Download or read book Building and Sustaining Buyer seller Relationships in Mature Industrial Markets written by Das Narayandas and published by . This book was released on 2003 with total page 48 pages. Available in PDF, EPUB and Kindle. Book excerpt: Much of the empirical research in relationship management in industrial markets has taken a snapshot of a relationship at a given time and speculated about "how did it get here?" and "where can it go?", this despite researchers' unanimous agreement that adopting a longitudinal perspective and focusing directly on process models better answers such questions. We use a longitudinal, field investigative approach to study the evolution of three industrial buyer-seller relationships characterized by varying degrees of initial asymmetry that evolved in dramatically different ways over time. Based on our findings, we advance a set of nine propositions that elucidate five important processes that affect the initiation and subsequent evolution of industrial buyer-seller relationships in commodity markets. Moreover, we find that less powerful firms can structure and thrive in equitable relationships with more powerful partners because the effect of imbalances created by initial asymmetries can subsequently be diluted through the development of high levels of inter-organizational commitment and inter-personal trust across the dyad.
Download or read book Transforming Your Go to market Strategy written by V. Kasturi Rangan and published by Harvard Business Press. This book was released on 2006 with total page 314 pages. Available in PDF, EPUB and Kindle. Book excerpt: "A fresh approach to designing and managing channels for the long term, this book helps firms expand value for their customers and partners while buttressing their own bottom line."--Jacket.
Download or read book The Dynamics of Buyer seller Relationships in Industrial Markets written by A. F. Blackaby and published by . This book was released on 1982 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Dynamics of Buyer seller Relationships in Industrial Markets written by John O'Keeffe and published by . This book was released on 2005 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Strategic Market Relationships written by Bill Donaldson and published by John Wiley & Sons. This book was released on 2007-05-21 with total page 289 pages. Available in PDF, EPUB and Kindle. Book excerpt: Strategic Market Relationships, 2nd Edition develops the reader’s understanding of the nature, relevance and importance of creating and sustaining relationships as a strategic resource. It takes a managerial perspective to the study of relationships, from strategy to implementation. The first edition was the first text that comprehensively addressed relationships as a strategic issue, and considering relationships as strategic and as a basis for competition is central to this book. In a nutshell, strategic market relationships is the process of analyzing, formulating and implementing a relationship strategy for an organisation. The new edition is being totally restructured in the light of teaching experience with the book and new research since it was published. Most of the existing content will still be there but presented in a new logic. Continues to map relationships from strategy to implementation Text more clearly divided into strategy and implementation parts Continues to focus on close relationships and on the management of relationships Continues with introductory case illustration and end of chapter teaching cases with many new ones All chapter updated with new research since the last publication Revamped chapter on relationship planning including a stronger focus on strategic choice and relationship development New chapter on relationship types/archetypes to develop on the theme of classification and the management of specific relationships New chapter on organizing relationships New chapter on people and relationships E-relationship chapter integrated into chapter on communication and dialogue in a relationship New chapter on channel relationships Chapter on relationship performance restructured around costs and value. Ethics and researching relationships expanded in the conclusion chapter
Download or read book Buyer seller Relationships written by Ian Hughes Jones and published by . This book was released on 1988 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Interaction Strategies for the Management of Buyer seller Relationships in Industrial Markets written by N. C. G. Campbell and published by . This book was released on 1983 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Handbook of Business to Business Marketing written by Lilien, Gary L. and published by Edward Elgar Publishing. This book was released on 2022-07-15 with total page 713 pages. Available in PDF, EPUB and Kindle. Book excerpt: This path-breaking Handbook is targeted primarily at marketing academics and graduate students who want a comprehensive overview of the academic state of the business-to-business marketing domain. It will also prove an invaluable resource for forward-thinking business-to-business practitioners who want to be aware of the current state of knowledge in their domains.
Download or read book Principles and Practice of Marketing written by Jim Blythe and published by SAGE. This book was released on 2013-11-05 with total page 801 pages. Available in PDF, EPUB and Kindle. Book excerpt: When you think of marketing you may think of the adverts that pop up at the side of your screen or the billboards you see when you′re out - all those moments in the day when somebody is trying to grab your attention and sell you something! Marketing is about advertising and communications in part, but it′s also about many other things which all aim to create value for customers, from product research and innovation to after-care service and maintaining relationships. It′s a rich and fascinating area of management waiting to be explored - so welcome to Marketing! Jim Blythe′s Principles and Practice of Marketing will ease you into the complexities of Marketing to help you achieve success in your studies and get the best grade. It provides plenty of engaging real-life examples, including brands you know such as Netflix and PayPal - marketing is not just about products, but services too. Marketing changes as the world changes, and this textbook is here to help, keeping you up to speed on key topics such as digital technologies, globalization and being green.
Download or read book EBOOK Principles and Practice of Marketing written by JOBBER, DAVID and published by McGraw Hill. This book was released on 2009-12-16 with total page 980 pages. Available in PDF, EPUB and Kindle. Book excerpt: EBOOK: Principles and Practice of Marketing
Download or read book How to Save the FMCG Industry written by Chris Leach and published by Springer Nature. This book was released on 2022-03-23 with total page 250 pages. Available in PDF, EPUB and Kindle. Book excerpt: In the fast-moving consumer goods industry (FMCG), collaboration is often cited as the logical way for suppliers and retailers to create value. Yet, suppliers' experience has shown that doesn’t always happen, due in large part to the power of the retailer and a focus on the short term. In the last thirty years the industry has seen rapid change, with the growth of discounters, online shopping and consolidation of retailers. These changes have brought more opportunities to the industry but also more complexity, challenges and costs to manage for both sides. It’s no secret that retailers have sought to leverage their increasing power with suppliers with never ending discussions of cost reduction, while suppliers attempt to engage them with discussions for longer term growth. This results in tension, with the retailer interested in short term activity and the supplier interested in supporting medium term growth. How can these two parties work together to deliver value to the consumer and shopper and ultimately, support the industry? This book presents first-hand research on how to navigate through these challenges. It identifies new and relevant tools and techniques to develop better, and more valuable collaboration between retailers and suppliers in today’s challenging markets. In this notoriously secretive industry, the full value and opportunities of collaboration between retailer and supplier has yet to be fully accomplished. Traditional ways of working need to change if the industry has a chance of succeeding into the 21st century. With case studies, examples and practical frameworks, this book a brings a focus onto the industry, whilst at the same time providing implementable ideas, suggestions and solutions to improve value creation in this business-to-business context.
Download or read book Entrepreneurship Innovation and Economic Crisis written by Klaus Rüdiger and published by Springer Science & Business Media. This book was released on 2013-10-23 with total page 186 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book looks at entrepreneurship and innovation as ways out of the economic crisis in Europe and other regions, and examines the main theoretical issues and practices related to this analysis. The volume addresses such questions as: From an institutional perspective, how do economic crisis conditions affect different types of entrepreneurs and entrepreneurship? Is it useful for public policymakers and entrepreneurs to understand the basic characteristics of entrepreneurial activity, relations between the institutional environment and entrepreneurship and among entrepreneurship, innovation and social change? Featuring case studies from several industries and countries, and a variety of methodological, theoretical, and empirical approaches, the authors build a compelling narrative on the dynamics of entrepreneurship and innovation as drivers of economic growth and organizational renewal. They demonstrate that the strategic and operational relationships that entrepreneurship creates within and outside the enterprise are a fundamental route for leading and mobilizing economic and social resources that permit innovation at the organizational level and in relationships with suppliers, customers, and other stakeholders - in turn, enabling technological innovation, creating new revenue streams through new productive activities and new demand, and ultimately facilitating emergence from economic crisis. The authors consider social, gender, and generational aspects of entrepreneurship, as well as the institutional conditions necessary to promote entrepreneurial activity.
Download or read book Handbook of Strategic Account Management written by Diana Woodburn and published by John Wiley & Sons. This book was released on 2014-03-17 with total page 540 pages. Available in PDF, EPUB and Kindle. Book excerpt: A compilation of the established knowledge in strategic account management While companies and academics expend tremendous effort on mass marketing, they often overlook their immediate customers (which are critical in both senses) and hence the importance of strategic account management (SAM). This handbook is a compilation of papers that present researched knowledge of SAM across the academic community which fills a void in the existing academic literature. Handbook of Strategic Account Management identifies drivers of the SAM approach, key issues and success factors, operational needs and areas still awaiting exploration. Each paper includes an overall referenced summary of the tenets of SAM relevant to the area it reports, and together with the combined list of references, it creates an indispensable resource for academic readers, students, and researchers. Handbook of Strategic Account Management is written by over 40 knowledgeable experts with substantial experience of SAM from teaching, researching, writing and advising companies on why and how it works, spread widely across Europe and the US. It represents the balanced, researched body of knowledge in SAM and will be an invaluable resource to anyone exploring the approach, whether for a student thesis, for original research or for answers on how to approach SAM as a company initiative. "Today’s strategic, key and global account management professionals owe thanks to a small community of academic researchers who, over the past three decades have been pioneers in identifying, cataloguing and analyzing the selling and business management practices of an emerging profession we now call strategic account management. This Handbook is an important milestone to mark SAM’s still evolving impact on corporate business strategies and its ever-increasing relevance as a proven engine for growth in business-to-business strategic customer relationships." Bernard Quancard,President & CEO of SAMA (US-based Strategic Account Management Association with over 3,000 members worldwide) Yana Atanasova Bjorn Ivens Toni Mikkola Ivan Snehota Audrey Bink Ove Jensen Stefanos Mouzas Kaj Storbacka Per-Olof Brehmer Robert Krapfel Peter Naud頠 Olavi Uusitalo Noel Capon Antonella La Rocca Jukka Ojasalo Tom Vanderbiesen Simon Croom Sylvie Lacoste Catherine Pardo Stefan Wengler Osman Gök Nikala Lane Nigel Piercy Kevin Wilson Paolo Guenzi Régis Lemmens Michael Pusateri Diana Woodburn Stephan Henneburg Tommi Mahlamäki Jakob Rehme John Workman Sue Holt Malcolm McDonald Sanjiy Sengupta George Yip Christian Homburg Florin Mihoc Christoph Senn Judy Zolkiewski
Download or read book How to Get Published in the Best Entrepreneurship Journals written by Alain Fayolle and published by Edward Elgar Publishing. This book was released on 2014-01-31 with total page 285 pages. Available in PDF, EPUB and Kindle. Book excerpt: Competition to publish in the top journals is fierce. This book provides entrepreneurship researchers with relevant material and insights to support them in their efforts to publish their research in the most prestigious entrepreneurship outlets. &a
Download or read book Changing Concepts of Contract written by David Campbell and published by Springer. This book was released on 2017-02-28 with total page 258 pages. Available in PDF, EPUB and Kindle. Book excerpt: Changing Concepts of Contract is a prestigious collection of essays that re-examines the remarkable contributions of Ian Macneil to the study of contract law and contracting behaviour. Ian Macneil, who taught at Cornell University, the University of Virginia and, latterly, at Northwestern University, was the principal architect of relational contract theory, an approach that sought to direct attention to the context in which contracts are made. In this collection, nine leading UK contract law scholars re-consider Macneil's work and examine his theories in light of new social and technological circumstances. In doing so, they reveal relational contract theory to be a pertinent and insightful framework for the study and practice of the subject, one that presents a powerful challenge to the limits of orthodox contract law scholarship. In tandem with his academic life, Ian Macneil was also the 46th Chief of the Clan Macneil. Included in this volume is a Preface by his son Rory Macneil, the 47th Chief, who reflects on the influences on his father's thinking of those experiences outside academia. The collection also includes a Foreword by Stewart Macaulay, Malcolm Pitman Sharp Hilldale Professor Emeritus at the University of Wisconsin-Madison, and an Introduction by Jay M Feinman, Distinguished Professor of Law at Rutgers School of Law.
Download or read book Marketing Channel Strategy written by Robert W. Palmatier and published by Routledge. This book was released on 2019-07-11 with total page 578 pages. Available in PDF, EPUB and Kindle. Book excerpt: Marketing Channel Strategy: An Omni-Channel Approach is the first book on the market to offer a completely unique, updated approach to channel marketing. Palmatier and Sivadas have adapted this classic text for the modern marketing reality by building a model that shows students how to engage customers across multiple marketing channels simultaneously and seamlessly. The omni-channel is different from the multi-channel. It recognizes not only that customers access goods and services in multiple ways, but also that they are likely doing this at the same time; comparing prices on multiple websites, and seamlessly switching between mobile and desktop devices. With the strong theoretical foundation that users have come to expect, the book also offers lots of practical exercises and applications to help students understand how to design and implement omni-channel strategies in reality. Advanced undergraduate and graduate students in marketing channels, distribution channels, B2B marketing, and retailing classes will enjoy acquiring the most cutting-edge marketing skills from this book. A full set of PowerPoint slides accompany this new edition, to support instructors.
Download or read book Supply Chain Collaboration written by Mei Cao and published by Springer Science & Business Media. This book was released on 2012-10-05 with total page 202 pages. Available in PDF, EPUB and Kindle. Book excerpt: To survive and thrive in the competition, firms have strived to achieve greater supply chain collaboration to leverage the resources and knowledge of suppliers and customers. Internet based technologies, particularly interorganizational systems, further extend the firms’ opportunities to strengthen their supply chain partnerships and share real-time information to optimize their operations. Supply Chain Collaboration: Roles of Interorganizational Systems, Trust, and Collaborative Culture explores the nature and characteristics, antecedents, and consequences of supply chain collaboration from multiple theoretical perspectives. Supply Chain Collaboration: Roles of Interorganizational Systems, Trust, and Collaborative Culture conceptualizes supply chain collaboration as seven interconnecting elements including information sharing, incentive alignment, goal congruence, decision synchronization, resource sharing, as well as communication and joint knowledge creation. These seven components define the occurrence of collaborative efforts and allow us to explain supply chain collaboration more precisely. Collaborative advantages are also divided into five components to capture the joint competitive advantages and benefits among supply chain partners. The definitions and measures developed here examine some central issue surrounding supply chain development but this is also followed up with real-life managerial practicalities. This balance of theory and practical application makes Supply Chain Collaboration: Roles of Interorganizational Systems, Trust, and Collaborative Culture a strong resource for industry practitioners and researchers alike.
