Collaborative business models: Aligning and operationalizing alliances

De Man, Ard-Pieter and Luvison, Dave,(2019), Collaborative business models: Aligning and operationalizing alliances. , Business Horizons, UNSPECIFIED

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It is not unusual for companies to generate substantial revenue through alliances. However, alliance failure rates are high, leaving much revenue at risk and value unrealized. The big challenge facing managers is to align company interests with alliance interests. Such alignment can only be achieved when executives pay considerable attention to building the right collaborative business model. In this article, we synthesize the insights of the existing literature to arrive at three collaborative business models–—sharing, specialization, and allocation–—that managers can use to address the specific requirements of their alliances. Because the literature provides limited insight regarding how to operationalize these models, we highlight what managers need to focus on when operationalizing each of these models. We find that the choice for an overall business model is relatively straightforward in most cases but that operationalization of business models requires more complex combinations of management techniques. Finally, we show how the three collaborative business models can be combined to build hybrid models
Keywords : Business alliances; Operationalization; Collaborative business model; Partnership; Alliance operationalization, UNSPECIFIED
Journal or Publication Title: Business Horizons
Volume: 62
Number: 4
Item Type: Article
Subjects: Manajemen
Depositing User: Endhar Priyo Utomo
Date Deposited: 26 Dec 2019 03:14
Last Modified: 26 Dec 2019 03:14

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