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The Influence of Customer Scope on Supplier Learning and Performance in the Japanese Automobile Industry

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  • Kentaro Nobeoka

    (Kobe University)

  • Jeffrey H Dyer

    (Brigham Young University)

  • Anoop Madhok

    (Brigham Young University)

Abstract

Most studies of Japanese supplier-automaker relationships have focused on the nature of the dyadic interfirm relationship and the performance of the assembler. We examine the relationship from the point of view of the supplier and argue that a broad “customer scope strategy” (i.e., number of customers) leads to superior performance, primarily because of learning opportunities. In addressing these learning opportunities, we draw attention to the important distinction between relation-specific and re-deployable knowledge and the complementary relationship between them. Our analysis of 125 Japanese suppliers supports the key argument that less exclusive ties may be a superior strategy. The argument has important implications for vertical integration and the structure of buyer-supplier relations.© 2002 JIBS. Journal of International Business Studies (2002) 33, 717–736

Suggested Citation

  • Kentaro Nobeoka & Jeffrey H Dyer & Anoop Madhok, 2002. "The Influence of Customer Scope on Supplier Learning and Performance in the Japanese Automobile Industry," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 33(4), pages 717-736, December.
    • Handle: RePEc:pal:jintbs:v:33:y:2002:i:4:p:717-736
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    Cited by:

    1. Sinkovics, Noemi & Liu, Chia-Ling (Eunice) & Sinkovics, Rudolf R. & Mudambi, Ram, 2021. "The dark side of trust in global value chains: Taiwan’s electronics and IT hardware industries," Journal of World Business, Elsevier, vol. 56(4).
    2. Kang, Min-Ping & Mahoney, Joseph T. & Tan, Danchi, 2007. "Why Firms Make Unilateral Investments Specific to Other Firms: The Case of OEM Suppliers," Working Papers 07-0110, University of Illinois at Urbana-Champaign, College of Business.
    3. Zahoor, Nadia & Khan, Zaheer & Shenkar, Oded, 2023. "International vertical alliances within the international business field: A systematic literature review and future research agenda," Journal of World Business, Elsevier, vol. 58(1).
    4. Amalesh Sharma & V. Kumar & Jun Yan & Sourav Bikash Borah & Anirban Adhikary, 2019. "Understanding the structural characteristics of a firm’s whole buyer–supplier network and its impact on international business performance," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 50(3), pages 365-392, April.
    5. Muhammad Jahanzaib Yousaf & Qamar Ali, 2018. "Impact of Knowledge Management on Innovation: Evidence from a South Asian Country," Journal of Information & Knowledge Management (JIKM), World Scientific Publishing Co. Pte. Ltd., vol. 17(03), pages 1-18, September.
    6. Lunnan, Randi & McGaughey, Sara L., 2019. "Orchestrating international production networks when formal authority shifts," Journal of World Business, Elsevier, vol. 54(5), pages 1-1.
    7. Luis Alfonso Dau & Jiatao Li & Marjorie A. Lyles & Aya S. Chacar, 2022. "Informal institutions and the international strategy of MNEs: Effects of institutional effectiveness, convergence, and distance," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 53(6), pages 1257-1281, August.
    8. Fabio Caputo & Barbara Livieri & Andrea Venturelli, 2014. "Intangibles and Value Creation in Network Agreements: analysis of Italian firms," MANAGEMENT CONTROL, FrancoAngeli Editore, vol. 2014(2), pages 45-70.
    9. Liu, Yihui & Wu, Aiqi & Song, Di, 2022. "Exploring the Impact of Cross-side Network Interaction on Digital Platforms on Internationalization of Manufacturing Firms," Journal of International Management, Elsevier, vol. 28(4).
    10. Matsushima, Noriaki & Shinohara, Ryusuke, 2014. "What factors determine the number of trading partners?," Journal of Economic Behavior & Organization, Elsevier, vol. 106(C), pages 428-441.
    11. Wang, Yimin & Xin, Li, 2024. "Shadow of the giant: How global value chain participation influences the knowledge structure of SMEs," International Business Review, Elsevier, vol. 33(3).
    12. Duanmu, Jing-Lin & Fai, Felicia M., 2007. "A processual analysis of knowledge transfer: From foreign MNEs to Chinese suppliers," International Business Review, Elsevier, vol. 16(4), pages 449-473, August.
    13. Tomeczek, Artur F., 2022. "The evolution of Japanese keiretsu networks: A review and text network analysis of their perceptions in economics," Japan and the World Economy, Elsevier, vol. 62(C).
    14. Elisabeth Nocker & Harry P. Bowen & Christian Stadler, 2012. "Value Chain Relatedness: Strategic Complementarities and Firm Performance," Discussion Paper Series 2012-03, McColl School of Business, Queens University of Charlotte.
    15. repec:bla:jomstd:v:47:y:2010:i:s2:p:1457-1482 is not listed on IDEAS
    16. Tadanori Yosano & Takayoshi Nakaoka, 2011. "The Roles of Relationship Lending and Utilization of Soft Information on Bank Performance in Competitive Local Markets," Discussion Papers 2011-41, Kobe University, Graduate School of Business Administration.
    17. Melek Akın Ateş & Robert Suurmond & Davide Luzzini & Daniel Krause, 2022. "Order from chaos: A meta‐analysis of supply chain complexity and firm performance," Journal of Supply Chain Management, Institute for Supply Management, vol. 58(1), pages 3-30, January.
    18. Tomohiro MACHIKITA & Yasushi UEKI, 2011. "Impacts of Incoming Knowledge on Product Innovation: Technology Transfer in Auto-related Industries in Developing Economies," Working Papers DP-2011-08, Economic Research Institute for ASEAN and East Asia (ERIA).
    19. Chunguang Bai & Joseph Sarkis, 2016. "Supplier development investment strategies: a game theoretic evaluation," Annals of Operations Research, Springer, vol. 240(2), pages 583-615, May.
    20. Fynes, Brian & de Burca, Sean & Mangan, John, 2008. "The effect of relationship characteristics on relationship quality and performance," International Journal of Production Economics, Elsevier, vol. 111(1), pages 56-69, January.
    21. Siqueira, Ana Cristina O. & Priem, Richard L. & Parente, Ronaldo C., 2015. "Demand-side Perspectives in International Business: Themes and Future Directions," Journal of International Management, Elsevier, vol. 21(4), pages 261-266.
    22. Imranul Hoque & Mohammad B. Rana, 2020. "Buyer–supplier relationships from the perspective of working environment and organisational performance: review and research agenda," Management Review Quarterly, Springer, vol. 70(1), pages 1-50, February.
    23. Rakesh B. Sambharya & Kunal Banerji, 2006. "The effect of keiretsu affiliation and resource dependencies on supplier firm performance in the Japanese automobile industry," Management International Review, Springer, vol. 46(1), pages 7-37, February.
    24. Genjiro Kosaka & Koichi Nakagawa & Seiji Manabe & Mizuki Kobayashi, 2020. "The vertical keiretsu advantage in the era of Westernization in the Japanese automobile industry: investigation from transaction cost economics and a resource-based view," Asian Business & Management, Palgrave Macmillan, vol. 19(1), pages 36-61, February.
    25. Shalini R. Tiwari & Rajen Gupta, 2012. "Dynamics of Knowledge Integration in a Project Network," International Journal of Business and Economics, School of Management Development, Feng Chia University, Taichung, Taiwan, vol. 11(2), pages 143-169, December.

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