买卖合作契约的供应链关系研究
Examining supply chain relationships: Do buyer and supplier perspectives on collaborative relationships differ?
Journal of Operations Management 28(2010)101–114
全文简介：
为了获得有效、灵活和稳定的竞争力，公司与其供应链上的伙伴建立合作关系。然而建立合作关系的费用是否能补偿其带来的收益，还不确定，且促成成功合作的因素也不明确。
所以，作者致力于研究合作双方的共同点和不同点。首先用结构方程模型分别研究了合作的两方，一项检测购买者的观念，另一项检验供应商的观念。然后，用不变性检验，研究影响双方满意度和业绩的因素。研究结果显示合作的行为（如信息共享、合作关系努力和专门投资）会带来信任和承诺。反过来信任和承诺会带来满意度和业绩的提高。两个独立研究的结果显示了相似性和差异性：概念模型高度相似，而某些路径在对购买方和供应方的重要性上有差别。比如购买方较关注合作的效果，而供应方则希望通过信息共享和合作关系努力来维护这部分投资。  
作者简介：
Gilbert N. Nyaga ：Information, Operations, & Analysis Group, College of Business Administration, 214 Hayden Hall, Northeastern University, Boston, MA 02115, United States
Judith M. Whipple ：Department of Supply Chain Management, Michigan State University, The Eli Broad College of Business, N 370 North Business Complex, East Lansing, MI 48824, United States
Daniel F. Lynch ：Centre for International Trade & Transportation, Dalhousie University, 6100 University Avenue, Suite 2060, Halifax, Nova Scotia B3H 3J5, Canada
ABSTRACT
Firms are building collaborative relationships with their supply chain partners in order to achieve efficiencies,flexibility,and sustainable competitive advantage.However,it is unclear if collaborative relationships provide benefits that compensate for the additional expense associated with such relationships.Further,it is unclear what factors promote successful collaborations.This research examines collaborative relationships in two separate studies using structural equation modeling:one study examines buyers’perceptions and the second study examines suppliers’perceptions.The two studies are then compared using invariance testing in order to determine economic and relational factors that drive satisfaction and performance from each party’s perspective.Results show that collaborative activities,such as information sharing,joint relationship effort,and dedicated investments lead to trust and commitment.Trust and commitment,in turn,lead to improved satisfaction and performance. Results from the two independent studies exhibit similarities and differences;while the conceptual model is highly similar,certain paths vary in their significance and/or their importance across buyer and supplier firms such that buyers focus more on relationship outcomes while suppliers look to safeguard their transaction specific investments through information sharing and joint relationship effort.Managerial and theoretical implications of the findings are discussed.
Keywords:Collaborative relationships;Commitment;Trust;Satisfaction;Supply chain alliances;Invariance testing

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