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1、EuropeanJournalofPurchasing&SupplyManagement,Vol.3,No.1,pp.33-42,1997Pergamon©1997ElsevierScienceLtdAllrightsreserved.PrintedinGreatBritain0969-7012/97$17.00+0.00PII:S0969-7012(96)00007-XDevelopingbuyer-supplierrelationshipsintheautomobileindustryAstudyofJaguarandNipponden
2、soFarooqAliMIRABusinessUnit,LoughboroughUniversityBusinessSchool,AshbyRoad,Loughborough,LeicestershireLEll3TU,UKGarethSmithandJimSakerLoughboroughUniversityBusinessSchool,AshbyRoad,Loughborough,LeicestershireLEll3TU,UKTheadoptionofJapanese-stylepracticesisconsideredtobethe
3、mosteffectiveweaponforautomobilemanufacturerstosustainandenhancefuturerevenueinthefaceofincreasinglyfiercecompetition.Thispaperillustrateshowthesepracticesinfluencethedevelopmentofarelationship,throughstudyingthecurrentpartnershipbetweenJaguarandNippondenso.(~)1997Elsevier
4、ScienceLtdKeywords:relationships,automobileindustry,buyer-supplierpartnershipBetweenthemid-1880sand1910,theautomobilein-consideredanissue,astheindustrywasstillinitsdustrywascharacterizedbyverysmallproductionyouth,withdemandconstantlygrowing.volumes,largelyrevolvingaroundcu
5、stomizedauto-Astheindustrygrewandthenumberoffirmsmobilescateringfortheveryrich.Becauseofthesupplyingvehicleassemblersincreased,assemblerpresenceofaverysmallnumberofbuyers,itwasfirmsdevelopedanantagonistic,adversarialapproachpossibleforsellerstoknowcustomerspersonallyand,to
6、wardshandlingsupplierrelationships.Theadventofwhereverpossible,accommodatetheirindividualre-increasedcompetitivepressures,coupledwithnewquirementsinproductdesignandafter-salesservices.rflethodsoforganizingandmanagingsupplyoriginatingThesecloserelationshipsthatexistedbetwee
7、nbuyersfromJapanintheearly1980s,forcedWesternvehicleandsellersintheearlyyearsoftheindustrywereassemblerstore-evaluatethenatureoftheirdealingsgraduallyerodedwiththeconstantscalingupoffirms'withtheirsuppliersandreturntoacloser,relationalactivitiesandsize.Toadjusttoincreasedd
8、emandforapproach.automobiles,HenryFordintroducedmassproductiontechniquesandthestandardize
