MTU Library Catalogue

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Managing business relationships / David Ford ... [et al.].

Contributor(s): Ford, David, 1944-.
Material type: materialTypeLabelBookPublisher: Chichester, West Sussex ; Hoboken, NJ : J. Wiley, 2003Edition: 2nd edition.Description: xii, 215 p. ; 24 cm.ISBN: 0470851252.Subject(s): Strategic alliances (Business) | Business networksDDC classification: 658.044
Contents:
IMP and the integration approach -- The manager and the network -- The manager and the relationship -- Relationships with customers -- Relationships with suppliers -- Distribution in business networks -- Technology and business networks -- Managing in networks -- So what does it all mean?
Holdings
Item type Current library Call number Copy number Status Barcode
General lending MTU Bishopstown Library Lending 658.044 (Browse shelf(Opens below)) 1 Available 00132313
General lending MTU Bishopstown Library Lending 658.044 (Browse shelf(Opens below)) 1 Available 00151754
Total holds: 0

Enhanced descriptions from Syndetics:

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.

Includes bibliographical references and index.

IMP and the integration approach -- The manager and the network -- The manager and the relationship -- Relationships with customers -- Relationships with suppliers -- Distribution in business networks -- Technology and business networks -- Managing in networks -- So what does it all mean?

CIT Module MGMT 8002 - Supplementary reading

CIT Module MGMT 8003 - Supplementary reading

Table of contents provided by Syndetics

  • About The Authors
  • Preface
  • Chapter 1 Imp and the Integration Approach
  • Chapter 2 The Manager and the Network
  • Chapter 3 The Manager and the Relationship
  • Chapter 4 Relationships with Customers
  • Chapter 5 Relationships with Suppliers
  • Chapter 6 Distribution in Business Networks
  • Chapter 7 Technology and Business Networks
  • Chapter 8 Managing in Networks
  • Chapter 9 So What Does it All Mean?
  • Index

Author notes provided by Syndetics

David Ford is Professor at the University of Bath.

Lars-Erik Gadde is Professor at Chalmers University of Technology, Gothenburg.

Håkan Håkansson is Professor at the Nordic School of Management, BI, Oslo.

Ivan Snehota is Professor at the University of Lugano

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