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Can I read An Expanded Model of Business-to-Business Partnership Formation and Success on EtoBox?
An Expanded Model of Business-to-Business Partnership Formation and Success by Tracy L. Tuten; David J. Urban is a Business, Management and Accounting article available to read on EtoBox.
What is An Expanded Model of Business-to-Business Partnership Formation and Success about?
## In this article, the authors develop an expanded model of partnership formation and success that builds upon a previous model constructed by Mohr and Spekman. Mohr and Spekman proposed that partnership success is predicated on relationship attributes, communication, and conflict resolution techniques, but their model did not specify what factors are associated with the initial formation of the partnership. The study described in this article is based on a series of in-depth inter- views with purchasing managers, and identifies factors serving as antecedents to the formation of a partnership. Purchasing managers indicated that partnerships are initially formed in order to lower costs, increase service, and to improve a firm's competitive advantage. The study also confirms the existence of various characteristics of partnership success. The article concludes with suggestions for future research about businessto-business partnerships.
Who reads An Expanded Model of Business-to-Business Partnership Formation and Success?
It is typically read by researchers, students, and practitioners in Business, Management and Accounting.
- Author
- Tracy L. Tuten; David J. Urban
- Publisher
- Elsevier Science; Elsevier ; Elsevier BV (ISSN 0019-8501)
- Published
- 2001
- Language
- EN
- Field
- Business, Management and Accounting (Social Sciences)