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Sleeping with the Enemy: Doing Business with a Competitor

Carlin, Barbara ; Dowling, Michael ; Roering, William ; Wyman, John ; Kalinoglou, John ; Clyburn, Greg


Abstract

Offers insights about companies who do business with competitors and other companies. Importance of multifaceted relationships; Rationale for forming relationships with other companies; Types of existing multifaceted relationships; Management strategies for multifaceted relationships; Success story of BellSouth Corp.; Costs and risks of multifaceted relationships.


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