Pursuing risk-sharing, gain-sharing arrangements

J.B.L. Thomson, J.C. Anderson, J. James

Research output: Contribution to journalArticleAcademicpeer-review

6 Citations (Scopus)


Risk-sharing, gain-sharing arrangements represent a progressive market strategy for suppliers to pursue selectively. It is not for everyone, suppliers or customers. Taking the supplier's point-of-view, this article describes a process for determining the suitability of this type of arrangement. The article draws on a series of examples from the hospital supply marketplace, which has experienced widespread early adoption of these kinds of risk-sharing, gain-sharing arrangements. Although not yet as prevalent in other supplier and customer markets, there are instances in other industries where supplier and customer firms have already successfully implemented these arrangements.
Original languageEnglish
Pages (from-to)40-47
Number of pages8
JournalMarketing Management
Issue number2
Publication statusPublished - 2000


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