Technology alliances create market development rights that are shared between partners in an alliance relative to co-developed product technology. Alliance partners will often manage the shared market development rights in a cooperative manner by forming an agreement in which one partner (i.e.,...

This is the B case, which provides additional information on the situation described in "Process Mapping Exercise, (A)" by describing how further improvements in the account billing process can be achieved. It provides the information necessary for students to create the new process flow...

This case is intended to introduce students to Mexico's maquiladora (sometimes called "in-bond") program and its role in Mexico's use of its border with the United States as a key part of its national development strategy. The evolution and operation of the maquiladora program are described,...

Quality standards (QS) (e.g., ISO 9001) play an important role in assuring the quality of goods and services for organizational stakeholders on a global scale. Recent work has highlighted the role of QS in communicating corporate social responsibility (CSR) practices to a firm's stakeholders...

Many companies face the challenge of competing on the global stage, and alliances have been touted as one approach to gain competitive advantage. Over the last 20 years, the number of alliances has grown almost exponentially, but the rate of failure still holds at about 60 percent. A...

The Internet has been described as a major disruptive technology that has changed the face of B2B exchange relationships. This paper considers the Internet and its inherent ability to support value creation within business-to-business relationships. The paper outlines four key characteristics...

Supply chain management has received in recent years a great deal of attention by practitioners and academics alike. The benefits that accrue to firms that effectively manage their supply chain partners range from lower costs to higher R0I, to higher returns to stockholders. Yet, effective...

After a strong start in the 1970s and 1980s, the field of organizational buying behavior (OBB) has been in the doldrums. The early conceptualizations by Wind, Webster, Sheth and other scholars provided a strong foundation for what we now call B2B (business-to-business) marketing. However,...

This case continues the examination begun in the A case (UVA-OB-0586) of the critical role played by three alliance managers during Shell's attempt to reenter the Italian market through a joint venture with MontEdison