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Partnering: Entering the Age of Cooperation

Frank K. Sonnenberg (National director of marketing for the Management Consulting Group at Ernst & Young)

Journal of Business Strategy

ISSN: 0275-6668

Article publication date: 1 March 1992


Reflecting on the ‘old days’—all of five or six years ago—a Chicago area supplier … sarcastically recalls how one of his big customers used to treat its suppliers. The strategy was: ‘Line 'em up and beat 'em up—until you get 'em to a point where they can't make money any more. Then you've got the best price.’ “


Sonnenberg, F.K. (1992), "Partnering: Entering the Age of Cooperation", Journal of Business Strategy, Vol. 13 No. 3, pp. 49-52.




Copyright © 1992, MCB UP Limited