Customer-Supplier Relationships in B2B
La Rocca, Antonella
Produktnummer:
18a6e90a2950f94b23bb83f687d421155f
| Autor: | La Rocca, Antonella |
|---|---|
| Themengebiete: | Actors Business Networks Identity Market Relationships Sales Management |
| Veröffentlichungsdatum: | 15.03.2020 |
| EAN: | 9783030409920 |
| Sprache: | Englisch |
| Seitenzahl: | 200 |
| Produktart: | Gebunden |
| Verlag: | Springer International Publishing |
| Untertitel: | An Interaction Perspective on Actors in Business Networks |
Produktinformationen "Customer-Supplier Relationships in B2B"
This book explores customer-supplier relationships in B2B markets focusing on interaction between parties. Drawing on three fields of research – studies of relationships in marketing, social interactionism in sociology, and sense-making in social psychology – the author explores the concepts and roles of actors in business relationships and how the behaviour of actors within an interaction affects the development of those relationships.Based on a review of prior research and an original empirical study, the author argues that the presence of continuous close relationships between the customer and supplier organisations bestows features of a business network on B2B markets, with distinct interdependencies and ubiquitous interactions. Exploring buyer-seller interactions, the author contends that actors’ mutually perceived identities – continuously emergent and relationship-specific – are the main factor in the development of business relationships and discusses the implicationsfor management practice and research.
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