Robert E. Spekman

University of Virginia - Darden School of Business

Tayloe Murphy Professor of Business Administration

P.O. Box 6550

Charlottesville, VA 22906-6550

United States

http://www.darden.virginia.edu/faculty/spekman.htm

SCHOLARLY PAPERS

56

DOWNLOADS
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Top 1,205

in Total Papers Downloads

22,735

SSRN CITATIONS
Rank 44,688

SSRN RANKINGS

Top 44,688

in Total Papers Citations

4

CROSSREF CITATIONS

7

Scholarly Papers (56)

1.

Corporate Social Responsibility and Global Supply Chain Management: A Normative Perspective

Darden Business School Working Paper No. 04-05
Number of pages: 30 Posted: 27 Jan 2005
Robert E. Spekman, Patricia H. Werhane and D. Eric Boyd
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business and James Madison University - College of Business
Downloads 3,208 (3,273)
Citation 6

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supply chain, business ethics, corporate social responsibility

Daimler-Benz A.G.: Negotiations between Daimler and Chrysler

Darden Case No. UVA-F-1241
Number of pages: 45 Posted: 21 Oct 2008
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business, Independent, University of Virginia - Darden School of Business and Rutgers, The State University of New Jersey - Management & Global Business
Downloads 1,398 (12,880)
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mergers and acquisitions, strategic alliance, negotiation, valuation, cross-border investment

Daimler-Benz A.G.: Negotiations between Daimler and Chrysler

Darden Case No. UVA-F-1241
Number of pages: 45 Posted: 21 Oct 2008
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business, Independent, University of Virginia - Darden School of Business and Rutgers, The State University of New Jersey - Management & Global Business
Downloads 181 (167,691)
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mergers and acquisitions, strategic alliance, negotiation, valuation, cross-border investment

3.
Downloads 1,544 ( 11,202)

The Package War: Fedex vs. Ups

Darden Case No. UVA-G-0485
Number of pages: 33 Posted: 21 Oct 2008
Robert F. Bruner, Robert E. Spekman and Lane Crowder
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business and affiliation not provided to SSRN
Downloads 1,239 (15,526)
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competitive analysis, competitive decision making, competitive dynamics, customer service

The Package War: Fedex vs. Ups

Darden Case No. UVA-G-0485
Number of pages: 33 Posted: 21 Oct 2008
Robert F. Bruner, Robert E. Spekman and Lane Crowder
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business and affiliation not provided to SSRN
Downloads 305 (99,302)
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competitive analysis, competitive decision making, competitive dynamics, customer service

4.

Using Social Media in the B2b Context

Darden Case No. UVA-M-0778
Number of pages: 12 Posted: 05 Apr 2010 Last Revised: 04 May 2018
Robert E. Spekman and Eliane Dotson
University of Virginia - Darden School of Business and affiliation not provided to SSRN
Downloads 1,326 (14,271)
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marketing, marketing plans, social networks, social media, communications

5.

Supply Chain Competency: Learning as a Key Component

Darden Business School Working Paper No. 01-16
Number of pages: 40 Posted: 06 Sep 2001
Robert E. Spekman, Joseph Spear and John Kamauff
University of Virginia - Darden School of Business, University of Richmond and PriceWaterhouseCoopers LLP - Arlington Office
Downloads 1,249 (15,644)
Citation 5

Abstract:

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Chrysler Corporation: Negotiations between Daimler and Chrysler

Darden Case No. UVA-F-1240
Number of pages: 45 Posted: 21 Oct 2008
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business, Independent, University of Virginia - Darden School of Business and Rutgers, The State University of New Jersey - Management & Global Business
Downloads 814 (28,811)
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merger acquisition strategy alliance negotiation valuation cross-border investment

Chrysler Corporation: Negotiations between Daimler and Chrysler

Darden Case No. UVA-F-1240
Number of pages: 45 Posted: 21 Oct 2008
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business, Independent, University of Virginia - Darden School of Business and Rutgers, The State University of New Jersey - Management & Global Business
Downloads 117 (240,556)
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merger acquisition strategy alliance negotiation valuation cross-border investment

7.

The Apple Iphone

Darden Case No. UVA-M-0765
Number of pages: 14 Posted: 16 Jun 2009
Paul Farris and Robert E. Spekman
University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 908 (25,174)
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Pricing, Innovation, Marketing

Sales Force Management and Measurement

Darden Case No. UVA-M-0721
Number of pages: 13 Posted: 21 Oct 2008
Paul Farris, Robert E. Spekman, Neil Bendle and Eric Larson
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business, University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 676 (37,209)
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Abstract:

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marketing

Sales Force Management and Measurement

Darden Case No. UVA-M-0721
Number of pages: 13 Posted: 21 Oct 2008
Eric Larson, Neil Bendle, Paul Farris and Robert E. Spekman
affiliation not provided to SSRN, University of Virginia - Darden School of Business, University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 189 (161,303)
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Abstract:

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marketing

9.

Internet Usage within B2b Relationships and its Impact on Value Creation: A Conceptual Model and Research Propositions

Darden Business School Working Paper No. 01-17
Number of pages: 35 Posted: 06 Sep 2001
D. Eric Boyd and Robert E. Spekman
James Madison University - College of Business and University of Virginia - Darden School of Business
Downloads 792 (30,517)
Citation 2

Abstract:

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10.
Downloads 774 ( 31,402)

Fedex and Ups—The War Continues

Darden Case No. UVA-M-0689
Number of pages: 15 Posted: 21 Oct 2008
Robert E. Spekman and Jeanna Composit
University of Virginia - Darden School of Business and affiliation not provided to SSRN
Downloads 713 (34,633)
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strategy, formation, and, implented, competitive, dynamics, competitive, markeeting, strategy

Fedex and Ups—The War Continues

Darden Case No. UVA-M-0689
Number of pages: 15 Posted: 21 Oct 2008
Robert E. Spekman and Jeanna Composit
University of Virginia - Darden School of Business and affiliation not provided to SSRN
Downloads 61 (361,672)
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strategy, formation, and, implented, competitive, dynamics, competitive, markeeting, strategy

Renault–Volvo Strategic Alliance (a): March 1993

Darden Case No. UVA-G-0480
Number of pages: 13 Posted: 21 Oct 2008
Robert F. Bruner and Robert E. Spekman
University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 672 (37,484)
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acquisitions, joint ventures, leadership corporate financial strategy

Renault–Volvo Strategic Alliance (a): March 1993

Darden Case No. UVA-G-0480
Number of pages: 13 Posted: 21 Oct 2008
Robert F. Bruner and Robert E. Spekman
University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 59 (367,845)
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acquisitions, joint ventures, leadership corporate financial strategy

12.

At&T and Olivetti: Analysis of a Failed Strategic Alliance

Darden Case No. UVA-M-0430
Number of pages: 9 Posted: 21 Oct 2008
Robert E. Spekman and Meredith Bolon
University of Virginia - Darden School of Business and affiliation not provided to SSRN
Downloads 683 (37,295)
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alliances partnerships relationships business-to-business, b2b

British Airways-Usair: Structuring a Global Strategic Alliance (a)

Darden Case No. UVA-OB-0584
Number of pages: 36 Posted: 21 Oct 2008
Thomas MacAvoy, Lynn Isabella, Ted Forbes and Robert E. Spekman
affiliation not provided to SSRN, University of Virginia - Darden School of Business, affiliation not provided to SSRN and University of Virginia - Darden School of Business
Downloads 546 (49,347)
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strategic alliance, airline industry, international management, organization structure

British Airways-Usair: Structuring a Global Strategic Alliance (a)

Darden Case No. UVA-OB-0584
Number of pages: 36 Posted: 21 Oct 2008
Thomas MacAvoy, Lynn Isabella, Ted Forbes and Robert E. Spekman
affiliation not provided to SSRN, University of Virginia - Darden School of Business, affiliation not provided to SSRN and University of Virginia - Darden School of Business
Downloads 58 (371,059)
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strategic alliance, airline industry, international management, organization structure

14.

Designing Channels of Distribution

Darden Case No. UVA-M-0769
Number of pages: 11 Posted: 16 Jun 2009
Paul Farris and Robert E. Spekman
University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 576 (46,689)
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B2B marketing strategy, channel design and implementation, distribution

15.

Partnership Performance in Supply Chains - the Impact of Collaboration

Darden Business School Working Paper No. 02-10
Number of pages: 31 Posted: 23 Apr 2003
Niklas Myhr and Robert E. Spekman
Chapman University - The George L. Argyros School of Business & Economics and University of Virginia - Darden School of Business
Downloads 556 (48,866)

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16.

Organizational Buying Behavior: Where We Have Been and Where We Need to Go

Darden Business School Working Paper No. 1993207, Georgetown McDonough School of Business Research Paper No. 2012-05
Number of pages: 29 Posted: 29 Jan 2012
Robert E. Spekman and Robert J. Thomas
University of Virginia - Darden School of Business and McDonough School of Business
Downloads 460 (62,064)

Abstract:

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Business-to-Business marketing, organizational buying behavior, B2B marketing strategy

17.

Zs Associates: Sales Force Sizing

Darden Case No. UVA-M-0745
Number of pages: 6 Posted: 21 Oct 2008
Robert E. Spekman and Arya Kalla
University of Virginia - Darden School of Business and Capital One Bank
Downloads 454 (63,066)
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marketing strategy, sales force management, sales force design, business to business marketing

18.

IBM and Apple Computer Alliance (C)

UVA-M-0511
Number of pages: 13 Posted: 21 Oct 2008
Robert E. Spekman, Lane Crowder and Katarina Paddack
University of Virginia - Darden School of Business, affiliation not provided to SSRN and affiliation not provided to SSRN
Downloads 357 (83,755)

Abstract:

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conflict management, entrepreneurship, strategic alliance, strategic planning, technology management, Alternative Business Issue or Setting, cross-cultural issues, diversity issues

19.

Bombardier (a): The Procurement Decision of Light Rail Cars for the Los Angeles Metro Transit Authority

Darden Case No. UVA-M-0470
Number of pages: 19 Posted: 21 Oct 2008
Robert E. Spekman and Lane Crowder
University of Virginia - Darden School of Business and affiliation not provided to SSRN
Downloads 325 (93,084)
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UVA-M-0470 business-to-business marketing, government and business, procurement, public administration, purchasing, international, Alternative Business Issue or Setting, diverse protagonist, nationality

20.

Task Conflict, Integrative Potential, and Conflict Management Strategies in Joint Ventures

IEEE PES Transmission and Distribution Conference and Exposition, 2008
Number of pages: 62 Posted: 19 Jan 2008
Mark E. Parry, Michael Song and Robert E. Spekman
University of Missouri at Kansas City - Department of Organizational Leadership/Marketing, University of Missouri at Kansas City - Department of Organizational Leadership/Marketing and University of Virginia - Darden School of Business
Downloads 318 (95,381)

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joint ventures, cross-functional projects, project conflicts, conflict resolution

Renault-Volvo Strategic Alliance (B): September 1993

Darden Case No.: UVA-G-0481
Number of pages: 15 Posted: 21 Oct 2008
Robert F. Bruner and Robert E. Spekman
University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 256 (119,718)

Abstract:

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acquisitions, joint ventures, leadership, mergers, international case

Renault-Volvo Strategic Alliance (B): September 1993

Darden Case No. UVA-G-0481
Number of pages: 15 Posted: 21 Oct 2008
Robert F. Bruner and Robert E. Spekman
University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 27 (500,604)

Abstract:

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acquisitions, joint ventures, leadership, mergers, international case

22.
Downloads 255 (120,811)

I.M.A.G.E. International

Darden Case No. UVA-M-0417
Number of pages: 4 Posted: 21 Oct 2008 Last Revised: 01 Mar 2019
Derek Newton, Robert E. Spekman and Alexandra Ranson
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business and affiliation not provided to SSRN
Downloads 147 (200,835)
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marketing sales, sales management

I.M.A.G.E. International

Darden Case No. UVA-M-0417
Number of pages: 4 Posted: 21 Oct 2008 Last Revised: 01 Mar 2019
Derek Newton, Robert E. Spekman and Alexandra Ranson
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business and affiliation not provided to SSRN
Downloads 108 (254,898)
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marketing sales, sales management

23.

Fiat and Chrysler: Gaining on Global Automakers?

Darden Case No. UVA-M-0780
Number of pages: 20 Posted: 05 Apr 2010
Robert E. Spekman and Jacki Fritz
University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 243 (126,912)
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alliances, automobile industry, marketing strategy, governance, merger, alliance management

24.

Telezoo (a): Feast or Famine?

Darden Case No. UVA-M-0651
Number of pages: 15 Posted: 21 Oct 2008
Robert E. Spekman and Neil Campbell
University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 241 (127,941)
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telecommunications, b2b, business-to-business, market planning, e-commerce, development

25.

Collaborative E-Commerce: Shaping the Future of Partnerships in the Healthcare Industry

Darden Case No. UVA-M-0661
Number of pages: 18 Posted: 21 Oct 2008
Robert E. Spekman and Anwar Harahsheh
University of Virginia - Darden School of Business and affiliation not provided to SSRN
Downloads 241 (127,941)
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pharmaceuticals, alliances, outsourcing, e-commerce

26.

United Technologies Corporation: Supplier Development Initiative

Darden Case No. UVA-M-0646
Number of pages: 14 Posted: 21 Oct 2008
Robert E. Spekman and Emily Jean Gibbons
University of Virginia - Darden School of Business and Independent
Downloads 240 (128,482)
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Abstract:

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Marketing

27.

Renault-Volvo Strategic Alliance (D): December 2, 1993, and Beyond

Darden Case No.: UVA-G-0483
Number of pages: 9 Posted: 21 Oct 2008
Robert F. Bruner and Robert E. Spekman
University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 236 (130,669)

Abstract:

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acquisitions, joint ventures, leadership, mergers, international case, diversity

28.

Alliance Competence: From Conceptualization to Implementation, with Implications for the Alliance Manager

Darden Business School Working Paper No. 2038550
Number of pages: 37 Posted: 11 Apr 2012
Robert E. Spekman
University of Virginia - Darden School of Business
Downloads 235 (131,240)

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alliances, collaboration, alliance skills and capabilities, alliance competency

British Airways - Usair (B): Structuring a Global Strategic Alliance

UVA-OB-0585
Number of pages: 10 Posted: 21 Oct 2008
Thomas MacAvoy, Lynn Isabella, Ted Forbes and Robert E. Spekman
affiliation not provided to SSRN, University of Virginia - Darden School of Business, affiliation not provided to SSRN and University of Virginia - Darden School of Business
Downloads 168 (179,266)

Abstract:

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international operations, organizational structure, international case

British Airways - Usair (B): Structuring a Global Strategic Alliance

Darden Case No. UVA-OB-0585
Number of pages: 10 Posted: 21 Oct 2008
Thomas MacAvoy, Lynn Isabella, Ted Forbes and Robert E. Spekman
affiliation not provided to SSRN, University of Virginia - Darden School of Business, affiliation not provided to SSRN and University of Virginia - Darden School of Business
Downloads 45 (416,828)

Abstract:

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international operations, organizational structure, international case

30.
Downloads 212 (144,876)

Telezoo (B): Feast or Famine?

UVA-M-0652
Number of pages: 10 Posted: 21 Oct 2008
Robert E. Spekman
University of Virginia - Darden School of Business
Downloads 172 (175,597)

Abstract:

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telecommunications industry, business-to-business marketing, market planning, segmentation, e-commerce, development

Telezoo (B): Feast or Famine?

Darden Case No. UVA-M-0652
Number of pages: 10 Posted: 21 Oct 2008
Neil Campbell and Robert E. Spekman
affiliation not provided to SSRN and University of Virginia - Darden School of Business
Downloads 40 (437,038)

Abstract:

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telecommunications industry, business-to-business marketing, market planning, segmentation, e-commerce, development

31.

Ibm and Apple Computer Alliance (a)

Darden Case No. UVA-M-0509
Number of pages: 10 Posted: 21 Oct 2008
Robert E. Spekman, Lane Crowder and Katarina Paddack
University of Virginia - Darden School of Business, affiliation not provided to SSRN and affiliation not provided to SSRN
Downloads 212 (144,876)
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UVA-M-0509 strategic alliance strategic alliance failure computer industry Apple computer IBM no blame review strategic planning technology conflict resolution

32.
Downloads 197 (155,310)

Battlefield Furniture Group, Inc

Darden Case No. UVA-M-0431
Number of pages: 9 Posted: 21 Oct 2008
Derek Newton, Robert E. Spekman and Alexandra Ranson
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business and affiliation not provided to SSRN
Downloads 129 (223,380)
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sales force management, sales management

Battlefield Furniture Group, Inc

Darden Case No. UVA-M-0431
Number of pages: 9 Posted: 21 Oct 2008
Derek Newton, Robert E. Spekman and Alexandra Ranson
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business and affiliation not provided to SSRN
Downloads 68 (341,350)
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sales force management, sales management

33.
Downloads 192 (159,055)

Ibm and Apple Computer Alliance (B)

UVA-M-0510
Number of pages: 13 Posted: 21 Oct 2008
Robert E. Spekman, Lane Crowder and Katarina Paddack
University of Virginia - Darden School of Business, affiliation not provided to SSRN and affiliation not provided to SSRN
Downloads 151 (196,438)

Abstract:

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conflict management, strategic alliance, strategic planning, technology management, diversity issues

Ibm and Apple Computer Alliance (B)

Darden Case No. UVA-M-0510
Number of pages: 13 Posted: 21 Oct 2008
Robert E. Spekman, Lane Crowder and Katarina Paddack
University of Virginia - Darden School of Business, affiliation not provided to SSRN and affiliation not provided to SSRN
Downloads 41 (432,858)

Abstract:

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conflict management, strategic alliance, strategic planning, technology management, diversity issues

Ibm and Apple Computer Alliance (D) Epilogue: 1995-96

UVA-M-0512
Number of pages: 8 Posted: 21 Oct 2008
Robert E. Spekman, Lane Crowder and Katarina Paddack
University of Virginia - Darden School of Business, affiliation not provided to SSRN and affiliation not provided to SSRN
Downloads 154 (193,230)

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conflict management, strategic alliance, strategic planning, technology management

Ibm and Apple Computer Alliance (D) Epilogue: 1995-96

Darden Case No. UVA-M-0512
Number of pages: 8 Posted: 21 Oct 2008
Robert E. Spekman, Lane Crowder and Katarina Paddack
University of Virginia - Darden School of Business, affiliation not provided to SSRN and affiliation not provided to SSRN
Downloads 37 (450,232)

Abstract:

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conflict management, strategic alliance, strategic planning, technology management

35.

Telezoo (C): Feast or Famine?

UVA-M-0662
Number of pages: 18 Posted: 21 Oct 2008
Robert E. Spekman
University of Virginia - Darden School of Business
Downloads 191 (159,784)

Abstract:

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channesl of distribution, marketing strategy, internet marketing

36.

Renault-Volvo Strategic Alliance (C): December 1, 1993

Darden Case No.: UVA-G-0482
Number of pages: 15 Posted: 21 Oct 2008
Robert F. Bruner and Robert E. Spekman
University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 176 (171,968)

Abstract:

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acquisitions, joint ventures, leadership, mergers, international case

37.
Downloads 164 (182,805)

Madison Fiber Corporation

UVA-M-0425
Number of pages: 11 Posted: 21 Oct 2008
Derek Newton, Robert E. Spekman and Alexandra Ranson
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business and affiliation not provided to SSRN
Downloads 127 (226,020)

Abstract:

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sales-force compensation, sales management

Madison Fiber Corporation

Darden Case No. UVA-M-0425
Number of pages: 11 Posted: 21 Oct 2008
Derek Newton, Robert E. Spekman and Alexandra Ranson
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business and affiliation not provided to SSRN
Downloads 37 (450,232)

Abstract:

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sales-force compensation, sales management

38.

A Note on Sizing the Sales Force

Darden Case No. UVA-M-0746
Number of pages: 11 Posted: 21 Oct 2008
Robert E. Spekman and Arya Kalla
University of Virginia - Darden School of Business and Capital One Bank
Downloads 139 (209,753)
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sales management, sales force design, marketing strategy

Bombardier (B): the L.A. Metro Transit Authority Decision: Epilogue

UVA-M-0471
Number of pages: 5 Posted: 21 Oct 2008
Robert E. Spekman and Lane Crowder
University of Virginia - Darden School of Business and affiliation not provided to SSRN
Downloads 70 (335,953)

Abstract:

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International joint venture, business-to-business marketing, government and business, procurement, public administration, purchasing, Alternative Business Issue or Setting, diverse protagonist, nationality

Bombardier (B): the L.A. Metro Transit Authority Decision: Epilogue

Darden Case No. UVA-M-0471
Number of pages: 5 Posted: 21 Oct 2008
Robert E. Spekman and Lane Crowder
University of Virginia - Darden School of Business and affiliation not provided to SSRN
Downloads 35 (459,248)

Abstract:

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International joint venture, business-to-business marketing, government and business, procurement, public administration, purchasing, Alternative Business Issue or Setting, diverse protagonist, nationality

40.

The Licensing of Market Development Rights within Technology Alliances: A Shareholder Value Perspective

Journal of Product Innovation Management, Forthcoming
Number of pages: 39 Posted: 17 Jan 2008
D. Eric Boyd and Robert E. Spekman
James Madison University - College of Business and University of Virginia - Darden School of Business
Downloads 102 (263,812)

Abstract:

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innovation, alliances, marketing strategy, shareholder value, licensing

Smoking and Health (B): Gains Made and Miles to Travel

UVA-M-0726
Number of pages: 6 Posted: 21 Oct 2008
Robert E. Spekman
University of Virginia - Darden School of Business
Downloads 77 (317,891)

Abstract:

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marketing, positioning, communications

Smoking and Health (B): Gains Made and Miles to Travel

Darden Case No. UVA-M-0726
Number of pages: 6 Posted: 21 Oct 2008
Robert E. Spekman
University of Virginia - Darden School of Business
Downloads 17 (564,307)

Abstract:

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marketing, positioning, communications

42.
Downloads 76 (317,128)

Shell Italia (a)

Darden Case No. UVA-OB-0586
Number of pages: 15 Posted: 21 Oct 2008
Thomas MacAvoy, Lynn Isabella, Ted Forbes and Robert E. Spekman
affiliation not provided to SSRN, University of Virginia - Darden School of Business, affiliation not provided to SSRN and University of Virginia - Darden School of Business
Downloads 50 (398,366)
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strategic alliance, alliance manager, joint venture, petroleum

Shell Italia (a)

Darden Case No. UVA-OB-0586
Number of pages: 15 Posted: 21 Oct 2008
Thomas MacAvoy, Lynn Isabella, Ted Forbes and Robert E. Spekman
affiliation not provided to SSRN, University of Virginia - Darden School of Business, affiliation not provided to SSRN and University of Virginia - Darden School of Business
Downloads 26 (506,600)
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Abstract:

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strategic alliance, alliance manager, joint venture, petroleum

43.

Nbc Sports: The Major League Baseball Television Rights Decision

Darden Case No. UVA-M-0691
Number of pages: 13 Posted: 21 Oct 2008
Robert E. Spekman and Todd Whiting
University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
Downloads 67 (340,000)
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makegood

44.

James R. Steiner

Darden Case No. UVA-M-0419
Number of pages: 12 Posted: 21 Oct 2008
Derek Newton, Robert E. Spekman and Alexandra Ranson
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business and affiliation not provided to SSRN
Downloads 66 (342,642)
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Sales, Force, Management

45.
Downloads 62 (353,866)

Shell Italia (B)

UVA-OB-0587
Number of pages: 4 Posted: 21 Oct 2008
Thomas MacAvoy, Lynn Isabella, Ted Forbes and Robert E. Spekman
affiliation not provided to SSRN, University of Virginia - Darden School of Business, affiliation not provided to SSRN and University of Virginia - Darden School of Business
Downloads 50 (398,366)

Abstract:

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joint ventures, international case

Shell Italia (B)

Darden Case No. UVA-OB-0587
Number of pages: 4 Posted: 21 Oct 2008
Thomas MacAvoy, Lynn Isabella, Ted Forbes and Robert E. Spekman
affiliation not provided to SSRN, University of Virginia - Darden School of Business, affiliation not provided to SSRN and University of Virginia - Darden School of Business
Downloads 12 (598,240)

Abstract:

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joint ventures, international case

46.

Compact Fluorescent Bulbs: 15 Years Later

Darden Case No. UVA-M-0766
Number of pages: 5 Posted: 16 Jun 2009
Paul Farris, Robert E. Spekman and Marjorie Webb
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business and affiliation not provided to SSRN
Downloads 54 (378,460)
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sustainability aesthetics market strategy target, analysis

47.

BP in Russia: Bad Partners or Bad Partnerships? (A)

Darden Case No. UVA-M-0819
Number of pages: 9 Posted: 30 May 2017
Robert E. Spekman and Zuri Linetsky
University of Virginia - Darden School of Business and University of Virginia
Downloads 3 (635,263)
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Abstract:

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partner, alliance, strategic, consolidated joint venture, supplier, contractor

48.

Infoterra Gmbh

Darden Case No. UVA-M-0796
Number of pages: 8 Posted: 30 May 2017
Robert E. Spekman, Olaf Plotner and Bulent Gogdun
University of Virginia - Darden School of Business, affiliation not provided to SSRN and affiliation not provided to SSRN
Downloads 2 (644,842)
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distribution network, segmentation

49.

Marketing Plan Development

Darden Case No. UVA-M-0848
Number of pages: 21 Posted: 30 May 2017
Robert E. Spekman
University of Virginia - Darden School of Business
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product, market, derived demand, situational analysis, objectives, strategy, competition

50.

Sullair: Redefining its Channel of Distribution

Darden Case No. UVA-M-0772
Number of pages: 16 Posted: 30 May 2017
Robert E. Spekman and Jaishankar Natarajan
University of Virginia - Darden School of Business and affiliation not provided to SSRN
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B2B marketing, channel design, channel conflict and the use of channel power, functional discounting, marketing strategy, distribution

51.

Alliance between Ibm and Apple Computers

Darden Case No. UVA-M-0460
Number of pages: 26 Posted: 30 May 2017
Robert E. Spekman and Lane Crowder
University of Virginia - Darden School of Business and affiliation not provided to SSRN
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computer-systems management, marketing strategy

52.

Getting it Right the First Time: The Intevep-Honeywell Alliance

Darden Case No. UVA-OB-0690
Number of pages: 22 Posted: 30 May 2017
Lynn Isabella, Robert E. Spekman and Ted Forbes
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business and affiliation not provided to SSRN
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innovation management, strategic alliance, research and development, technological innovation

53.

Exablate Neuro

Darden Case No. UVA-OM-1537
Number of pages: 20 Posted: 30 May 2017
Robert E. Spekman and Matthew Thames
University of Virginia - Darden School of Business and affiliation not provided to SSRN
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marketing strategy, medical devices, health care, marketing planning process, B to B marketing, healthcare innovation

54.

The Apple Iphone (Abridged)

Darden Case No. UVA-M-0851
Number of pages: 8 Posted: 30 May 2017
Paul Farris and Robert E. Spekman
University of Virginia - Darden School of Business and University of Virginia - Darden School of Business
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pricing, innovation

55.

The United Drug Packaging Division

Darden Case No. UVA-M-0840
Number of pages: 28 Posted: 30 May 2017
Robert E. Spekman and Robert O'Sullivan
University of Virginia - Darden School of Business and affiliation not provided to SSRN
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market segmentation, market strategy

56.

Customer Segmentation in Business-to-Business Markets

Darden Case No. UVA-M-0792
Number of pages: 28 Posted: 30 May 2017
Robert E. Spekman
University of Virginia - Darden School of Business
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purchase decisions, situational analysis, strategic objectives, targeting, positioning