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Customer-Supplier Relationships in B2B

Customer-Supplier Relationships in B2B

Antonella La Rocca

48,32 €
IVA incluido
Disponible
Editorial:
Springer Nature B.V.
Año de edición:
2020
Materia
Ventas y marketing
ISBN:
9783030409944
48,32 €
IVA incluido
Disponible

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Sobre IBD

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 implicationsfor management practice and research.

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Otros libros del autor

  • Customer-Supplier Relationships in B2B
    Antonella La Rocca
    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...
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  • Customer-Supplier Relationships in B2B
    Antonella La Rocca
    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...