A Study on Business Partnership between Distribution Channels and Manufacturers in the Electronic Connector Industry – Using Company A & Company T as Examples

• Main Authors: Chao-Chun Liang, 梁超群
• Other Authors: Jin-Feng Uen
• Format: Others
• Language: en_US
• Published: 2011
• Online Access: http://ndltd.ncl.edu.tw/handle/69769279761164740738

碩士 === 國立中山大學 === 高階經營碩士班 === 100 === Abstract The main purpose of this research & analysis report is to suggest a working model between a world leading connector distribution firm and a world leading connector manufacturer firm that will guide them to improved sales performance, increased profitability, and higher levels of customer satisfaction. However, a lack of trust and commitment is keeping them from accomplishing these outcomes. Without trust, there is no commitment. Without commitment, there can be no meaningful change. The method of this research is to first analyze the theories developed in the past for working partnership between distribution firms and manufacturer firms and then, the empirical studies conducted for the same period of time. Among the theories and empirical studies, we focus on how to bond the relationship by using influence (or power), dependence, functional conflict, and cooperation. More specifically, these factors or variables are somewhat related to idiosyncratic investments and contractual terms which provide the two parties with the options to compare pros and cons of taking the next step for relationship bonding. Other ways that may affect their common interest are to form a strategic alliance or joint venture that will provide a competitive advantage for both companies to win the business in this highly competitive environment. At the end of this research, we use a case study to represent potential relationship issues that still go on in today’s business environment which occurred decades ago. Then, we apply the theories and studies and provide suggestions to both leading connector distributor and manufacturer on how to strengthen working relationship in today’s competitive business environment.