Description
Book SynopsisNo 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 manag
Table of Contents
About the Authors
Preface
Chapter 1. The Importance of Business Relationships
Chapter 2. What are Business Relationships All About?
Chapter 3. Relationships with Customers
Chapter 4. Relationships with Suppliers
Chapter 5. The Economics of Business Relationships
Chapter 6. Intermediation in Business Relationships
Chapter 7. Technology and Business Networks
Chapter 8. Managing in Networks
Chapter 9. Developing the Practice of Business Networking
Index
