Communication de conférence

Integrated solutions in the IT industry : The Key Role of Alliance Managers

in 23rd IMP Conference, Manchester, August 30 - September 1, 2007

par Salle, Robert (19..-....) ; Cova, Bernard ; Ivens, Björn Sven ; Pardo, Catherine (19..-....)

2007 - 14 P. - En anglais


The emergence of network forms of organization on many business markets has led to the development of new management activities. One core activity is the management of a company’s relationships with partners in strategic alliances. Responsibilities for alliance management are increasingly attributed to a new type of formal position, the alliance manager. Based on empirical data from the IT sector, this paper presents the key role of the alliance manager for successful network maintenance and development.

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