Partnering: Entering the Age of Cooperation
Frank K. Sonnenberg
(National director of marketing for the Management Consulting Group at Ernst & Young)
149
Abstract
Reflecting on the ‘old days’—all of five or six years ago—a Chicago area supplier … sarcastically recalls how one of his big customers used to treat its suppliers. The strategy was: ‘Line 'em up and beat 'em up—until you get 'em to a point where they can't make money any more. Then you've got the best price.’ “
Citation
Sonnenberg, F.K. (1992), "Partnering: Entering the Age of Cooperation", Journal of Business Strategy, Vol. 13 No. 3, pp. 49-52. https://doi.org/10.1108/eb039494
Publisher
:MCB UP Ltd
Copyright © 1992, MCB UP Limited