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Research on supplier selection in relational contracting
The literature on relational contracting is vast, but the process of identifying a partner has gained little attention compared to later stages of negotiations and relationship development. An important aim of the field of research on inter-firm cooperation and network governance has been to empirically demonstrate the existence and value of close collaboration in long-term buyer-supplier relations (e.g. [15] and [14]). Often, the main considerations in the pre-relationship stage are associated with the decision to terminate an existing supplier relationship and start a new one [13]. Dwyer, Schurr and Oh [9] identify an initial “awareness” phase, which refers to “party A’s recognition that party B is a feasible exchange partner”, and the model of Ring and Van de Ven [25] starts with a negotiations phase. Åhlström and Nordin [1] study problems in establishing service relationships, but do not deal with supplier identification and selection. These early stages in partnership or alliance formation are often informal, and partners are generally sought among suppliers who have a long history of doing business with the buyer, or in the wider personal networks of the managers involved [2], [12] and [26].
Characteristic of research focusing specifically on supplier selection is a concern with developing tools and formal methods supporting the selection process. DeBoer, Labro and Morlacchi [8] showed that these models mainly deal with the choice phase of the procurement process, while problem definition, criteria formulation and qualification receive far more limited attention. Further, almost all support models were found to be developed for supplier selection in manufacturing (and not services). There is some research of this kind also for supplier selection for strategic relationships (see e.g. [28]) and cooperative relationships [20]. However, as pointed out by Ellram [11], the focus in selection of strategic suppliers is often on quantifiable characteristics and known performance measures intended to assess the suppliers’ ability to meet the buyer’s need on a short term basis. She argued that in a strategic partnership, it would be natural to pay more attention to the supplier’s development potential and future plans.
Thus, despite the growing interest in collaborative inter-firm relationships from both researchers and practitioners, the area of partner selection seems to be lagging behind. According to Ring [26], one reason why the search and evaluation processes per se have not been much studied is that research has generally focused on existing alliances. 研究对供应商选择在关系订约
文献中关于承包关系是巨大的，但过程中找出一个合作伙伴已获得很少注意相比，后期的谈判和关系的发展。一个重要的目的，研究领域对企业间的合作和网络治理一直是实证证明的存在和价值密切协作，在长期买方-供应商的关系（如[ 15 ]及[ 14 ] ） 。很多时候，主要的考虑因素在会前的关系阶段，相关的决定，终止现有的供应商关系，并开始一个新的[ 13 ] 。德威尔， schurr和OH [ 9 ]找出最初的“意识”阶段，这是指“党的承认，乙方是一个可行的交换伙伴” ，以及模型的光环和范得法师[ 25 ]开始与一谈判阶段。 åhlström和诺丁[ 1 ]研究的问题，在建立服务关系，但不处理与供应商的确定和选择。这些早期阶段，在伙伴关系或联盟的形成常常是非正式，和合作伙伴一般都要求供应商之间谁有着悠久的历史，经商与买方，或在更广泛的个人网络经理人参与[ 2 ] ， [ 12 ]和[ 26 ] 。
的特点，研究针对特定的供应商选择是一个关注与开发工具和形式化方法的支持甄选过程。 deboer ， labro和莫拉基[ 8 ]表明，这些模式主要是处理与选择阶段的采购过程，而问题的定义，标准的制定和资格，到目前为止，收到较为有限的注意。此外，几乎所有支持模型，发现开发的供应商选择在制造业（而不是服务） 。也有一些研究这种还为供应商选择为战略伙伴关系（见例如[ 28 ] ）和合作关系[ 20 ] 。不过，正如所指出的埃尔拉姆[ 11 ] ，重点在选择供应商的战略往往是对可量化的特点和已知性能的措施，旨在评估供应商的能力，以满足买家的需要，对短期的基础上。她认为，在战略伙伴关系，便自然要付出更多的关注给供应商的发展潜力和今后的计划。
因此，尽管越来越感兴趣，在合作企业间的关系，双方研究人员和从业人员，该地区的合作伙伴的选择似乎是落后。根据环[ 26 ] ，原因之一搜索和评估过程中本身并没有多少研究，是研究已普遍集中于现有的联盟。