Strategic Alliances and Marketing Partnerships PDF Download

Author: Richard Gibbs
Publisher: Kogan Page Publishers
ISBN: 0749456094
Category : Business & Economics
Languages : en
Pages : 256

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Book Description
Strategic Alliances and Marketing Partnerships will help you to understand how partnerships function and how you can manage them more effectively and efficiently. Based on solid research and dealing with key topics such as supply chain management, marketing channels and relationship management, it identifies the key factors that determine partnering excellence. Whatever the nature of the relationship - whether outsourcing, strategic alliances or co-manufacturing, there are eight distinctive relationship types identified by the authors to help managers optimize their business to business partnerships. With case studies from prominent, global organizations such as Walmart, Toyota, General Motors and Dell, Strategic Alliances and Marketing Partnerships will help you to understand the problems that affect partnering and how to make effective management decisions to improve both the relationship and productivity.

Author: Richard Gibbs & Andrew Humphries
Publisher:
ISBN: 9780749457181
Category : Marketing
Languages : en
Pages :

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Book Description
The pressures to compete in a global economy force businesses to work collaboratively. While the rewards for partnering can be greater in value than those which a firm could accomplish independently, many alliances fail, which suggests a lack of the necessary knowledge and skills to establish a successful partnership. Strategic Alliances and Marketing Partnerships will help you to understand how partnerships function and how you can manage them more effectively and efficiently. Based on solid research and dealing with key topics such as supply chain management, marketing channels and relationship management, it identifies the factors that determine partnering excellence. Whatever the nature of the relationship -outsourcing, strategic alliances or co-manufacturing-there are eight distinctive relationship types identified by the authors to help managers optimize business-to-business partnerships. With case studies from prominent global organizations such as Wal-Mart, Toyota, General Motors and Dell, Strategic Alliances and Marketing Partnerships with help you to understand the problems that affect partnering and make effective decisions to improve both the relationship and productivity. According to a recent study, most companies surveyed nowadays recognize that alliances are of very high importance to the realization of their strategic objectives. However, the dramatically high failure rates of business partnering-estimated at over 50 per cent-suggests that companies often lack the skills and knowledge to determine the best strategic fit, negotiate win-win agreements, align organizational cultures and get people to work together productively. Based on ground-breaking research Strategic Alliances and Marketing Partnerships identifies the key factors that determine partnering excellence and will help you to optimize your business-to-business partnerships. It will help you to understand how partnerships function and how you can manage them more effectively and efficiently-whaterver the nature of the relationship. Using case studies it explores key topics including: " The strategic value of partnering " The evolution of supply chain networks, marketing channels and strategic alliances " The obstacles and drives of successful partnerships " Relationship marketing " Understanding partnership and alliance dynamics " Evaluating partnership performance Strategic Alliances and Marketing Partnerships also includes eight distinctive relationship types, defined by the authors, to help you to identify and assess the nature of you own partnerships, maximize their value and ensure their success. Contents: Introduction : Placing a value on your key commercial partnerships " The Business of Partnering: A crisis in management " Diminishing sources of competitive advantage " From product-base competition to knowledge-base advantage " Extending the boundaries of the firm " The strategic value of partnering " Partnering and competing supply chains " The problems of understanding your partners " The Evolution of Partnership-Driven Business Strategies: Introduction "The development of supply chain management " Supply chain networks " Strategic alliances " Marketing channels " Managing buy-sell relationships " Conclusion " The Obstacles and drivers of Successful Partnerships: Introduction " Leveraging mutual investments " Learning from each other " Governance " The influence of leadership and control mechanisms " Understanding partnership performance " Proactive relationship management " Summary " Relationship Marketing: a New-Old Theory of Business Relationships: Marketing foundations " Relationship marketing rediscovered " Collaborate or fail " From power management to relationship management " The relationship business " Modelling the marketing relationship " Managing partnership value " Building relationship management capabilities " Summary " Understanding Partnership and Alliance Dynamics: Introduction " A new economic view of partnerships " Partnerships as spiral dynamics " Finding the measure of partnership performance " Conclusion " Working Hard at the Soft Factors: Introduction " Evaluating partnership performance " Opportunities and challenges created through " Collaborative innovation " Opportunities and challenges created through partnership quality " Opportunities and challenges of creating value " The model of partnership performance " Summary " The Gibbs+Humphries Partnership Types: Introduction " Evangelists " Stable pragmatists " Rebellious teenagers " Evolving pessimists " Captive sharks " Cherry pickers " No can dos " Deserters " Summary " Making Partnerships and Alliances Work for you: Management implications " Determining the right partnership type " Partnership types and market development " Relationship management and the Gibbs-Humphries Partnership types " The Gibbs-Humphries partnership types and marketing " Conclusion " Further reading " Index

Author: Ron Kunitzky
Publisher: John Wiley & Sons
ISBN: 0470678712
Category : Business & Economics
Languages : en
Pages : 268

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Book Description
Google, Microsoft, Apple, Starbucks, and Wal-Mart are "category killers." Why? One key to their astounding success is that they have mastered the art of creating highly attractive partner and customer value propositions. They have all built their business on the principles and practices of Partnership Marketing to offer superior products, create long-term distribution opportunities, new revenue streams for their businesses, and increased brand awareness on a world-wide level. Developing an affiliation with the right partner allows both parties to realize successes that they could not have otherwise achieved on their own by transforming their individual strengths into mutual performance. Whether you're an entrepreneur working to expand your customer base and increase value or a corporation looking for cost-effective ways to stimulate growth and brand-presence on a tight budget, Partnership Marketing is a practical in-depth guide to this core business concept. A powerful strategy in good times, partnership marketing is an excellent way to gain competitive advantage and grow your business even in tough, recessionary economic conditions. As marketing resources are being slashed everywhere, coupled with employee lay-offs and cutbacks to existing programs, partnership marketing is a creative way to do more with less. Partnership Marketing provides the complete how-to of collaborating successfully with other organizations, including: how to align PM objectives to your resources; how to assess what you have to offer a partner-brand and how to leverage your core strengths; how to search for the right partner-brand; how to assess the pros and cons of partnering with other brands; and much more.

Author: Andrew Humphries
Publisher: Routledge
ISBN: 1317142683
Category : Business & Economics
Languages : en
Pages : 198

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Book Description
In today's connected global marketplace, success and failure is bound up with the management of your inter-organisational partnerships. Competition is no longer between individual organisations but between alliances of companies and networks of supply chains. Richard Gibbs and Andrew Humphries provide a practical guide to the management process and skill sets needed for co-ordinating the business activities that are essential to creating a competitive advantage. Their eight partnership types developed from earlier research help readers adapt their relationship strategies to the different opportunities that present themselves and focus their greatest time and resources on the collaborations that offer the greatest value. The text includes an explanation of the context for collaboration, the principles and drivers for success, as well as techniques for appraisal and management. This is an excellent overview of the tools, techniques and philosophies behind an enterprise’s successful management of its strategically important relationships. Enterprise Relationship Management will help ensure your organisation has the requisite ability to form, manage, retire and exit partnerships in a fluid and agile way. Whether you are in sales or marketing or finance and operations, this book will show you how to get the most from your partnerships.

Author: Robert E. Spekman
Publisher: John Wiley & Sons
ISBN: 9780471330639
Category : Business & Economics
Languages : en
Pages : 0

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Book Description
"If a partner understands better the role alliances play in business strategy, is able to engage in a strategic conversation around the needs for and benefits derived from an alliance, and has a more sophisticated approach to partner selection, there should be fewer conflicts down the road." —from Alliance Competence Dell Computers revolutionized the PC market when the company formed an alliance between Intel and FedEx. Through this partnership, Dell was able to mass-customize and deliver computers faster than most of its competitors. With monthly losses around $1 million, USAir decided to join forces with British Airways. Through this alliance, USAir became a global player in the airline industry, and gave both companies the ability to save millions in annual costs by incorporating joint purchasing of services, fuel, aircraft, and more. Strategic alliances are becoming more and more essential to the viability of a company. These alliances are pervasive throughout the corporate landscape and have a big impact on the way business is conducted across the globe. Written by strategy experts from the University of Virginia's prestigious Darden School, Alliance Competence combines the latest research and case studies to explore the key aspects necessary to develop a successful alliance. Enhanced by a five-year study of global companies, this book offers unique insights about building the foundations of alliance competence. These competencies provide firms with a source of sustainable competitive advantage that will help them compete more successfully in global markets. Through actual "war stories" the problems and challenges that alliances tend to face are revealed, as well as concrete suggestions for managing through the evolutionary cycle. After examining all the research available, the authors introduce a process they've developed called The No Blame Review? (NBR). This collaborative, nonjudgmental process helps alliances constructively confront times when the alliance seems off track. The NBR creates an objective, nonthreatening, and non-value-laden opportunity for alliance managers and strategic sponsors on both sides to raise, investigate, and review serious issues. It also allows partners to check the alliance's vital signs and to make a determination that all systems are in alignment. This process provides the most positive approach to conflict resolution. The insight, real-world examples, and research featured in Alliance Competence will give you the tools and diagnostics necessary for locating potential allies and creating a successful alliance. "A thoughtful, experience-based exploration of the subtleties and nuances that must be addressed when entering into complex alliance relationships. Required reading!" —Lawrence M. Small, President and COO, Fannie Mae "From global service enterprises to e-business start-ups, firms in the future will win or lose by how well they manage their alliance strategies. This book is a gold mine of valuable perspectives, useful advice, and practical checklists that will help you tilt the game in your favor. Read it and, more importantly, use it to develop your own alliance competence." —Benjamin Gomes-Casseres, Director, MBA Program, Brandeis University and author, The Alliance Revolution

Author: Prof Graham Hooley
Publisher: Pearson UK
ISBN: 129227655X
Category : Business & Economics
Languages : en
Pages : 1031

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Book Description
Marketing Strategy and Competitive Positioning 6e deals with the process of developing and implementing a marketing strategy. The book focuses on competitive positioning at the heart of marketing strategy and includes in-depth discussion of the processes used in marketing to achieve competitive advantage. The book is primarily about creating and sustaining superior performance in the marketplace. It focuses on the two central issues in marketing strategy formulation – the identification of target markets and the creation of a differential advantage. In doing that, it recognises the emergence of new potential target markets born of the recession and increased concern for climate change; and it examines ways in which firms can differentiate their offerings through the recognition of environmental and social concerns. The book is ideal for undergraduate and postgraduate students taking modules in Marketing Strategy, Marketing Management and Strategic Marketing Management.

Author: Norman McLennan
Publisher: Kogan Page Publishers
ISBN: 0749480505
Category : Business & Economics
Languages : en
Pages : 297

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Book Description
Hyper competition and globalization mean that markets are changing. There is aggressive competition, shortening product life cycles, financial pressures and ever more demanding customers and consumers. Companies need to adopt new practices and new ways of thinking, so they are looking at collaboration across supply chains to become more sustainable, efficient and economical. Collaborative Principles for Better Supply Chain Practice looks at behavioural and commercial collaborative business principles and their application by means of case studies which showcase collaboration success across the private, public and 3rd sectors. Collaborative Principles for Better Supply Chain Practice covers different perspectives: the client looking down the supply chain, the suppliers looking up the supply chain and the inter-dependencies of organizations horizontally across the supply chain. The book explores operational and project-type environments in different industry sectors, which will help you think about your supply chain differently and optimize your processes to achieve supply chain excellence. Online supporting resources include a bonus chapter and a roadmap on negotiations.

Author: Derek Walker
Publisher: Routledge
ISBN: 1351735101
Category : Architecture
Languages : en
Pages : 813

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Book Description
The concept of integrated project delivery (IPD) has evolved as a result of the need for highly expert teams of people to collaborate to deliver extremely complex projects, to manage expectations about delivery speed, changes in governance standards and to take advantage of and manage expectations raised by rapid advances in technology. All this demands effective change management. This is the first Handbook to contextualise and thematically explore the concept with an emphasis on rigorous practical and theoretical validation. The Handbook is divided into five sections, each with a focus on several interconnected themes including: An introduction to IPD concepts. The foundational elements and characteristics of IPD. People, culture and collaboration as key ingredients to successful and effective IPD. Technology and process aspects of relational contracting forms such as IPD. New and relevant perspectives to IPD that have received scant attention to date. Aspects and emerging issues that are rarely consciously considered in traditional project delivery due to the commercial imperative that drives firms and client organisations. The Handbook offers both discussions of these key themes, and also in-depth research into construction and other industry project procurement and delivery that spans decades. In addition, the Handbook presents ‘best’ and ‘better’ practice, but also includes insights into cutting-edge experimental developments in technology and practices where proof of concept is currently being developed into emerging practice. Contributing authors in this Handbook collaborate with the co-editors to draw together an integrated set of chapters that align to deliver a coherent narrative of the IPD concept. It is an invaluable reference for practitioners and academics alike, and useful as core course content for numerous degree programs of study and professional development courses.

Author: Raymond E. Miles
Publisher: Stanford University Press
ISBN: 9780804748018
Category : Business & Economics
Languages : en
Pages : 156

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Book Description
This book describes a new organizational model for the creation of economic wealth through inter-firm collaborative innovation.

Author: C. M. Chang
Publisher: CRC Press
ISBN: 1498730116
Category : Business & Economics
Languages : en
Pages : 501

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Book Description
Engineering Management: Meeting the Global Challenges prepares engineers to fulfill their managerial responsibilities, acquire useful business perspectives, and take on the much-needed leadership roles to meet the challenges in the new millennium. Value addition, customer focus, and business perspectives are emphasized throughout. Also underlined are discussions of leadership attributes, steps to acquire these attributes, the areas engineering managers are expected to add value, the web-based tools which can be aggressively applied to develop and sustain competitive advantages, the opportunities offered by market expansion into global regions, and the preparations required for engineering managers to become global leaders. The book is organized into three major sections: functions of engineering management, business fundamentals for engineering managers, and engineering management in the new millennium. This second edition refocuses on the new strategy for science, technology, engineering, and math (STEM) professionals and managers to meet the global challenges through the creation of strategic differentiation and operational excellence. Major revisions include a new chapter on creativity and innovation, a new chapter on operational excellence, and combination of the chapters on financial accounting and financial management. The design strategy for this second edition strives for achieving the T-shaped competencies, with both broad-based perspectives and in-depth analytical skills. Such a background is viewed as essential for STEM professionals and managers to exert a strong leadership role in the dynamic and challenging marketplace. The material in this book will surely help engineering managers play key leadership roles in their organizations by optimally applying their combined strengths in engineering and management.