Monday 11th 2017f December 2017 20:13 CET
:: IMP Member Login
:: Legal & Contact
All content Copyright © 2000-2015 tWorks unless otherwise noted.

This website uses cookies

Webmaster contact:
admin@impgroup.org
Book information
‹‹ Back to last page
Managing Business Relationships, 2nd Edition

Basic information


Authors: David Ford, Håkan Håkansson, Lars-Erik Gadde, Ivan Snehota
Publisher: John Wiley
ISBN: 0-470-85125-2


Comments:
No comments


Abstract:


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.