2022 年 28 巻 p. 3-24
This study examined the coordination and incentive instruments for sustaining international manufacturer-supplier relationships by using a multi-case study of Vietnam’s motorcycle industry. It explored that the low level of local suppliers’ technological capabilities and local workers’ skills is the biggest problem faced by Japanese manufacturers in developing countries. These contextual characteristics may lead to high assistance burdens for Japanese manufacturers in the initial phases. This study explored the coordination and incentive instruments for sustaining international manufacturer-supplier relationships. Regarding coordination instruments, contracts, and monitoring, including quality control and rating systems, effectively create competitive pressures for suppliers’ quality-cost-delivery improvements. For incentive instruments, manufacturers’ assistance as a hostage is vital to encourage suppliers’ investments in improvements. Other incentives such as communication and reward systems, manufacturers’ efforts to improve forecast accuracy, and brand power are useful to build trust with suppliers. This study also addressed the transaction issues for manufacturers, including the problem of incentivizing new suppliers for collaborations, and suppliers’ customer diversification that may affect the manufacturers’ ability to recoup their assistance cost.
