Learning in Coopetitive Relationships

Author(s): Hillbun (Dixon) Ho and Shankar Ganesan

Excerpt from the Handbook of Business-to-Business Marketing (Edited by Gary L. Lilien, Distinguished Research Professor of Management Science, The Pennsylvania State University and Rajdeep Grewal, Kenan-Flagler Business School, University of North Carolina, US). Complete book available at https://www.e-elgar.com/shop/handbook-of-business-to-business-marketing.

Current literature provides a deep understanding of firms’ vertical relationships, but knowledge of horizontal relationships among firms that occupy similar positions along a supply chain is rather limited. The main purpose of this chapter is to explicate issues related to cooperation among competitors, or ‘coopetition’. This chapter provides a broad overview of the major facets of coopetition. It seeks to increase awareness of this important strategic option among managers who plan to develop inter-firm collaborative relationships and to provoke further discussion and investigation of this phenomenon among marketing scholars.
letter blocks spelling learn

The following material is restricted to registered academic and ISBM Member Company users. Please login or register to continue or learn more about becoming an ISBM member company.

Share: "Learning in Coopetitive Relationships" with your followers.

Share on facebook
Share on twitter
Share on linkedin
Share on email