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1、www.hbr.orgHBRCASESTUDYANDCOMMENTARYWhatshouldEliminatetheUSTech’ssourcingstrategybe?Middleman?Fourcommentatorsofferexpertadvice.byMing-HuiHuang•ReprintR0603AConsumerelectronicsgiantUSTechoutsourcestoaTaiwanesemanufacturer,whichinturnfarmsoutmuchoftheworktoitsfact
2、oryinChina.IfUSTechremovedthemiddleman,woulditcutcosts—orcutitsownthroat?HBRCASESTUDYEliminatetheMiddleman?byMing-HuiHuangGreg,it’sgoodtoseeyouagain,”JoeLinsaid,oftheTaicompany’sbiggestcustomers.extendinghishandwithasmile.“It’sbeentooWhenUSTechcreatedthepositionof
3、Asianlong.”GregJamison,thechiefglobalsourcingsourcingmanagerandMorrisaskedabouttheofficeratUSTech,anAmericanconsumerelec-job,hisexperienceandtalentsmadehimanob-tronicsfirm,shookJoe’shandandreturnedthevioushire.GreghadworriedthatJoemightbesmile.“Ithas,”hesaid.“Butwe’
4、llmakeupforupsetbythedepartureofhislongtimelieuten-losttime.”Gregpaused,waitingforJoetogreetant.ButheneverimaginedthatJoewouldcon-USTech’snewmanagerofAsiansourcing,Mor-siderMorristobeatraitor.IfthetwomenrisChang.ButJoesimplylookedatMorriswithcouldn’tworkthingsout,
5、itwouldputastrainablankexpression,hesitatingjustamomentonUSTech’slong-standingandmutuallybenefi-beforeturningtosayhellototheotherswhocialrelationshipwithTaiSource.hadarrivedforthemeetingupstairs.AsJoechattedwithDanRollins,USTech’sse-ThiswasevenworsethanGreghadantic
6、i-niorvicepresidentformarketing,aboutprepa-pated.Untilrecently,MorrishadworkedatTai-rationsforthe2008OlympicGamesinBeijing,Source,USTech’sprimaryproductsupplier,Gregwonderedwheretherelationshipbe-whereJoewastheCEO.AsaTaiwaneseoriginaltweenUSTechandTaiSourcewashead
7、ing.Thedesignmanufacturer,orODM,TaiSourcebothquestionsofloyaltyandbetrayalraisedbyMor-designedandmadeproductssoldunderris’smovetoUSTechwereonlypartofthiscom-USTech’sbrandname,primarilyfortheU.S.plicatedsituation,herealized.Indeed,thetensemarket.MorrishadmanagedTai
8、Source’srela-encounterbetweenJoeandMorris,inthelobbytionshipwiththeU.S.company,whichwasoneofTaiSource’sBeijingmanufacturingplant,OPYRIGHT©2006HARVARDBUS
