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008 131002s2013 enka o 001 0 eng d
020 _a9781781908594 (electronic bk.) :
_c£82.95 ; €121.95 ; $154.95
040 _aUtOrBLW
_cUtOrBLW
050 4 _aHD58.7
_b.D44 2013
072 7 _aKJK
_2bicssc
072 7 _aKJMV7
_2bicssc
072 7 _aBUS043020
_2bisacsh
072 7 _aBUS076000
_2bisacsh
080 _a658
082 0 4 _a302.35
_223
245 0 0 _aDeep knowledge of B2B relationships within and across borders
_h[electronic resource] /
_cedited by Arch G. Woodside, Roger Baxter.
260 _aBingley, U.K. :
_bEmerald,
_c2013.
300 _a1 online resource (xiv, 375 p.) :
_bill.
490 1 _aAdvances in business marketing and purchasing,
_x1069-0964 ;
_vv. 20
500 _aIncludes index.
505 0 _aThe 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.
520 _aRelationships 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.
588 0 _aPrint version record
650 7 _aBusiness & Economics
_xMarketing
_xIndustrial.
_2bisacsh
650 7 _aBusiness & Economics
_xPurchasing & Buying.
_2bisacsh
650 7 _aInternational business.
_2bicssc
650 7 _aSales & marketing management.
_2bicssc
650 0 _aBusiness networks.
650 0 _aIndustrial management
_vCross-cultural studies.
650 0 _aInternational business enterprises
_xManagement
_vCross-cultural studies.
700 1 _aWoodside, Arch G.
700 1 _aBaxter, Roger,
_d1944-
776 1 _z9781781908587
830 0 _aAdvances in business marketing & purchasing ;
_vv. 20.
856 4 0 _uhttps://www.emerald.com/insight/publication/doi/10.1108/S1069-0964(2013)20
999 _c30948
_d30948