上下游企业之间建立合作伙伴关系：G陶瓷集团公司案例的研究.pdfVIP

Abstract With the growth of information technology and globalization，the change of product trends has reached an unprecedented level．The competitions become much tougher．Not only vendors(suppliers)are facing the market pressure；buyers(retailers) have to deal with the sarne kind of stress as well．Many buyers chose to use price negotiation or switch vendors to ease their market pressure，however,aS to vendors，if the room for price reduction has already gone to a limitation during the certain period， how to cope with buyers’price demand and to avoid losing customers?At the sanle time,in some developed countries，especially through the efforts of big corporations like Wal—Mart or Cartefour,there is a market trend that buyers(retailers)tend to work only with a few selected vendors to develop a paanering relationship，and through the share ofmarket information and mutual product development，they expect to receive a better customized service． This thesis first uses theoretical analysis，showing the theory SOurces for partnering relationship and its consequent phenomenon—switching cost and lock-in effect；then through the introduction of G porcelain Group Corporation and its management data，analyzed the practical operation of partnering relationship， switching cost and lock—in effects in China’S porcelain artscrafts industry． This thesis is divided into 3 chapters． The first chapter mainly covers a theoretical discussion；the second chapter makes a brief introduction of the industrial background and the initial reactions taken by G Porcelain Group；the third chapter focuses on the detail explanation of the reforms within G Porcelain Group，and also provides authors conclusion and recommendation for G Porcelain Group’S reform． Key words：Partnering Relationship； Switching Cost；Lock—in Effect 第一章上下游台作关系理论简述 第一章上下游合作关系理论简述 第一节合作伙伴关系 一．合作伙伴关系的定义 传统意义上的买卖关系是卖家提供价格质量适合的产品给特定的买家，买卖 双方除了交易本身之外没有太多的关联，买卖双方的利益关系在很多情况下是对 立的，卖家想获得更高的销售价格而买家想通过更小的支出来购买产品和服务。 而合作伙伴关系定义的学术基础主要建立在戴明搏士(w Edwards Dem