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Study of Manufacture-outsourcer Relationship in the Condition of Outsourcing of the Sales Function

Author: PanJinLong
Tutor: FuXianZhi
School: Jiangnan University
Course: Business management
Keywords: Outsourcing Vendor relationships Factor Analysis
CLC: F224
Type: Master's thesis
Year: 2011
Downloads: 19
Quote: 0
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Abstract


The current world economy belongs to the era of the post-financial market turmoil in the economic situation, which led to increasing uncertainty in the market. Due to resource limitations, companies must rely on the core competitiveness in order to survive and develop, it will be non-core functions outsourced to optimize the enterprise value chain has become an inevitable trend. Outsourcing is to delegate some of the functions of the original internal to external specialized organizations, with the formation of a \effective way. Functional outsourcing strategy as a new means to improve the core competitiveness of enterprises, enterprises in Europe and the United States has been a wide range of applications, In China, the theoretical research and application is still far less mature Western countries. This study is the functions of the outsourcing strategy outsourcing sales functions. With the deepening socio-economic division of labor and the development of specialized production, sales outsourcing has become the marketing methods used by many enterprises in China. Firstly, read the previous literature, made a basic overview of the outsourcing industry and vendor relationships. And then refer to the results of previous studies, and summarized its extracted seven factors that affect vendor relationships, and survey instrument was designed based on these factors. Itself has a certain degree of subjectivity due to the relationship between manufacturers, sales outsourcing providers and manufacturers belonging to two different positions, are depending on the focus of the evaluation of the relationship between manufacturers must also differ. This article breaks the the predecessors traditional way, from two different angles of the manufacturer and sales outsourcer, this approach makes the study more specific, more comprehensive, more meaningful, and also for posterity The new study as a reference. Chapters IV and V respectively, sales outsourcing providers and manufacturers conducted a questionnaire survey, factor analysis and regression analysis, draw two different regression models affect vendor relationships. The results of this study verify the communication, the interests of risk sharing, conflict resolution, dependency, honest and trustworthy, cultural compatibility, flexibility, these seven factors of vendor relationships significant impact. Chapter VI to compare the two sets of regression models to analyze the various factors in the two models weight differences, put forward the proposal of building a good vendor relationships, and a win-win mechanisms as well as manufacturers focus measures and risk aversion. This article is mainly focused on the study of the the sales vendor the functions outsourced conditions under factors help business managers a comprehensive and objective understanding of the sales functions outsourcing strategy, is conducive to the correct assessment of both companies and maintain vendor relationships. This study has theoretical and practical significance.

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