Describes a new approach to improving customer/supplier partnerships. Asserts that Western managers tend to perceive every other company as a potential threat. Contends that Japanese companies have realized that global battles are between groups of companies acting in networks or extended supply...

This paper reflects on a three‐year EPSRC research project (1994‐1997), called "Implementing Partnering in the Supply Chain", that studied the development of collaboration between two companies, IDV Operations Ireland Limited and Killeen Corrugated and the complex processes involved in...