The ‘close but adversarial’ model of supplier relations in the U.S. auto industry
研究了美国汽车行业中，即使存在正式承诺，买卖双方仍普遍存在非合作行为，提出并验证了“亲密但对抗”模型，为发展合作性供应商关系提供策略。
While cooperative buyer–supplier relations are an important source of sustainable competitive advantage, noncooperative behavior persists widely. This paper tests a model incorporating noncooperative behavior within a context of formal commitment, using data from the U.S. auto industry. This ‘close, but adversarial’ model appears to be reasonably well supported by the data, suggesting that even within professed cooperative buyer–supplier relationships adversarial behavior persists. In contrast, a small but significant minority of the relationships were found to be characterized by high levels of trust as well as informal commitment. The results suggest specific strategies for developing cooperative supplier relations. © 1998 John Wiley & Sons, Ltd.