Managing Business Relationships

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9780470721094: Managing Business Relationships
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No company is an island in the world of business. Each company islocked into a complex network of relationships with its customers,suppliers and other counterparts. What happens in theserelationships is critical to the success of any business. Managinga company's relationships and its position in the network is acentral, but often misunderstood aspect of business.

This new edition of Managing Business Relationships aims to helpmanagers and students understand the reality of business networksand how to manage in them. It has been entirely rewritten toinclude the latest thinking and research from the IMP (IndustrialMarketing and Purchasing) Group and includes new chapters onIntermediation in Business Networks, the Economics of BusinessRelationships and the Practice of Business Networking.


Provides a structured way to understand businessnetworks and their meaning for the practicing manager.

Offers a complete analysis of management in differentrelationships including those with customers, suppliers,distributors and development counterparts.

Presents a practical analysis of the problems andchoices that managers face in developing and changing theirrelationships and a guide to the critical skills of businessnetworking.

The book is vital reading for students of business marketing,purchasing, business networks and relationship management. It isalso a valuable resource for all managers operating in businessnetworks, including those in marketing, purchasing, strategy,technical development and distribution.

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