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Managing Business Relationships, 3rd Edition Paperback – 16 Sep 2011

4.3 out of 5 stars 7 customer reviews

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Product details

  • Paperback: 254 pages
  • Publisher: Wiley; 3rd Revised edition edition (16 Sept. 2011)
  • Language: English
  • ISBN-10: 047072109X
  • ISBN-13: 978-0470721094
  • Product Dimensions: 18.8 x 1.5 x 23.1 cm
  • Average Customer Review: 4.3 out of 5 stars 7 customer reviews
  • Amazon Bestsellers Rank: 992,341 in Books (See Top 100 in Books)
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Product description

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.
--This text refers to an out of print or unavailable edition of this title.

About the Author

David Ford is Professor at the University of Bath.

Lars–Erik Gadde is Professor at Chalmers University of Technology, Gothenburg.

Håkan Håkansson is Professor at the Nordic School of Management, BI, Oslo.

Ivan Snehota is Professor at the University of Lugano
--This text refers to an out of print or unavailable edition of this title.


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