No company is an island in the world of business. Each company is
locked into a complex network of relationships with its customers,
suppliers and other counterparts. What happens in these
relationships is critical to the success of any business. Managing
a company's relationships and its position in the network is a
central, but often misunderstood aspect of business.
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 and includes new chapters on
Intermediation in Business Networks, the Economics of Business
Relationships and the Practice of Business Networking.
? Provides a structured way to understand business
networks and their meaning for the practicing manager.
? Offers a complete analysis of management in different
relationships including those with customers, suppliers,
distributors and development counterparts.
? Presents a practical analysis of the problems and
choices that managers face in developing and changing their
relationships and a guide to the critical skills of business