ABSTRACT
This research interrogates the idea of “product/territory pairing” as a differentiation strategy involving coopetition around a food product linked to a particular geographical area. In order to understand the learning necessary for collaboration, inter-organizational dynamic capabilities are mobilized. The pairing of local and international activities centres around companies from the area who work in the upstream with those downstream in the supply chain, allowing for the acquisition of detailed knowledge about the international market. The case study, the AO Champagne, accentuates the learning facilitated by inter-organizational dynamic capabilities which rely on a specific ethos to maintain and further stimulate measures supporting equal distribution of power and mechanisms for cooperation.
