Customer-Supplier Relationships in B2B

Name: Customer-Supplier Relationships in B2B
Brand: Springer Nature Switzerland AG
SKU: 9783030409920
Price: 569.01 RON
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An Interaction Perspective on Actors in Business Networks

Autor: Antonella La Rocca

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Legare: Copertă tare

Editura: Springer Nature Switzerland AG

Disponibilitate: În depozitul extern

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This book explores customer-supplier relationships in B2B markets focusing on interaction between pa...

Informații despre carte

Autor

Antonella La Rocca

Limbă

engleză

Legare

Carte - Copertă tare

Publicat

2020

Pagini

200

EAN

9783030409920

Enbook ID

25609908

Editura

Springer Nature Switzerland AG

Greutate

416

Dimensiuni

148 x 210 x 17

Descriere completă

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 implications for management practice and research.

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Customer-Supplier Relationships in B2B

An Interaction Perspective on Actors in Business Networks

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