Pie sharing and pie expansion in buyer-supplier new product development partnerships

Q2 Engineering
Joachim Wölfel, P. T. Grosse-Ruyken
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引用次数: 0

Abstract

Firms seek new product development (NPD) partnerships to achieve competitive advantage by pooling interorganisational resources. Although such collaborations may expand the partnership's total value pie, sharing the pie often results in poisonous win-lose rivalry amongst partners. This study investigates how automotive suppliers may gain competitive advantage and increase their financial stake within NPD partnerships with OEMs. We analyse sources of pie expansion from a resource-based view (RBV) perspective and the mediating role of fairness in pie sharing. As NPD partnerships also induce dependencies between collaborating firms, we extend the RBV with arguments from resource dependence theory (RDT). We test our predictions on a sample of 147 NPD partnerships between tier-1 suppliers and OEMs. Our findings suggest that fairness in pie sharing significantly mediates pie expansion. Moreover, NPD partnerships enable suppliers to increase OEMs' dependency on their firm, which mediates suppliers' competitive advantage, resulting in a more equitable division of the value pie.
采购-供应商新产品开发伙伴关系中的蛋糕分享和蛋糕扩张
企业寻求新产品开发(NPD)合作伙伴关系,通过汇集组织间资源来实现竞争优势。尽管这种合作可能会扩大合作伙伴关系的总价值蛋糕,但分享蛋糕往往会导致合作伙伴之间的恶性双赢竞争。本研究调查了汽车供应商如何在与原始设备制造商的NPD合作伙伴关系中获得竞争优势并增加其财务利益。我们从基于资源的视角(RBV)分析了馅饼扩张的来源,以及公平在馅饼分享中的中介作用。由于NPD伙伴关系也会导致合作企业之间的依赖性,我们用资源依赖理论(RDT)的论点扩展了RBV。我们在一级供应商和原始设备制造商之间的147个NPD合作伙伴的样本上测试了我们的预测。我们的研究结果表明,馅饼分享的公平性在很大程度上调节了馅饼的扩张。此外,NPD合作伙伴关系使供应商能够增加原始设备制造商对其公司的依赖,从而调节供应商的竞争优势,从而实现更公平的价值分配。
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来源期刊
CiteScore
2.70
自引率
0.00%
发文量
28
期刊介绍: IJATM is a vehicle to provide a refereed and authoritative source of information in the field of automotive technology, automotive management and related disciplines.
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