..., management and contractual economics but also through its law and economics amalgamation. Strategic management Governance Partnering Intermediaries Business-to-business marketing Contracts In today’s dynamic and ever-changing international business environment, intermediary contracts...

... the three variables – i.e. incentive-based payment (IBP), partner selection (PS) based on multiple criteria, and joint action (JA) – are tested using structural equation modeling. Empirical data was collected through two survey rounds of 87 and 106 Swedish construction clients. Findings – The test...

...Eli Jones; Lawrence B. Chonko; James A. Roberts Learning is at the crux of strategic alliance success today. The notion that alliances produce synergy implicitly means that alliance partners and employees must learn from the new environment created by the joining of two or more companies. Often...

... in the collaborative relationship. This paper articulates these two different views on inter‐firm learning, and second, develops a framework for the role of governance in regulating knowledge transfer. In particular, appropriate governance mechanisms must be crafted which match the learning intentions of the partners...

... with its large multinational biotechnology suppliers. Who should Dairyland be partnering with, and can Dairyland balance supplier dependency in an attempt to avoid being eliminated from the channel? Dairyland has worked hard to build its image around quality products, its high standards of business...

... partnered with its distributors (paper merchants) in order to enhance sales performance. Creative thinking These findings underline the need for more creative thinking in the search for alternative ways to improve the performance of distributors. As suggested above, one way to do this is to build...

...Martin Wetzels; Ko de Ruyter; Marcel van Birgelen As with all relationships, it is commonly agreed on that partners in business must have a high degree of commitment towards their relationship. If commitment is lacking, the relationship will soon come to an end. Affective commitment...

... trading relationships have generally been investigated empirically by defining and measuring partner sentiments about a specific trading partner (Anderson and Narus 1990; Anderson and Weitz, 1992). This stems from the perspective that the outcomes of selling efforts are primarily the result...

... an effective level of commitment to the supplier. No relationship is equal all of the time ‐ nor can it be Relationships are seldom stable and the balance of power between the two partners varies over time. Indeed (as Blois points out elsewhere in this issue of JBIM) equality is only...

...‐to‐business marketing Channel relationships Packaging Partnering While there is a tendency in both the academic (Dwyer et al., 1987; Ring and Van de Ven, 1992) and practitioner‐oriented press (Byrne et al., 1993; Verity, 1992) to exhort the benefits of buyer‐seller partnerships...

... will certainly reap the benefits of what is necessarily an open, shared approach to business. © MCB UP Limited 1994 Communications Competition Just‐in‐Time Manufacturing Partnering Supplier Relations Initially, many JIT relationships in North America failed miserably. This was due...

...Dan T. Dunn; Claude A. Thomas Partnering with customers is a powerful new business approach, but an implementation framework is required. Discusses how six corporations collaborated in an exercise to develop partnership guidelines. Illustrates the framework in fields ranging from high tech...

... buyer loyalty so that competitors cannot interrupt the relationship. © MCB UP Limited 1993 Buyers Customers Partnering Purchasing Suppliers Top management VOLUME 8 NUMBER 4 1993 Customer Partnering Suppliers' Attitudes and Market Realities Eugene H. Fram and Martin L. Presberg...

... is suited to the strategy should reconsider their action. © MCB UP Limited 1992 Customers Partnering Proactive approaches Suppliers PROACTIVE STRATEGIC PARTNERSHIPS:A NEW BUSINESS MARKETS STRATEGY Richard N. Cardozo Shannon H. Shipp Kenneth J. Roering Firms in a variety of industries...