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Managing Business Relationships, 3rd Edition

Managing Business Relationships, 3rd Edition

David Ford, Lars-Erik Gadde, Hakan Hakansson, Ivan Snehota

ISBN: 978-0-470-72109-4

Sep 2011

252 pages

Select type: Paperback

In Stock

$69.95

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.

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.

 

 

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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

  • Entirely rewritten to include the latest thinking and research from the IMP Group
  • New chapters on Intermediation in Business Networks, the Economics of Business Relationships and the Practice of Business Networking

 

 

 

 

Provides a structured way to understand business networks and their effect on the practicing manager
-  Includes new case examples and links to research from the IMP Group