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Collaboration in Action: Four Case Studies

In: How to Save the FMCG Industry

Author

Listed:
  • Chris Leach

    (Aytoun Consulting Ltd)

Abstract

This chapter provides a detailed review of four different FMCG supplier companies, and what is happening in reality when they look to collaborate with their retail customers. Leach answers such questions as: How do the companies choose who to collaborate with? What does the work of collaboration contain? What are the barriers to collaboration? What influence does power have in the collaboration? And how do the companies create and capture value? The cases provide answers to these questions and show examples and insights to bring into light this often ‘secretive’ area of business between the retailer and supplier.

Suggested Citation

  • Chris Leach, 2022. "Collaboration in Action: Four Case Studies," Springer Books, in: How to Save the FMCG Industry, chapter 4, pages 87-163, Springer.
    • Handle: RePEc:spr:sprchp:978-3-030-92986-2_4
    DOI: 10.1007/978-3-030-92986-2_4
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