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A Model for CustomerSupplier Alliances

A Model for CustomerSupplier Alliances International competition, the rapid pace of technologicaldevelopment, the escalating cost of research and development, truncatedshelf life, the ability through information technology to evaluate thecost of poor quality, abbreviated product development cycles, allcombine to create an environment for the accelerated growth ofcustomerservice alliances. In reviewing the forces behind thesealliances, the article outlines the need for a systematic modeloutlining the stages of growth involved in such alliances. Afterexploring marriage and new job management integration as potentialmodels, the article examines the validity of a proven model from thenatural sciences as a means to manage customerservice alliances better.The model outlines both the four critical stages of growth sparse, confluent, aligned, fused and the medium necessary ifthe alliance is to flourish. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png Management Decision Emerald Publishing

A Model for CustomerSupplier Alliances

Management Decision , Volume 29 (5) – May 1, 1991

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Publisher
Emerald Publishing
Copyright
Copyright © Emerald Group Publishing Limited
ISSN
0025-1747
DOI
10.1108/00251749110136136
Publisher site
See Article on Publisher Site

Abstract

International competition, the rapid pace of technologicaldevelopment, the escalating cost of research and development, truncatedshelf life, the ability through information technology to evaluate thecost of poor quality, abbreviated product development cycles, allcombine to create an environment for the accelerated growth ofcustomerservice alliances. In reviewing the forces behind thesealliances, the article outlines the need for a systematic modeloutlining the stages of growth involved in such alliances. Afterexploring marriage and new job management integration as potentialmodels, the article examines the validity of a proven model from thenatural sciences as a means to manage customerservice alliances better.The model outlines both the four critical stages of growth sparse, confluent, aligned, fused and the medium necessary ifthe alliance is to flourish.

Journal

Management DecisionEmerald Publishing

Published: May 1, 1991

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