制造商和供应商之间基本上是一种传统的买卖关系，国内企业将面临更加激烈的竞争环境，研究制造商和供应商的合作关系，倡导和建立这种关系，对于我国企业培育自身的竞争优势，彻底打破，大而全，小而全，迈向国际市场，提高在国际市场上的生存和竞争能力。首先分析了企业竞争环境的变化和一般竞争战略的局限性，指出新经济条件下企业之间的关系是合作与竞争并存，分析了制造商和供应商之间传统的简单合作关系存在的弊端，指出这种合作关系实际上是一种基于劳动分工的企业间的协作关系，积极倡导在国内企业之间建立这种合作关系，并且分析了国内的现状，原因，制约因素与对策。
关键词：合作关系；竞争战略；弊端；对策
Abstract
Basically is a traditional buyer-seller relationship between manufacturers and suppliers, domestic enterprises will face more intense competitive environment, manufacturers and suppliers and cooperative relations, advocacy and the establishment of such relations, China’s enterprises to develop its owncompetitive advantage, completely broken, large and small and towards the international market, improve the survival and competitiveness in the international market. First analysis of the competitive environment changes and the general limitations of the competitive strategy, pointed out that the relationship between the enterprises under the new economic conditions is cooperation and competition coexist, the drawbacks of the traditional simple and cooperative relations between the manufacturers and suppliers, that this relationship is actually a collaborative relationship based on the division of labor in enterprises, and actively advocated the establishment of this partnership between domestic enterprises, and the status of the domestic reasons, constraints and countermeasures.
Key Words：Partnership；Competitive Strategy；Abuse；Countermeasure
一、制造商与供应商合作关系的兴起…………………………………………………………………….. 1
（一）企业竞争环境的新特征……………………………………………………………………….. 1
（二）一般竞争战略的局限性……………………………………………………………………….. 1
二、制造商与供应商合作关系的建立…………………………………………………………………….. 2
（一）建立合作伙伴关系的重要性…………………………………………………………………. 2
（二）合作关系与传统买卖关系的比较…………………………………………………………… 2
（三）建立合作关系给合作双方带来的影响…………………………………………………….. 3
1．新产品上市时间缩短…………………………………………………………………………. 3
2．生产成本降低………………………………………………………………………………….. 3
3．用户满意度增加……………………………………………………………………………….. 3
（四）选择合作伙伴……………………………………………………………………………………. 3
1．选择合作伙伴的一般准则…………………………………………………………………… 3
2．从制造商的角度选择合作伙伴…………………………………………………………….. 4
3．从供应商的角度选择合作伙伴…………………………………………………………….. 4
（五）伙伴间的信息共享与沟通…………………………………………………………………….. 4
（六）建立伙伴团队……………………………………………………………………………………. 5
三、对制造商与供应商合作关系的建议…………………………………………………………………. 5
（一）设计合理的利润分配原则和有效的委托代理契约……………………………………… 6
（二）建立合理的利润分配、成本分担机制和风险预防机制……………………………….. 6
（三）合作企业的主要指标，注重合作满意度………………………………………………….. 6
（四）信息共享高效、人际关系融洽的合作氛围………………………………………………. 6
（五）加强合作各方的信任程度…………………………………………………………………….. 7
（六）加强政府的政策支持与鼓励…………………………………………………………………. 7
结 语………………………………………………………………………………………………………………. 7
致 谢………………………………………………………………………………………………………………. 8
参考文献………………………………………………………………………………………………………….. 8
