Study Of Manufacture-outsourcer Relationship In The Condition Of Outsourcing Of The Sales Function

The economy in today's world is in the Post-crisis era, this lead to the ever-increasing of the uncertainties in the market. Enterprises must rely on core competencies in order to survive and develop because of the limitation of the resources. So it is becoming an inevitable trend to outsource non-core functions in order to optimize the value chain of companies.Outsourcing is to entrust some of the functions which original in-house to the outside more professional organization, with the formation of a "principal - agent" relationship, this is an effective way to cut down cost, improve performance and acquire their own core competitiveness. As a new method to improve the enterprises' core competitiveness, outsourcing strategy of functions has been widely used in the current U.S. and European companies.However, its theoretical research and application in China is still far less mature than in western countries.This paper studies the sale outsourcing which is one of many outsourcing strategies. With the deepening of social and economic division of labor and specialization of production development, sales outsourcing has become the marketing method used by many enterprises.Firstly, with the reading and introducing to the voluminous previous literature,the paper made the fundamental review to the outsourcing industry and the relationship between manufacturers and outsourcers, Then I made reference to previous research results, summarizing them, and extracted 7 factors impact relationships between manufactures and outsourcers, and design a questionnaire based on these factors.Because relationships between manufacture and outsourcer are uncertain, sales outsourcing providers and manufacturers belong to two different positions, and the focus is different, too.So the judgement to the relationship must also be different. This article broke the previous traditional research methods, and studied from the perspectives of manufacturer and outsourcer separately.This method makes the research to be more specific, more comprehensive, more meaningful, and also provides a new research methods to the study of future generations as a reference. Chapters IV and V conducted a survey, factor analysis and regression analysis to the sales outsourcers and the manufacturers respectively,and aquaired two different regression models of the relationship.The research results show the significant impact on relationship of the 7 factors which are communication, sharing of risk and benefit, conflict resolution, dependence, honest and trust, cultural compatibility, flexibility. Chapter VI compared the two regression models to analyzing the difference of factors weights in them, under which proposed the building of good relationshps between manufacturers and outsourcers and an effective mechanism for win-win situation and risk aversion, and their key measures respectively.This paper focuses on impact factors to the relationships between manufactures and sales outsourcers.it is useful for managers to have a comprehensive and objective understanding to the sales outsourcing strategy, and help both manufacturers and outsouers assessment and maintain the relationship correctly. This study has theoretical and practical significance.