Abstract: Aiming at the cooperation mode selection problem of customer information and knowledge collaborative acquisition by manufacturer and distributor, the cooperation decision model of manufacturer and distributor under two case of manufacturer initiative mode and distributor initiative mode were researched. The major factors of both participants'decision-making affection were analyzed. The research showed that the knowledge induced coefficients and the effort elasticity coefficients of manufacturer and distributor had an important influence on both sides'cooperation mode selection decision. The manufacturer and distributor's cooperation mode selection decision conditions in process of customer knowledge collaborative acquisition were obtained. When the knowledge induced coefficients and the effort elasticity coefficients of manufacturer and distributor in a certain range, the optimal profits of manufacturer, the optimal profits of distributor and system benefit were better than manufacturer initiative mode, thus distributor initiative mode was selected by both sides.

Key words: customer knowledge, collaborative acquisition, supply chains, cooperation model, decision-making

摘要： 针对制造商与销售商协同获取客户信息和知识的合作模式选择问题，研究了制造商主动和销售商主动两种情形下制造商与销售商的合作决策模型，并通过案例分析了影响参与双方决策的主要因素。研究表明，在客户知识协同获取的过程中，制造商与销售商的知识引致系数及努力弹性系数对双方合作模式选择决策具有重要影响。研究得出了制造商与销售商在客户知识协同获取过程中的合作模式选择决策条件，当制造商与销售商的客户知识引致系数与努力弹性系数处于一定范围内时，销售商主动模式下的制造商最优收益、销售商最优收益和系统收益才会优于制造商主动模式，此时合作双方选择销售商主动模式进行合作。

关键词: 客户知识, 协同获取, 供应链, 合作模型, 决策