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Search for Alternatives and Collaboration with Incumbents: Two-Sided Sourcing Behavior in Business Markets

机译：寻找替代方案并与在位者合作：商业市场中的两面采购行为

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Sourcing strategies in business markets have been considered separately and the practice of two-sided sourcing behavior-engaging in search for alternative suppliers and collaboration with an incumbent supplier-has not been examined. To fill that gap, we first identify boundary conditions under which the poor performance of an incumbent supplier intensifies an original equipment manufacturer's (OEM) search and collaboration. Then, we examine how an OEM's two-sided sourcing behavior influences one of the critical elements of sourcing performance: the responsiveness of the incumbent supplier. Our proposed hypotheses were tested with data from a national survey of 539 OEM purchasing managers in the Japanese electronics industry. The analysis results indicate three main findings. First, two environmental conditions-pace of technological change and volume uncertainty-have contrasting influences on the link between incumbent supplier performance and an OEM's search and collaboration. While uncertainty from the upstream channel (pace of technological change) enhances an OEM's search and collaboration, uncertainty from the downstream channel (volume uncertainty) lowers an OEM's search and collaboration. Second, an OEM's dependence on its incumbent supplier has differential effects: an OEM reduces search as its dependence on incumbent supplier increases, while it enhances collaboration as its dependence on incumbent supplier increases. Third, while search alone has a negative effect on responsiveness of an incumbent supplier, engaging in two-sided sourcing behavior (i.e., combining search with collaboration) has a positive effect on responsiveness of the incumbent supplier.
机译：商业市场中的采购策略已被分别考虑，并且未研究过双向采购行为的做法，即寻找替代供应商和与现有供应商合作。为了填补这一空白，我们首先确定边界条件，在该条件下，现有供应商的糟糕表现会加剧原始设备制造商（OEM）的搜索和协作。然后，我们研究OEM的双向采购行为如何影响采购绩效的关键要素之一：现有供应商的响应能力。我们对提出的假设进行了检验，结果来自对日本电子业539名OEM采购经理的全国调查。分析结果表明了三个主要发现。首先，两个环境条件（技术变革的步伐和数量的不确定性）对现有供应商绩效与OEM的搜索与合作之间的联系产生了相反的影响。上游渠道的不确定性（技术变革的步伐）增强了OEM的搜索和协作能力，而下游渠道的不确定性（数量不确定性）则降低了OEM的搜索和协作能力。其次，OEM对现有供应商的依赖会产生不同的影响：OEM对现有供应商的依赖增加会减少搜索，而对现有供应商的依赖性则会增加协作。第三，虽然仅搜索对在位供应商的响应能力有负面影响，但是参与双边采购行为（即，将搜索与协作结合起来）对在位供应商的响应能力有积极影响。

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