Deep knowledge of B2B relationships within and across borders [electronic resource] / edited by Arch G. Woodside, Roger Baxter.
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TextSeries: Advances in business marketing & purchasing ; v. 20.Publication details: Bingley, U.K. : Emerald, 2013Description: 1 online resource (xiv, 375 p.) : illISBN: 9781781908594 (electronic bk.) :Subject(s): Business & Economics -- Marketing -- Industrial | Business & Economics -- Purchasing & Buying | International business | Sales & marketing management | Business networks | Industrial management -- Cross-cultural studies | International business enterprises -- Management -- Cross-cultural studiesAdditional physical formats: No titleDDC classification: 302.35 LOC classification: HD58.7 | .D44 2013Online resources: Click here to access online | Item type | Current library | Call number | URL | Status | Date due | Barcode | Item holds |
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eBook
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Digital Library
Resources in this library are accessible in digital format e.g. eBooks or eJournals accessible online. |
HD58.7 .D44 2013 (Browse shelf(Opens below)) | Link to resource | Available |
Includes index.
The impact of national culture on western industrial buyer-seller relational process models / Anna Kaunonen -- Developing Guanxi relations / Anna Kaunonen -- The development of industrial buyer-seller relations in a Chinese context / Anna Kaunonen -- Adaptation in business contexts : working triadic relationships / Holma Anne-Maria -- How do managers see it? Capturing practitioner theories via network pictures / Carla Ramos, David Ford.
Relationships of individual and groups among three-plus firms represent the cornerstone concept in business-to-business (B2B) contexts. The three-plus firms include manufacturer-supplier to manufacturer-customer to distributor-customer, and facilitators (e.g., transportation and management consulting firms). The common thread of the five papers in this volume is that making sense and achieving deep knowledge of three-plus B2B relationships are necessary antecedents for achieving high operating effectiveness, high (on-time) efficiency, and sustaining profits for each firm in these relationships. As the titles of the five papers imply, reading the volume provides deep insights into the specifics of how high performing three-plus B2B relationships influences these three major objectives of the firm : National cultures? Impacts on Western industrial buyer-seller relational process models; Developing Guanxi relations; Industrial buyer-seller relations in a Chinese context; Adaptation in business contexts; Working triadic relationships; How do managers see it? Capturing practitioner theories via network pictures.
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