| CASE 4 |
In order to set initial expectations and later conduct frequent evaluations of the cooperation with each of its partners, the medium-sized company Air-Tech has established a formal process for explaining and aligning expectations as well as doing follow-ups on the cooperation. These processes are as follows:
• Partnership start-up.
– Air-Tech and partner agree on five value parameters.
– Air-Tech and partner agree on the relative importance of the parameters (scale 1–5, where 5 is the highest).
• Partnership evaluation.
– Partner rates the value parameters (scale 1–5, 5 is highest).
– Air-Tech and partner discuss partnership on the basis of the rating.
– Air-Tech and partner agree ...
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