Rent 9780470721094 | Managing Business Relationships, 3rd Edition | David Ford (University of Bath ); Lars-Erik Gadde (Chalmers University of Technology); Hakan Hakansson (Norwegian School Of Management ); Ivan Snehota (Stockholm School of Economics) @knetbooks.com

Summary Table of Contents Author Biography

Managing Business Relationships enables students and managers to understand the reality of business networks and how to manage them.

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 ... MORE

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.

�

About the Authors	p. ix
Preface	p. xi
The Importance of Business Relationships	p. 1
The reality of business relationships	p. 1
Markets, marketing and purchasing management	p. 6
The substance of business relationships	p. 10
Managing business relationships for customers and suppliers	p. 10
References	p. 12
What are Business Relationshi... MOREps All About?	p. 14
Introduction	p. 14
Interaction and relationships	p. 15
Time and the business relationship	p. 17
The substance of a relationship	p. 18
The first facet of a relationship: the relationship as a device	p. 21
The second facet of relationships: relationships as assets	p. 29
The third facet of relationships: relationships as problems	p. 38
Conclusions	p. 40
References	p. 41
Relationships with Customers	p. 42
Introduction: the complexity of customer relationships	p. 42
The characteristics of customer relationships	p. 45
Managing continuing customer relationships	p. 51
Developing customer relationships	p. 53
Managing a relationship with a single customer	p. 56
Managing a portfolio of customer relationships	p. 64
Conclusions: managing relationships with customers	p. 69
Relationships with Suppliers	p. 73
The significance of suppliers	p. 73
What suppliers can do for a company	p. 75
Key features of supplier relationships	p. 78
Managing the supplier base: a networking issue	p. 86
Managerial issues in networking with suppliers	p. 90
Conclusions: making the most of supplier relationships	p. 96
References	p. 97
The Economics of Business Relationships	p. 99
Introduction: the economic problems of business relationships	p. 99
The idea of relationship value	p. 102
The elements of relationship value	p. 103
Costs of business relationships	p. 105
Benefits from business relationships	p. 109
Analysing relationship benefits	p. 112
Relationship value and price	p. 113
Pricing approaches in business relationships	p. 117
Conclusion	p. 124
References	p. 125
Intermediation in Business Relationships	p. 126
Introduction	p. 126
The role of intermediation	p. 127
Intermediation from a network perspective	p. 129
Intermediation and distribution	p. 132
Intermediation from the perspective of the end-user	p. 134
Intermediation from the perspective of the supplier	p. 139
Conclusions	p. 151
References	p. 153
Technology and Business Networks	p. 155
Introduction	p. 155
The range of technologies	p. 157
Assessing the potential value of technology in business networks	p. 160
A network view of technological development	p. 162
Embedded and technological development	p. 165
Relationships and technological development	p. 168
Creating economic value from technology	p. 174
Conclusions	p. 176
References	p. 177
Managing in Networks	p. 178
Introduction: managing business relationships in the network economy	p. 178
What is a network?	p. 182
Managerial questions about operating in networks	p. 184
Analysing network choices	p. 193
Conclusions: strategy in networks	p. 205
References	p. 206
Developing the Practice of Business Networking	p. 209
Introduction	p. 209
The process of business networking	p. 211
Implementing networking	p. 217
Conclusions: networking and the management of business relationships	p. 226
References	p. 228
Index	p. 229
Table of Contents provided by Ingram. All Rights Reserved.

David Ford is Affiliate Professor at Euromed-Management, Marseille. Lars-Erik Gadde is Professor at Chalmers University of Technology, Gothenburg. Hkan Hkansson is Professor at the Nordic School of Management, BI, Oslo. Ivan Snehota is Professor at the University of Lugano.

RENT TEXTBOOKS

Managing Business Relationships, 3rd Edition

Why Rent from Knetbooks?

Top 5 reasons to order all your textbooks from Knetbooks:

Related Products