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Network Advantage: How to Unlock Value From Your Alliances and Partnerships by Henrich Greve, Tim Rowley, Andrew Shipilov

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Chapter Three

The First-Degree Perspective: Strengthening the Foundation of Network Advantage

Imagine yourself sitting on the veranda overlooking the cosmopolitan metropolis of Dubai wearing haute couture clothing, sipping fine champagne, and glancing at your expensive watch. Chances are very good you're enjoying these high-end products as a result of the Chalhoub Group's alliance with LVMH. Chalhoub, a highly successful purveyor of luxury goods,1 has relationships with retailers and clients across 14 countries in the Middle East region. Its business model involves providing companies that produce luxury brands in Europe and North America with access to the Middle Eastern markets. Chalhoub sells products from these companies in the Middle East, ...

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