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Understanding business marketing and purchasing : an interaction approach / edited by David Ford on behalf of the IMP Group

Contributor(s): Ford, David, 1944- | Industrial Marketing & Purchasing Group.
Material type: materialTypeLabelBookPublisher: Australia ; London : Thomson Learning, 2002Edition: 3rd ed. / edited by David Ford on behalf of the IMP Group.Description: xiv, 488 p. : ill. ; 25 cm.Content type: text | still image Media type: unmediated Carrier type: volumeISBN: 1861527691 (pbk.) :; 9781861527691.Subject(s): Industrial marketing | Industrial procurement | Business and Management | Sales & marketingDDC classification: 658.8 UND
Holdings
Item type Current library Call number Status Barcode
General lending MTU Kerry North Campus Library First Floor Main 658.8 UND (Browse shelf(Opens below)) Available 38888000820849
Total holds: 0

Enhanced descriptions from Syndetics:

This book is aimed at students, instructors, researchers and practitioners who need to understand the complexities of business markets and the management challenges they provide. It brings together the most significant and up to the minute work of the IMP group and their research colleagues. The third edition has been extensively revised and includes many new readings. All have been chosen for their clarity and insight into the complex world of the business marketer and the purchaser. Understanding Business Marketing and Purchasing provides insights into the interactions between the business buyers and sellers and the relationships in which they take place. The book also sheds light on how business relationships form part of wider networks and provides understanding of the issues facing managers in these complex networks. The collection takes an international approach to understanding business markets and draws on the work of leading authorities from a number of countries. Unrivalled for clarity and comprehensive coverage, Understanding Business Marketing and Purchasing is essential reading for academics, students and practitioners.

Previous ed.: published as Understanding business markets. London : Dryden, 1997.

Includes bibliographical references and index.

Table of contents provided by Syndetics

  • Part 1 The IMP Approach To Understanding Business Markets
  • Introduction
  • Interaction, Relationships and Networks in Business Markets: An Evolving Perspective IMP Group: An Interaction
  • The IMP Perspective, Assets and Liabilities of Relationships
  • Part 2 Understanding Interaction and Relationships
  • Introduction
  • Influence tactics in Buyer-Seller Processes
  • The development of buyer-seller relationships in industrial markets
  • How do companies interact?
  • The Burden of Relationships or Who's Next
  • Don't All Firms Have Relationships?
  • Business dancing - the nature and role of inter-firm relations in business strategy
  • Part 2 Understanding Business Networks
  • Introduction
  • Industrial Networks: A Review
  • A Model of Industrial Networks
  • No business is an island: the network concept of business strategy
  • Analysing Business Relationships
  • Network Positions and Strategic Action - An analytical framework
  • Internationalisation in Industrial Systems: A network Approach Dyadic Business Relationships within a Business Network Context
  • From Dyadic Change to Changing Business Networks: An Analytical Framework
  • How Should Companies Interact?
  • Part 3 Marketing in Business Networks
  • Introduction
  • Controlling the marketing-purchasing interface: resource development and organisational implications NCG
  • Customer analysis for strategy development in industrial
  • Relationship Portfolios - Past, Present and Future
  • Organising Marketing in Industrial Hi-Tech Firms
  • Managing Business Relationships by Analysing the Effects and Value of Different Actions
  • The Networking Company
  • Assessing Relationship Quality
  • Adaptive Behaviour in Buyer-Supplier Relationships
  • First steps in technology strategy
  • Part 4 Purchasing in Business Networks
  • Introduction
  • An Interaction Approach to Organisational Buying Behaviour
  • Supplier relations
  • The changing role of purchasing: Reconsidering three strategic issues
  • Making the most of supplier relationships
  • Managing Interfaces with Suppliers
  • It's Only a Matter of Confidence: A Comparison of Relationship Management between Japanese and United Kingdom Vehicle Manufacturers
  • Conclusions"
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