Managing Business Relationships

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9780470721094: Managing Business Relationships
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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.

This new edition of Managing Business Relationships aims to help managers and students understand the reality of business networks and how to manage in them. It has been entirely rewritten to include the latest thinking and research from the IMP (Industrial Marketing and Purchasing) Group and includes 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 practicing 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.

The book is vital reading for students of business marketing, purchasing, business networks and relationship management. It is also a valuable resource for all managers operating in business networks, including those in marketing, purchasing, strategy, technical development and distribution.

 

"synopsis" may belong to another edition of this title.

From the Publisher:

The aim of this book is to encapsulate the research and understanding of the authors about the problems of companies operating in business markets, in a form that will excite the interest and assist the "thinking manager" and the current MBA student. The authors are all members of the IMP (Industrial Marketing and Purchasing) Group and have carried out a number of wide-ranging studies into the complex problems that companies have in managing their relationships with customers, suppliers and other partners in the business markets. Manging Business Relationship will provide the reader with a better understanding of the reality of business markets and the nature of strategy in these markets.

From the Back Cover:

No company can be an island in today's business world. Each one is locked into a complex network of relationships with suppliers, customers and other business partners. To be effective, managers within companies must constantly assess these relationships and the intentions, actions and reactions of their counterparts within them. Indeed, managing its relationships and its position in the business network has become the critical task on which a company's very existence stands or falls.

This new edition of Managing Business Relationships aims to help managers and students understand the reality of business networks and how to manage in them. It has been entirely rewritten to include the latest thinking and research from the IMP (Industrial Marketing and Purchasing) Group.

The book

  • provides a structured way to understand business networks and their effect on the practicing manager.
  • offers a complete analysis of management in different relationships including those with suppliers, customers, distributors and development partners.
  • includes a brand new and easy to understand model of managing in networks.

This book is vital re ading for students of business marketing, purchasing, business networks and relationship management at the MBA and final year undergraduate level. It will also be a valuable resource for all managers operating in business markets, including those in purchasing, marketing, technical development and distribution.

"About this title" may belong to another edition of this title.

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David I. Ford, Lars-Erik Gadde, Hakan Hakansson
Published by John Wiley and Sons Ltd, United Kingdom (2011)
ISBN 10: 047072109X ISBN 13: 9780470721094
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Book Description John Wiley and Sons Ltd, United Kingdom, 2011. Paperback. Condition: New. 3rd ed.. Language: English . Brand New Book. 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. This new edition of Managing Business Relationships aims to help managers and students understand the reality of business networks and how to manage in them. It has been entirely rewritten to include the latest thinking and research from the IMP (Industrial Marketing and Purchasing) Group and includes 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 practicing 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. The book is vital reading for students of business marketing, purchasing, business networks and relationship management. It is also a valuable resource for all managers operating in business networks, including those in marketing, purchasing, strategy, technical development and distribution. Seller Inventory # AAZ9780470721094

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Book Description John Wiley and Sons Ltd, United Kingdom, 2011. Paperback. Condition: New. 3rd ed.. Language: English . Brand New Book. 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. This new edition of Managing Business Relationships aims to help managers and students understand the reality of business networks and how to manage in them. It has been entirely rewritten to include the latest thinking and research from the IMP (Industrial Marketing and Purchasing) Group and includes 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 practicing 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. The book is vital reading for students of business marketing, purchasing, business networks and relationship management. It is also a valuable resource for all managers operating in business networks, including those in marketing, purchasing, strategy, technical development and distribution. Seller Inventory # AAZ9780470721094

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Book Description John Wiley and Sons Ltd, 2011. Condition: New. 2011. 3rd Edition. Paperback. * 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 . Num Pages: 256 pages, Illustrations. BIC Classification: KJC; KJM. Category: (P) Professional & Vocational. Dimension: 190 x 235 x 14. Weight in Grams: 488. . . . . . . Seller Inventory # V9780470721094

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