Business Relationships for Competitive Advantage

Name: Business Relationships for Competitive Advantage
Author: A. Cox

Managing Alignment and Misalignment in Buyer and Supplier Transactions

Paperback Engels 2004 9781349514410

127,62

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Samenvatting

This book provides the first summary and critical appraisal of the thinking that currently informs the management of business relationships, from the perspectives of both the buyer and supplier. The authors argue that these approaches are one-dimensional and instead recommend a more holistic approach based on power, interaction and portfolio perspectives. The book provides evidence of how relationships can be aligned and misaligned in practice, using eighteen examples drawn from a variety of business cases and circumstances.

Specificaties

ISBN13:9781349514410

Taal:Engels

Bindwijze:paperback

Uitgever:Palgrave Macmillan UK

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Inhoudsopgave

PART 1: AN INTRODUCTION TO BUSINESS RELATIONSHIP MANAGEMENT What Are Business Relationships in Theory and Practice? The Five Conditions of Successful Business Relationship Alignment PART 2: SUCCESS AND FAILURE IN BUSINESS RELATIONSHIP MANAGEMENT Aligning Buyer-Dominated Business Relationships Successfully Aligning Supplier-Dominated Business Relationships Misaligning Buyer-Dominated Business Relationships Misaligning Supplier-Dominated Business Relationships Aligning Interdependence Business Relationships Misaligning Interdependence Business Relationships PART 3: DECISION SUPPORT TOOLS FOR IMPROVING BUSINESS RELATIONSHIPS A Framework and Guide for Aligning Business Relationship Management

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