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Rewriting the Playbook for Corporate Partnerships

December 19, 2013 | F. AsÌ_s MartÌ_nez-Jerez | Workplace, Teams, & Culture

In fast-changing markets, some companies are developing flexible, adaptive strategic partnerships to leverage the resources of both customers and suppliers. Incentive arrangements focus partners on joint value creation, and companies are sharing information extensively to solve problems together. These partnerships make the most sense when the product or service is of strategic importance to the customer, when the vendor has superior expertise and when there is uncertainty in the relationship.

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