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.
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.
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