Nicht lieferbar
Managing Partnerships for Maximum Performance
Best Practice Evidence from the Information Technology Industry
Versandkostenfrei!
Nicht lieferbar
In today's increasingly competitive environment, collaborative business models have become pervasive; this trend has accelerated with the advent of the Internet. As a result, the question of how to turn these partnerships into a success story has become key. Due to the horizontal structure of the information technology industry, companies here started to partner very early, thus being in the lead as regards leveraging the partners' resources and managing multiple partner relationships. Backed by extensive field research and complemented by a thorough theoretical analysis, the book delivers the...
In today's increasingly competitive environment, collaborative business models have become pervasive; this trend has accelerated with the advent of the Internet. As a result, the question of how to turn these partnerships into a success story has become key. Due to the horizontal structure of the information technology industry, companies here started to partner very early, thus being in the lead as regards leveraging the partners' resources and managing multiple partner relationships. Backed by extensive field research and complemented by a thorough theoretical analysis, the book delivers the key insights from the industry's dominant market players. At the same time it sheds light on a networking phenomenon up to nowpreviously neglected in the literature.
Inhaltsübersicht:
1 Introduction
2 Clarification of terms
2.1 Business networks
2.2 Marketing business networks
2.3 Marketing business networks in the IT industry
3 Theoretical analysis of business networks
3.1 Effectiveness perspective
3.2 Efficiency perspective
3.3 Efficiency-effectiveness perspective: Link between partner management and resources
3.4 Summary
4 Methodology
4.1 Research approach
4.2 Research design
5 Marketing business networks of selected IT vendors
5.1 The Microsoft business network
5.2 The Oracle business network
5.3 The SAP business network
5.4 The Hewlett-Packard business network
5.5 The IBM business network
6 Respecification of concepts and propositions
6.1 Resource complementarity
6.2 Relationship-specific resources
6.3 Means of partner management
6.4 Partner selection
6.5 Contracts
6.6 Control
6.7 Planning and goal compatibility
6.8 Conflicts
6.9 Communication
6.10 Trust
6.11 Relationship costs
7 Model of sources of effectiveness and efficiency
8 Summary and implications
Inhaltsübersicht:
1 Introduction
2 Clarification of terms
2.1 Business networks
2.2 Marketing business networks
2.3 Marketing business networks in the IT industry
3 Theoretical analysis of business networks
3.1 Effectiveness perspective
3.2 Efficiency perspective
3.3 Efficiency-effectiveness perspective: Link between partner management and resources
3.4 Summary
4 Methodology
4.1 Research approach
4.2 Research design
5 Marketing business networks of selected IT vendors
5.1 The Microsoft business network
5.2 The Oracle business network
5.3 The SAP business network
5.4 The Hewlett-Packard business network
5.5 The IBM business network
6 Respecification of concepts and propositions
6.1 Resource complementarity
6.2 Relationship-specific resources
6.3 Means of partner management
6.4 Partner selection
6.5 Contracts
6.6 Control
6.7 Planning and goal compatibility
6.8 Conflicts
6.9 Communication
6.10 Trust
6.11 Relationship costs
7 Model of sources of effectiveness and efficiency
8 Summary and implications