Abstract Offshore outsourcing is a common way of working, but sourcing collaborations do not always last, and sometimes vendors are switched. Vendor switching results in a complex form of relationship, in which the competing outgoing and incoming vendors are expected to cooperate. The success of such transitions highly depends on successful knowledge transfer and thus the willingness of the outgoing vendor to train their own replacement. While switching decisions have gained attention, the role of the vendor relationship is still relatively unexplored. In this paper, we report findings from a multi-case study of vendor switching in three projects based on 22 interviews with 27 interviewees. We developed a theoretical model explaining the complex interplay between the factors affecting such transitions. Our results confirm that opportunistic behavior of outgoing vendors is a probable threat. We found that the vendor relationship moderates the link between initial negative emotions and the opportunistic behavior of the outgoing vendor. Other important factors affecting the success of the transition include the relationship with the client, outgoing vendor’s management engagement, and the cultural and organizational fit between vendors. We conclude with recommendations for companies switching vendors.

中文翻译：

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供应商转换：工程师自行更换时的重要因素

摘要 离岸外包是一种常见的工作方式，但采购合作并不总是持久的，有时供应商会发生变化。供应商转换导致了一种复杂的关系形式，在这种关系中，竞争的传出和传入供应商应该合作。这种转换的成功在很大程度上取决于成功的知识转移，因此也取决于即将离任的供应商培训他们自己的替代者的意愿。虽然转换决策已经引起关注，但供应商关系的作用仍然相对未开发。在本文中，我们报告了基于对 27 位受访者的 22 次访谈，对三个项目中供应商转换的多案例研究的结果。我们开发了一个理论模型来解释影响这种转变的因素之间的复杂相互作用。我们的结果证实，外向供应商的机会主义行为可能是一种威胁。我们发现供应商关系调节了最初的负面情绪与即将离任的供应商的机会主义行为之间的联系。影响转换成功的其他重要因素包括与客户的关系、即将离任的供应商的管理参与以及供应商之间的文化和组织契合度。最后，我们对更换供应商的公司提出了建议。以及供应商之间的文化和组织契合度。最后，我们对更换供应商的公司提出了建议。以及供应商之间的文化和组织契合度。最后，我们对更换供应商的公司提出了建议。