Business Relationships for Competitive Advantage

Managing Alignment and Misalignment in Buyer and Supplier Transactions

Inbunden, Engelska, 2003

AvA. Cox,C. Lonsdale,J. Sanderson,G. Watson,Cbsp Cox, Andrew,Chris Lonsdale

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This volume provides a summary and critical appraisal of the thinking that informs the management of business relationships, from the perspectives of both the buyer and supplier. The authors argue that these approaches are one-dimensional and instead recommend a more holistic approach based on power, interaction and portfolio perspectives. The book provides evidence of how relationships can be aligned and misaligned in practice, using 18 examples drawn from a variety of business cases and circumstances.

Produktinformation

Utgivningsdatum2003-12-19
Mått140 x 216 x 21 mm
Vikt454 g
FormatInbunden
SpråkEngelska
Antal sidor246
Upplaga2004
FörlagPalgrave USA
ISBN9781403919045

Tillhör följande kategorier

Försäljning och marknadsföring inom Ekonomi och ledarskap
Affärsstrategi inom Ekonomi och ledarskap
E-handel inom Ekonomi och ledarskap
Projektledning inom Ekonomi och ledarskap
Redovisning inom Ekonomi och ledarskap

ANDREW COX is CIPS Professor of Business Strategy and Procurement at Birmingham University Business School. He is also Chairman of Robertson Cox Ltd, a competence development consultancy. - CHRIS LONSDALE is Lecturer in Supply Chain Management at the University of Birmingham and has worked with a number of private and public sector organisations. - JOE SANDERSON is Lecturer in Supply Chain Management and Deputy Director of the CBSP. - GLYN WATSON is Lecturer in Supply Chain Management in the CBSP. - Together they have co-authored of a number of books on the subject.

PART 1: AN INTRODUCTION TO BUSINESS RELATIONSHIP MANAGEMENT What Are Business Relationships in Theory and Practice? The Five Conditions of Successful Business Relationship Alignment PART 2: SUCCESS AND FAILURE IN BUSINESS RELATIONSHIP MANAGEMENT Aligning Buyer-Dominated Business Relationships Successfully Aligning Supplier-Dominated Business Relationships Misaligning Buyer-Dominated Business Relationships Misaligning Supplier-Dominated Business Relationships Aligning Interdependence Business Relationships Misaligning Interdependence Business Relationships PART 3: DECISION SUPPORT TOOLS FOR IMPROVING BUSINESS RELATIONSHIPS A Framework and Guide for Aligning Business Relationship Management