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Exploiting and creating knowledge through customer–supplier relationships: lessons from a case study

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Through an in-depth analysis of a customer–supplier relationship in the information technology market, we illustrate the complexities of vertical coordination processes. We focus on the strategic and organizational criteria that suppliers and customers must design in order to favour interaction between their heterogeneous competencies. In the examined case, the supplier provides general purpose knowledge to be utilized and enriched through the contact with, and fertilization by, application abilities available at the customer level.

Document Type: Research Article


Affiliations: 1: ISA-Facoltà di Economia, Università di Urbino, via S.Chiara 1, 61029 Urbino, Italy, 2: ISE - Facoltà di Economia, Università di Urbino, and IEFE, Università L.Bocconi, Via Filippetti 9, 20122 Milano, Italy

Publication date: April 1, 1998


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