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Cooperation and competition in relationships between competitors in business networks
Umeå University, Faculty of Social Sciences, Umeå School of Business.
1999 (English)In: Journal of Business & Industrial Marketing, ISSN 0885-8624, Vol. 14, no 3, 178-193 p.Article in journal (Refereed) Published
Abstract [en]

Traditionally the relationships between competitors in the industrial market have been based on competition. The network approach and literature about strategic alliances have provided new insights into cooperation between firms based on the value chain. The empirical findings from two in-depth studies, the rack and pinion industry and the lining industry, show that a firm can be involved in four different types of horizontal relationships at the same time. Apart from relationships consisting of competition or cooperation, a firm can live in symbiosis by coexisting with other relationships, or being involved in a relationship simultaneously containing elements of both cooperation and competition. Consequently, a successful firm needs to focus on relationship management in order to achieve a portfolio consisting of the four types of relationships to other

horizontal firms.

Place, publisher, year, edition, pages
1999. Vol. 14, no 3, 178-193 p.
Keyword [en]
Competitive strategy, Co-operation, Industrial marketing, Networks
Identifiers
URN: urn:nbn:se:umu:diva-16534DOI: doi:10.1108/08858629910272184OAI: oai:DiVA.org:umu-16534DiVA: diva2:156207
Available from: 2007-01-23 Created: 2007-01-23 Last updated: 2011-01-14Bibliographically approved

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Publisher's full texthttp://www.emeraldinsight.com/10.1108/08858629910272184

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