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Using the Partnership Vocabulary

In Example 4, no market space is created. It is an example of industry consolidation for an increased competitive scale. This often occurs in [Pg.233]

Many-to-many Your company, one of many serving your market, has many partner candidates from which to choose. Neither partner is currently a dominant company. Two companies form a partnership to separate themselves from the crowd. They may do so to target a particular segment neither could approach alone. An industry roll-up is an example. Here, a company buys others offering similar services in a market. [Pg.234]

One-to-many Your company is large and you have many options for selecting partners. You select the best of breed for partnering or working alone, you develop capabilities appealing to many customers. Chrysler, a case described in Chapter 21, is an example. Dell, described in Chapter 17, is another example. [Pg.234]

One-to-one This is a peer arrangement with dominant partners on each side. There is little choice in partner selection. Due to the size of the market and the scale of operations required, there are few choices. [Pg.234]

Purpose Quadrant Direction Choice Example of Application [Pg.235]


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