Managing Business Relationships, 2nd Edition

by David Ford ( ; ); Lars-Erik Gadde ( ; ); Hå; kan Hå; kansson ( ; ); Ivan Snehota ( ; )

• ISBN13: 9780470851258
• ISBN10: 0470851252
• Edition: 2nd
• Format: Paperback
• Copyright: 2003-07-01
• Publisher: WILEY

Summary

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 reading 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.

Author Biography

<b>David Ford</b> is Professor at the University of Bath. <p> <b>Lars-Erik Gadde</b> is Professor at Chalmers University of Technology, Gothenburg. <p> <b>H&#229;kan H&#229;kansson</b> is Professor at the Nordic School of Management, BI, Oslo. <p> <b>Ivan Snehota</b> is Professor at the University of Lugano<br> >

Table of Contents

ABOUT THE AUTHORS.

PREFACE.

Chapter 1. IMP and the Integration Approach.

Chapter 2. The Manager and the Network.

Chapter 3. The Manager and the Relationship.

Chapter 4. Relationships with Customers.

Chapter 5. Relationships with Suppliers.

Chapter 6. Distribution in Business Networks.

Chapter 7. Technology and Business Networks.

Chapter 8. Managing in Networks.

Chapter 9. So What Does it All Mean?

Index.