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The Horizontal Partnership

The authors mention that alliances differ from mergers in an important way. Mergers focus on financial terms. Alliances have many more operational issues to negotiate. The authors research shows that failure to address these operational issues is a principal cause of problems in alliances. In other words, the devil is in the details. In a following chapter, we describe a methodology to lessen the risk of such occurrences. [Pg.117]

The horizontal partnership is one that does have overlapping capabilities between participants. The combination of two telecommunications providers, one focused on wireless and one on long distance, is an example. Clicks and bricks combines two retail channels — the Internet and the face-to-face retail outlet — to market the same products. Such partnerships might be motivated by a number of factors. Examples include the need for greater geographic coverage or to provide the critical mass to be competitive. [Pg.218]

Harbison and Pekar mention that alliances differ from mergers in an important way. Mergers focus on financial terms. Alliances have many more operational issues to negotiate. The authors research shows that [Pg.218]


See other pages where The Horizontal Partnership is mentioned: [Pg.218]    [Pg.116]   


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The Partnership

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