Managing Selling Coopetition: A Case Study of the ERP industry
Abstract
Managing coopetition is important for the success of coopetition strategies. Past studies on the management of coopetition are largely dedicated to R&D coopetition. However, selling coopetition is an important phenomenon that is quite different from R&D coopetition. In this research, we therefore focus on the management of selling coopetition and build on past studies to formalize a framework that combines two complementary principles:...
Paper Details
Title
Managing Selling Coopetition: A Case Study of the ERP industry
Published Date
May 17, 2017
Journal
Volume
15
Issue
1
Pages
37 - 56
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