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Managing business relationships

Author: David Ford
Publisher: Chichester, West Sussex, U.K. : Wiley, 2011.
Edition/Format:   Print book : English : 3rd edView all editions and formats
Summary:
The aim of this work is to encapsulate the research and understanding of the authors about the problems of companies operating in business markets, in a style that should excite and assist the thinking manager.
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Document Type: Book
All Authors / Contributors: David Ford
ISBN: 9780470721094 047072109X
OCLC Number: 741415842
Description: xiii, 238 pages : illustrations ; 24 cm
Contents: Machine generated contents note: ch. 1 Importance of Business Relationships --
reality of business relationships --
Markets, marketing and purchasing management --
substance of business relationships --
Managing business relationships for customers and suppliers --
References --
ch. 2 What are Business Relationships All About? --
Introduction --
Interaction and relationships --
Time and the business relationship --
substance of a relationship --
first facet of a relationship: the relationship as a device --
second facet of relationships: relationships as assets --
third facet of relationships: relationships as problems --
Conclusions --
References --
ch. 3 Relationships with Customers --
Introduction: the complexity of customer relationships --
characteristics of customer relationships --
Managing continuing customer relationships --
Developing customer relationships --
Managing a relationship with a single customer --
Managing a portfolio of customer relationships --
Conclusions: managing relationships with customers --
ch. 4 Relationships with Suppliers --
significance of suppliers --
What suppliers can do for a company --
Key features of supplier relationships --
Managing the supplier base: a networking issue --
Managerial issues in networking with suppliers --
Conclusions: making the most of supplier relationships --
References --
ch. 5 Economics of Business Relationships --
Introduction: the economic problems of business relationships --
idea of relationship value --
elements of relationship value --
Costs of business relationships --
Benefits from business relationships --
Analysing relationship benefits --
Relationship value and price --
Pricing approaches in business relationships --
Conclusion --
References --
ch. 6 Intermediation in Business Relationships --
Introduction --
role of intermediation --
Intermediation from a network perspective --
Intermediation and distribution --
Intermediation from the perspective of the end-user --
Intermediation from the perspective of the supplier --
Conclusions --
References --
ch. 7 Technology and Business Networks --
Introduction --
range of technologies --
Assessing the potential value of technology in business networks --
network view of technological development --
Embedded and technological development --
Relationships and technological development --
Creating economic value from technology --
Conclusions --
References --
ch. 8 Managing in Networks --
Introduction: managing business relationships in the network economy --
What is a network? --
Managerial questions about operating in networks --
Analysing network choices --
Conclusions: strategy in networks --
References --
ch. 9 Developing the Practice of Business Networking --
Introduction --
process of business networking --
Implementing networking --
Conclusions: networking and the management of business relationships --
References.
Responsibility: David Ford [and others].
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Abstract:

* Enables students and managers to understand the reality of business networks and how to manage them * Updated with the IMP Group s latest thinking from research, consulting and teaching  Read more...

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