Customer-Supplier Relationships in B2B: An Interaction Perspective on Actors in Business Networks
Autor Antonella La Roccaen Limba Engleză Hardback – 15 mar 2020
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 implicationsfor management practice and research.
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Specificații
ISBN-13: 9783030409920
ISBN-10: 3030409929
Pagini: 204
Ilustrații: XVIII, 200 p. 10 illus., 9 illus. in color.
Dimensiuni: 148 x 210 mm
Greutate: 0.41 kg
Ediția:1st ed. 2020
Editura: Springer International Publishing
Colecția Palgrave Macmillan
Locul publicării:Cham, Switzerland
ISBN-10: 3030409929
Pagini: 204
Ilustrații: XVIII, 200 p. 10 illus., 9 illus. in color.
Dimensiuni: 148 x 210 mm
Greutate: 0.41 kg
Ediția:1st ed. 2020
Editura: Springer International Publishing
Colecția Palgrave Macmillan
Locul publicării:Cham, Switzerland
Cuprins
1. Exploring the Role of Actors in the Formation of Market Relationships .- 2. Perspectives on Market – B2B Market as Network .- 3. Analysing Supplier Customer Relationships in Business Markets.- 4. Actors in Interaction .- 5. An Empirical Study of Interaction in Business Relationships.- 6. Interaction and Identities in Business Relationships.
Notă biografică
Antonella La Rocca is Associate Professor at Rennes School of Business, France, where she teaches B2B marketing. She is an Associate Editor of the Journal of Business and Industrial Marketing and on the board of the Association for Key Account Management. Her main research interests are innovation, entrepreneurship, and sales in business markets. She has co-edited volumes on innovation in healthcare and new business venturing, and is the author of several publications in Industrial Marketing Management, Management Decision and the IMP Journal.
Textul de pe ultima copertă
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 customer and supplier organizations 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.
Based on a review of prior research and an original empirical study, the author argues that the presence of continuous close relationships between customer and supplier organizations 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.
Antonella La Rocca is Associate Professor at Rennes School of Business, France, where she teaches B2B marketing. She is an Associate Editor of the Journal of Business and Industrial Marketing and on the board of the Association for Key Account Management. Her main research interests are innovation, entrepreneurship, and sales in business markets. She has co-edited volumes on innovation in healthcare and new business venturing, and is the author of several publications in Industrial Marketing Management, Management Decision and the IMP Journal.
Caracteristici
Reviews how different research streams treat the idea of market relationships, and how these work Based on original field research with 128 observations on 32 customer–industrial company relationships Offers novel insights on how interaction behaviours impact the development of buyer–seller relationships Argues that actors in business relationships have fluid boundaries and are characterized by jointness, and multiple and transient identities Shows that actors in interaction (‘interactors’) need capabilities beyond the traditional managerial skills of analysis, planning, and decision-making