Managing Business Relationships (Paperback)

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Product Description
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. Managing Business Relationship will provide the reader with a better understanding of the reality of business markets and the nature of strategy in these markets.

From the Back Cover
No company can be an island in today’s business environment. All firms are locked into a complex network of relationships with their suppliers, customers and other business partners. The management of these relationships is a critical task on which a company’s very existence depends. Over the past twenty years, members of the Industrial Marketing and Purchasing Group have carried out many wide–ranging studies into the problems of managing business relationships in different international markets. Its "interaction approach" has become a generally accepted paradigm for those seeking to understand the dynamics of business markets. Managing Business Relationships encapsulates the teaching, research, consulting and writing experience of the IMP Group. The book begins by providing the reader with a better understanding of the reality of business markets and the nature of strategy within them. It then goes on to examine the different types of business relationships, such as those between a company and its suppliers, customers and distributors. The book also explains how technology affects these relationships and can be used to achieve competitive success in them. Finally the conclusions give a clear outline of the relationship tasks and questions facing the "thinking manager", whether in marketing or purchasing. Managing Business Relationships uses the IMP Group’s research to explain the importance to a company of its network of alliances and how the interdependencies between companies can be managed. It stresses the need for a different approach to business strategy, to marketing and to purchasing and this makes it vital reading for students of business marketing at the MBA and final year undergraduate levels, and for managers in business marketing, purchasing and retail supply chains.

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3 Reviews 5 star:  (1) 4 star:  (2) 3 star:    (0) 2 star:    (0) 1 star:    (0)           Average Customer Review 4.3 out of 5 stars (3 customer reviews)		Share your thoughts with other customers: Create your own review
Most Helpful Customer Reviews   3 of 3 people found the following review helpful: 4.0 out of 5 stars Network theory made applicable for companies, 25 April 2000 By A Customer 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. Comment Comment | Permalink | Was this review helpful to you? Yes No (Report this)   1 of 1 people found the following review helpful: 5.0 out of 5 stars puts complex marketing ideas in plain english succinctly, 3 Oct 2003 By A Customer 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. Comment Comment | Permalink | Was this review helpful to you? Yes No (Report this)   1 of 2 people found the following review helpful: 4.0 out of 5 stars It is very comprehensive and spolished!, 10 Jul 2000 By  esperanzachung@hotmail.com (Chung-li, Taiwan) - See all my reviews 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! Comment Comment | Permalink | Was this review helpful to you? Yes No (Report this) Share your thoughts with other customers: Create your own review › See all 3 customer reviews...		Ad feedback   Search Customer Reviews Only search this product's reviews

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