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This case examines the formation of an alliance between Fiat and Chrysler during the height of the financial crisis as a mechanism to save Chrysler from liquidation. The case traces the events leading up to the alliance, discusses the early stage issues with which the partners have to deal, addresses some of the governance issues, and examines the past merger between Chrysler and Daimler that ended in a failure. The case presents a normative approach to alliance management and conjectures about the success of the Fiat-Chrysler alliance. We address whether Chrysler is a suitable partner and whether there is a strong enough rationale for the alliance and whether the two partners are compatible. Finally, the case explores the lessons learned and the cautions that might derail the alliance.

This case may be taught singly or used as a merger-negotiation exercise with “Chrysler Corporation: Negotiations between Daimler and Chrysler” (UVA-F-1240). Set in February 1998, the case places students in the position of negotiators for the company; their task is to value both firms, assess the potential earnings dilution of a combination, and negotiate a detailed agreement with their counterpart. The case can be used to explore such interesting negotiation issues as determination of a share-exchange ratio, treatment of major stockholders, and structuring a deal. Also, the case and exercise can be used to spark a discussion of acquisition in comparison with strategic alliance, or other less formal models of combination.

This case may be taught singly or used as a merger-negotiation exercise with “Daimler-Benz A. G.: Negotiations between Daimler and Chrysler” (UVA-F-1241). Set in February 1998, the case places students in the position of negotiators for the company; their task is to value both firms, assess the potential earnings dilution of a combination, and negotiate a detailed agreement with their counterpart. The case can be used to explore such interesting negotiation issues as determination of a share-exchange ratio, treatment of major stockholders, and structuring a deal. Also, the case and exercise can be used to spark a discussion of acquisition in comparison with strategic alliance, or other less formal models of combination.

Supply chain management has received in recent years a great deal of attention by practitioners and academics alike. The benefits that accrue to firms that effectively manage their supply chain partners range from lower costs to higher return on investment (ROI), to higher returns to stockholders. Yet, effective management of one’s supply chain is not easily accomplished. In this paper, we develop this capability as a core skill that will ultimately separate the winners from the losers. We develop the concept of supply chain competence and use learning as a proxy. We explore the pre‐conditions for learning to emerge and the impact of learning on supply chain performance. A number of factors that affect partner‐like behavior also affect learning. Also, learning appears to have a positive impact on performance measures relating to end‐customer satisfaction and being a more market‐focused supply chain. Learning does not appear to affect supply chain performance related to cost.

This case serves as an introduction to field sales management. A manager must address three sales representatives' ingrained behaviors in order to implement a major shift in marketing strategy. Students should recognize the nature of the "man-in-the-middle" squeeze: the manager caught between the pressure of implementing a new strategy from the top and the resistance to change from the bottom.

Considers the shift of marketing functions from the perspective of the wholesaler rather than from the traditional point of view of the manufacturer or retailer. Examines the vertical integration of marketing functions by manufacturers and the use of synergistic strategies which could cause a reallocation of marketing functions among wholesalers and manufacturers. Discusses the potential new roles of the small industrial distributor in an ever‐changing marketing environment characterized by functional shiftability.

This article has been withdrawn as it was published elsewhere and accidentally duplicated. The original article can be seen here: 10.1108/13598549810215379. When citing the article, please cite: Robert E. Spekman, John W. Kamauff Jr, Niklas Myhr, (1998), “An empirical investigation into supply chain management: a perspective on partnerships”, Supply Chain Management: An International Journal, Vol. 3 Iss 2 pp. 53 - 67.

The purpose of this paper is to review the state of the art in extended enterprise (EE) thinking.

The approach used the 2004 book, The Extended Enterprise, as the jumping-off point to review the literature and better define the EE. What was once projected as depicting the future state of supply chain management is now shaping the way in which organizations interact with their customers and suppliers. New issues in this arena include considerations of risk, knowledge sharing, and supply chain performance. The authors review these new developments, describe how they might affect the collaborative supply chain, and posit future trends.

The major theme from this research is that EE thinking is emerging among global companies as a primary way in which firms now compete. The term “Collaborative supply chains” appears, in some circles, to replace the term “EE.” Yet the principles and tenets delineated in the term “EE” are captured in “collaborative supply chains.” The authors find that the EE concept is distinct from other supply chains or subcontracting relationships in that firms are linked as learning organizations. Also, the authors have noted barriers to collaboration such as an unwillingness to share information, lack of trust, perceptions of lack of mutuality and symmetry, and mistrust about the fairness of benefits, costs, and risk sharing.

The limitations of this research could be a function of the papers reviewed since this review was not intended to be exhaustive but merely illustrative of the extant research. Nonetheless, the conclusions from the focus on risk, knowledge sharing, and performance hold strong implications for more collaborative relations among supply chain partners.

Given the importance of supply chain partnerships, this research adds perspective for those firms that are reluctant to engage in such collaborative partnerships. This review contributes to extended enterprise thinking and is therefore insightful for both academics and practitioners.

Business marketers need strategic frameworks to assess the value of a portfolio of buyer‐seller relationships and to decide how they should be managed. By drawing on insights from the political economy, resource dependence, relational contracting and transaction cost perspectives, previous work on portfolios of trading relationships is extended and updated and avenues for future research are suggested.

Acknowledges the multiperson nature of the industrial business buying process and the development of the buying centre as the unit of analysis for business/organization buying behaviour. Addresses two main themes: conceptual issues and alternative views; and methodological dilemma. Looks at the concept of the buying centre and discusses structural properties and process considerations of the buying centre. Closes by outlining research opportunities. Concludes that present research suffers from two major flaws which inhibit development; that buying centre research tends to be descriptive, with over‐reliance on anecdotal information so that research is devoid of any theoretical foundation; and secondly many present findings have grown from research which reflects individual methodologies.