Managing Business Relationships [Paperback]

David Ford (Author), Lars-Erik Gadde (Author), Håkan Håkansson (Author), Ivan Snehota (Author)

Book Description

ISBN-10: 0470851252 | ISBN-13: 978-0470851258 | Publication Date: July 16, 2003 | Edition: 2

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.

Editorial Reviews

From the Publisher

The aim of this book is to encapsulate the research and understanding of the authors about the problems of companies operating in business markets, in a form that will excite the interest and assist the "thinking manager" and the current MBA student. The authors are all members of the IMP (Industrial Marketing and Purchasing) Group and have carried out a number of wide-ranging studies into the complex problems that companies have in managing their relationships with customers, suppliers and other partners in the business markets. Manging Business Relationship will provide the reader with a better understanding of the reality of business markets and the nature of strategy in these markets. --This text refers to an out of print or unavailable edition of this title.

From the Back Cover

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 re ading 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.

See all Editorial Reviews

Product Details

• Paperback: 228 pages
• Publisher: Wiley; 2 edition (July 16, 2003)
• Language: English
• ISBN-10: 0470851252
• ISBN-13: 978-0470851258
• Product Dimensions: 9.2 x 7.4 x 0.6 inches
• Shipping Weight: 1.1 pounds (View shipping rates and policies)
• Amazon Best Sellers Rank: #2,054,222 in Books (See Top 100 in Books)