{"title":"Strategic Alliances","authors":"Helen Perks, Geoff Easton","doi":"10.1016/S0019-8501(00)00110-3","DOIUrl":null,"url":null,"abstract":"<div><p>This paper analyzes a number of different inter-organizational exchange relationships, ranging from simple exchange transactions to complex competitor strategic alliances in terms of the exchangeability, value influence, and consumption/creation processes of the resources being exchanged. Many common features between exchange relationships and strategic alliances are identified and are used to suggest ways in which relational marketing concepts and skills have the potential to help in the successful creation and management of exchange-based strategic alliances.</p></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":"29 4","pages":"Pages 327-338"},"PeriodicalIF":7.5000,"publicationDate":"2000-07-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1016/S0019-8501(00)00110-3","citationCount":"56","resultStr":null,"platform":"Semanticscholar","paperid":null,"PeriodicalName":"Industrial Marketing Management","FirstCategoryId":"91","ListUrlMain":"https://www.sciencedirect.com/science/article/pii/S0019850100001103","RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":null,"EPubDate":"","PubModel":"","JCR":"Q1","JCRName":"BUSINESS","Score":null,"Total":0}
引用次数: 56
Abstract
This paper analyzes a number of different inter-organizational exchange relationships, ranging from simple exchange transactions to complex competitor strategic alliances in terms of the exchangeability, value influence, and consumption/creation processes of the resources being exchanged. Many common features between exchange relationships and strategic alliances are identified and are used to suggest ways in which relational marketing concepts and skills have the potential to help in the successful creation and management of exchange-based strategic alliances.
期刊介绍：
Industrial Marketing Management delivers theoretical, empirical, and case-based research tailored to the requirements of marketing scholars and practitioners engaged in industrial and business-to-business markets. With an editorial review board comprising prominent international scholars and practitioners, the journal ensures a harmonious blend of theory and practical applications in all articles. Scholars from North America, Europe, Australia/New Zealand, Asia, and various global regions contribute the latest findings to enhance the effectiveness and efficiency of industrial markets. This holistic approach keeps readers informed with the most timely data and contemporary insights essential for informed marketing decisions and strategies in global industrial and business-to-business markets.
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