Chapter 5: Strategic Alliances: Achieving Sustainable Competitive Advantage

Question 1

supply chain realities

Answer 1

1. raw materials
2. supplier
3. manufacturing
4. distribution
5. customer
6. consumer

Question 2

B2B vs B2C

Answer 2

・fewer, larger buyers
・professional purchasing
・close supplier-customer relationships
・derived demand/ fluctuating demand
・inelastic demand
・direct purchasing

Question 3

classes of buying situation

Answer 3

1. straight rebut
2. modified rebuy
3. new task/ buy

Question 4

stages in the buying process (B2B)

Answer 4

1. problem recognition
2. General need description
3. Supplier search
4. Proposal solicitation
5. Supplier selection
6. order-routine specification
7. performance review

(step 4 and 6 cannot see regarding consumers)

Question 5

segmenting B2B Markets

Answer 5

・price- orients customers
・solutions- oriented customers
・gold standard customers
・strategic-value customers

Question 6

drivers of collaboration

Answer 6

・scarcer resources/ shortage of important skills
・customers’ expectations / Escalating diversity
・competition
・a broader less world/ globalization

Question 7

forms of collaboration and inter-firm commitment

Answer 7

outsourcing

partnerships

strategic alliances

joint ventures

ownership

Question 8

money can’t buy me trust

Answer 8

・economic- based trust: produced through the alignment of partners’ economic incentives

・embeddedness-based trust:
emerges from the frequency and intensity of interactions between the partners’ personnel

・process-based trust:
develops through the consistency of firm’s fair and reliable actions.