Business Development traditionally has an incorporated focus on marketing and marketing models as well as marketing competencies among business development managers. However, the discussed case studies results and trends in business and market behaviour point to the fact that in the future only...

In this paper the general concept of Supply Chain Management (SCM) is described and the scientific cooperation models in the supply chain are discussed. Though there are several models to explain cooperations there is no clear perspective on the needed competencies in companies to shape a...

Today industrial enterprises are confronted with an increasing trend to focus on their core capabilities. By outsourcing certain activities to logistics providers or suppliers a company has the possibility to create a lean organization and decrease fixed costs. As a result supply chains gain...

In the field of marketing, pricing is a valuable and long-established steering tool. But in the logistics context of co-operative strategies like supply chain management, this field is mainly neglected. Therefore, the author describes the basic principles and effects of price differentiation and...