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Managing Business Relationships
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See more* Enables students and managers to understand the reality of business networks and how to manage them * Updated with the IMP Group s latest thinking from research, consulting and teaching experience over the past five years * Includes case material from across Europe .
Book Hero Magic formatted this description to make it easier to read. While it's new and
still learning, it may not be perfect - your
feedback is welcome!
Description
No company is an island in the world of business. Each company is locked into a complex network of relationships with its customers, suppliers, and other counterparts. What happens in these relationships is critical to the success of any business. Managing a company's relationships and its position in the network is a central, but often misunderstood aspect of business.
Managing Business Relationships aims to help managers and students understand the reality of business networks and how to manage them. This new edition has been entirely rewritten to include the latest thinking and research from the IMP (Industrial Marketing and Purchasing) Group, and introduces new chapters on Intermediation in Business Networks, the Economics of Business Relationships, and the Practice of Business Networking.
Features:
- Provides a structured way to understand business networks and their meaning for the practising manager.
- Offers a complete analysis of management in different relationships including those with customers, suppliers, distributors, and development counterparts.
- Presents a practical analysis of the problems and choices that managers face in developing and changing their relationships and a guide to the critical skills of business networking.
Book Details
INFORMATION
ISBN: 9780470721094
Publisher: John Wiley & Sons Inc
Format: Paperback / softback
Date Published: 02 September 2011
Country: United States
Imprint: John Wiley & Sons Inc
Edition: 3rd edition
Audience: Professional and scholarly
DIMENSIONS
Spine width: 15.0mm
Width: 188.0mm
Height: 231.0mm
Weight: 499g
Pages: 256
About the Author
David Ford is Professor Emeritus at the University of Bath. His work involves examining how the relationships between companies develop and how they can be managed effectively. It also involves issues of technological development within and between companies. He is currently working as part of the team on the "Newmark" project. This study is looking at ways in which complex networks of companies operate and how companies behave within them.
Lars-Erik Gadde is Professor of industrial marketing at Chalmers University of Technology, Gothenburg. His research interest is focused on the exchange processes among companies in business networks. These processes are analysed from two perspectives. The first concerns purchasing behaviour and purchasing strategies on the buying side, while the second deals with distribution strategies and distribution system dynamics on the selling side.
Hakan Hakansson is Professor in International Management, Norwegian School of Management, BI, Oslo. He has been involved in a large number of different projects ranging from long term engagement (several years) to short term teaching sessions for companies such as ABB, Alcatel, Ericsson, Euroc, Gränges, IFL, Järnia, NCC, Nutek, SIAB, Skanska and others.
Ivan Snehota is Professor of Marketing at the University of Lugano, Switzerland. He initiated research focusing on international markets for industrial goods and became in 1976 one of the founders of an international research project on industrial marketing and purchasing (IMP). Since then he has dedicated much of his time to teaching in undergraduate, graduate and postgraduate courses and resumed research related to market relationships.
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