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兩種截(jie)然相(xiang)反的(de)大件物流供(gong)應商管理模式

實踐界與理論界對如何最優地管理大件物流供應商的(de)問題有(you)兩(liang)種截然不同(tong)的(de)模式。

一種(zhong)模(mo)(mo)(mo)式(shi)，即大(da)(da)(da)(da)件(jian)物(wu)(wu)(wu)流(liu)(liu)(liu)供(gong)(gong)應(ying)(ying)(ying)(ying)商(shang)(shang)正常交(jiao)易(yi)模(mo)(mo)(mo)式(shi)，認為對大(da)(da)(da)(da)件(jian)物(wu)(wu)(wu)流(liu)(liu)(liu)供(gong)(gong)應(ying)(ying)(ying)(ying)商(shang)(shang)的(de)(de)(de)(de)(de)依賴程度要(yao)降(jiang)到(dao)最低(di)，要(yao)將企(qi)(qi)(qi)業(ye)(ye)(ye)討價(jia)還價(jia)的(de)(de)(de)(de)(de)能(neng)(neng)力提高到(dao)最大(da)(da)(da)(da)，這種(zhong)模(mo)(mo)(mo)式(shi)主要(yao)是源于邁(mai)克爾。波(bo)(bo)特企(qi)(qi)(qi)業(ye)(ye)(ye)競爭戰(zhan)略的(de)(de)(de)(de)(de)觀點，波(bo)(bo)特認為：“……在(zai)采(cai)購(gou)中(zhong)相(xiang)應(ying)(ying)(ying)(ying)的(de)(de)(de)(de)(de)目的(de)(de)(de)(de)(de)就(jiu)是尋(xun)找(zhao)某種(zhong)能(neng)(neng)夠抵(di)消或超越大(da)(da)(da)(da)件(jian)物(wu)(wu)(wu)流(liu)(liu)(liu)供(gong)(gong)應(ying)(ying)(ying)(ying)商(shang)(shang)權力源的(de)(de)(de)(de)(de)機制……通過這種(zhong)方式(shi)，采(cai)購(gou)行(xing)為可以(yi)擴展到(dao)所有(you)可供(gong)(gong)選擇的(de)(de)(de)(de)(de)大(da)(da)(da)(da)件(jian)物(wu)(wu)(wu)流(liu)(liu)(liu)供(gong)(gong)應(ying)(ying)(ying)(ying)商(shang)(shang)，以(yi)提高企(qi)(qi)(qi)業(ye)(ye)(ye)討價(jia)還價(jia)的(de)(de)(de)(de)(de)能(neng)(neng)力。”采(cai)用(yong)(yong)這種(zhong)模(mo)(mo)(mo)式(shi)進行(xing)大(da)(da)(da)(da)件(jian)物(wu)(wu)(wu)流(liu)(liu)(liu)供(gong)(gong)應(ying)(ying)(ying)(ying)商(shang)(shang)管(guan)(guan)理(li)的(de)(de)(de)(de)(de)企(qi)(qi)(qi)業(ye)(ye)(ye)在(zai)采(cai)購(gou)時有(you)意(yi)同(tong)大(da)(da)(da)(da)件(jian)物(wu)(wu)(wu)流(liu)(liu)(liu)供(gong)(gong)應(ying)(ying)(ying)(ying)商(shang)(shang)保持正常交(jiao)易(yi)關(guan)系，避(bi)免任何形式(shi)的(de)(de)(de)(de)(de)相(xiang)互承諾。這種(zhong)管(guan)(guan)理(li)模(mo)(mo)(mo)式(shi)的(de)(de)(de)(de)(de)好處是企(qi)(qi)(qi)業(ye)(ye)(ye)在(zai)采(cai)購(gou)過程中(zhong)不(bu)會被任何大(da)(da)(da)(da)件(jian)物(wu)(wu)(wu)流(liu)(liu)(liu)供(gong)(gong)應(ying)(ying)(ying)(ying)商(shang)(shang)企(qi)(qi)(qi)業(ye)(ye)(ye)所“拿住”，企(qi)(qi)(qi)業(ye)(ye)(ye)具有(you)較高的(de)(de)(de)(de)(de)討價(jia)還價(jia)的(de)(de)(de)(de)(de)能(neng)(neng)力，能(neng)(neng)夠獲(huo)得一定(ding)的(de)(de)(de)(de)(de)價(jia)格優勢。但是這種(zhong)模(mo)(mo)(mo)式(shi)要(yao)求企(qi)(qi)(qi)業(ye)(ye)(ye)管(guan)(guan)理(li)大(da)(da)(da)(da)量的(de)(de)(de)(de)(de)大(da)(da)(da)(da)件(jian)物(wu)(wu)(wu)流(liu)(liu)(liu)供(gong)(gong)應(ying)(ying)(ying)(ying)商(shang)(shang)，相(xiang)應(ying)(ying)(ying)(ying)的(de)(de)(de)(de)(de)管(guan)(guan)理(li)費用(yong)(yong)或交(jiao)易(yi)成本很高，企(qi)(qi)(qi)業(ye)(ye)(ye)可能(neng)(neng)花費更多的(de)(de)(de)(de)(de)錢在(zai)談判(pan)和處理(li)訂單上。例如由于高成本地(di)管(guan)(guan)理(li)一個大(da)(da)(da)(da)型大(da)(da)(da)(da)件(jian)物(wu)(wu)(wu)流(liu)(liu)(liu)供(gong)(gong)應(ying)(ying)(ying)(ying)商(shang)(shang)基地(di)，光(guang)在(zai)采(cai)購(gou)一項上，通用(yong)(yong)汽(qi)車公司(si)就(jiu)運用(yong)(yong)了(le)(le)8倍于豐田的(de)(de)(de)(de)(de)人(ren)員。同(tong)時，把采(cai)購(gou)在(zai)多個大(da)(da)(da)(da)件(jian)物(wu)(wu)(wu)流(liu)(liu)(liu)供(gong)(gong)應(ying)(ying)(ying)(ying)商(shang)(shang)之間細分也降(jiang)低(di)了(le)(le)大(da)(da)(da)(da)件(jian)物(wu)(wu)(wu)流(liu)(liu)(liu)供(gong)(gong)應(ying)(ying)(ying)(ying)商(shang)(shang)取得較大(da)(da)(da)(da)的(de)(de)(de)(de)(de)規模(mo)(mo)(mo)經濟的(de)(de)(de)(de)(de)能(neng)(neng)力。

一(yi)種模式(shi)(shi)，即伙(huo)伴(ban)關(guan)系(xi)模式(shi)(shi)，認為企業要和大(da)件(jian)物流供應(ying)商發展(zhan)親密(mi)的(de)(de)伙(huo)伴(ban)關(guan)系(xi)，這(zhe)和正(zheng)常交易模式(shi)(shi)完全不同，結成伙(huo)伴(ban)關(guan)系(xi)的(de)(de)企業能夠共(gong)享(xiang)更(geng)多(duo)的(de)(de)信(xin)息，能夠充分(fen)信(xin)任，協(xie)調(diao)相互依賴(lai)的(de)(de)任務，并且投資創造具有(you)關(guan)系(xi)特定性(xing)的(de)(de)資產，從而(er)降(jiang)低成本改進(jin)質(zhi)量，加速產品開發。但是(shi)一(yi)些研究也發現(xian)建立與(yu)維持(chi)這(zhe)種關(guan)系(xi)的(de)(de)協(xie)調(diao)成本很高，也可能會降(jiang)低企業脫離低效益大(da)件(jian)物流供應(ying)商的(de)(de)能力。

這兩種(zhong)模(mo)式(shi)在實(shi)踐中(zhong)都(dou)有(you)應(ying)用(yong)，如通(tong)用(yong)汽(qi)車(che)公司過去對大(da)(da)件(jian)(jian)物(wu)(wu)流(liu)供(gong)應(ying)商(shang)的管理采用(yong)的就是這種(zhong)正常交易(yi)(yi)模(mo)式(shi)，通(tong)用(yong)汽(qi)車(che)公司曾試圖通(tong)過有(you)意創(chuang)造大(da)(da)件(jian)(jian)物(wu)(wu)流(liu)供(gong)應(ying)商(shang)之間有(you)力競爭并保持正常交易(yi)(yi)關(guan)系的方式(shi)來節約(yue)成本，盡管這種(zhong)模(mo)式(shi)遭(zao)到了大(da)(da)量批評，認為這樣從長(chang)期戰略(lve)來看具有(you)負(fu)面效應(ying)，但是這一模(mo)式(shi)的確為通(tong)用(yong)汽(qi)車(che)公司節約(yue)了大(da)(da)量的費用(yong)。相反，日本豐田(tian)企業同大(da)(da)件(jian)(jian)物(wu)(wu)流(liu)供(gong)應(ying)商(shang)發展了長(chang)期伙伴關(guan)系，并對大(da)(da)件(jian)(jian)物(wu)(wu)流(liu)供(gong)應(ying)商(shang)的未來業務(wu)做(zuo)出隱含的保證，而大(da)(da)件(jian)(jian)物(wu)(wu)流(liu)供(gong)應(ying)商(shang)又進行具有(you)關(guan)系特定性的投資，以促進其在豐田(tian)關(guan)系中(zhong)的生產力，研究表明這種(zhong)模(mo)式(shi)減(jian)少了存貨、提高了供(gong)應(ying)品的質量，對豐田(tian)企業很有(you)利。

日本大件物流供應商(shang)管理(li)模(mo)式(shi)的創新

以(yi)上(shang)兩種大(da)(da)(da)件(jian)物(wu)流(liu)(liu)(liu)供(gong)(gong)(gong)應(ying)(ying)(ying)(ying)(ying)商(shang)(shang)(shang)管(guan)理模(mo)(mo)式(shi)(shi)究(jiu)竟哪種更好呢？在(zai)實踐(jian)中(zhong)，大(da)(da)(da)多數(shu)企(qi)業(ye)(ye)(ye)(ye)(ye)往(wang)往(wang)把這兩種方式(shi)(shi)截然分(fen)(fen)開，要(yao)么選擇正常(chang)交(jiao)(jiao)易(yi)模(mo)(mo)式(shi)(shi)，要(yao)么選擇伙伴(ban)關(guan)系(xi)(xi)模(mo)(mo)式(shi)(shi)。但是(shi)在(zai)日(ri)本(ben)，卻有(you)一(yi)種更好的(de)(de)選擇方式(shi)(shi)。他們(men)對大(da)(da)(da)件(jian)物(wu)流(liu)(liu)(liu)供(gong)(gong)(gong)應(ying)(ying)(ying)(ying)(ying)商(shang)(shang)(shang)群(qun)體進行戰略(lve)性(xing)細(xi)分(fen)(fen)，以(yi)明確(que)各大(da)(da)(da)件(jian)物(wu)流(liu)(liu)(liu)供(gong)(gong)(gong)應(ying)(ying)(ying)(ying)(ying)商(shang)(shang)(shang)在(zai)多大(da)(da)(da)程度(du)上(shang)對企(qi)業(ye)(ye)(ye)(ye)(ye)的(de)(de)核(he)心能力與競爭優勢做出貢獻，并(bing)在(zai)這些基礎上(shang)，采用兩種模(mo)(mo)式(shi)(shi)有(you)針對性(xing)地對大(da)(da)(da)件(jian)物(wu)流(liu)(liu)(liu)供(gong)(gong)(gong)應(ying)(ying)(ying)(ying)(ying)商(shang)(shang)(shang)進行區別(bie)管(guan)理。這不僅能實現正常(chang)交(jiao)(jiao)易(yi)模(mo)(mo)式(shi)(shi)的(de)(de)優點也能實現伙伴(ban)關(guan)系(xi)(xi)模(mo)(mo)式(shi)(shi)的(de)(de)優點。具體來說，日(ri)本(ben)企(qi)業(ye)(ye)(ye)(ye)(ye)把自己(ji)的(de)(de)大(da)(da)(da)件(jian)物(wu)流(liu)(liu)(liu)供(gong)(gong)(gong)應(ying)(ying)(ying)(ying)(ying)商(shang)(shang)(shang)劃分(fen)(fen)為(wei)兩個層(ceng)(ceng)次(ci)，第(di)一(yi)個層(ceng)(ceng)次(ci)是(shi)企(qi)業(ye)(ye)(ye)(ye)(ye)的(de)(de)聯營大(da)(da)(da)件(jian)物(wu)流(liu)(liu)(liu)供(gong)(gong)(gong)應(ying)(ying)(ying)(ying)(ying)商(shang)(shang)(shang)，這部(bu)分(fen)(fen)大(da)(da)(da)件(jian)物(wu)流(liu)(liu)(liu)供(gong)(gong)(gong)應(ying)(ying)(ying)(ying)(ying)商(shang)(shang)(shang)包括的(de)(de)大(da)(da)(da)部(bu)分(fen)(fen)是(shi)企(qi)業(ye)(ye)(ye)(ye)(ye)自己(ji)的(de)(de)下屬企(qi)業(ye)(ye)(ye)(ye)(ye)，企(qi)業(ye)(ye)(ye)(ye)(ye)在(zai)這些大(da)(da)(da)件(jian)物(wu)流(liu)(liu)(liu)供(gong)(gong)(gong)應(ying)(ying)(ying)(ying)(ying)商(shang)(shang)(shang)企(qi)業(ye)(ye)(ye)(ye)(ye)中(zhong)大(da)(da)(da)約有(you) 20%以(yi)上(shang)的(de)(de)股權(quan)；小部(bu)分(fen)(fen)獨立大(da)(da)(da)件(jian)物(wu)流(liu)(liu)(liu)供(gong)(gong)(gong)應(ying)(ying)(ying)(ying)(ying)商(shang)(shang)(shang)，這部(bu)分(fen)(fen)大(da)(da)(da)件(jian)物(wu)流(liu)(liu)(liu)供(gong)(gong)(gong)應(ying)(ying)(ying)(ying)(ying)商(shang)(shang)(shang)為(wei)企(qi)業(ye)(ye)(ye)(ye)(ye)提供(gong)(gong)(gong)附加(jia)值(zhi)高、定制化、個性(xing)化的(de)(de)輸入品。企(qi)業(ye)(ye)(ye)(ye)(ye)同第(di)一(yi)層(ceng)(ceng)大(da)(da)(da)件(jian)物(wu)流(liu)(liu)(liu)供(gong)(gong)(gong)應(ying)(ying)(ying)(ying)(ying)商(shang)(shang)(shang)保持伙伴(ban)關(guan)系(xi)(xi)，并(bing)不是(shi)所有(you)大(da)(da)(da)件(jian)物(wu)流(liu)(liu)(liu)供(gong)(gong)(gong)應(ying)(ying)(ying)(ying)(ying)商(shang)(shang)(shang)都(dou)(dou)能加(jia)入到這一(yi)層(ceng)(ceng)次(ci)。第(di)二層(ceng)(ceng)次(ci)的(de)(de)大(da)(da)(da)件(jian)物(wu)流(liu)(liu)(liu)供(gong)(gong)(gong)應(ying)(ying)(ying)(ying)(ying)商(shang)(shang)(shang)組成企(qi)業(ye)(ye)(ye)(ye)(ye)的(de)(de)二級(ji)大(da)(da)(da)件(jian)物(wu)流(liu)(liu)(liu)供(gong)(gong)(gong)應(ying)(ying)(ying)(ying)(ying)商(shang)(shang)(shang)群(qun)體，并(bing)且這一(yi)層(ceng)(ceng)次(ci)的(de)(de)大(da)(da)(da)件(jian)物(wu)流(liu)(liu)(liu)供(gong)(gong)(gong)應(ying)(ying)(ying)(ying)(ying)商(shang)(shang)(shang)群(qun)體是(shi)向全體大(da)(da)(da)件(jian)物(wu)流(liu)(liu)(liu)供(gong)(gong)(gong)應(ying)(ying)(ying)(ying)(ying)商(shang)(shang)(shang)開放的(de)(de)，任何大(da)(da)(da)件(jian)物(wu)流(liu)(liu)(liu)供(gong)(gong)(gong)應(ying)(ying)(ying)(ying)(ying)商(shang)(shang)(shang)都(dou)(dou)可以(yi)參加(jia)進來，他們(men)往(wang)往(wang)只是(shi)為(wei)企(qi)業(ye)(ye)(ye)(ye)(ye)提供(gong)(gong)(gong)標準化或商(shang)(shang)(shang)業(ye)(ye)(ye)(ye)(ye)化的(de)(de)輸人品，企(qi)業(ye)(ye)(ye)(ye)(ye)一(yi)般采用正常(chang)交(jiao)(jiao)易(yi)模(mo)(mo)式(shi)(shi)同這種大(da)(da)(da)件(jian)物(wu)流(liu)(liu)(liu)供(gong)(gong)(gong)應(ying)(ying)(ying)(ying)(ying)商(shang)(shang)(shang)打交(jiao)(jiao)道。

戰(zhan)略性大件物流(liu)供(gong)應商細分管理

1.戰(zhan)略性大件物流供應商細分

戰(zhan)略(lve)性(xing)(xing)(xing)(xing)大(da)(da)(da)(da)件(jian)(jian)(jian)(jian)物(wu)(wu)(wu)流(liu)(liu)(liu)(liu)(liu)(liu)供(gong)(gong)(gong)(gong)應商(shang)(shang)(shang)細分(fen)(fen)就是指企(qi)(qi)業根據(ju)大(da)(da)(da)(da)件(jian)(jian)(jian)(jian)物(wu)(wu)(wu)流(liu)(liu)(liu)(liu)(liu)(liu)供(gong)(gong)(gong)(gong)應商(shang)(shang)(shang)的(de)(de)(de)(de)供(gong)(gong)(gong)(gong)應品(pin)對(dui)本(ben)(ben)企(qi)(qi)業的(de)(de)(de)(de)貢獻(xian)，將大(da)(da)(da)(da)件(jian)(jian)(jian)(jian)物(wu)(wu)(wu)流(liu)(liu)(liu)(liu)(liu)(liu)供(gong)(gong)(gong)(gong)應商(shang)(shang)(shang)劃(hua)分(fen)(fen)為一(yi)級和(he)二(er)級大(da)(da)(da)(da)件(jian)(jian)(jian)(jian)物(wu)(wu)(wu)流(liu)(liu)(liu)(liu)(liu)(liu)供(gong)(gong)(gong)(gong)應商(shang)(shang)(shang)兩(liang)個層次，然后有(you)針對(dui)性(xing)(xing)(xing)(xing)地(di)對(dui)這兩(liang)類大(da)(da)(da)(da)件(jian)(jian)(jian)(jian)物(wu)(wu)(wu)流(liu)(liu)(liu)(liu)(liu)(liu)供(gong)(gong)(gong)(gong)應商(shang)(shang)(shang)分(fen)(fen)別運用伙伴關系(xi)模(mo)式與正常交易(yi)模(mo)式進行(xing)管理(li)的(de)(de)(de)(de)工作。大(da)(da)(da)(da)件(jian)(jian)(jian)(jian)物(wu)(wu)(wu)流(liu)(liu)(liu)(liu)(liu)(liu)供(gong)(gong)(gong)(gong)應商(shang)(shang)(shang)細分(fen)(fen)的(de)(de)(de)(de)依(yi)據(ju)就是大(da)(da)(da)(da)件(jian)(jian)(jian)(jian)物(wu)(wu)(wu)流(liu)(liu)(liu)(liu)(liu)(liu)供(gong)(gong)(gong)(gong)應商(shang)(shang)(shang)供(gong)(gong)(gong)(gong)應品(pin)對(dui)本(ben)(ben)企(qi)(qi)業的(de)(de)(de)(de)戰(zhan)略(lve)意義，如果大(da)(da)(da)(da)件(jian)(jian)(jian)(jian)物(wu)(wu)(wu)流(liu)(liu)(liu)(liu)(liu)(liu)供(gong)(gong)(gong)(gong)應商(shang)(shang)(shang)提供(gong)(gong)(gong)(gong)的(de)(de)(de)(de)輸人(ren)品(pin)是對(dui)企(qi)(qi)業來(lai)說(shuo)(shuo)是戰(zhan)略(lve)性(xing)(xing)(xing)(xing)的(de)(de)(de)(de)投(tou)人(ren)品(pin)，是附加值高、個性(xing)(xing)(xing)(xing)化(hua)和(he)客戶化(hua)程(cheng)度高的(de)(de)(de)(de)產品(pin)，則把這類大(da)(da)(da)(da)件(jian)(jian)(jian)(jian)物(wu)(wu)(wu)流(liu)(liu)(liu)(liu)(liu)(liu)供(gong)(gong)(gong)(gong)應商(shang)(shang)(shang)劃(hua)分(fen)(fen)為第一(yi)類大(da)(da)(da)(da)件(jian)(jian)(jian)(jian)物(wu)(wu)(wu)流(liu)(liu)(liu)(liu)(liu)(liu)供(gong)(gong)(gong)(gong)應商(shang)(shang)(shang)，在(zai)日本(ben)(ben)稱為聯營(ying)大(da)(da)(da)(da)件(jian)(jian)(jian)(jian)物(wu)(wu)(wu)流(liu)(liu)(liu)(liu)(liu)(liu)供(gong)(gong)(gong)(gong)應商(shang)(shang)(shang)；如果大(da)(da)(da)(da)件(jian)(jian)(jian)(jian)物(wu)(wu)(wu)流(liu)(liu)(liu)(liu)(liu)(liu)供(gong)(gong)(gong)(gong)應商(shang)(shang)(shang)提供(gong)(gong)(gong)(gong)的(de)(de)(de)(de)輸人(ren)品(pin)是標準(zhun)化(hua)的(de)(de)(de)(de)或商(shang)(shang)(shang)業化(hua)的(de)(de)(de)(de)，對(dui)企(qi)(qi)業來(lai)說(shuo)(shuo)不是戰(zhan)略(lve)性(xing)(xing)(xing)(xing)的(de)(de)(de)(de)投(tou)入(ru)品(pin)，則將這類大(da)(da)(da)(da)件(jian)(jian)(jian)(jian)物(wu)(wu)(wu)流(liu)(liu)(liu)(liu)(liu)(liu)供(gong)(gong)(gong)(gong)應商(shang)(shang)(shang)劃(hua)分(fen)(fen)為第二(er)類大(da)(da)(da)(da)件(jian)(jian)(jian)(jian)物(wu)(wu)(wu)流(liu)(liu)(liu)(liu)(liu)(liu)供(gong)(gong)(gong)(gong)應商(shang)(shang)(shang)，即日本(ben)(ben)的(de)(de)(de)(de)獨立大(da)(da)(da)(da)件(jian)(jian)(jian)(jian)物(wu)(wu)(wu)流(liu)(liu)(liu)(liu)(liu)(liu)供(gong)(gong)(gong)(gong)應商(shang)(shang)(shang)。非戰(zhan)略(lve)性(xing)(xing)(xing)(xing)投(tou)入(ru)品(pin)與戰(zhan)略(lve)性(xing)(xing)(xing)(xing)投(tou)入(ru)品(pin)的(de)(de)(de)(de)主(zhu)要(yao)區別在(zai)于：

①非戰略性(xing)投入品(pin)產(chan)品(pin)單一、幾乎沒有關系(xi)特定性(xing)投資的必然性(xing)；

②非戰(zhan)略性投入品(pin)附(fu)加(jia)值較低(di)。

2.有針(zhen)對性有區別(bie)地大件物流供應商管理

在大件物流供(gong)(gong)(gong)(gong)應(ying)(ying)(ying)(ying)商(shang)戰(zhan)(zhan)(zhan)略性細分的(de)(de)(de)基(ji)礎上，企業(ye)(ye)(ye)(ye)要(yao)對大(da)(da)(da)件(jian)物(wu)(wu)(wu)(wu)流(liu)(liu)(liu)(liu)供(gong)(gong)(gong)(gong)應(ying)(ying)(ying)(ying)商(shang)進(jin)行區別管理。對非(fei)戰(zhan)(zhan)(zhan)略性投人品的(de)(de)(de)大(da)(da)(da)件(jian)物(wu)(wu)(wu)(wu)流(liu)(liu)(liu)(liu)供(gong)(gong)(gong)(gong)應(ying)(ying)(ying)(ying)商(shang)，企業(ye)(ye)(ye)(ye)應(ying)(ying)(ying)(ying)采取持久(jiu)正(zheng)常(chang)的(de)(de)(de)交易(yi)模式與(yu)之(zhi)(zhi)(zhi)打交道，這(zhe)(zhe)里的(de)(de)(de)持久(jiu)正(zheng)常(chang)的(de)(de)(de)交易(yi)關(guan)(guan)系(xi)(xi)是(shi)指企業(ye)(ye)(ye)(ye)與(yu)大(da)(da)(da)件(jian)物(wu)(wu)(wu)(wu)流(liu)(liu)(liu)(liu)供(gong)(gong)(gong)(gong)應(ying)(ying)(ying)(ying)商(shang)之(zhi)(zhi)(zhi)間(jian)(jian)并(bing)非(fei)是(shi)完(wan)全的(de)(de)(de)市場關(guan)(guan)系(xi)(xi)，并(bing)不(bu)像傳(chuan)統正(zheng)常(chang)交易(yi)關(guan)(guan)系(xi)(xi)一樣(yang)也(ye)不(bu)是(shi)合(he)作(zuo)伙伴(ban)(ban)關(guan)(guan)系(xi)(xi)，而是(shi)介于傳(chuan)統正(zheng)常(chang)交易(yi)關(guan)(guan)系(xi)(xi)與(yu)合(he)作(zuo)伙伴(ban)(ban)關(guan)(guan)系(xi)(xi)之(zhi)(zhi)(zhi)間(jian)(jian)的(de)(de)(de)一種關(guan)(guan)系(xi)(xi)。在這(zhe)(zhe)種關(guan)(guan)系(xi)(xi)中企業(ye)(ye)(ye)(ye)首先要(yao)對大(da)(da)(da)件(jian)物(wu)(wu)(wu)(wu)流(liu)(liu)(liu)(liu)供(gong)(gong)(gong)(gong)應(ying)(ying)(ying)(ying)商(shang)進(jin)行選擇，然(ran)后在多(duo)個大(da)(da)(da)件(jian)物(wu)(wu)(wu)(wu)流(liu)(liu)(liu)(liu)供(gong)(gong)(gong)(gong)應(ying)(ying)(ying)(ying)商(shang)之(zhi)(zhi)(zhi)間(jian)(jian)輪流(liu)(liu)(liu)(liu)購買，以提(ti)高自己(ji)的(de)(de)(de)討(tao)價(jia)還價(jia)能(neng)力，以使(shi)自己(ji)的(de)(de)(de)產(chan)品具有(you)成本(ben)(ben)優勢，企業(ye)(ye)(ye)(ye)與(yu)大(da)(da)(da)件(jian)物(wu)(wu)(wu)(wu)流(liu)(liu)(liu)(liu)供(gong)(gong)(gong)(gong)應(ying)(ying)(ying)(ying)商(shang)之(zhi)(zhi)(zhi)間(jian)(jian)也(ye)可以進(jin)行一些專項(xiang)投資(zi)，并(bing)且只要(yao)大(da)(da)(da)件(jian)物(wu)(wu)(wu)(wu)流(liu)(liu)(liu)(liu)供(gong)(gong)(gong)(gong)應(ying)(ying)(ying)(ying)商(shang)價(jia)格具有(you)競爭性，其未來的(de)(de)(de)業(ye)(ye)(ye)(ye)務就(jiu)能(neng)得到保障。對提(ti)供(gong)(gong)(gong)(gong)戰(zhan)(zhan)(zhan)略性投入品的(de)(de)(de)大(da)(da)(da)件(jian)物(wu)(wu)(wu)(wu)流(liu)(liu)(liu)(liu)供(gong)(gong)(gong)(gong)應(ying)(ying)(ying)(ying)商(shang)，企業(ye)(ye)(ye)(ye)就(jiu)與(yu)其發展戰(zhan)(zhan)(zhan)略合(he)作(zuo)伙伴(ban)(ban)關(guan)(guan)系(xi)(xi)，企業(ye)(ye)(ye)(ye)與(yu)大(da)(da)(da)件(jian)物(wu)(wu)(wu)(wu)流(liu)(liu)(liu)(liu)供(gong)(gong)(gong)(gong)應(ying)(ying)(ying)(ying)商(shang)有(you)較高程(cheng)度的(de)(de)(de)合(he)作(zuo)，企業(ye)(ye)(ye)(ye)開發與(yu)大(da)(da)(da)件(jian)物(wu)(wu)(wu)(wu)流(liu)(liu)(liu)(liu)供(gong)(gong)(gong)(gong)應(ying)(ying)(ying)(ying)商(shang)之(zhi)(zhi)(zhi)間(jian)(jian)的(de)(de)(de)多(duo)功能(neng)界面，建立(li)企業(ye)(ye)(ye)(ye)間(jian)(jian)的(de)(de)(de)知識分享界面，把專有(you)知識與(yu)技能(neng)傳(chuan)遞給大(da)(da)(da)件(jian)物(wu)(wu)(wu)(wu)流(liu)(liu)(liu)(liu)供(gong)(gong)(gong)(gong)應(ying)(ying)(ying)(ying)商(shang)，例如使(shi)本(ben)(ben)企業(ye)(ye)(ye)(ye)的(de)(de)(de)設(she)計(ji)工(gong)程(cheng)師與(yu)大(da)(da)(da)件(jian)物(wu)(wu)(wu)(wu)流(liu)(liu)(liu)(liu)供(gong)(gong)(gong)(gong)應(ying)(ying)(ying)(ying)商(shang)的(de)(de)(de)設(she)計(ji)工(gong)程(cheng)師進(jin)行協作(zuo)，以確保產(chan)品無缺(que)陷(xian)和(he)產(chan)品的(de)(de)(de)定制化，同時大(da)(da)(da)件(jian)物(wu)(wu)(wu)(wu)流(liu)(liu)(liu)(liu)供(gong)(gong)(gong)(gong)應(ying)(ying)(ying)(ying)商(shang)也(ye)推進(jin)大(da)(da)(da)件(jian)物(wu)(wu)(wu)(wu)流(liu)(liu)(liu)(liu)供(gong)(gong)(gong)(gong)應(ying)(ying)(ying)(ying)商(shang)對本(ben)(ben)企業(ye)(ye)(ye)(ye)進(jin)行關(guan)(guan)系(xi)(xi)特(te)定性投資(zi)，使(shi)本(ben)(ben)企業(ye)(ye)(ye)(ye)與(yu)大(da)(da)(da)件(jian)物(wu)(wu)(wu)(wu)流(liu)(liu)(liu)(liu)供(gong)(gong)(gong)(gong)應(ying)(ying)(ying)(ying)商(shang)之(zhi)(zhi)(zhi)間(jian)(jian)的(de)(de)(de)組織界限開始模糊起來，這(zhe)(zhe)樣(yang)對雙方的(de)(de)(de)激勵程(cheng)度都(dou)很高，因為每一方都(dou)進(jin)行了特(te)殊投資(zi)，離開這(zhe)(zhe)種合(he)伙關(guan)(guan)系(xi)(xi)這(zhe)(zhe)種投資(zi)就(jiu)沒有(you)任何價(jia)值。