Article ID | Journal | Published Year | Pages | File Type |
---|---|---|---|---|
1028325 | Industrial Marketing Management | 2006 | 6 Pages |
Abstract
An increased focus on operational performance and the reliance on fewer suppliers by industrial customers call for a higher quality of buyer–seller relationships.This article elaborates on economic explanations for value generated partnerships and describes the distinctive qualities of partnerships as something more than ordinary customer relationships. Particular attention is paid to the managerial implications and pitfalls awaiting companies when pursuing a partnership approach and a definition of vertical partnerships is provided.
Keywords
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Social Sciences and Humanities
Business, Management and Accounting
Marketing
Authors
Olaf Ploetner, Michael Ehret,