Partnering as a Focused Market Strategy
提出一个战略框架，帮助供应商管理者决定哪些市场细分和客户适合建立紧密合作关系，指出并非所有客户都值得投入伙伴关系建设，并说明如何通过增强产品供给获得竞争优势。
Partnership-building efforts, even when sought by a customer firm, may not be in the best interests of a supplier firm. This article presents a comprehensive, strategic approach that offers managers guidance on decisions about which market segments and individual customer firms to target for close, collaborative relationships. Firms can gain competitive advantage by augmenting a supplier's product offering for transactional customers.