Creating Successful Collaborative Relationships

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Executive Summary

Stevens (1989) was among the first to stress the strategic importance of collaboration in the supply chain. On the other hand, some recent studies point out that supply chain collaboration is no guarantee for success (Van Wassenhove et al, 2003; Vereecke et al, 2004; Holweg et al, 2005) and that there is a need to investigate what makes a collaborative relationship successful. Building on the work of Mohr and Spekman (1994), Monczka (1998) and Solis (2004) and several other researchers (Bowersox (2000), Mentzer (2000), etc), the authors have identified three key antecedents of supply chain collaboration: collaboration attributes, systems & processes and conflict resolution techniques.

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