1、本科毕业论文外文翻译外文题目USINGBUYERSUPPLIERNETWORKSTOINCREASEINNOVATIONSPEEDANEXPLORATORYSTUDYOFTHAITEXTILEEXPORTERSTHAITEXTILEEXPORTERS出处ASIAPACIFICJOURNALOFMANAGEMENT,1997,VOLUME14,NUMBER2,PAGES107122作者ALEXANDRAJCAMPBELL原文USINGBUYERSUPPLIERNETWORKSTOINCREASEINNOVATIONSPEEDANEXPLORATORYSTUDYOFTHAITEXTILEEXPOR
2、TERSASGLOBALCOMPETITIVEPRESSURESREQUIREEXPORTERSTOPRODUCEHIGHERVALUEADDEDPRODUCTSANDTARGETTHEIRMARKETINGEFFORTSMORECLOSELY,ITISIMPORTANTTOUNDERSTANDWHETHERTHEWAYEXPORTERSINTERACTWITHTHEIRIMPORTANTCUSTOMERSANDSUPPLIERSISCHANGINGTHISARTICLEEXPLORESTHECHOICESOFLARGETHAITEXTILEEXPORTERSTOFORMPARTNERSHIP
3、SWITHTHEIRMAJORCUSTOMERSANDSUPPLIERSINORDERTOACHIEVEFASTERINNOVATIONTHERESULTSFROMTHISEXPLORATORYSTUDYSUGGESTTHATSOMETHAIEXPORTERSMAYBEFORMINGBUYERSUPPLIERNETWORKSTOEXECUTESTRATEGIESOFRAPIDINNOVATIONASTHEYATTEMPTTOMOVEAWAYFROMALOWCOSTFOCUSANDPROVIDEMOREVALUEADDEDTOTHEIRINTERNATIONALCUSTOMERS1INTRODU
4、CTIONTHEREISWIDESPREADAGREEMENTTHATFIRMSENTERCOLLABORATIVERELATIONSHIPSTOATTAINGOALSTHATAREUNACHIEVABLEBYINDEPENDENTACTIONMORGANANDHUNT1994INCREASINGLY,INORDERTOCOMPETE,FIRMSAREDEVELOPINGCOOPERATIVENETWORKSWITHBOTHTHEIRSUPPLIERSANDTHEIRCUSTOMERSTOLEVERAGETHEIRRESOURCESCAMPBELLANDWILSON1995THISISPART
5、ICULARLYTRUEININTERNATIONALBUSINESSWHERECOOPERATIONCANRESULTINSUPERIORBENEFITSANDLOWERRISKCOMPAREDTOALTERNATIVEMODESOFORGANISINGCONTRACTORANDLORANGE1988GLOBALCOMPETITIONISINCREASINGTHEPRESSUREFOREXPORTERSTOPRODUCEHIGHERVALUEADDEDPRODUCTSANDTOTARGETTHEIRMARKETINGEFFORTSMORECLOSELYBUTDESPITETHEACKNOWL
6、EDGEDBENEFITSOFPURPOSEFULCOOPERATIONININTERNATIONALBUSINESSBUCKLEYANDCASSON1988,THEREHASBEENLITTLEEMPIRICALRESEARCHABOUTHOWEXPORTERSUSECOOPERATIONTOLEVERAGETHEIRRESOURCESTHISSTUDYEXAMINESTHETYPESOFTRADINGRELATIONSHIPS20MAJORTHAITEXTILEEXPORTERSHAVEWITHTHEIRMOSTIMPORTANTCUSTOMERSANDSUPPLIERS2BUYERSUP
7、PLIERNETWORKSANDTHAITEXTILEEXPORTINGTHEBUSINESSNETWORKAPPROACHENRICHESADYADICPERSPECTIVEBYCONTRIBUTINGTHEKNOWLEDGETHATFOCALRELATIONSHIPSCANNOTHEMANAGEDINISOLATIONFROMTHEOTHERRELATIONSHIPSAFIRMHASANDREPRESENTACONDUITTOOTHERRELATIONSHIPSTHROUGHWHICHRESOURCESMAYBEACCESSEDBASTON1992NETWORKTHEORIESSUGGES
8、TTHATASPECIFICFIRMSBEHAVIORISPRIMARILYCONTROLLEDBYITSRELATIONSHIPSWITHOTHERFIRMSRATHERTHANBYINTERNALFIRMFACTORSOREXTERNALFACTORSSUCHASMARKETSFORSUPPLYANDDEMANDNOHRIAANDECCLES1992THECONCEPTUALDEVELOPMENTOFINDUSTRIALNETWORKSISROOTEDINBOTHABEHAVIOURALTHEORYOFFIRMDECISIONMAKINGWHEREBYORGANISATIONALGOALS
9、ARETHERESULTOFASOCIALBARGAININGPROCESSBASEDUPONEXISTINGCOALITIONSOFORPNISATIONALPARTICIPANTS,ANDINARESOURCEDEPENDENCEPERSPECTIVEINWHICHORGANISATIONSAREALWAYSSUBJECTTOEXTERNALCONTROLSINCETHEYMUSTINEVITABLYACQUIRERESOURCESBYINTERACTINGWITHTHEIRSOCIALENVIRONMENTBUYERSUPPLIERNETWORKSABUYERSUPPLIERNETWOR
10、KISDEFINEDASASERIESOFTRIADICRELATIONSHIPSTHATHAVEBEENDESIGNEDTOGENERATECUSTOMERVALUEANDBUILDSUSTAINABLECOMPETITIVEADVANTAGETOTHECREATORANDMANAGERBUYERSUPPLIERNETWORKSDESCRIBETHEPURPOSEFULCOOPERATIONBETWEENINDEPENDENTFIRMSALONGAVALUECHAINTOCREATESTRATRGICADVANTAGEFORTHEENTIREGROUPSUCHNETWORKSHAVEALSO
11、BEENCALLED“STRATEGIC”SINCENETWORKCREATORSUSETHECORECAPABILITIESOFTHEOTHERNETWORKMEMBERSTOCREATEVALUEFORTHEFINALCUSTOMERANDTHEREBYBUILDACOMPETITIVEADVANTAGEFORTHEMSELVESSUCHFIRMSRECOGNIZETHEPOTENTIALFORSYNERGYINDEVELOPINGCAPABILITIESWHICHREINFORCERATHERTHANMINIMIZETHEIRDEPENDENCEONOUTSIDEFIRMSJARILLO
12、1993OUTLINESTHREECHARACTERISTICSOFABUSINESSSYSTEMWHICHFAVOURTHEDEVELOPMENTOFSTRATEGICBUYERSUPPLIERNETWORKSFIRST,ATLEASTSOMECRITICALACTIVITIESHAVEADVANTAGESIFCARRIEDOUTINADEINTEGRATEDWAYSECOND,SPECIALIZEDINVESTMENTSUCHASCAPITALINVESTMENTS,PEOPLEORTIME,RESULTSINHIGHEREFFICIENCYTHIRD,SPEEDOFRESPONSIVEN
13、ESSISIMPORTANTANDLEAVINGCOORDINATIONTOARMSLENGTHMARKETMECHANISMSISINEFFICIENTORINFLEXIBLEALLTHREECHARACTERISTICSAPPLYTOTHETHAITEXTILEINDUSTRYTHETEXTILEINDUSTRYALLOVERTHEWORLDISADYNAMICINDUSTRY,STRONGLYDICTATEDBYCHANGINGTRENDSANDFADSINTHEWORLDOFFASHIONANDERSON1992INSUCHANINDUSTRY,AFIRMSCOMPETITIVEADV
14、ANTAGERESIDESINITSABILITYTORESPONDTORAPIDCHANGESINTHEINTERNATIONALMARKETPLACECABLE1990THISISPARTICULARLYTRUEFORTHAITEXTILEEXPORTERSTHAILANDSTEXTILEEXPORTTRADEISGOVERMEDBYBILATERALLYNEGOTIATEDQUOTARESTRICTIONSTHEMULTIFIBREAGREEMENTWHICHMEANSTHATTHAIEXPORTERSARERESTRICTEDINSEARCHINGFORNEWINTERNATIONAL
15、CUSTOMERSSINCETHEAVERAGERATEOFQUOTAUTILISATIONISALREADYOVER80,THAITEXTILEEXPORTERSNEEDTOSEARCHFORNEWWAYSTOCOMPETERISINGDOMESTICLABORWAGESANDTHEEMERGENCEOFLOWERCOSTASIANCOMPETITORSAREFORCINGTHAITEXTILEEXPORTERSTOMOVEINTOVALUEADDEDPRODUCTSANDHIGHERQUALITYGOODSTHATCANBEDIRECTEDTOWARDSTHEUPPERENDOFTHEMA
16、RKET。THEEMERGINGNEWBASISOFCOMPETITIONINTHETHAITEXTILEINDUSTRYISEXPECTEDTOINCREASETHAITEXTILEEXPORTERSNEEDFORCLOSERLINKAGESINBOTHTHEDOWNSTREAMGARMENTSECTORANDINTHEUPSTREAMSECTORSSUCHASDYEING,PRINTINGANDFINISHINGARESEARCHSTUDYWASCONDUCTEDTOASSESSWHETHERTHELARGERTHAITEXTILEEXPORTERSARERESPONDINGTOINCRE
17、ASEDCOMPETITIVEPRESSURESBYFORMINGTHREEWAYBUYERSUPPLIERNETWORKSWITHTHEIRMAJORCUSTOMERSANDSUPPLIERSTHISISDISCUSSEDNEXTRESEARCHSTUDYTHETHAIEXPORTINDUSTRYISHIGHLYCONCENTRATEDOFTHE1100TO1400FIRMSWHICHPRODUCEGARMENTSFOREXPORT,ABOUT50FIRMSACCOUNTFOR6070OFTOTALEXPORTSTHROUGHTHEPARTICIPATIONOFTHETHAITEXTILEE
18、XPORTINGASSOCIATION,QUESTIONNAIRESWEREMAILEDTOTHE50LARGESTTEXTILEEXPORTERSINTHAILANDTHESURVEYINSTRUMENTWASDOUBLETRANSLATEDFROMENGLISHTOTHAIANDPRETESTEDWITHMEMBERSOFTHETHAITEXTILEEXPORTINGASSOCIATIONPRIORTOITSADMINISTRATIONTHESURVEYWASDIRECTEDTOSENIORMANAGEMENTOFTHEEXPORTINGFIRMWHOWEREASKEDTODISTRIBU
19、TETHEQUESTIONNAIRETOTHEPERSONSWITHINTHEIRORGANIZATIONMOSTKNOWLEDGEABLEABOUTTHEIRFIRMSRELATIONSHIPWITHTHEIRMOSTIMPORTANTSUPPLIERANDCUSTOMERRESPONDENTSWEREONLYASKEDTOCOMMENTONTHEIRFIRMSMOSTIMPORTANTCUSTOMERANDSUPPLIERRELATIONSHIPSSINCECOOPERATIVEACTIONINVOLVESHIGHSETUPCOSTS,ITISMORELIKELYTOOCCURINIMPO
20、RTANTRELATIONSHIPSAREREFLECTEDBYSALESVOLUMEORBYTHECRITICALITYOFTHEPURCHASEDITEMSPONSORSHIPBYTHETHAIEXPORTINGASSOCIATIONWASIMPORTANTSINCEITWASEXPECTEDTHATFIRMSRELUCTANCETOREVEALHOWTHEYARECOMPETINGDUETOTHEQUOTASYSTEMINTHAILANDWOULDLIMITSURVEYPARTICIPATIONAFTERTWOROUNDSOFFOLLOWUPLETTERS,THEFINALSAMPLEW
21、AS25FIRMSREPRESENTINGA50RESPONSERATEFIVERESPONSESWEREELIMINATEDDUETOINSUFFICIENTINFORMATIONONEITHERTHECUSTOMERORTHESUPPLIERRELATIONSHIP,YIELDINGAFINALSAMPLEOF20FIRMSSAMPLECHARACTERISTICSAREGIVENINTABLES1AND2ASTABLEIINDICATES,ALLTHEFIRMSINTHESAMPLEAREACTIVELYINVOLVEDINEXPORTINGWITHEXPORTSALESACCOUNTI
22、NGFOR801OFTOTALFIRMSALESFIRMAGERANGEDFROM25YEARSTO27YEARSWITHTHEAVERAGREAGEBEING146YEARSNOTSURPRISINGLY,THEMOSTIMPORTANTEXPORTCOUNTRIESWERETHEELIANDNORTHAMERICA,BOTHOFWHICHARECOVEREDUNDERTHETERMSOFTHEMULTIFIBARRANGEMENTONAVERAGE,FIRMSPURCHASEDHOWOFTHEIRRAWMATERIALSFROMINDEPENDENTSUPPLIERSAND40FROMSU
23、BSIDIARIESASTABLEIINDICATES,ALLTHEFIRMSINTHESAMPLEAREACTIVELYINVOLVEDINEXPORTINGWITHEXPORTSALESACCOUNTINGFOR801OFTOTALFIRMSALESFIRMAGERANGEDFROM25YEARSTO27YEARSWITHTHEAVERAGREAGEBEING146YEARSNOTSURPRISINGLY,THEMOSTIMPORTANTEXPORTCOUNTRIESWERETHEELIANDNORTHAMERICA,BOTHOFWHICHARECOVEREDUNDERTHETERMSOF
24、THEMULTIFIBARRANGEMENTONAVERAGE,FIRMSPURCHASEDHOWOFTHEIRRAWMATERIALSFROMINDEPENDENTSUPPLIERSAND40FROMSUBSIDIARIESASTABLEIINDICATES,ALLTHEFIRMSINTHESAMPLEAREACTIVELYINVOLVEDINEXPORTINGWITHEXPORTSALESACCOUNTINGFOR801OFTOTALFIRMSALESFIRMAGERANGEDFROM25YEARSTO27YEARSWITHTHEAVERAGREAGEBEING146YEARSNOTSUR
25、PRISINGLY,THEMOSTIMPORTANTEXPORTCOUNTRIESWERETHEELIANDNORTHAMERICA,BOTHOFWHICHARECOVEREDUNDERTHETERMSOFTHEMULTIFIBARRANGEMENTONAVERAGE,FIRMSPURCHASEDHOWOFTHEIRRAWMATERIALSFROMINDEPENDENTSUPPLIERSAND40FROMSUBSIDIARIESASTABLEIINDICATES,ALLTHEFIRMSINTHESAMPLEAREACTIVELYINVOLVEDINEXPORTINGWITHEXPORTSALE
26、SACCOUNTINGFOR801OFTOTALFIRMSALESFIRMAGERANGEDFROM25YEARSTO27YEARSWITHTHEAVERAGREAGEBEING146YEARSNOTSURPRISINGLY,THEMOSTIMPORTANTEXPORTCOUNTRIESWERETHEELIANDNORTHAMERICA,BOTHOFWHICHARECOVEREDUNDERTHETERMSOFTHEMULTIFIBARRANGEMENTONAVERAGE,FIRMSPURCHASEDHOWOFTHEIRRAWMATERIALSFROMINDEPENDENTSUPPLIERSAN
27、D40FROMSUBSIDIARIESASTABLE2INDICATES,THEMAJORITYOFTHECUSTOMERANDSUPPLIERRELATIONSHIPSFORFIRMSINTHESAMPLEWEREBETWEEN1AND10YEARSOFAGETHESERELATIONSHIPSWERECHARACTERIZEDASGROWINGORESTABLISHEDINTERESTINGLY,THEREISVERYLITTLEUSEOFCONTRACTSFOREITHERCUSTOMERSORSUPPLIERSIFEXPORTERSARECOOPERATINGWITHTHEIRCUST
28、OMERSANDSUPPLIERS,THEYARERELYINGONINFORMALMECHANISMSTOSAFEGUARDTHEIRINVESTMENTS4USINGBUYERSUPPLIERNETWORKSTOIMPROVEINNOVATIONSPEEDIFNETWORKSOFINTERCONNECTEDRELATIONSHIPSPOSSESSADVANTAGESBEYONDTHESUMOFTHEIRINDIVIDUALDYADICRELATIONSHIPS,THEREMUSTBESOMESYNERGYWHICHRESULTSFROMCOOPERATIONTHEKEYCONCEPTTHA
29、TDRIVESBUYERSUPPLIERNETWORKSISTHEDELIVERYOFSUPERIORCUSTOMERVALUEACHIEVEDBYINTEGRATINGTHERESOURCESANDACTIVITIESOFINDEPENDENTFIRMSTHROUGHACOOPERATIVESETOFINTERLOCKINGRELATIONSHIPSONESTRATEGYAIMEDATCONSISTENTLYOFFERINGSUPERIORVALUETOADISTINCTCUSTOMERSEGMENTISRAPIDINNOVATIONRAPIDINNOVATIONALLOWSFIRMSTOA
30、DDRESSTHEDISTINCTNEEDSOFINDIVIDUALCUSTOMERSORMICROSEGMENTS,INORDERTONURTURELONGTERMRELATIONSHIPSWITHCUSTOMERSTREATYANDWIERSEMA1995BYPROVIDINGINNOVATIONINLESSTIMETHANCOMPETITORS,EXPORTERSCANREACTTOCHANGINGCUSTOMERNEEDSWITHACUSTOMISEDANDIMMEDIATERESPONSEANDCAPITALISEONFIRSTMOVERADVANTAGESINCHANGINGMAR
31、KETSTHEFLEXIBILITYNECESSARYTOFASTINNOVATIONREQUIRESTHECOORDINATIONOFBOTHUPSTREAMANDDOWNSTREAMACTIVITIESTHISISBECAUSEEXCHANGEINONERELATIONSHIPISOFTENCONTINGENTUPONTHEEXCHANGEORNONEXCHANGEINANOTHERTOACHIEVEFASTINNOVATION,FIRMSMUSTBOTHUNDERSTANDTHEIRCUSTOMERSFIXTUREBUYINGNEEDSANDBEABLETOINCORPORATESUPP
32、LIERSEXPERTISEINRAWMATERIALSINTOTHENEWPRODUCTDEVELOPMENTPROCESSINTHETHAITEXTILEEXPORTINDUSTRY,COORDINATIONISBESTACCOMPLISHEDTHROUGHCOOPERATIVETRADINGRELATIONSHIPSRATHERTHANVERTICALINTEGRATIONSINCETHEENTREPRENEURIALIMPETUSFORINNOVATIONSTEMSFROMRELATIVELYSMALLBUSINESSUNITSTHUS,EXPORTERSFOLLOWINGASTRAT
33、EGYOFRAPIDINNOVATION,AREEXPECTEDTOCOORDINATEACTIVITIESBYCOOPERATINGWITHTHEIRMAJORCUSTOMERS4SUPPLIERSTOMINIMISENETWORKCOSTANDMAXIMISETHENETWORKSABILITYTOPROVIDESIGNIFICANTLYGREATERCUSTOMERVALUETHANALTERNATIVEARRANGEMENTSDISCRIMINANTANALYSISWASUSEDTOTESTWHETHERASTRATEGYOFRAPIDINNOVATIONPREDICTEDEXPORT
34、ERMEMBERSHIPINTHETHREEGROUPSDISCRIMINANTANALYSISKESULTDISCRIMINANTANALYSISISQUITESENSITIVETOTHERATIOOFSAMPLESIZETOTHENUMBEROFPREDICTORVARIABLESSINCEMANYSTUDIESSUGGESTARATIOOF20OBSERVATIONSFOREACHPREDICTORVARIABLE,ONLYONEPREDICTORVARIABLEWASUSEDTOPREDICTEXPORTERMEMBERSHIPINTHETHREEGROUPSTHECANONICALD
35、ISCRIMINANTFUNCTIONISSHOWNINTABLE4THETESTOFTHENULLHYPOTHESISISBASEDUPONWILKSLAMBDATHETESTISSIGNIFICANTPO5ANDPROVIDESEVIDENCETHATTHEAVERAGESCOREPROFILESOFTHETHREEAPRIORIGROUPSAREDIFFERENTFROMTHECLASSIFICATIONMATRIXINTABLE4,THEHITRATEIS6012OUTOF20PAIRSOFRELATIONSHIPSWERECORRECTLYCLASSIFIEDBYTHEIRSCORE
36、SONTHEDISCRIMINANTFUNCTIONSSINCETHEPRIORPROBABILITIESAREAPPROXIMATELY33FOREACHGROUP,THESERESULTSEXCEEDTHOSETHATMIGHTHAVEOCCURREDBYCHANCEONLYONEPAIROFCUSTOMER/SUPPLIERRELATIONSHIPEXHIBITINGHIGHCOOPERATIONWASMISCLASSIFIEDASNONCOOPERATIVE,ANDONEPAIROFRELATIONSHIPSEXHIBITINGLOWCOOPERATIONWASMISCLASSIFIE
37、DASCOOPERATINGTHEREMAININGSIXPAIRSOFMISCLASSIFIEDRELATIONSHIPSOCCURREDINTHEMIXEDGROUPINFACT,NONEOFTHERELATIONSHIPPAIRSWHERECOOPERATIONOCCURREDEITHERWITHASUPPLIERORWITHACUSTOMERWERECORRECTLYCLASSIFIEDBYANEXPORTINGSTRATEGYOFFASTINNOVATIONTHEHIGHMISCLASSIFICATIONFORTHISGROUPSUGGESTTHATWHENTAKENINDIVIDU
38、ALLY,THEBASISFORCOOPERATIONBYTHAITEXTILEEXPORTERSWITHSUPPLIERSMAYBEDIFFERENTTHANWITHCUSTOMERSTHEDECISIONTOCOOPERATECITHERUPSTREAMORDOWNSTREAMMIGHTHEDIFFERENTBECAUSEOFDIFFERENTCOMPETITIVE,MARKETANDCORPORATEISSUESTHATNEEDTOBERESOLVEDFOREXAMPLE,OTHEREMPIRICALSTUDIESEGCAMPBELL1997SUGGESTTHATRELATIVEDEPE
39、NDENCEMAYHEMOREIMPORTANTINPROMOTINGCOOPERATIONWITHDOMESTICSUPPLIERSTHANWITHFOREIGNCUSTOMERSDUETOTHEDIFFICULTIESINOVERCOMINGCULTURALDIFFERENCESTOESTABLISHCOOPERATIONTHEGROUPMEANSONTHEDISCRIMINANTFUNCTIONPROVIDESUPPORTFORTHEPROPOSITIONTHATSOMETHAITEXTILEEXPORTERSAREDEVELOPINGCOOPERATIVEBUYERSUPPLIERNE
40、TWORKSINORDERTOIMPROVETHEIRCOMPETITIVENESSTHROUGHFASTINNOVATIONTHEHIGHCOOPERATIONPAIRSOFCUSTOMER/SUPPLIERRELATIONSHIPSHI/HIHAVETHEHIGHESTPOSITIVEMEANSCOREONTHE“RAPIDINNOVATION”FUNCTIONNOTSURPRISINGLY,OFTHETHREEGROUPS,COOPERATIVEANDNONCOOPERATIVEPAIRSOFRELATIONSHIPSAREMOSTDISSIMILARWHILETHEGROUPWITHU
41、NCOOPERATIVECUSTOMERANDSUPPLIERRELATIONSHIPSLO/LOHASAHIGHNEGATIVEMEANSCOREONTHERAPIDINNOVATIONFUNCTION,THEGROUPOFEXPORTERSWHICHCOOPERATESWITHBOTHCUSTOMERSANDSUPPLIERSHI/HI,HASAHIGHPOSITIVEMEANSCOREONTHISFUNCTIONALTHOUGHLOWER,THEMIXEDGROUPOFEXPORTERSALSOHAVEAPOSITIVEMEANSCOREONTHE“RAPIDINNOVATION”FUN
42、CTIONEXAMINATIONOFTHISGROUPINDICATESTHATEXPORTERSINTHISGROUPCOOPERATEPRIMARILYWITHSUPPLIERSRATHERTHANWITHCUSTOMERSFOUROFTHESIXEXPORTERSINTHISGROUPHADCOOPERATIVERELATIONSHIPSWITHSUPPLIERSANDNONCOOPERATIVERELATIONSHIPSWITHCUSTOMERSVERSUSONLYTWOEXPORTERSWHOHADCOOPERATIVERELATIONSHIPSWITHCUSTOMERSANDNON
43、COOPERATIVERELATIONSHIPSWITHSUPPLIERSONEREASONFORTHISPATTERNISTHATANEXPORTERSABILITYTOEXECUTESTRATEGIESINITSCUSTOMERRELATIONSHIPSMAYDEPENDUPONTHETYPEOFSUPPLIERRELATIONSHIPSITHASCOOPERATIONWITHSUPPLIERSENABLESEXPORTERSTOUTILIZETHEEXPERTISEOFTHEIRSUPPLIERSTODEVELOPRAWMATERIALINNOVATIONSWHICHCANBETRANS
44、FORMEDINTOTHEFINALPRODUCTEXPORTERSAREBETTERABLETOFULLFILLTHEIRCUSTOMERREQUIREMENTSFORFASTINNOVATIONWHENTHEYCANRELYONTHEIRSUPPLIERSTAKENTOGETHER,THEPATTERNOFGROUPMEANSONTHEDISCRIMINANTFUNCTIONSSUGGESTSTHATINTERFIRMCOOPERATIONMAYREPRESENTAPROGRESSIONINANEXPORTERSBUSINESSORIENTATIONCOOPERATIONWITHSUPPL
45、IERSMAYLEADTOCOOPERATIONWITHCUSTOMERASEXPORTERSMOVEFROMAPRESENTPERFORMANCEFOCUSTOAVALUEADDEDFOCUSOFRAPIDINNOVATION译文使用买卖公司网络提高创新速度泰国纺织品出口商的探索研究由于全球竞争的压力要求出口商创造更高的价值投入的产品，并且把他们的销售目标定得更远。这对于了解不管出口商与他们重要的客户还是供应商的影响方式都是一直在变化的。本文探测的是以泰国纺织品出口商与他们的主要客户和供应商建立合作关系以达到更快速的创新。研究性学习的结果显示了一些泰国出口商因为要试图离开一个低成本焦点和提供
46、更具有价值的产品给他们的国际客户。所以他们可能执行创造一个买卖网络去加速创新的战略。一、介绍公司进入合作关系来达到通过独立的行为不可获取的目标，已有了普遍的认可。为了竞争，越来越多的公司和他们的供应商和客户正在发展一种网络式的合作关系来控制他们的资源,在国际商业中，与交替的纺织方式相比，对于出口商来说这是一个明确的事实，全球竞争不断增长的压力是生产更高价值投入的商品和制定更实在的销售目标。但是尽管在国际商业中，有目的的合作会带来公认的利益，但是关于出口商该如何利用合作关系来影响他们的资源的相关研究几乎没有。本研究是调查20个主要的泰国纺织品出口商与他们最重要的客户和供应商的贸易关系的形式。二、
47、买卖网络和泰国纺织出口商业网络的方法充实了贡献知识的二元观点使焦点关系不能被孤立地从一个公司的资源关系导向另一个公司的关系。网络理论建议一个特殊的公司行为首先是控制他与其他公司的关系，其次是公司内部因素和如供给市场、需求市场这样的外在因素。工业网络的概念发展是根深于一个行为理论公司的决策依靠组织目标是现有联盟合作参与者进行社会协商的结果。组织常常把资源对外控制因为他们必须不可避免的吧他们的资源与社会环境相互作用。21买卖网络网络理论关系作为形成预计客户价值和可承受的竞争优势的一系列的贸易关系而被明确，买卖网络关系在独立的公司之间形成了价值链为整个团体去创造优势。这样的网络也常被称为“战略上的”
48、。自从网络创造者利用其他网络成员的主要性能来为最终的客户创造价值从而为他们自己创造一个竞争优势。这样的公司认识到了对于发展中的性能的协调作用的可能性不是最小化而是增长他们对于外部公司的一种依赖。JARILLO（1933）概括了一个有助于买卖网络发展的商业系统的3个特征。首先，如果以一种不完整的方式来创业，至少一些危险的活动是有优势的。其次，专门的投资（例如重要的投资），人或时间，都会导致更高的效率。最后，相应的速度是很重要的，而且对于市场原理的协调是无效的和不可逆转的。这三个特征都是泰国纺织工业的特征。全球的纺织工业是一个有活力的工业，被全球的变化时尚趋势所强烈影响。在这样的一个工业中，一个公
49、司的竞争优势在于它在国际市场中对于迅速变化所做出的相应反应的能力。对于泰国纺织品出口商而言这是一个事实。泰国纺织品出口贸易是被双向协商配额所限制。这就意味着泰国出口商在寻找新的国际客户时将受到限制。自从平均起来的配额已经超过了80，泰国的纺织品出口商需要寻找新的方式参与竞争，本国劳动工资的上升和低成本的亚洲竞争对手迫使泰国纺织品出口商转移到增值产品和高质量产品等上层市场中去。新兴的基础上的竞争在泰国纺织工业期待增加，泰国的纺织出口商需要更加紧密地联系下游服装部门和上游部门（如染色，印花和完结工序）。一项调查研究评估了泰国纺织出口商响应增加三方买卖公司网络和他们主要的客户和供应商的竞争压力是否更大。其次会对这个进行讨论。22研究调查泰国的出口行业是高度集中的大约1100到1400家公司生产和出口服装，大概50家公司占了泰国总出口额的百分之六十到七十。通过参与泰国纺织出口协会，调查表寄到了泰国50个最大的纺织品出口商这里。调查工具被翻译城英语跟泰语用来测试泰国纺织出口协会的会员先前的经营管理。这项调查是针对那些最了解他们公司的组织和公司重要供应商和客户关系的出口公司的高级管理人员分发的，受访者只要求评论自己公司重要的客户和供应商的关系，因为合作行动包含很高的准备成本，更容易在反映销售量和购买量方面发生重要关系。在泰国出口行业协会的赞助上，公司之间互相不透露
