relation analysis to evaluate andselecte the elected distributors by using of the evaluation model and theevaluation index system presented in this test.