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Presentations at an Academic or Professional conference (2001)

Cooperative Gain in Vertical Partnerships: A Relational Approach

The author examines the sources of cooperative gain for automotive suppliers in the context of a vertical partnership. The central proposal is that a suppliers' cooperative gain depends on (i) the suppliers' power balance vis-à-vis the client, (ii) the suppliers' resource portfolio and (iii) the closeness of the cooperation with the client. Consistent with this proposal, the theoretical argument is that, in the case of a vertical partnership, the two traditional approaches of business strategy (IO and RBV) must be combined with a third approach: the Relational View (Dyer & Singh, 1998).

DONADA, C. (2001). Cooperative Gain in Vertical Partnerships: A Relational Approach.