Authors: Juhani Warsta; Minna Lappi; Veikko Seppänen
The establishment and development of business-to-business relationships arecommonly evaluated from the customers? perspective. In this paper we look theprocess mainly from the opposite direction. We define the supplier’s partner selectionprocess as continuous assessment of relationships with customers, rather than merelycommencement needed during the early contract negotiation phase. We haveinvestigated Finnish software companies entering into the USA, to analyze theprocesses and factors related to establishing partner relationships. We will depictrelationship screening as consisting of the commencement process and the continuingscreening process.
Journal: ( – )
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Publish Year: 2001
Conference: Oslo, Norway (2001)