Win-Win Partnerships in Sourcing - Empirical Evidence from Germany

To yield strategic benefits for all participants, collaboration between OEMs and suppliers have to be based on win-win partnerships. It is uncertain whether this concept deals with a visionary myth or a realistic model. To clarify this, win-win partnerships are examined on the basis of the three structural dimensions interdependence, integration and symmetry. It turns out that, what makes win-win partnerships stand out is the high interdependence with high integration and a symmetrical balance of power among the partners. These theoretical considerations are examined empirically by a survey of German industrial enterprises and researchers.