Partnering with Customers
Dan T. Dunn
(Associate Professor at Northeastern University, Boston, Massachusetts, USA.)
Claude A. Thomas
(Vice President of Digital Equipment Corporation, Maynard, Massachusetts, USA.)
1949
Abstract
Partnering with customers is a powerful new business approach, but an implementation framework is required. Discusses how six corporations collaborated in an exercise to develop partnership guidelines. Illustrates the framework in fields ranging from high tech to consumer products.
Keywords
Citation
Dunn, D.T. and Thomas, C.A. (1994), "Partnering with Customers", Journal of Business & Industrial Marketing, Vol. 9 No. 1, pp. 34-40. https://doi.org/10.1108/08858629410053461
Publisher
:MCB UP Ltd
Copyright © 1994, MCB UP Limited