Because companies can no longer have all the competencies themselves, the strategic partnership between customers and providers are becoming more and more important. In fact, firms rely on strategic partners to achieve and maintain competitiveness. Theory helps to explain the choice between arm's length and cooperative relations, and practice gives some valuable examples. Strategic partnership, however, must be installed and operated - the process is not yet well understood. Companies often lack the necessary strategic thinking and management capabilities provider. Advanced corporations to continuously improve internal and external collaboration. In addition, they allocate their scarce resources and time to selectively control the full range of relationships - from "discrete exchange" to "relational exchange." - A supplier of a portfolio of "Hide
by Stephen M. Wagner, Roman Boutellier Source: Business Horizons 10 pages. Publication Date: 15 November 2002. Prod. #: BH083-PDF-ENG
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