TY  - JOUR
AB  - Suggests that the concepts of partnerships and strategic alliances
are increasingly emphasized in literature and “real life”,
which might lead managers to believe that partnership‐style
relationships, as opposed to arm′s length relationships, are necessary
for a firm to compete successfully. Explores why, how, and when to
establish a wide range of possible business‐to‐business relationships.
The inter‐organizational relationship literature suggests six reasons
for forming relationships: necessity, asymmetry, reciprocity,
efficiency, stability, and legitimacy. Compares this framework with six
partnership characteristics based on the partnership‐building
literature: planning, sharing of benefits and burdens, extendedness,
systematic operational information exchange, operating controls, and
corporate culture bridge building. Suggests that firms should
concentrate on how to develop “good business relationships”,
which may have varying levels of partnership characteristics.
VL  - 23
IS  - 6
SN  - 0960-0035
DO  - 10.1108/09600039310044876
UR  - https://doi.org/10.1108/09600039310044876
AU  - Cooper Martha C.
AU  - Gardner John T.
PY  - 1993
Y1  - 1993/01/01
TI  - Building Good Business Relationships: More than Just Partnering or Strategic Alliances?
T2  - International Journal of Physical Distribution & Logistics Management
PB  - MCB UP Ltd
SP  - 14
EP  - 26
Y2  - 2024/04/24
ER  -