- Paperback: 228 pages
- Publisher: John Wiley & Sons; 2nd Edition edition (25 April 2003)
- Language English
- ISBN-10: 0470851252
- ISBN-13: 978-0470851258
- Product Dimensions: 2.3 x 1.9 x 0.2 cm
- Average Customer Review: 4.3 out of 5 stars See all reviews (3 customer reviews)
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Amazon Bestsellers Rank:
594,120 in Books (See Top 100 in Books)
- #52 in Books > Business, Finance & Law > Sales & Marketing > Industrial
- See Complete Table of Contents
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Product Description
Product Description
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.
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.
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.
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Customer Reviews
Most Helpful Customer Reviews
3 of 3 people found the following review helpful
Format:Paperback
Having read the book "Managing Business Relationships" by Ford and others, has proven to me that the network theories can be brought down to earth. The authors have succeeded in makin the theories applicable and the book is worth reading for both researchers and strategists. The book gives you an overall description of the theory and provides you with tools for analysing and imporving the way that yopur company is doing business with both your partners, competitors and customers. Overall the book is worth reading and I recommend it to all with interest in busniess relationships and improving of how you do business on an ever growing global market.
1 of 1 people found the following review helpful
Format:Paperback
This is an easy read for any marketing student, particularly business to business marketing. It gives good examples and explains key theories in simple terms which you can easily relay in exams/papers. It provides an excellent foundation of knowledge for business to business marketing students and covers all the key ideas: network theory, customer protfolios, company relationship stages etc.
1 of 2 people found the following review helpful
Format:Paperback
It is a very excellent texy book for whom would like to study industrail marketing and B2B relatiosnhip.
Indeed, it's a great book for MBA and Marketing students to engage in the B2B Marketing and Relationship Marketign area! I strongly recommend this book to whom woul dlike ot engage in Marketing area for your career!
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