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
Rank 1,726

SSRN RANKINGS

Top 1,726

in Total Papers Downloads

23,309

SSRN CITATIONS

5

CROSSREF CITATIONS

7

Scholarly Papers (56)

1.

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

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 3,410 (4,172)
Citation 7

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supply chain, business ethics, corporate social responsibility

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

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 1,402 (17,286)
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mergers and acquisitions, strategic alliance, negotiation, valuation, cross-border investment

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

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 183 (209,896)
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mergers and acquisitions, strategic alliance, negotiation, valuation, cross-border investment

3.
Downloads 1,553 ( 15,039)

The Package War: Fedex vs. Ups

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 1,246 (20,680)
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competitive analysis, competitive decision making, competitive dynamics, customer service

The Package War: Fedex vs. Ups

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 307 (126,298)
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competitive analysis, competitive decision making, competitive dynamics, customer service

4.

Using Social Media in the B2b Context

Number of pages: 12 Posted: 05 Apr 2010 Last Revised: 10 Nov 2021
Robert E. Spekman and Eliane Dotson
University of Virginia - Darden School of Business and affiliation not provided to SSRN
Downloads 1,327 (19,101)
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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 1,322 (19,206)
Citation 5

Abstract:

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Chrysler Corporation: Negotiations between Daimler and Chrysler

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 815 (38,013)
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merger acquisition strategy alliance negotiation valuation cross-border investment

Chrysler Corporation: Negotiations between Daimler and Chrysler

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 118 (299,660)
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merger acquisition strategy alliance negotiation valuation cross-border investment

7.

The Apple Iphone

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 909 (33,167)
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Pricing, Innovation, Marketing

Sales Force Management and Measurement

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 677 (48,868)
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marketing

Sales Force Management and Measurement

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 (203,932)
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marketing

9.

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

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 815 (38,535)
Citation 2

Abstract:

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10.
Downloads 777 ( 41,178)

Fedex and Ups—The War Continues

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 715 (45,388)
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strategy, formation, and, implented, competitive, dynamics, competitive, markeeting, strategy

Fedex and Ups—The War Continues

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 62 (446,341)
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strategy, formation, and, implented, competitive, dynamics, competitive, markeeting, strategy

Renault–Volvo Strategic Alliance (a): March 1993

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 673 (49,230)
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acquisitions, joint ventures, leadership corporate financial strategy

Renault–Volvo Strategic Alliance (a): March 1993

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 (457,575)
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acquisitions, joint ventures, leadership corporate financial strategy

12.

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

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 684 (48,841)
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alliances partnerships relationships business-to-business, b2b

13.

Designing Channels of Distribution

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 612 (56,445)
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B2B marketing strategy, channel design and implementation, distribution

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

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 547 (64,257)
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strategic alliance, airline industry, international management, organization structure

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

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 59 (457,575)
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strategic alliance, airline industry, international management, organization structure

15.

Partnership Performance in Supply Chains - the Impact of Collaboration

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 583 (59,939)
Citation 1

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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 488 (75,062)

Abstract:

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

17.

Zs Associates: Sales Force Sizing

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 456 (81,239)
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marketing strategy, sales force management, sales force design, business to business marketing

18.

IBM and Apple Computer Alliance (C)

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 367 (104,427)

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

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 326 (119,155)
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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 321 (121,111)

Abstract:

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

Renault-Volvo Strategic Alliance (B): September 1993

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 273 (142,990)

Abstract:

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acquisitions, joint ventures, leadership, mergers, international case

Renault-Volvo Strategic Alliance (B): September 1993

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 33 (580,921)

Abstract:

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acquisitions, joint ventures, leadership, mergers, international case

22.

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 256 (153,241)

Abstract:

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alliances, collaboration, alliance skills and capabilities, alliance competency

23.

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

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 253 (155,096)

Abstract:

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

24.

Fiat and Chrysler: Gaining on Global Automakers?

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 245 (160,023)
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alliances, automobile industry, marketing strategy, governance, merger, alliance management

25.

United Technologies Corporation: Supplier Development Initiative

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 241 (162,619)
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Marketing

26.

Telezoo (a): Feast or Famine?

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 (162,619)
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telecommunications, b2b, business-to-business, market planning, e-commerce, development

27.

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

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 (162,619)
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pharmaceuticals, alliances, outsourcing, e-commerce

28.
Downloads 233 (167,977)

Telezoo (B): Feast or Famine?

Number of pages: 10 Posted: 21 Oct 2008
Robert E. Spekman
University of Virginia - Darden School of Business
Downloads 182 (210,917)

Abstract:

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

Telezoo (B): Feast or Famine?

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 51 (489,970)

Abstract:

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

29.
Downloads 225 (173,710)

Ibm and Apple Computer Alliance (B)

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 178 (215,074)

Abstract:

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

Ibm and Apple Computer Alliance (B)

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 47 (507,909)

Abstract:

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

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

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 172 (221,624)

Abstract:

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international operations, organizational structure, international case

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

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 46 (512,546)

Abstract:

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international operations, organizational structure, international case

31.

Ibm and Apple Computer Alliance (a)

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 213 (182,887)
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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

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

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 171 (222,712)

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conflict management, strategic alliance, strategic planning, technology management

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

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 40 (542,006)

Abstract:

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conflict management, strategic alliance, strategic planning, technology management

33.
Downloads 199 (194,756)

Battlefield Furniture Group, Inc

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 Independent
Downloads 130 (278,836)
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sales force management, sales management

Battlefield Furniture Group, Inc

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 Independent
Downloads 69 (421,657)
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Abstract:

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sales force management, sales management

34.

Telezoo (C): Feast or Famine?

Number of pages: 18 Posted: 21 Oct 2008
Robert E. Spekman
University of Virginia - Darden School of Business
Downloads 193 (200,186)

Abstract:

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channesl of distribution, marketing strategy, internet marketing

35.

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

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 186 (206,923)

Abstract:

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acquisitions, joint ventures, leadership, mergers, international case

36.

I.M.A.G.E. International

Number of pages: 5 Posted: 09 Sep 2020
Derek Newton, Robert E. Spekman and Alexandra Ranson
University of Virginia - Darden School of Business, University of Virginia - Darden School of Business and Independent
Downloads 184 (208,940)

Abstract:

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marketing sales, sales management

37.
Downloads 167 (226,956)

Madison Fiber Corporation

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 Independent
Downloads 130 (278,836)

Abstract:

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sales-force compensation, sales management

Madison Fiber Corporation

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 Independent
Downloads 37 (557,999)

Abstract:

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sales-force compensation, sales management

38.

A Note on Sizing the Sales Force

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 (263,897)
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sales management, sales force design, marketing strategy

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

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 72 (411,797)

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

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 39 (547,278)

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 103 (327,700)

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innovation, alliances, marketing strategy, shareholder value, licensing

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

Number of pages: 6 Posted: 21 Oct 2008
Robert E. Spekman
University of Virginia - Darden School of Business
Downloads 78 (393,291)

Abstract:

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marketing, positioning, communications

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

Number of pages: 6 Posted: 21 Oct 2008
Robert E. Spekman
University of Virginia - Darden School of Business
Downloads 19 (679,738)

Abstract:

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marketing, positioning, communications

42.
Downloads 78 (389,261)

Shell Italia (a)

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 51 (489,970)
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strategic alliance, alliance manager, joint venture, petroleum

Shell Italia (a)

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 27 (619,315)
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strategic alliance, alliance manager, joint venture, petroleum

43.
Downloads 68 (419,825)

Shell Italia (B)

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 53 (481,462)

Abstract:

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joint ventures, international case

Shell Italia (B)

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 15 (711,885)

Abstract:

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joint ventures, international case

44.

Nbc Sports: The Major League Baseball Television Rights Decision

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 (423,121)
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makegood

45.

James R. Steiner

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 Independent
Downloads 67 (423,121)
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Sales, Force, Management

46.

Compact Fluorescent Bulbs: 15 Years Later

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 (469,764)
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sustainability aesthetics market strategy target, analysis

47.

Exablate Neuro

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
Downloads 18 (664,743)
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marketing strategy, medical devices, health care, marketing planning process, B to B marketing, healthcare innovation

48.

Sullair: Redefining its Channel of Distribution

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
Downloads 6 (757,772)
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B2B marketing, channel design, channel conflict and the use of channel power, functional discounting, marketing strategy, distribution

49.

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

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 4 (773,125)
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partner, alliance, strategic, consolidated joint venture, supplier, contractor

50.

Marketing Plan Development

Number of pages: 21 Posted: 30 May 2017
Robert E. Spekman
University of Virginia - Darden School of Business
Downloads 3 (781,113)
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product, market, derived demand, situational analysis, objectives, strategy, competition

51.

Infoterra Gmbh

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 3 (781,113)
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distribution network, segmentation

52.

Customer Segmentation in Business-to-Business Markets

Number of pages: 28 Posted: 30 May 2017
Robert E. Spekman
University of Virginia - Darden School of Business
Downloads 2 (790,521)
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purchase decisions, situational analysis, strategic objectives, targeting, positioning

53.

Alliance between Ibm and Apple Computers

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
Downloads 2 (790,521)
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computer-systems management, marketing strategy

54.

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

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
Downloads 1 (802,064)
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innovation management, strategic alliance, research and development, technological innovation

55.

The Apple Iphone (Abridged)

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
Downloads 1 (802,064)
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pricing, innovation

56.

The United Drug Packaging Division

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
Downloads 1 (802,064)
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market segmentation, market strategy